---
title: Revenue Estimates
description: "Table of contents - [The Formula](#0-toc-title) - [Where Your Exam Price Comes From](#1-toc-title) - [Where You'll See Revenue Estimates](#2-toc-title) - [Pipeline-Weighted Revenue](#3-toc-title) - [Why We Divide By 2 for Annual Estimates](#4-toc-title) - [Important Caveats](#5-toc-title) Engage+ Every lead detail panel shows…"
url: "https://dotleadscout.com/docs/revenue-estimates/"
updated: "2026-04-29"
category: Lead Details
---

# Revenue Estimates

Table of contents

- [The Formula](#0-toc-title)
- [Where Your Exam Price Comes From](#1-toc-title)
- [Where You'll See Revenue Estimates](#2-toc-title)
- [Pipeline-Weighted Revenue](#3-toc-title)
- [Why We Divide By 2 for Annual Estimates](#4-toc-title)
- [Important Caveats](#5-toc-title)

Engage+

Every lead detail panel shows an estimated revenue figure based on the carrier's driver count and your configured exam price. This is the number that turns a "maybe" lead into a "definitely worth calling" one.

## The Formula

   Per-lead revenue is calculated with a simple, transparent formula:

##### Per-Lead Estimated Revenue

**Total Drivers** × **Your Exam Price**  =  **Estimated Revenue**

Example: a carrier with 12 drivers and your exam price of $125 = **$1,500** estimated revenue.

## Where Your Exam Price Comes From

   Your exam price is set in your Profile under **DOT Exam Price**. The default is $125 if you haven't configured it yet. To set your real price:

##### Open your profile

Click your account avatar in the portal sidebar and choose **Profile**.

##### Set DOT exam price

Enter the price you charge for a single DOT physical. Use your most common rate.

##### Save

Revenue estimates across every lead update immediately.

## Where You'll See Revenue Estimates

- **Lead detail panel** — on the Overview tab, next to driver count
- **Lead list table** — as a sortable column (toggle in column settings)
- **Pipeline KPI strip** — total estimated revenue across your pipeline
- **Rate sheet attachment** — included in outreach emails when relevant

## Pipeline-Weighted Revenue

   On the Dashboard and Pipeline pages, total revenue is *weighted* by the probability of conversion at each pipeline stage. The math:

##### Pipeline Value Formula

For each stage: **Drivers in stage** × **Stage probability** ÷ 2 (annual exam cycle) × **Exam price**

Sum across all stages = **weighted pipeline value**.

      Default stage probabilities (which you can customize in Profile):

| Pipeline Stage | Default Probability |
| --- | --- |
| New | 5% |
| Attempted | 10% |
| Voicemail | 15% |
| Connected | 25% |
| Qualified | 60% |
| Converted | 100% |
| Disqualified / Not Interested / Lost | 0% |

## Why We Divide By 2 for Annual Estimates

##### DOT physicals are typically every 2 years

A standard DOT physical is valid for up to **24 months**. When we calculate *annual* revenue, we divide total drivers by 2 to reflect the actual yearly exam cycle. Drivers with conditional certifications may be on shorter renewal cycles, but we use the standard 2-year cadence as the baseline.

## Important Caveats

- Revenue estimates are **directional**, not contracts. Use them to prioritize, not to forecast.
- FMCSA driver counts can lag reality — a fast-growing carrier may have more drivers than the data shows.
- Carriers may already have a clinic relationship. Revenue estimates represent the *opportunity ceiling*, not guaranteed business.
- Add-on services (drug screens, follow-ups, recertifications) aren't included — the estimate assumes a single physical per driver.