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Qualifying leads without interrogating them

Qualification is deciding which leads deserve your time. On marketplaces it has to happen fast, from very little information, and without making the customer feel processed.

What you are actually sorting for

Four things decide whether a lead is worth pursuing: is it work you do, is it within your travel range, is the person ready to move, and is what they describe real rather than a pitch.

Most requests answer two of the four. The reply's job is to get one more, not all of them.

One question per message

A reply that opens with four questions reads like a form, and forms get abandoned. Ask the single question that most changes what you would do next — for a leak that is whether it is active, for a cleaning that is frequency, for a roof that is the insurance timeline.

A short message is not a bad lead

Two-line requests from real homeowners are extremely common, particularly from phones. Scoring by message length filters out the people who were busy, not the people who were not serious.

What genuinely does not deserve a reply is someone selling you something. That is not a low-quality lead, it is a different thing wearing the same form.

Keep reading

Answer every lead first

Knowing the theory is the easy half. The hard half is being awake at 2am.

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