Pipeline coverage

Definition

How many live targets you need at the top to close one at the bottom.

Why It Matters

Search is a funnel with brutal ratios, and coverage is the number that says whether the top of yours is wide enough to produce a closing at all. A searcher with four live conversations does not have a thin pipeline, they have no pipeline, and working those four harder does not change it. Compute it from your own history once you have any, and treat a ratio quoted to you before then as somebody else's guess. Then read a stalled search as an arithmetic problem at the top instead of a persuasion problem at the bottom.

In numbers: At a 2% NDA rate and a 10% close rate on those, 500 owners contacted works out to one closing.