Your goal as an Appointment Setter is not just to book appointments — it’s to book qualified appointments that have a real chance of converting into clients.
This section explains what “qualified” means, what information you must collect, and what does not count as a proper booking.
1. What Counts as a Qualified Appointment
An appointment is considered qualified when ALL of the following criteria are met:
A. You spoke with a decision-maker
The person must be:
The owner
A partner
A director
Anyone who actually makes buying decisions
Receptionists or staff members do not count.
B. They operate in a relevant industry
Currently, this includes:
Solar companies
Roofing companies
Or any additional industries Leadbreakers chooses to work with
They must be an active business serving customers.
C. They are open to taking on more projects
They must confirm they are:
Looking to grow
Taking on new homeowner jobs
Interested in exploring ways to increase sales appointments
If they say they are too busy or not accepting projects, the appointment is not qualified.
D. They express interest in learning more
This includes:
Curiosity about how we book appointments
Asking questions
Wanting more details
Agreeing to speak with the Leadbreakers team
Interest must be clear — appointments should not be forced or pressured.
E. You collected the required information
A qualified appointment must include:
Full name of the decision-maker
Business name
Phone number
Email address
State(s) they operate in
Appointment date and time
A short note on what they’re looking for / pain point (optional but helpful)
The Leadbreakers team must have everything needed to run a smooth call.
2. Appointment Scheduling Requirements
To count as qualified, the appointment must also be:
Scheduled on the Leadbreakers calendar
Confirmed with the prospect
Booked with accurate details
Within agreed-upon available times
Misbooked or double-booked times do not count.
3. What Does Not Count as a Qualified Appointment
The following situations do not qualify:
They are not the decision-maker
They refuse to confirm project interest
They say “send me more info” without agreeing to a call
You cannot confirm their availability
Contact details are incorrect or incomplete
They are not serious or engaged
They are outside of our service region
They are not a contractor in an active, relevant industry
Remember: quantity matters, but quality matters more.
4. Show-Up Rate Requirements
A “completed appointment” means:
The decision-maker attended the call
Our team successfully connected at the scheduled time
No-shows do not count toward your bonus.
5. Your Role in Ensuring Quality
You are responsible for:
Asking simple qualification questions
Confirming the time and date clearly
Avoiding low-quality or unqualified bookings
Ensuring prospects know what the call is about
Accurately entering all details into the CRM
Confirming the appointment via text/email when required
When in doubt, ask yourself this question:
“Is this someone who genuinely wants to learn about how we can bring them more business?”
If the answer is yes → qualify.
If not → keep moving.