The Funnel Approach
The task was to find out how much must be fed to the funnel so that the number of transactions they want to exit in the bottom of the funnel. Analysis of activities and marketing to feed the required amount of prospects into the top of the funnel is also needed. This is a complex task, with the difference in quality of prospects, like basing on how they are acquired or generated and at what point they are already in the process. In simple terms, a prospect who calls in to request to be shown some properties will obviously be more likely to come out the bottom of the funnel as one who just visited the website and and asked for information. There is a need to quantify an “average” transaction and commission amount for each transaction that exits the bottom of the funnel.