Jesse Lane

Most contractors are losing WAY too much time estimating.

I was talking with a coaching client yesterday and he asked me, “Man, how do I qualify clients? I am bidding all these jobs and I am wasting my time.”

I get it. I did the same thing for years.

Endless proposals. Weak leads. Low close rates.

The fix is not just “estimate faster.”

The fix is to pre-qualify before you ever touch an estimate.

Here is the framework I teach:



Step 1: Pre-qualify on your website form

When a new lead fills out your website form, you should know in 30 seconds if they are worth your time.

Do not just ask for name, email, phone.

Add real filters, for example:

Type of project
Location
Approximate square footage
Do you already have drawings or an architect?
Desired budget range

If you are a commercial GC in Florida and you see this on the form…

Residential bathroom remodel
Budget: $5,000
Location: Georgia
That lead is not pre-qualified.

Do not chase it. Do not “keep it just in case.”

Send a polite decline email and protect your time.

Here is an example you can swipe.

Subject: Thank you for reaching out

Hi [First Name],

Thank you for reaching out and considering us for your project. We truly appreciate the opportunity.

At this time, we are not able to fit this project into our schedule, but we sincerely appreciate you thinking of us.

If it is helpful, we are happy to refer you to another trusted contact who may be able to assist.

Wishing you lots of success with your project!

[Your Name]
[Your Title]
[Company Name]

You keep your brand strong.

You close the loop.

You spend zero brain energy on that project.

Inside Structur, just embed the lead form on your public website, add the right fields (they already come pre-populated) and every new lead flows straight into your Leads Pipeline so you can decide in seconds if they are pre-qualified.



Step 2: For pre-qualified leads, send a “Next Steps” email

If the form response looks solid and the project fits your lane, you move them to the next level.

You are not estimating yet. You are inviting them to a qualification call.

Here is an email template.

Subject: Next steps for your project with [Company Name]

Hi [First Name],

Thanks for reaching out to [Your Company Name]. We would love to learn more about your project.

I would like to schedule a 20 minute video call with you to discuss the details and see if we are a good fit. Please use this link to choose a time that works for you:

[Your Calendar Link]

On this call we will talk through:

Whether you already have drawings or need design build
Our design or design build process if needed
Key project details such as site conditions, structural, MEP
The general level of finishes you have in mind
A rough ballpark price range to confirm alignment
How permitting works and what next steps with us would look like

Looking forward to speaking with you!

[Your Name]
[Your Title]
[Company Name]

Now the lead knows you have a clear process.

They book a call.

They show up prepared.

In Structur, you can save this as a text SOP and your team can send it the same way every time.



Step 3: Use ballpark pricing to qualify on the call

The qualification call is where you decide if they are truly worth an estimate.

If you have done similar projects, or if you have your Ballpark settings set up in our Ballpark feature within Structur, then you should be able to give a ballpark range to them right on the call.

Example:

You plug in a 2,000 square foot commercial renovation. Your historical cost range for that project type is about $200 per square foot. You are probably looking at roughly $400,000 maybe a little more or less.

You say something like:

“Based on what we discussed and similar projects we have completed, I would expect this project to land around $400,000 give or take.”

If they say,

“I thought this was going to be around $40,000,”

….you just saved yourself weeks of estimating….

If they say,

“That is about what we expected,”

THEN you have a serious lead.



Step 4: Look at the qualification flags

Qualification is not one question.

It is a pattern.

Here are some data points to look at together:

Their desired budget
Level of finishes they want
Timeline and urgency
How they will pick their GC
How many bids they are getting
Whether bonding is required
…and stuff

Example of an unqualified lead:

Budget is very low
Finishes are “very low”
They want the lowest price and they are in a rush
They are getting 7 bids
That is four red flags. Do not chase that project.

Example of a dream lead:

They have a realistic budget per your Ballpark
They care about quality and communication
They found you from your reviews, website, job signs, or referrals
They might get one more bid but they already trust you
That is a green light. Go all in.

In Structur, the Lead Intake form sits right inside the lead. Your team (or you) clicks through the questions on the call so everything is logged in one place.



Step 5: Choose the right path

Once you have a qualified lead, there are only three options.

Qualified and has drawings

Move them into straight up estimating.

Set a clear expectation for timing. For example:

250k job, maybe 2 weeks
250k to 1M job, about 2 to 4 weeks
1M to 5M job, about 4 to 6 weeks
5M to 10M job, about 6 to 8 weeks

Qualified and no drawings

Move them into a paid design or preconstruction contract.

You coordinate the architectural, structural, civil, mechanical, electrical, plumbing. You manage the process, add your fee, and now you know every bolt and wire in that project before you ever price it. Your close rate goes through the roof.

Not qualified

Close it out. Use the polite decline, maybe give them a referral, and move on to better work.


Everything I just walked you through exists as real SOPs, templates, and tools inside my Systems Accelerator program.

Inside Systems Accelerator I give you:

The full Sales SOP
Polite decline and next steps email templates
Design and preconstruction contract templates (and all other contract templates)
The full 7 Core Systems framework so your whole business runs on systems, not chaos
…and a million other things :)

If you want my help setting all this up in your business, click here to learn more about Systems Accelerator: structur.com/accelerator

Remember,

Qualify hard on the front end.

Protect your calendar.

Spend your estimating time only on jobs that deserve it.

Jesse

1 month ago | [YT] | 13

Jesse Lane

www.structur.com/

1 year ago (edited) | [YT] | 2

Jesse Lane

Hey guys! Structur beta version is live! Go start your FREE Trial! www.structur.com/

1 year ago | [YT] | 2

Jesse Lane

STRUCTUR Launch Date is July 1 🚀

I'm working hard on creating training content for the Help Desk, filling up the Template Marketplace with amazing templates, and lots more!!! Get ready!!!!

1 year ago | [YT] | 4

Jesse Lane

Check out one of our recently completed projects! 😃

1 year ago | [YT] | 3

Jesse Lane

My goal is to launch Structur June 1st 2024 🚀

1 year ago | [YT] | 5

Jesse Lane

😃WE HIT 40,000 SUBSCRIBERS 🔥💪🏼❤️🎉🚀

1 year ago | [YT] | 10

Jesse Lane

If you're ready to take your construction business to $10-100M+ and set it up to run without you needing to be there...that is exactly what my Automation Blueprint coaching program is all about. We aren't letting everyone in, but if you are ready to scale and delegate to elevate yourself as the true CEO, then fill out a quick application here and then book a call: jesselane.com/coaching

Get ready for more net profit and LESS STRESS 🔥

1 year ago | [YT] | 2

Jesse Lane

Hey guys, I’m struggling with my editing team right now on getting the new videos posted. I REALLY have been trying to upload weekly, but we’ve hit a few snags. Thanks for your patience!!!

1 year ago | [YT] | 8

Jesse Lane

We just hit 38,000 SUBSCRIBERS 🎉🚀

Thank you all for being here!

It’s truly been an amazing journey

I’m excited for what the future holds

And speaking of the future…

I’m excited to launch my Coaching Program!

(It’s actually starting now…in the present…but it will grow in the future haha)

You can apply here: jesselane.com/coaching

Not everyone will be accepted so I appreciate your patience and understanding!

1 year ago | [YT] | 12