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Module 04 — Lead capture that doesn't leak

Qualify without friction

You'll pick three qualifying questions, ask them naturally, and send every inquiry into one of three lanes: call today, follow up, or a kind no.

  • 3 min read + 15 min exercise
  • Lesson 3 of 3
  • Free · No sign-up

The problem

Every inquiry gets the same treatment. The buyer who needs you next week waits behind someone doing research for next year and someone outside your area. Meanwhile, a long intake form scares off the good ones.

Why it matters

Your time is the scarcest thing in the business. Qualifying isn't about turning people away — it's about giving the ready buyer your fastest answer and everyone else an honest, useful one.

1 The method: three questions, three lanes

  1. Three questionsFit, timing and scope — the minimum to choose the next step.
  2. Asked along the wayOne in the first reply, the rest in the conversation. Never a questionnaire.
  3. Three lanesHot: reply today. Warm: follow-up list. Not a fit: a kind no.

2 Step by step

  1. Write your three questions

    Usually: fit — is it something you do, where you do it? Timing — when do they need it? Scope — roughly how big is it? Add budget only if your prices vary a lot from job to job.

  2. Lead with the most important one

    It's the “one question” in your first reply from lesson 4.2. The other two come up naturally as you talk.

  3. Define the lanes in one line each

    What makes an inquiry hot for you — for example: in your area, needed within two weeks, a job you do. Hot means a personal reply or call today. Warm goes on the follow-up list with a date. Not a fit gets the kind no below.

  4. Add a Lane column to your lead log

    Hot, warm or not a fit. The lane sets the next step and its date — no more guessing which message to answer first.

  5. Check your lanes after two weeks

    Did hot inquiries actually buy more often? If warm ones keep buying, your definition of hot is too strict. Adjust one line and keep going.

Example · illustrative

A dental office's lanes

Their three questions: new or existing patient? What's the visit for? Which days work? Then the lanes:

  • Hot: pain or a broken tooth — a call back within the hour and a same-day slot if there is one.
  • Warm: a checkup or cleaning — the booking link and a follow-up if they haven't booked in three days.
  • Not a fit: braces, which they don't offer — a kind no and the name of a practice that does.

Your exercise · about 15 minutes

Set up your lanes

Template · Qualifying map
QUESTION 1 (fit):
QUESTION 2 (timing):
QUESTION 3 (scope):

HOT if: ______________ → personal reply or call today
WARM if: _____________ → follow-up list, next date: ______
NOT A FIT if: ________ → kind no (below)
Template · A kind no
Hi [Name], thanks for thinking of us. [Honest reason: we don't cover your area / we don't do this type of job / we're fully booked until date.]
[Useful pointer: what to look for, or who might help.]
If anything changes, we'd be glad to hear from you.

Qualify to serve faster, not to say no.

Your next action

Mark a lane on every open inquiry in your log today, and reply to the hot ones first.