Team Assessment | Elequate

Pipeline Review

High Intent (Zillow Flex Buyer) · Last 6 Months · 1,939 Leads · From 848 Connections

848

Connections

43.2%

366

Appointments

43.2%

67.5%

247

Meetings

29.1%

48.2%

119

Relationships

14.0%

92.4%

110

Decisions

13.0%

72.7%

Contracts

9.4%

GCI Opportunity — Last 6 Months

~$957K

100 estimated additional deals by closing the appointment-set gap (L6M base)

Stage	Actual	Benchmark	Gap
Appointments	43.2%	70%	-26.8pts
Meetings	29.1%	50%	-20.9pts
Relationships	14.0%	40%	-26.0pts
Decisions	13.0%	20%	-7.0pts
Contracts	9.4%	10%	-0.6pts

The Bad News

Appointment-set rate 43.2% vs benchmark 70% — top of the funnel is the primary leak.
848 of 1,939 L6M buyer leads (43.7%) have been spoken to — 1,091 never received a real conversation.
366 appointments set → 247 meetings — 119 leads set an appointment but never made it face-to-face (32.5% no-show).

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.

8.3%

L6M Conv. Rate

100

Deals at Benchmark

L6M: 161 deals closed from 1,939 buyer leads (8.3% conversion).
Closing the appointment gap adds an estimated 100 more deals — $957K in GCI.
Appointment-set rate of 43.2% vs 70% benchmark is the single biggest lever.
Decision-to-Contract is 72.7% — agents close once they get in front of buyers.

Historical Performance — Closed Deals by Time Period

Range	Buyer Leads	Closed	Conversion	Avg Commission
L30D	434	27	6.2%	$9,566
L90D	1,208	93	7.7%	$9,566
L180D	1,939	161	8.3%	$9,566
L365D	2,978	282	9.5%	$9,566

Opportunity Analysis — Additional Deals at Benchmark Rates

Stage	Actual	Benchmark	Miss	Add'l Deals	GCI Opportunity
Appointments	43.2%	70%	228	100	$957K
Meetings	29.1%	50%	177	57	$545K
Relationships	14.0%	40%	220	148	$1.42M
Decisions	13.0%	20%	60	44	$419K
Contracts	9.4%	10%	5	5	$48K

Total Identified GCI Opportunity — Across All Conversion Gaps

~$6.8M

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

Appointment gap: $957K · Meeting gap: $545K · Relationship gap: $1.42M · Decision gap: $419K · (L6M — annualized total ~$6.8M)

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

56% of Buyer Leads Never Connected With

1,091 of 1,939 L6M buyer leads were never spoken with — buyers Zillow handed your team that never made it past "attempted" or "new" status. At the team's current 9.4% close rate from connections, even reaching 25% of these adds ~26 additional closings.

1,091 unconnected leads · 56% of L6M buyers

Critical

Appointment-Set Rate 43.2% vs 70% Benchmark

Of 848 leads your agents had a real conversation with, fewer than 5 in 10 ended with an appointment set. Elequate's benchmark for high-intent leads is 7 in 10. Closing this single gap adds an estimated 100 additional deals and $957K in GCI in L6M (~$1.9M annualized).

366 appointments set from 848 connections · -26.8pts below benchmark

Watch

32.5% Appointment No-Show Rate

366 appointments were set. Only 247 resulted in a face-to-face meeting — 119 no-shows in 6 months. Post-meeting close rates are dramatically higher than pre-meeting. Every missed meeting is a missed close opportunity. Confirmation calls and pre-appointment value drops are the standard fix.

366 set · 247 met · 119 no-shows · -20.9pts below meeting benchmark

Strength

Bottom-of-Funnel Conversion is Strong

Once leads reach the relationship stage (active showing), 92.4% progress to making a decision (offers/contract) — well above the typical pattern. Once they're in the decision stage, 72.7% reach contract. The team knows how to close when they get in front of buyers. The entire opportunity is feeding more leads through the top.

119 active relationships · 92.4% relationship→decision · 72.7% decision→contract