At $61 per answered call, the seat price needs 40 subscribers

Your $1,200 per lead is doing all the work in this post and I don't think it's a stable number. 21 handoffs from 412 answers is a 5% conversion off answered, which is fine, but 412 answers from 3,050 dials is 13.5% and that's the line that decides everything. If your list is fresh, phone match is good, and callers are consistent, 13.5% is defensible. If it drifts to 9% because you've already burned the good records in three counties, your cost per lead goes to $1,800 and no seat price saves you.

So before picking a model, tell me the answer rate by month for the last four months and by county. If it's declining in your oldest county, you're running a depleting resource and subscription pricing will hurt you worst, because that's the model where you promised volume.

I've bought from three products that looked like your subscription version. All three, the leads were fine for two months and then repetitive, same records recycled with a new date on them. That's what made me cancel, not the price.

Which makes me think your real constraint isn't 40 seats, it's how many seats three counties can support before I'm bidding against four other subscribers on the same house. Have you worked out what that number is? Because if three counties support 12 buyers, $299 never gets you there and you need county number four before you need a pricing page.

The back end fee idea is how I got burned on something unrelated. Guy took my work for free for five months, closed two, and then had a very creative view of what counted as attributable. Unless you can see the closing yourself you're trusting a spreadsheet you don't control.

@keystone's saturation point is the question I'd chase first. Three counties, 4,100 scored records a month, 21 that talk. Even if you triple the calling that's maybe 60 real leads a month. Spread across 40 subscribers that's a lead and a half each. Nobody renews at $299 for a lead and a half. Spread across 10 subscribers it's six each and that might hold, which means your price has to be closer to $1,200 a seat and you're selling to a much smaller group of people who can absorb that.

I'm still picking a lane myself, and what stands out is you have two businesses tangled together. The scoring model on 240,000 records is one. The calling operation is the other. The calling is what costs $61 an answer, and it's also the part that doesn't scale without hiring.

What happens if you sell the scored list only, no calls, at a low seat price, and let buyers do their own dialing? You'd find out fast whether the scoring is actually worth anything, which right now you don't know because it's buried under a human being making phone calls.

Six pilot users and zero paying is the number I'd worry about more than the $1,200. Two said they'd pay. In my experience saying and paying are unrelated. Can you put an invoice in front of those two this week at $299 and see what happens? Everything else in this post is theory until one of them pays.

On the closed deal fee, the mechanics of that are harder than they sound. You need a definition of an originated lead, a time window, a duty to report closings, and some way to audit. I've read agreements like that where the reporting obligation was one sentence and completely unenforceable in practice. If you go that route get it drafted properly by an attorney, and understand that the collection problem is yours forever.

Separately, check what the counties' terms actually permit on redistribution. That varies by state and even by county office, and some publish bulk data with restrictions attached.

I'd pay $299 for six real motivated sellers a month, no question. I'd cancel by month three if two of them were the same guy who told your caller no in February. Dedup across time is the whole thing and it's boring work.

Naive question, when you say 96 who would talk about price and 21 you'd hand off, what disqualifies the other 75? I'm trying to understand where a lead stops being a lead.

@cairn's math is the version I'd take seriously. Small number of buyers, high price, tight geography. The 40 seats at $299 shape reads like it came from wanting a round number to hit rather than from what three counties can produce.

And @pike is right that you should try to collect money this week. Seven months of building with nobody paying is how people talk themselves into another seven months.