Understanding your benchmarks and KPIs Key Performance Indicators is essential for evaluating and improving your performance throughout the real estate marketing and acquisition funnel. At 8020REI, we provide data and systems that support you in reaching and exceeding industry standards.
Below are the general benchmarks we recommend using as reference across your lead generation and deal-closing workflow.
Response Rate
Target: Between 10% and 15%
This refers to the percentage of property owners who respond to your outreach (SMS, direct mail, or cold calls).
A response indicates interest, clarification, or direct communication — and is the first signal of an engaged lead.
Decision Maker Contact Rate
Goal: 1 Decision Maker (DM) conversation for every 10 properties contacted
This measures how efficiently you’re reaching actual owners with the authority to make selling decisions.
Checklist & Skip Tracing
Always follow a consistent checklist for outreach and data accuracy.
Use high-quality skip tracing to ensure you’re contacting valid, updated phone numbers and owner information.
Inaccurate skip tracing reduces your contact rate, response rate, and downstream conversion.
Lead Generation Benchmark
Ratio: 1 Lead per 100 properties engaged
This means for every 100 properties that receive outreach, you should aim to generate at least one owner who shows interest in selling or requests a follow-up.
Contract Conversion Benchmark
Ratio: 1 Contract per 50 leads
Once leads are generated, your follow-up and acquisition process should ideally convert 1 out of every 50 leads into a signed purchase agreement.
Market Variability
Not all markets are equal.
? Some may have higher distress indicators and stronger conversion rates.
? Others may require more touchpoints or present more competition.
Adapt your expectations and strategy depending on the specific challenges or opportunities in each market.
Contract-to-Deal Conversion
Target: 85% conversion
This means for every 10 properties you get under contract, 8 to 9 should successfully close.
A lower rate may suggest issues with buyer readiness, title problems, or poor contract terms.
Summary Table
| Metric | Benchmark |
|---|---|
| Response Rate | 10–15% |
| Decision Maker Conversations | 1 per 10 properties |
| Leads per Properties Contacted | 1 per 100 properties |
| Contracts per Leads | 1 per 50 leads |
| Contract-to-Deal Ratio | 85% |
Need Help Tracking or Hitting These Benchmarks?
We can help you evaluate your current performance, compare against benchmarks, and implement improvements in:
Skip tracing
Campaign planning
Lead follow-up systems
Custom data strategies
Just contact your Customer Success Manager, or email us at support@8020rei.com.
