Backward mode Set your revenue target and calculate exactly what lead volume and spend you need.
Business assumptions
Avg deal profit industry avg ~$10–25K
per closed deal
Cost per net lead paid avg ~$150–300
blended paid channels
Active acquisition reps
at full capacity
Conversion rates — industry benchmarks pre-loaded
Net leads → Qualified bench 50%
50%
of net leads become opportunities
Qualified → Appt set bench 75%
75%
of SQLs book appointment
Appt set → Attended bench 85%
85%
show rate
Attended → Offer made bench 90%
90%
offer rate on attended appts
Offer → Contract bench 25%
25%
of offers become contracts
Contract → Closed bench 70%
70%
contracts that fund
Monthly net lead volume
Net leads per month 1 rep at full capacity needs ~475/mo
150
net leads (has a property · not spam · not GMB noise)
Monthly funnel output
Acquisition funnel per month
Revenue & efficiency
Revenue target
Monthly net profit target e.g. $83K/mo = $1M/yr · $417K/mo = $5M/yr
net profit per month
Assumptions
Avg deal profit
Cost per net lead
Net → Qualified rate
50%
Qualified → Appt rate
75%
Offer → Contract rate
25%
Contract → Close rate
70%
What you need to hit your target
Pipeline required to hit target
Monthly pipeline required to reach your revenue goal
Spend scenarios
Monthly spend vs. revenue at current conversion rates
Speed to lead · inbound standard
<5m
Inbound leads must be contacted within 5 minutes
Studies consistently show contact rates drop by over 80% after the first 5 minutes. For inbound leads where the seller initiated contact, response speed is the single highest-leverage action your team can take. Every minute past 5 compounds the risk of the seller calling a competitor.
Follow-up sequence · qualified leads with no response
Attempt 1
<5 min
Call immediately + simultaneous text
Attempt 2
1 hour
Call again + voicemail if no answer
Attempt 3
Day 1 EOD
Text follow-up referencing voicemail
Attempt 4
Day 2
Morning call + email if available
Attempt 5
Day 4
Call + personalized text
Attempt 6
Day 7
Final call + breakup text
No response
LTF
Move to long-term follow-up · monthly touch
6 contact attempts over 7 days before moving to long-term follow-up. LTF = monthly call or text. Never mark a qualified lead unqualified due to no response alone — they have a property and motivation; timing may simply be wrong.