If you’ve ever purchased leads from a platform like Angi, HomeAdvisor, or Thumbtack, you know the drill: your phone rings, you call the prospect back, and they say “I already hired someone.” That’s the shared lead problem.
The shared lead model
Most lead platforms sell each lead to 3-5 (sometimes more) service providers simultaneously. The thinking is simple: more buyers per lead means more revenue per lead. But for you, the service provider, it means:
You’re racing against competitors who got the exact same notification at the exact same time. The prospect gets flooded with calls within minutes. They hire whoever picks up first or whoever offers the lowest price. Your closing rate drops, and your cost per booked job skyrockets.
Industry data suggests shared lead close rates hover around 10-15%. That means for every 10 leads you buy, you might book 1-2 jobs. At $30-50 per shared lead, you’re spending $150-500 per booked job before you even start working.
The exclusive lead model
With exclusive leads, each lead goes to one buyer. No competition. No race. You call the prospect, and you’re the only service provider they hear from through that channel.
The result: close rates of 25-40% are common with exclusive leads. The prospect expects one call, from one company. You arrive as the solution, not one of five bidders.
The math
Even though exclusive leads cost more per lead, the cost per booked job is often lower:
- Shared lead: $35/lead at 12% close rate = $292 per booked job
- Exclusive lead: Higher per-lead cost at 35% close rate = significantly lower cost per booked job
And that’s before factoring in the time you waste calling prospects who already hired someone else.
What to look for
Not all “exclusive” claims are equal. Some platforms call leads exclusive but still sell them to multiple buyers after a short window. When evaluating a lead source, ask:
- How many buyers receive each lead?
- Is there a time window, or is it permanently exclusive?
- Can you see lead details before committing to purchase?
- What is the dispute process for bad leads?
Ready for leads that are actually yours? FullPipe delivers verified leads to one buyer per territory. See the details first, then decide. Get Started