Thumbtack leads vs Opportunities: what you pay for and when
Leads and Opportunities both show up as new jobs in the Thumbtack app, but they work differently and you pay for them differently. Here's the difference and how to handle each.
By the HelloSetter team · Updated · 6 min read
The short answer
A Thumbtack lead comes to you: the customer picked you or their job matched your job preferences, and you're charged the lead price you set. An Opportunity is a job you go after: the customer already started conversations with other pros and hasn't hired yet. You see the cost up front and you're charged only if you choose to reach out and the customer responds.
Leads vs Opportunities at a glance
| Lead | Opportunity | |
|---|---|---|
| Who starts it | The customer contacts you, or the job matches your preferences | You reach out to a customer already talking to other pros |
| When you pay | Automatically, at the lead price you set | Only if you reach out and the customer replies |
| Price shown | Your own lead price | Shown up front on the Opportunity |
| Counts toward weekly budget | Yes | No |
| Shows while business is hidden | No | Yes, unless you turn them off |
How Thumbtack leads work
Leads come from customers who contact you from search results or whose request matches the services, area and job details you set. According to Thumbtack's pricing article, you auto-pay the price you set for that lead. That's why speed matters so much: you've already paid, and the customer is often waiting on more than one pro. If leads go quiet after you pay, see Thumbtack leads not responding.
How Opportunities work
Opportunities are customers who already contacted other pros but haven't hired anyone. A Thumbtack moderator put it this way in a community thread: Opportunities aren't exact matches, because the customer already reached out to a pro who matched what they searched for. You see the price up front and pay only if you send a message and the customer answers.
Opportunities don't count against your weekly budget, and you keep seeing them even when your business is hidden. Thumbtack says ignoring them doesn't hurt your account.
Are Opportunities worth answering?
Sometimes. Pros on the Thumbtack Community report that many Opportunities never reply. That makes sense: the customer has already started talking to someone else. Because you pay only when they answer, the risk is lower than a regular lead, but your time isn't free.
- Worth it: slow weeks, jobs close to where you already work, and requests where you can offer a time sooner than most pros.
- Worth it: services where one booked job pays for many unanswered messages.
- Skip: jobs far outside your area, vague requests, and categories that rarely book for you.
How to reply to an Opportunity
- Reply within minutes. The customer is choosing between pros right now.
- Mention their actual job in the first line, so it doesn't read like a template.
- Offer two specific times to come out, and a price range if you can give one honestly.
- If they reply, call. A real conversation books more visits than messages alone.
How to turn off Opportunities
If Opportunities are just noise for you, turn them off in your Notifications settings, as Thumbtack's hide my business article describes. This is also useful when you pause your Thumbtack leads and want a real break.
Track them separately
Leads and Opportunities have different costs and different reply rates, so mixing them hides what's working. For each one, track what you spent, how many replied, how many booked an estimate and how many became jobs. Then compare cost per booked job, not cost per lead. Our guide on whether Thumbtack is worth it has a worked example.
Frequently asked questions
What is the difference between a lead and an Opportunity on Thumbtack?
A lead is a customer who contacted you or matched your preferences, and you pay your set lead price automatically. An Opportunity is a customer already talking to other pros; you see the price up front and pay only if you reach out and they reply.
Do I pay for Thumbtack Opportunities?
Only if you choose to reach out and the customer responds to your message. The cost is shown before you reach out.
Do Opportunities count against my Thumbtack budget?
No. Thumbtack says your weekly budget isn't used for Opportunities.
Why do Thumbtack Opportunities not respond?
The customer has already contacted other pros and may be close to hiring one. Fast, specific replies with real appointment times get more answers.
Can I turn off Thumbtack Opportunities?
Yes, in your Notifications settings. You still see them while your business is hidden unless you turn them off.