Technicians are in homes every day and see aging equipment and problems nobody else spots. A fair lead program turns that into sales without turning techs into pushy salespeople.
In this article
Why it works
Customers trust the technician who just fixed the problem. A recommendation from them carries weight.
What counts as a lead
Define it: equipment age, repeated repairs, customer interest. Clear rules avoid arguments.
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Spiffs
A small amount per qualified lead plus a bonus when it closes.
Handoff
The tech introduces the opportunity and the comfort advisor or owner follows up quickly.
Not pushy
The tech informs and documents. The sale happens later, without pressure.
Tracking
Record every lead with tech name, date and result. Pay on time.
Recognition
Share the top lead generators at team meetings.
Getting started
Write a one-page lead policy and test it for 60 days.
Common mistakes
Vague rules, late payments and pressuring techs to sell on every call.
Example
A plumbing company paid techs a fixed spiff for every water heater lead and a bonus when it closed. Replacement sales grew and techs said they finally felt part of the company's growth.
Sample lead policy
A qualified lead includes the customer name, the equipment age, photos, the problem found and confirmation that the customer wants a quote. The spiff is paid on the next payroll. A closing bonus is paid when the job is installed and paid.
Training
Teach techs how to bring up an opportunity: explain what they found, show photos and ask if the customer would like options. No pressure, just information.
Price every call so it pays.
We help service businesses set clear policies, book better jobs and turn more calls into profitable work.
Frequently asked questions
How much should a technician spiff be?
There is no single number. Many companies pay a fixed amount per qualified lead plus a bonus or percentage when the lead closes. Keep it simple and easy to track.