The 3-Question Filter: How to Screen Out "Tire Kickers" Before You Start the Truck
Stop driving to free estimates that never convert. Learn how to use AI lead qualification to screen out tire kickers and only book paying jobs. 3-step guide.
The 3-Question Filter: How to Screen Out "Tire Kickers" Before You Start the Truck
It’s a scenario every contractor knows too well.
You get a call while you’re under a sink or on a roof. You let it go to voicemail, but call them back 20 minutes later. They want a quote for a bathroom remodel.
You spend 45 minutes driving to their house. You spend an hour walking the property, taking measurements, and explaining your process. You spend another hour back at the office typing up a detailed proposal.
Then... silence.
Or worse: "We decided to go with the guy who said he could do it for half the price."
You just spent four hours of your life—plus gas and vehicle wear—for absolutely zero revenue.
If you do this just twice a week, you are losing over 400 hours a year chasing dead-end leads. That’s ten full work weeks wasted on "tire kickers"—people who have no budget, no urgency, or no authority to make a decision.
The solution isn't to stop doing estimates. The solution is to stop doing unqualified estimates.
Here is how smart contractors are using AI to build a "Gatekeeper" system that screens leads automatically—before you ever put the keys in the ignition.
The High Cost of "Free Estimates"
Most contractors look at a missed lead as lost money. But a bad lead is actually an expense.
Let’s break down the true cost of a bad lead:
- Drive time: 1 hour (round trip)
- Site visit: 1 hour
- Estimate writing: 1 hour
- Follow-up calls: 30 mins
Total time: 3.5 hours. If your billable rate is $100/hour, that tire kicker just cost you $350 in opportunity cost.
If you have a human receptionist ($45,000/year), they can help screen these calls. But for solo operators or small crews, you are often the receptionist, the estimator, and the installer. You don't have time to interview every caller to see if they are serious.
This is where the new wave of AI lead qualification comes in.
The "Gatekeeper" Strategy
The goal of a Gatekeeper isn't to be rude; it's to protect your time. A good Gatekeeper politely ensures that a potential client checks three boxes before they get on your calendar:
- Budget: Can they afford you?
- Urgency: Do they need this done now, or "someday"?
- Scope: Is this the type of job you actually want?
Historically, you had to ask these awkward questions yourself. And let's be honest—it's hard to ask "What is your budget?" without sounding pushy when you're answering the phone out of breath from a job site.
How AI Automates the Awkward Conversations
Tools like SkipCalls have changed the dynamic. Because the AI answers instantly and sounds human (using voice cloning technology), it can have a natural conversation with your caller.
But unlike a voicemail that just records "Call me back," an AI receptionist can be programmed with specific instructions to qualify the lead for you.
Here is the 3-Question Filter you should set up today.
Question 1: "When are you looking to get this project started?"
Why it matters: This tests for urgency.
The Tire Kicker: "Oh, we're just gathering ideas for next year." The Real Lead: "Ideally before the holidays," or "As soon as possible, the leak is bad."
How SkipCalls handles it: You can instruct the AI to prioritize urgent jobs. If the caller says "emergency" or "ASAP," the AI can send you an instant text alert or even patch the call through. If they say "just looking," the AI takes a message but doesn't interrupt your work.
Question 2: "Do you have a specific budget in mind for this renovation?"
Why it matters: This is the big one. It filters out the people looking for "handyman prices" when you run a premium service.
The Tire Kicker: "I have no idea, I just want the cheapest price." The Real Lead: "We were thinking around $15,000," or "We aren't sure, but we know quality costs money."
How SkipCalls handles it: It’s often easier for customers to tell a "receptionist" their budget than the business owner directly. The AI notes the figure in the call summary. When you read the transcript later, you know instantly if they are worth the drive.
Question 3: "Are you the property owner?"
Why it matters: This filters out tenants, "helping my friend," or complex approval committees that can't make a decision.
The Tire Kicker: "I'm renting, but I want to show my landlord what it would cost." The Real Lead: "Yes, it's my house."
How SkipCalls handles it: The AI politely asks for the property address and confirms ownership status as part of the booking flow.
Setting Up Your AI Filter
You don't need to be a coder to set this up. With SkipCalls, it takes about 5 minutes.
When you configure your AI agent, you simply add these priorities to the "Business Knowledge" or "Instructions" section.
Example Instruction:
"You are the scheduling assistant for Apex Plumbing. Your goal is to book appointments for estimates. Before booking, always ask the caller for their timeline and if they are the property owner. If they ask for a price over the phone, explain that we need to see the job first, but our minimum service call is $150."
Now, the AI acts as your front line. It filters out the noise so you only deal with the signal.
Calculate Your Savings
Step 1 of 3 • Takes 30 seconds
On a typical busy day, how often does your phone ring when you can't pick up?
When you're with a customer, under a house, on a ladder...
Don't stress about the exact number – a rough guess is perfect
Calculate Your Savings
Calculate how much revenue your business loses from missed phone calls. Most contractors lose $800-$1,500 per month from unanswered calls. SkipCalls AI phone answering costs only $99/year and captures every lead.
- Calculate how much money you lose from missed calls
- Average contractor loses $800-$1,500/month to unanswered calls
- SkipCalls AI answering costs only $99/year
- One captured job pays for 5+ years of service
The Psychology of the "Velvet Rope"
Here is the hidden benefit of screening your calls: It makes you more desirable.
When a customer calls and speaks to a professional (AI) receptionist that asks structured, intelligent questions, it signals that you are a serious business. You aren't just a guy with a truck; you have a process.
High-value clients respect process. They prefer a contractor who is organized enough to screen calls over one who answers "Hello?" while a saw is running in the background.
3 Signs You Need an AI Gatekeeper
Still not sure if you need to automate your lead qualification? If any of these apply to you, it's time to switch:
- Your close rate is under 30%. This means you are driving to 7 houses to get 3 jobs. You need to filter better.
- You spend your evenings returning calls. You should be resting or doing estimates for qualified leads, not playing phone tag.
- You feel guilty asking about money. Let the AI be the "bad guy." It can state your minimum service charge politely and consistently every single time.
Stop Driving for Free
Your time is your inventory. Every hour you spend with a tire kicker is an hour you can't sell to a paying client.
By using SkipCalls as your 24/7 gatekeeper, you ensure that every time you start your truck, you are driving toward revenue, not a dead end.
Ready to filter out the noise? Try SkipCalls free for 3 days and see how many hours you can save this week.
