Is your pipeline actually enough?
Check whether the leads currently in your pipeline can produce the closings you need, and how many weeks of income are already committed.
Your numbers
| Months of costs already coveredExpected brokerage divided by your monthly costs. | — |
| From New | — |
| From Contacted | — |
| From Viewing | — |
| From Negotiating | — |
| Extra qualified leads needed to close the gapOnly if you are short. Added at the Contacted stage. | — |
| Share riding on the Negotiating stageAbove about half, one collapse wrecks the quarter. | — |
A pipeline feels healthy right up to the month it produces nothing. The reason is timing: what you are working now closes in six to twelve weeks, so a thin top of funnel is invisible until it is too late to fix.
This weights each stage by its realistic conversion and tells you what the pipeline is actually worth — then compares it against what you need.
Weight the stages, do not count them
Thirty leads is not a pipeline figure — it is a pile. A lead at Negotiating is worth many times one at New, and adding them together tells you nothing about next quarter.
Multiply each stage by its own conversion rate and sum. That number is what the pipeline is actually worth, and it is usually smaller than it feels.
Worked example
12 New at 3%, 18 Contacted at 8%, 9 Viewing at 22%, 3 Negotiating at 60%. That is 0.36 + 1.44 + 1.98 + 1.80 = about 5.6 expected closings.
Against a need of 8, that is short by 2.4 — which at an 8% contacted-stage rate means roughly 30 more qualified leads, starting now, because they will not close for another six to twelve weeks anyway.
At ₹70,000 a closing the pipeline is worth about ₹3.9 lakh, roughly 3.3 months of costs at ₹1.2 lakh a month.
Watch the concentration
In that example 32% of the expected value sits in the Negotiating stage. That is healthy. Above about half, a single collapse takes the quarter with it — and property deals collapse for reasons outside your control: a valuation, a job change, a family disagreement.
When concentration is high, the right response is not to work the negotiating deals harder. It is to refill the top, immediately, because the lead time is longer than the problem.
Questions
How do I find my real conversion rates?
From your own closed and dead records over the last six to twelve months. Until you have that, use conservative rates — an optimistic pipeline is worse than no pipeline because it stops you prospecting.
Why do New leads convert so poorly?
Because most have not been qualified yet, and a large share turn out to be browsing, out of budget, or a year away. That is normal, and it is why a pile of new enquiries is not a substitute for a real pipeline.
What should I do if the pipeline is short?
Add at the top, now — the lead time to closing is six to twelve weeks, so the gap is already fixed for this quarter. What you do today changes the quarter after.
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