marketing, painting contractor, business coach

If they call and the first thing they ask is, “Do you provide free estimates?” they might be a bad lead.

If they have to have it painted tomorrow, they might be a bad lead.

If they just want a price, but won’t bother to meet with you to look over the project, they might be a bad lead

If they call for an estimate and then say, “I could just paint it myself,” they might be a bad lead.

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If they want their teenager’s black room, with skulls stickers, and punched holes in the drywall repaired and all painted back to white, and they’re renting, they might be a bad lead.

If they want the complete house painted and yet tell you that they could probably get it all done in a day, they might be a bad lead.

If they say they have all the paint, “Oh, but don’t worry, it’s the good stuff,” they might be a bad lead.

If they call and go on and on complaining about how they have already gone through 3 other painting companies, they might be a bad lead.

And, my all time favorite, if they call and say, “Hey, if you give me a great price on this one, I mean if you really sharpen your pencil, I’ll give you a bunch more work,” they might be a bad lead.

Hey, everybody. I’m Steve with DYB Coach and the last thing you want to do is to spend your time driving out to any of those bad leads, so I’m going to share with you how to refer these bad leads away.

You can refer them away using either: location or time.  

Here is how you refer bad leads away due to location:

“Unfortunately, your project is out of our service area; however, I have the number of two other companies in your area if you would like?”

Here is how you refer bad leads away due to project schedule:

“Unfortunately, our first availability for your project isn’t for about 6 months; however, I have the number of two other companies who could get to you much sooner if you like?”

Are you lying when you say 6 months out? No.

You didn’t say your first availability, you said your first availability for their project is 6 months out.

See, you own your production calendar and you get to decide what projects you have openings for and when.

The key is to have the name and numbers of 2 other companies that you can hand them off to. They are grateful for two reasons:

  • No. 1: They don’t have to start their search all over again and
  • No. 2: They feel much better about being referred to them from you and they move on feeling grateful for your time and not frustrated you just told them no.

You also build goodwill with other painting companies because what’s a bad lead for you may be good for them.

If, by very rare occasion, they still insist that you come out and provide them an estimate and you don’t want to flat out decline, then let them know that the estimate will cost the $130.  If they hire your company then you’ll take it off the bid.

To make it easier for you, download our free Prequalifying Process that you can print out and post up in your office.

Special thank you to all the guys in the PWPP group for all of these classic examples of bad leads.

I’m Steve with DYB Coach. Make sure you hit subscribe, so you don’t miss the next video.

You’ve got this!

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7 Prequalifying Sales Questions,

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business coach painting contractor

About the Author

As many of you know, my journey has been one of grit, grace, and transformation. At 19, I was a high school dropout, single father, and struggling paint contractor in Michigan. I later moved to Florida, where I faced both personal and professional hardships. With nothing left to lose, I turned to prayer—and was blessed with a relentless hunger to learn. I devoured books, attended seminars, and discovered better ways to streamline and grow my business—even through the Great Recession (and yes, I did hit the wife lottery along the way!). In 2014, I published How To Double Your Business and later sold the painting business, launching a new chapter: coaching others to grow their businesses. For the past 10 years, I’ve dedicated myself to helping business owners scale through the DYB System, while also drawing from frameworks like EOS, Scaling Up, and The Four Disciplines of Execution. Yet something was still missing—something more adaptive, integrated, and complete. Then I found Pinnacle. After months of research and interviews with other Guides, I joined Pinnacle. Their tools and strategies have exceeded every expectation. Now, as a Pinnacle Business Guide, I help leadership teams implement a custom-tailored operating system that draws from the best in the industry—but flexes with your unique business. It’s a dynamic, proven approach to achieve clarity, momentum, and lasting growth. I’m no longer taking on any more 1:1 coaching clients… Instead, I now specialize in working with visionary business owners who are ready to get their leadership teams aligned—around a clear vision, a focused strategy, and an actionable execution plan. With the tools and process I now have as a Pinnacle Business Guide, I help turn alignment into momentum, and momentum into results. If your business is growing—but your leadership team isn’t fully rowing in the same direction—let’s talk.

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