Ideal Customer Profile (ICP)

  1. Overview
  2. Team Trainings
  3. Appointment Setter
  4. Ideal Customer Profile (ICP)

This guide explains exactly which companies we target so you know who to look for when booking appointments.
Keep this as your reference for every cold call.

1. INDUSTRIES WE TARGET

We book appointments for established U.S.-based companies in:

A. Residential Solar Installation

B. Residential Roofing Replacement

We do not target commercial-only companies or small handyman contractors.

2. CORE QUALIFICATION CRITERIA

A company is a strong target for Leadbreakers if they meet all of the following:

1. USA-Based

The company must operate in the United States.

2. Located in the Midwest (Primary Focus Region)

We target businesses operating in the following Midwestern states:

  • Illinois

  • Indiana

  • Iowa

  • Kansas

  • Michigan

  • Minnesota

  • Missouri

  • Nebraska

  • North Dakota

  • Ohio

  • South Dakota

  • Wisconsin

3. Multi-State Operators

The company must operate in two or more states.

We do not target single-location, single-state contractors.

4. Employee Size: 10–50 Employees

This range indicates:

  • They are large enough to benefit from booked appointments

  • They have a real operations team

  • They have a functioning sales team

  • They are actively growing

5. Residential Focus

The company must perform residential work, not just commercial.

Solar: Residential solar installation
Roofing: Residential roof replacement (not small repairs only)

6. Dedicated Sales Team

Company must have:

  • Sales reps

  • Estimators

  • Consultants

  • or an internal team that handles homeowner appointments

Even a small team (1–3 reps) qualifies.

7. Actively Taking New Homeowner Jobs

They must express openness to:

  • More residential installations

  • Additional appointments

  • Growing their pipeline

If they are not accepting new jobs → Do NOT book.

8. Must Speak With a Decision-Maker

Appointments can only be booked with:

  • Owner

  • Co-owner

  • Partner

  • Director of Sales

  • Sales Manager

Gatekeepers, admins, or receptionists do not qualify.

3. RED FLAGS — DO NOT BOOK THESE COMPANIES

The following businesses are not a fit:

  • Storm-chasing roofing companies

  • Commercial-only solar installers

  • Contractors with fewer than 10 employees

  • Single-state or single-county operators

  • Lead brokers or marketing agencies

  • Franchises with corporate-controlled marketing

  • Businesses with no online presence

  • Contractors with very poor reviews (red flag for churn)

  • Companies that explicitly say “We are not taking more projects”

4. FAST QUALIFICATION CHECKLIST

When on a call, quickly confirm:

  1. Are they in the Midwest?

  2. Are they operating in 2+ states?

  3. Do they have 10–50 employees?

  4. Do they focus on residential projects?

  5. Do they have a sales team?

  6. Are they open to more appointments?

  7. Are you speaking with a decision-maker?

If YES → Book the appointment.
If NO → Move on to the next lead.

5. REFERENCE COMPANIES (EXAMPLES ONLY)

These examples help you understand the type of company we target.
Do NOT call these companies — they are for training reference only.

SOLAR — Example Companies

1. YellowLite (Ohio + Michigan)

2. SunBadger Solar (Illinois, Wisconsin, Minnesota)

3. Windfree Solar (Illinois + surrounding areas)

ROOFING — Example Companies

1. Aspen Contracting (Missouri and multiple states)

2. Lindus Construction (Wisconsin + Minnesota)

3. Bone Dry Roofing (Indiana, Ohio, Michigan, Kentucky)