Enter your annual sales goal and where your business comes from. In seconds you'll know exactly how many leads you need from each source every year, month and week.
Most agents set a sales goal but never turn it into a daily number. This real estate lead calculator does that math for you.
Set your closed sales goal, then tell the calculator what share of your sales you expect from each source. Conversion rates start at industry benchmarks. Once you've tracked your own numbers for 6 to 12 months, replace them with yours.
| Lead source | % of my sales | Conversion rate | Leads per sale | Sales | Leads / year | Leads / month | Leads / week |
|---|---|---|---|---|---|---|---|
| Total |
Where your leads come from changes how many you need. Warm relationships close at many times the rate of online leads, so the same goal can take 60 leads or 900.
Sphere, referrals, expireds and open houses take about 5 to 10 leads per sale. Online portals and paid social take 30 to 200.
About 10% of any decent lead pool buys or sells within 24 months. Most agents close only 1 to 3% because they stop following up too soon.
For expireds and FSBOs, count real conversations. Getting one conversation can take 20 to 50 dials, so plan your call time around that.
| Lead source | Typical conversion rate | Leads per 1 sale |
|---|---|---|
| Sphere / past clients / referralsWarm | 15 - 25% | 5 |
| Expired listings (per conversation)Warm | 20 - 40% | 5 |
| Open house sign-insWarm | 8 - 12% | 10 |
| FSBO (per conversation)Warm | 3 - 25% | 10 |
| Google PPC / SEO websiteOnline | 2 - 8% | 30 |
| Zillow / Realtor.comOnline | 0.4 - 3% | 60 - 100 |
| Facebook / Instagram adsOnline | 1 - 3% | 50 - 100 |
| Geographic farm / direct mailMail | 1 - 3% | 50 - 100 |
| Cold web / form fillsOnline | 0.5 - 1% | 100 - 200 |
Planning estimates blended from 2026 industry benchmarks, including real estate lead conversion rate benchmarks from Jamil Academy. Zillow does not publish an official conversion rate. Your results depend on your follow-up.
Start with the number of closings you want this year, then check the projected GCI against your income goal.
Lean on warm sources first. They need the fewest leads and cost the least per closing.
Put your weekly lead number on your calendar: sphere calls, open houses, expired and FSBO conversations.
Log every lead and its source in your CRM. After 6 to 12 months, replace the benchmarks with your own conversion rates.
Knowing your number is step one. Hitting it takes training, accountability and a team behind you. At Homevets Realty, you get all three.
Already filled out the form? Book your 45-minute Zoom call with Jose.
It depends on the source. Sphere and referral leads take about 5 leads per sale, open house sign-ins about 10, and online portal leads like Zillow or Realtor.com about 60 to 100.
A lead is a real person you captured or had a conversation with. A dial that went to voicemail or a postcard you mailed is not a lead yet.
They are planning estimates blended from 2026 industry benchmarks. Your own numbers will differ, so replace them after you've tracked your lead sources for 6 to 12 months.
Shift more of your mix toward warm sources and follow up longer. Staying in touch with every lead for 18 to 24 months can move you toward the top of each range.
Yes. Homevets Realty agents get mentors, coaches and weekly training to build and work their plan. Fill out the form above to talk with Jose about joining.
