Quoting Jobs

Give estimates that win work and protect your profit margin.

Why Quoting Matters

A quote is more than a price. It's your first professional interaction with a potential customer.

A good quote:

  • Wins you the job
  • Sets clear expectations
  • Protects your profit
  • Makes you look professional
  • Starts the relationship right

A bad quote:

  • Loses winnable jobs
  • Commits you to unprofitable work
  • Creates misunderstandings
  • Makes you look amateur

Let's get your quotes right.

Types of Quotes

Phone/Text Quote

Quick estimate based on description, without seeing the job.

When to use:

  • Simple, standardized services
  • Repeat customers
  • When you know the area/neighborhood
  • Customer just needs a ballpark

Risks:

  • Can't see condition or complications
  • Customer description may be inaccurate
  • You might underbid or overbid

How to protect yourself: "Based on what you're describing, I'd estimate around $X. I'll confirm the final price when I see it in person. If it's significantly different, I'll let you know before starting."

On-Site Estimate

You visit the property, assess the job, and provide a quote.

When to use:

  • Larger jobs
  • First-time customers
  • Anything that's hard to assess remotely
  • When accuracy matters

Pros:

  • See exactly what you're dealing with
  • Build rapport with the customer
  • Spot issues or upsells
  • Quote accurately

Cons:

  • Takes time (your unpaid time)
  • Customer may be getting multiple quotes

Photo/Video Quote

Customer sends photos or video, you quote based on visuals.

When to use:

  • Middle ground between phone and on-site
  • Customer can't schedule an estimate visit
  • You know the job type well

How to request: "Could you send me a few photos of [the yard/the area you need cleaned/the driveway]? I can give you a more accurate quote if I can see what we're working with."

The Quoting Process

Step 1: Gather Information

Before quoting, you need to know:

Basic info:

  • Address/location
  • What service they need
  • When they need it

Scope info:

  • Size (square footage, number of rooms, etc.)
  • Current condition
  • Any special requirements or access issues

Good questions to ask:

For lawn care:

  • "How large is the yard, roughly?"
  • "Is there anything that makes mowing difficult? Hills, obstacles, gates?"
  • "Do you need trimming and edging included?"

For cleaning:

  • "How many bedrooms and bathrooms?"
  • "Is this a standard cleaning or deep clean?"
  • "Any pets?"

For pressure washing:

  • "What surfaces need washing? Driveway, house, deck?"
  • "Roughly how big is the driveway?"
  • "Is there heavy staining or mold?"

Step 2: Calculate the Price

Use your pricing framework from the previous lesson:

Simple method: Base rate for job type + adjustments for size/condition = Quote

Example (pressure washing):

  • Base rate for average driveway: $150
  • This driveway is larger: +$25
  • Has oil stains that need extra work: +$25
  • Quote: $200

Step 3: Add Buffer for Unknowns

If you're uncertain, build in a cushion:

  • Phone quotes: Add 10-15%
  • Jobs with unknown conditions: Add 10-20%
  • First time doing this specific job type: Add 15-20%

It's better to come in under budget than ask for more money later.

Step 4: Present the Quote

Be confident. State the price clearly without apologizing or over-explaining.

In person: "For everything we discussed—the lawn, trimming, and edging—I can do it for $60."

Via text: "Thanks for reaching out! Based on the photos you sent, I can pressure wash your driveway for $175. That includes the driveway, sidewalk, and front walkway. When works best for you?"

Via email (for larger jobs): Send a professional written estimate (see below).

The Professional Estimate

For larger jobs or commercial clients, put your quote in writing.

