Close-rate scorecardExampleFix this first
In the follow-up
+ Your step-by-step planWhy aren’t more of your quotes closing?
- 7 quick questions about quotes that don’t sign
- Find what’s hurting your close rate most
- Download a step-by-step plan to fix it
- Bonus: 21-Day Quote Follow-Up Script Pack
- Bonus: Appointment Confirmation Call Kit
Once we find what’s costing you closes, we’ll also give you a step-by-step, actionable plan to fix it.
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Your Close-Rate Scorecard Analysis
You answered 7 questions about what happens when one of your appointments doesn’t sign. This page is your diagnosis: where deals slip, in the room or in the follow-up, and where you are today. The next two pages are your step-by-step plan to fix it.
The Close-Rate Scorecard · Your result
Start here
Your step-by-step plan
Your step-by-step plan
- Part A: The follow-up, every Monday. Pull the last 10 days of quotes that didn’t sign, rank them by job value and how likely each homeowner is to still buy, and call the top ones with one goal and two openers built on what the homeowner said. Repeat every week.
- Part B: In the room, every day. A short breakdown with each rep: How did you do today? What did you do really well today? What do you need to improve on? Coach on the answers, then ask: “When are you scheduling the next interaction?”
The download spells out every step: when, how long, what to say and what to write down.
Your 2 free bonuses
- The 21-Day Quote Follow-Up Script PackObjection handling for “I need to think about it” and 14 more common objections: every text, call and email to send, from the same day to Day 21.Download PDF
- The Appointment Confirmation Call KitAppointment confirmation scripts that get every decision maker at the appointment: the booking question, the confirmation call, the day-of text, what to say when one can’t make it, and a 10-minute rep prep checklist.Download PDF
Part A: The follow-up (every Monday)
Suggested: Monday morning, before the first appointment. Plan on about 60 minutes. You and each rep. Bring the ranking sheet (last page).
- Pull the list. (about 10 min) Print every quote from the last 10 days that didn’t sign. Give each rep their own list. Write down: Each homeowner’s name on a row of the ranking sheet, with the rep’s name.
- Rank it. (about 15 min) Each rep fills in job value (the quoted amount) and likelihood from 1 to 5 (5 = would still buy if we get the next call right). Put the highest value and likelihood at the top. Write down: Job value and likelihood. Circle the top 5 for each rep.
- Write before you dial. (about 20 min) For each circled homeowner, the rep writes one goal for the call (for example: book a second visit, send a revised quote, or get a clear yes or no) and two opening sentences built on something the homeowner said that answer what stopped the deal. Never open with “just checking in.” Write down: The goal and the opening line in the last two columns.
- Make the calls. (by Wednesday, suggested) Each rep calls their top 5. If there’s no answer, leave the first sentence as a voicemail and try again the next day. Write down: Next to each name: booked, call back on a date, or no.
- Do it again next Monday. (about 15 min to check) Start by going over last week’s sheet. Anyone marked “call back” stays on the list with their date. Then pull the new last 10 days and repeat. Write down: Keep every week’s sheet in one folder.
Insight
Deals slip in two places: in the room, and after the rep leaves. Both get fixed by the same habit: a short, regular look at real appointments that ends with a next step and a date.
Tip. Start with the part your result flagged, but run both this week. Put Part A and Part B on the calendar today.
Part B: In the room (a daily breakdown with each rep)
Suggested: every day a rep runs appointments, about 10 minutes per rep, by phone or in person. End of day, or the next morning before the first appointment. Bring the daily log below.
- Set it up once. Put a recurring 10-minute slot on the calendar with each rep. Tell them: “Every day we’ll do a quick breakdown of your appointments. Three questions and a plan for the next one.”
- Ask: “How did you do today?” Let them walk through each appointment: who, what was quoted, signed or not, and what the homeowner said. Listen. Don’t coach yet.
- Ask: “What did you do really well today?” Get one specific moment, not “it went fine.” Say it back to them so they do it again tomorrow. Write down: Did well.
- Ask: “What do you need to improve on?” Pick one thing, not three. Coach on it right then: ask what they would say differently, and have them say it out loud once. Write down: Improve.
- Before you end the call, ask: “When are you scheduling the next interaction?” Get a day and time for the next touch with each open homeowner. Agree on what the rep will do, or how you’ll help them improve on that one thing (a role-play, a ride-along, or listening to their next call). Write down: Next interaction (date) and manager help.
- Open the next breakdown with yesterday’s line. “Yesterday you said you’d work on this. How did it go?” On Monday, read the week’s rows before Part A.
Daily log
| Date | Rep | Did well | Improve | Next interaction | Manager help |
|---|---|---|---|---|---|
Ranking sheet
| Homeowner | Rep | Job value | Likelihood 1–5 | Goal | Opening line |
|---|---|---|---|---|---|
Doing this by hand is a lot of work
This plan is all manual. Every Monday you pull lists, rank homeowners and write openers. Every day you run a breakdown with each rep. It only works if it happens, and reps often don’t follow through.
Let LeadMax do this every week
With the homeowner’s OK, LeadMax records and transcribes each appointment, helps you coach the rep on what happened in the room, flags which open quotes are still likely to buy, drafts the follow-up from what the homeowner actually said, and keeps reps working it every week. The AI suggests. People decide.
See how LeadMax does this — book a 5-minute call →