Are we getting paid on booked meetings or qualified meetings on HomeFix?

Cormac Repman
2 days ago
3 min read

We get paid on qualified meetings, not booked meetings. A booked meeting on the calendar is just a signal that a rep has found a prospect interested enough to take a call, but it doesn't mean the deal is a fit for us. We only invoice when that meeting happens and the prospect meets our qualification criteria.

What's the Difference Between Booked and Qualified?

When we run an outbound campaign, booked meetings are the easy metric to track. A prospect says yes to a calendar invite, and boom, it's on the books. But a booked meeting and a qualified meeting are two very different things. A qualified meeting means the prospect showed up, engaged in conversation, and meets the criteria we've defined together: right budget, right timeline, right problem to solve. That's when we get paid.

Why We Structure It This Way

We built our pricing around qualified meetings because it's the only metric that matters for your business. You could have 100 booked meetings, but if only 20 of them actually convert to real pipeline, you're overpaying for noise. By tying our revenue to qualified meetings, we're directly aligned with your goals. We're not incentivized to book anyone with a pulse. We're incentivized to book the right people.

What Conversion Rates Look Like

In most outbound campaigns, you'll see somewhere between 30 to 40% of booked meetings convert to qualified meetings. That means if a rep books 40 meetings, we'd expect somewhere in the range of 12 to 16 to be qualified. This varies based on how well we've identified your ICP, how targeted our list is, and how clear our qualification criteria are upfront. The better we know who you're selling to, the higher this percentage goes.

Setting Expectations Upfront

This is why we spend time on discovery before we launch. We need to define what qualified actually means for your business. Is it a certain company size? A specific job title? A stated budget or timeline? A particular problem they're facing? The clearer we are on these criteria together, the higher our hit rate, and the better deal you get. Vague qualification criteria lead to vague results.

Your Budget Stretch

Let's say you've budgeted $10,000 per qualified meeting. If a campaign produces 40 booked meetings and converts at 35%, that's 14 qualified meetings and a total cost of $140,000. You know exactly what you're paying before we even start dialing. There's no surprise invoice based on activity we can't control. You pay for outcomes, and we chase them.

Common Questions We Get

Some folks ask if we can guarantee a certain number of qualified meetings per month. We can't, because qualification isn't something we control alone. We control the outreach, the targeting, and the discovery questions. But whether someone actually qualifies depends on your criteria and how honest they are on the call. What we can do is give you a realistic range based on your ICP, your market, and comparable campaigns we've run.

The bottom line: we're not in the business of filling your calendar with tire-kickers. We're in the business of filling your pipeline with people worth your time.

Ready to talk about what qualified looks like for your business? Book a call with us.