What CPSC actually tells you
Cost per lead is a vanity metric. Cost per signed case (CPSC) is the number that predicts whether your marketing is profitable. Two firms paying the exact same per-lead price can have wildly different CPSC — one signs 12 out of 100 leads, another signs 3 — and that gap is the entire difference between a lead source that funds growth and one that drains cash.
The CPSC formula
CPSC = Total lead spend ÷ Signed cases
The calculator above adds three more useful outputs on top:
- Monthly gross fees = Signed cases × Average case fee
- Marketing ROI = Monthly gross fees ÷ Monthly lead spend
- Break-even sign rate = The sign rate you need to just cover your lead cost (implicit in the ROI number)
Benchmark CPSC ranges by vertical
- Shared auto accident leads: $700–$1,500 per signed case
- Semi-exclusive auto: $800–$1,600
- Exclusive auto: $900–$1,800
- Slip and fall (all tiers): $1,200–$2,400
- Workers' comp: $1,000–$2,200
- Medical malpractice: $4,500–$12,000
- Wrongful death: $3,000–$8,000+
Firms with fast, well-trained intake sit at the low end. Firms with slow callback or under-trained intake sit at the high end — with the exact same lead source.
The four levers that move CPSC
Once you know your CPSC, the fastest way to improve it is:
- Speed to first contact. Sub-60-second callback typically improves CPSC by 50–80% versus 15-minute callback.
- Contact attempts per lead. Firms averaging 6 attempts sign 2.5x more cases than firms averaging 2.
- Intake scripts and objection handling. Trained scripts add 30–50% to close rates.
- Lead source quality. Real-time paid-ad leads convert 8–10x higher than aged data at the same nominal price.
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Frequently Asked Questions
What is cost per signed case (CPSC)?
Cost per signed case is your total lead spend divided by the number of cases your firm actually signed. It measures marketing efficiency — unlike cost per lead, it accounts for how well your intake operation converts.
What's a good CPSC for personal injury leads?
Healthy ranges depend on vertical. Auto accident: $700–$1,800. Slip and fall: $1,200–$2,400. Medical malpractice: $4,500–$12,000. Wrongful death: $3,000–$8,000+. Firms with well-drilled intake sit at the low end.
How do I lower my CPSC?
Four levers, in order of leverage: sub-60-second speed to contact, 6+ contact attempts per lead, trained intake scripts, and higher-quality lead sources (real-time paid-ad instead of aged data).
Is exclusive lead pricing worth it if it costs 3x more?
Usually yes. Exclusive leads sign 2.4–3.1x higher than shared on average. Even at 3x per-lead cost, CPSC often comes out roughly equal — and revenue scales because you sign more cases.
