If we think of it in terms of a lead gen service - my job is to help you get as many at-bats as possible. Your job is to take it from conversation to opportunity. So looking at prospects > closed de has to take in multiple factors I.e. how do you run your diligence process, how do you handle buyer/seller relationship, is it a good fit, etc.

My focus is on replies and interest. For the group we’re helping now - we have a 6% reply rate with a 42% interest rate for the last 30 days. That equates to 24 “let’s have a chat” replies in the last month.

That makes sense—focusing on what’s within your control. I have mixed feelings about reply and interest rates overall. My approach has been much more targeted (~250 leads over 3 months), but my reply rate is also significantly higher (~24%).

Even with this approach, I’ve found that interest alone doesn’t equal a good fit. I’ve had to pass on more than half of my leads based on size alone, even after an initial call. I can only imagine that this challenge would be even more pronounced with a volume-based approach, where you’d have to sift through a much higher number of misaligned leads.

I also think it depends a lot on the industry—some industries naturally have more potential sellers, making high-volume outreach more viable. But in others, it can dilute efficiency and create more work filtering out leads that were never a real fit in the first place.