Team Assessment | Elequate

Pipeline Review

High Intent (Zillow, Realtor.com) · Last 6 Months · 2,386 Leads · From 800 Connections

800

Connections

42.9%

343

Appointments

42.9%

66.5%

228

Meetings

28.5%

66.2%

151

Relationships

18.9%

38.4%

58

Decisions

7.3%

70.7%

41

Contracts

5.1%

GCI Opportunity — Last 6 Months

~$326K

60 estimated additional deals by closing the appointment gap (L6M base)

Stage	Actual	Benchmark	Gap
Appointments	42.9%	70%	-27.1pts
Meetings	28.5%	50%	-21.5pts
Relationships	18.9%	40%	-21.1pts
Decisions	7.3%	20%	-12.7pts
Contracts	5.1%	10%	-4.9pts

The Bad News

Appointment rate 42.9% vs benchmark 70% — the top of the funnel is the primary leak.
Only 800 of 2,386 L6M leads (33.5%) have been spoken to — 1,586 never received a call.
343 appointments set → 228 meetings — a 33.5% no-show rate, 115 missed meetings in 6 months.

Performance Data

Where the
deals are.

Two tables. One shows how this team has actually converted leads over time. The other shows how much upside exists at each stage if conversion reaches benchmark. The gap is real — and it's closeable.

0.46%

L6M Conv. Rate

137

Deals at Benchmark

L6M: 11 deals closed from 2,376 leads (0.46% conversion).
Closing the appointment gap adds an estimated 137 more deals — $744K in GCI.
Appointment rate of 38.7% vs 70% benchmark is the single biggest lever.
Decision-to-Contract is 87.6% — agents close once they get in front of buyers.

Historical Performance — Closed Deals by Time Period

Range	Buyer Leads	Closed	Conversion	Avg Commission
L30D	567	3	0.53%	$5,429
L90D	1,667	8	0.48%	$5,429
L180D	2,376	11	0.46%	$5,429
L365D	4,689	11	0.23%	$5,429

Opportunity Analysis — Additional Deals at Benchmark Rates

Stage	Actual	Benchmark	Miss	Add'l Deals	GCI Opportunity
Appointments	38.7%	70%	501	137	$744K
Meetings	26.9%	50%	370	146	$793K
Relationships	20.9%	40%	306	155	$841K
Decisions	12.1%	20%	126	110	$597K
Contracts	10.6%	10%	Above	—	—

Total Identified GCI Opportunity — Across All Conversion Gaps

~$3M

per year · each gap represents a different cohort of leads at a different stage

Appointment gap: $744K · Meeting gap: $793K · Relationship gap: $841K · Decision gap: $597K

Execution Gaps

Where the deals
are going.

Every gap below has a dollar value. These aren't coaching theory — they're the specific behaviors the data says are costing this team transactions every single month.

Critical

80% of Leads Never Called

6,425 leads in FUB have no outbound call logged — ever. These are buyers who raised their hand and were never followed up on. At the current contract rate, converting just 10% of this group adds 64+ additional closings.

6,425 uncalled leads · 80% of total database

Critical

Appointment Rate 38.7% vs 70% Benchmark

Of 1,600 leads who had a conversation, fewer than 4 in 10 set an appointment. Elequate's benchmark for high-intent leads is 7 in 10. Closing this single gap adds an estimated 137 additional deals and $744K in GCI annually.

619 appointments from 1,600 connections · -31.3pts below benchmark

Watch

48% Appointment No-Show Rate

188 appointments were set. Only 97 resulted in a face-to-face meeting — a 48% no-show rate. Post-meeting close rates are dramatically higher than pre-meeting. Every missed meeting is a missed close opportunity.

188 set · 97 met · 91 no-shows · -23.1pts below meeting benchmark

Strength

Closing Rate at Benchmark

Contract rate from connections is 10.6% — right at the Elequate benchmark of 10%. Once agents get buyers to the decision stage, they close at 87.6%. The team knows how to close. The opportunity is getting more leads in front of them.

170 contracts · 10.6% close rate · benchmark 10% · +0.6pts above