📐The 30/50/20 Rule

The 30/30/20 Rule is an easy way to make sure your numbers are in line, and to predict how many deals you will get from your ad spend.

30/50/20 is just a starting point, some teams set appts better, some close better, etc.

The 30/50/20 Rule says that on average:

• 30% of your leads will book appointments

• 50% of those appointments will sit

• 20% of those sits will close

Here's an example of how that might shake out👇

	Leads	Appts	Sits	Closes
30/50/20		30% Lead to Appointment	50% Sit Rate	20% Close Rate
How many?	100	30	15	3
Cost	$50-$100+	$150-$300	$300-$600	$1500-$3000

In the example above, 100 leads turned into 30 appts, which turned into 15 sits, which turned into 3 closes.

Ok, thats cool, but how is this useful?🤨

For one, the 30/50/20 rule is a great tool for troubleshooting your campaigns. If less than 30% of your leads are turning into appts, you should check what process your SDRs are doing to set appts. (See-🛠Troubleshooting Low LTA) If less than 50% of your appts are sitting, check on the button-up and confirmation process your SDRs use, or see if your reps are missing appointments. (See-🛠Troubleshooting Low Sit Rate) If your sits are closing at less than 20%, you likely have a closing problem, or you are assigning leads to unseasoned reps.

But on top of that....

The 30/50/20 Rule tells us that only 3% of your total leads are going to convert, but even under those circumstances you will be ridiculously profitable.

So remember that when:

• Leads say they never filled out anything

• They say they aren't interested

• The number is disconnected

• The home is a DQ

• They no-show the appt.

That it is all part of the process. It's a numbers game, and if only 3% of your leads convert you will have built a machine that prints money 🖨 💵 💵 💵 💵