Real estate & rental
Real Estate Agent Closing Rate Calculator
Measures closing rate, where the stages lost matter more than the overall figure.
Result
A close rate is only comparable against your own history. It moves with how you count a quote, with the mix of work and with how quickly you follow up, so the trend matters more than the number.
Get a Free Business AuditHow the calculation works
Transactions closed divided by clients taken on, with the value of what did not close. The more useful version breaks the path into stages, since a listing that never sold and a buyer who never found a property are different failures with different responses.
What moves the number
- Stage at which clients fall out.
- Listing price against market, for listings that expire.
- Buyer qualification before showing properties.
- Market conditions, which affect both sides.
Where this one goes wrong
Listings that expire unsold are usually a pricing problem agreed at the outset, which means the closing rate is partly a function of what the agent was willing to list at. Taking an overpriced listing to win the client costs marketing spend and time and ends in a difficult conversation. On the buyer side, qualification before investing time is the equivalent discipline, and both are decisions made at the start rather than failures at the end.
Before you quote
- Break the rate into stages rather than one figure.
- Track expired listings against their original pricing.
- Qualify buyers before committing significant time.
Questions
About this calculator
Why do listings expire unsold?
Usually pricing agreed at the outset. That makes closing rate partly a function of what the agent was willing to list at, and taking an overpriced listing to win the client costs marketing spend, months of time and ends in a difficult conversation.
Should closing rate be one number?
No, because a listing that never sold and a buyer who never purchased are different failures needing different responses. Breaking it into stages is what makes the figure diagnostic rather than merely descriptive.
How much does the market affect it?
Substantially, which is why comparing your rate across years without noting conditions misleads. Comparing against your own prior periods in similar conditions, or against stage-level changes you controlled, is more informative.
The formula
close rate = transactions won / quotes given
Put this calculator on your site
Free to embed. Paste this where you want it to appear. It stays up to date automatically because it loads from BDEVY.
Please keep the attribution line. It is the only thing we ask in return.
How to use this calculator
- Quotes given per month. Enter your own figure; the page starts at 60.
- Transactions won. Enter your own figure; the page starts at 24.
- Average commission per transaction ($). Enter your own figure; the page starts at $9,400.
- Improvement to test (%). Enter your own figure; the page starts at 5%.
The result updates as you type, so you can try a figure, see what it does to close rate, and change it back. Nothing you enter is sent anywhere or saved.
A worked example
These are the figures the calculator opens with. Every number in the results column below is produced by the same calculation the page runs, so you can follow it through before putting your own figures in.
What goes in
| Input | Value |
|---|---|
| Quotes given per month | 60 |
| Transactions won | 24 |
| Average commission per transaction | $9,400 |
| Improvement to test | 5% |
What comes out
| Result | Value |
|---|---|
| Close rate main result | 40.0% |
| Revenue from quotes won | $225,600 |
| Revenue at the higher rate | $253,800 |
| Extra revenue per month | $28,200 |
| Value sitting in lost quotes | $338,400 |
You close 40.0% of quotes. Lifting that by 5 points is worth $28,200 a month, and there is $338,400 a month sitting in quotes you did not win.
How sensitive the answer is
Holding everything else steady and changing only average commission per transaction, this is what happens to close rate. It is worth knowing which of your inputs the answer actually hinges on, and which barely move it.
| Average commission per transaction ($) | Close rate |
|---|---|
| $4,700 | 40.0% |
| $7,050 | 40.0% |
| $9,400 example above | 40.0% |
| $14,100 | 40.0% |
| $18,800 | 40.0% |
Every other input is held at the example value while this one changes, which is not how a real job behaves. Treat it as a guide to which number matters most, not as five separate quotes.
What each figure means
- Quotes given per month
- A number, between 0 and 5000, starting at 60.
- Transactions won
- A number, between 0 and 5000, starting at 24.
- Average commission per transaction ($)
- A money amount, starting at $9,400.
- Improvement to test (%)
- A percentage, between 0 and 60, starting at 5%.
What the results tell you
| Result | What it is |
|---|---|
| Close rate | The headline result. A percentage. |
| Revenue from quotes won | A money figure. |
| Revenue at the higher rate | A money figure. |
| Extra revenue per month | A money figure. |
| Value sitting in lost quotes | A money figure. |
What is not in this number
Property figures here exclude the costs that decide whether a deal works: vacancy, maintenance, management, capital expenditure and the transaction costs at both ends. A return that looks strong before those frequently does not survive them.
Estimating is the easy part
The jobs you never hear about cost more than the ones you mis-measure. BDEVY builds the marketing, systems and automation that bring them in.