How it works
Every in-home sales team builds up a pile of unsold appointments: homeowners who got a price and wanted to think, compare quotes or wait until after the holidays. Some companies run rehash from the office by phone. Others hand the lead back to the original rep or to a senior closer. Either way, the goal is to turn marketing money already spent into a sale.
Done well, a rehash is a real conversation about what changed, what the hesitation was, and whether a different option fits. Done badly, it’s a discount call that teaches homeowners to wait for a lower price.
Why it matters when you hire
Ask candidates how they work their unsold leads, and how much of their volume came from rehash. Strong reps have a system and a calendar for it. Watch for a rehash plan that amounts to “call back with a lower price”, and check that your discount rules and pay plan don’t reward it.
For a new hire, older rehash leads are a low-risk place to practice before they get your fresh appointments.