As we all know, first impressions matter. The first time that you speak to a perspective client over the phone is no different. Many times we can rub a homeowner the wrong way if they are not set up properly. Other times we lose a potential sale if it is simply a race to set up a time to meet so we can get off the phone and continue on with our day.A balance needs to be made along the lines of building rapport while setting a client’s expectations properly for the meeting. The idea is that we don’t want to assume too much about a client prior to meeting them. The most successful estimators get in front of as many qualified customers as they can because they know that profiling a customer over the phone too much simply gets things started on the wrong foot. Here are some tips for setting up a good estimate while communicating what to expect from the building process. (more…)