- 1 formula: far side divided by near side.
- 12 handoffs carry a transfer rate.
- 19% to 43% in about a month: booked to showed at AI Acquisition.
How do you work out the transfer lens rate?
You work out the transfer lens rate by dividing what arrived on the far side of a handoff by what left the near side.
Transfer rate = arrived on the far side ÷ left the near side
| Handoff | Near side | Far side | Rate |
|---|---|---|---|
| Booked to showed | Calls booked | Calls that showed | Showed ÷ booked |
| Won to collected | Deals won | Cash collected | Collected ÷ won |
| Onboarded to retained | Clients onboarded | Clients retained | Retained ÷ onboarded |
What number does the transfer lens give you?
The transfer lens gives one rate per handoff, priced in dollars on your own volume. Each rate is read against your own trailing 90 day baseline, agreed in writing, not a benchmark, and ranked worst first.
What does the transfer lens look like on a sales floor?
On a 22 closer floor at AI Acquisition, booked to showed moved from 19% to 43% in about a month. Nobody owned that crossing until someone did, and the floor collected $1,322,312 that month on the crossing the show rate seam names, so if 60 calls left your setters this week, how many arrived at a closer?
Your worst crossing rate, priced on your own volume.
Click the button.
Answer a few short questions.
Pick a time on Jon's calendar.
How is the transfer lens different from the operating lens?
The operating lens reads inside each function; the transfer lens reads the crossing between two. A team can post a strong operating lens rate while the work it hands on never arrives, and only a crossing rate that passes the four tests is a seam.
Questions people ask about the transfer lens?
Does the transfer lens apply to every seam?
It applies to the twelve handoffs in the chain. The thirteenth, the loop, is read as how many of the twelve have a named owner.
Why is the transfer lens rate missing from my reports?
A handoff sits on no job description, report or invoice, so nobody reports its rate.
Is the transfer lens the same as conversion rate?
It is a conversion rate taken at the handoff between two functions, not at a step inside one function's funnel.