What to Include

  1. Your business info: Name, phone, email
  2. Customer info: Name, address
  3. Date: When the estimate was prepared
  4. Scope of work: Exactly what you'll do
  5. Price: Clear total (and breakdown if helpful)
  6. What's not included: Anything out of scope
  7. Terms: Payment expectations, timeline
  8. Expiration: "Quote valid for 30 days"

Sample Estimate Format

[Your Business Name]
[Phone] | [Email]

ESTIMATE

Prepared for: John Smith
Property: 123 Main Street
Date: January 15, 2025

SCOPE OF WORK:
- Pressure wash driveway (approx. 800 sq ft)
- Pressure wash front walkway
- Pressure wash back patio
- Treat oil stains with degreaser

PRICE: $275

NOT INCLUDED:
- House washing
- Gutter cleaning
- Deck/fence washing

TERMS:
- Payment due upon completion
- Cash, check, or card accepted
- Work scheduled pending weather

Quote valid for 30 days.

Questions? Call or text [phone number]

Home Guild Pro: Professional Estimates Made Easy

Creating professional estimates shouldn't eat up your evening.

Home Guild Pro lets you:

  • Build estimates in minutes from your phone
  • Use templates for your common services
  • Send professional PDFs via text or email
  • Track which estimates convert so you can improve
  • Convert estimates to invoices with one tap when the job is done

No more typing estimates in Notes or forgetting what you quoted. Pro keeps everything organized and professional.

Handling Price Questions

"Can you do it cheaper?"

Option 1: Hold firm "That's my best price for this scope of work. I stand behind my quality and I'm confident you'll be happy."

Option 2: Reduce scope "I can bring the price down if we skip [X]. Would that work for you?"

Option 3: Add value instead "I'll keep the price there, but I'll throw in [small add-on] at no charge."

Never: Immediately drop your price significantly. It signals you were overcharging.

"That's more than I expected"

"I understand. Let me explain what goes into that price..."

Then briefly mention:

  • Quality of work
  • Insurance and professionalism
  • What's included

"I'm getting other quotes"

"No problem at all—you should compare. Let me know if you have any questions after you've seen other bids."

Don't panic. Be professional. Often they come back.

"Your competitor quoted less"

"They may have a different scope or approach. I'm confident in my pricing and quality. If you want to compare apples to apples, I'm happy to explain exactly what's included in my quote."

Quoting Speed Matters

Fast quotes win jobs. When someone reaches out:

  • Within 1 hour: Best chance of winning
  • Same day: Good chance
  • Next day: Decent chance
  • 2+ days: They've probably hired someone else

Even if you can't give a final number, respond quickly:

"Thanks for reaching out! I'd be happy to help. Can you send me a couple photos of the driveway? I'll get you a quote within the hour."

Common Quoting Mistakes

Underquoting to Win the Job

You win the job but hate doing it. The customer expects that price forever. You've devalued your work.

Better to lose a job than win it at a money-losing price.

Overcomplicating the Quote

Customer: "How much to mow my lawn?" You: "Well, it depends on the square footage, the terrain, whether there are obstacles, the thickness of the grass..."

Just give them a number. "Standard yards run $50-65. I can give you an exact price if you send me a photo or I stop by."

Not Following Up

You send a quote. They don't respond. You forget about it.

Follow up once: "Hi [Name], just checking in on the estimate I sent. Any questions, or would you like to schedule?"

Many jobs are won on the follow-up.

Quoting Without Enough Information

You quote $200 for a "driveway pressure wash." You show up and it's a 100-foot driveway with heavy oil staining.

Get enough info to quote accurately, or give a range with conditions.

Tracking Your Quotes

Know your numbers:

  • How many quotes do you send per week?
  • How many convert to jobs?
  • Which types of jobs convert best?
  • What's your average quote value?

Quote-to-job conversion rate:

  • 30-40% is typical for cold leads
  • 50-70% is good for referrals/warm leads
  • Below 25%? Your pricing or presentation needs work

Home Guild Pro tracks all of this automatically. See which quotes convert, which don't, and why—so you can improve your close rate over time.

Action Steps

  1. Develop your standard quote format (text for small jobs, written for large)
  2. Create quote templates for your most common services
  3. Practice quoting confidently (say prices out loud until it feels natural)
  4. Set a response time goal (under 1 hour for initial response)
  5. Follow up on every unsold quote after 2-3 days
  6. Track your conversion rate and work to improve it

Next lesson: Sending invoices and collecting payment without awkwardness.

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