Free Estimates Are Costing You More Than You Think with Brad Huebner
A Better Way to Win More Jobs and Increase Profitability
As a deck builder, you may think offering free estimates is the key to bringing in new business. After all, it’s a standard practice in the industry. But in reality, free estimates could be costing you more than you think—especially when it comes to your time and profitability.
In this episode of the We Love Deck Builders Podcast, Brad Huebner, a seasoned contractor, author or Contractor Profit Blueprint, owner of Hammer and Grind and the host of Hammer and Grind Podcast, shares his thoughts on why free estimates aren’t the golden ticket to success they may seem to be. Brad’s message is clear: time is money, and giving away free estimates can end up costing you more than you realize.
The Hidden Cost of Free Estimates
Many deck builders give free estimates, believing it’s necessary to get the job. However, Brad points out that giving away your expertise for free is often a waste of valuable time. When you provide free estimates to every homeowner who calls, you may be missing out on more qualified leads who truly value your services.
Brad explains:
“If you’re doing 10 estimates a week and your closing ratio is only 50%, you’re essentially wasting time on 5 estimates that never go anywhere.”
This not only affects your time management but also reduces your overall profitability. Instead of chasing low-value leads, Brad encourages deck builders to focus on high-quality, qualified clients.
Switching to Paid Consultations: The Key to Attracting Serious Clients
To avoid wasting time on unqualified leads, Brad recommends charging for consultations instead of offering free estimates. By charging for consultations, you’re signaling to potential clients that your time and expertise are valuable—which will lead to more serious and committed clients.
“When you charge for a consultation, you communicate professionalism and set the stage for a better business relationship.”
Charging for consultations gives you the chance to really connect with clients, understand their needs, and provide real value—whether that’s offering design insights or advising them on the best materials for their project. It also allows you to qualify leads more effectively and decide if the client is a good fit for your services.
Building a Better Sales Process for Deck Builders
Brad’s advice doesn’t just stop at charging for consultations. He suggests implementing a solid sales process where you can easily filter out bad leads and attract the right customers who are ready to move forward with a project. The goal is to focus on high-value clients who appreciate the expertise and professionalism you bring to the table.
One simple way to implement this process is by giving potential clients a ballpark estimate over the phone, which will help you gauge if they’re within your budget range. If they are, then you schedule a paid consultation to discuss the project in detail.
“By having a ballpark estimate conversation upfront, you’ll save time by filtering out clients who can’t afford the project or aren’t serious about moving forward.” Brad says.
Understanding the Value of Your Time
When you offer free estimates, you’re essentially working for free. Brad emphasizes that charging for consultations is not only about increasing profitability but also about respecting your time and setting boundaries.
“Charging for consultations tells the client that you respect your expertise and the value you bring to the table.”
This approach filters out low-value leads and allows you to focus on people who are ready to commit and are serious about building a high-quality deck.
Implementing a Paid Consultation Model: A Simple Step-by-Step Process
If you’re hesitant about charging for consultations, Brad breaks it down into a simple 3-step process:
- Phone Call: Have a brief conversation to assess the client’s needs and project scope.
- Ballpark Estimate: Provide a rough price range based on the information you have.
- Paid Consultation: If the client is interested, offer an on-site consultation where you can dive into the details of the project and provide professional advice.
“By following this simple process, you’ll weed out bad leads early and focus your time on serious clients who are ready to hire you.”
Attracting Higher-Quality Leads with Paid Consultations
Brad’s advice to deck builders is clear: if you want to attract better leads, you need to position yourself as an expert who is worth the investment. Instead of offering free estimates to anyone who calls, shift your approach to a value-driven consultation process.
“Charging for consultations helps you build trust with your clients and shows that you value your time and expertise. This sets you apart from other contractors who give free estimates and helps you attract higher-quality leads.”
Conclusion: Time to Stop Giving Away Free Estimates
The bottom line is simple: free estimates are costing you time and money. By charging for consultations, you’ll attract more serious clients, improve your profitability, and gain the respect you deserve as a professional. You’ll no longer be wasting time on low-value leads, and instead, you’ll have the chance to focus on clients who truly appreciate your services.
For deck builders ready to take this step and increase their profitability, charging for consultations is the way forward. Invest in your time, attract the right clients, and grow your business with confidence.
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