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 from the published ratios before then. 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.