What is Lead-to-visit rate?
Lead-to-visit rate is the percentage of enquiries that result in a completed site visit. It measures how effectively marketing and sales turn interest into attendance. Use a consistent lead cohort, deduplicate contacts and count completed visits separately from scheduled appointments so the rate reflects actual buyer engagement with the project.
Formula: unique leads completing a first site visit ÷ unique leads in the same cohort × 100. Give recent leads time to progress before judging them.
Split the rate by source, configuration and budget fit. A low rate may reflect poor targeting, slow response, inaccessible visit slots or an unclear price cue.
Why it matters in Indian real estate
For a 3 BHK launch in Whitefield, compare leads submitted during the same week after the same follow-up window. Do not compare this week’s enquiries with visits from older campaigns.
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