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Compare real-estate lead, appointment and closing conversion within one matched pipeline group of records.
Follow one lead group of records
A month of new leads and a month of closings can refer to different people. Follow the same group of records through its stages, allowing enough time for outcomes to mature. Define what counts as qualified before comparing teams.
How the calculation works
Counts are capped to the preceding stage to maintain a nested group of records. Stage conversion = next-stage count ÷ positive preceding-stage count × 100. Overall conversion = closings ÷ leads × 100. money left after variable costs = counted closings × money left after variable costs per closing.
A worked example
Two hundred leads produce 60 appointments, 30 qualified opportunities and nine closings. Overall conversion is 4.5%; lead-to-appointment is 30%, and qualified-to-close is 30%. Nine closings at 2,500 money left after variable costs give 22,500.
Find a stage worth investigating
A weak conversion stage is a question to investigate, not a diagnosis. Review follow-up delays, duplicate leads and selection differences. Use money left after variable costs after direct delivery costs rather than gross commission when valuing closings.
What the result leaves out
This structures entered counts; it does not connect to a CRM or forecast market demand. Capping cannot repair mismatched data. If later-stage counts exceed earlier stages, investigate group of records definitions before relying on rates.
Open the calculator with your own figures →
The defaults are constructed examples, not market benchmarks. Choose one currency for every monetary input; the currency selector formats values and does not convert exchange rates. Keep a copy of the records and assumptions behind your result so you can repeat the comparison after the next reporting period.
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Prepared by ProWorkstack. Our editorial standards explain how we handle examples, limitations and corrections.