Critical
Speed to Lead
10 of 27 agents average over an hour before their first call on a Zillow lead. Three average over 8 hours. The rest of the team is fast — medians under 10 minutes. But Zillow scores consistency at the team level. Slow responders don't just lose their own leads — they pull down future allocation for everyone.
10 of 27 agents slow · 3 averaging 8+ hrs · team score penalized collectively
Critical
2,706 Leads Going Cold
39% of all leads in the system — 2,706 people — are stuck at "Lead" or "Attempted Contact" with no meaningful conversation logged. At the current 3.4% close rate, converting just 10% of this group adds 92 transactions and $672K in GCI.
2,706 unreached · 39% of total database · $672K latent GCI
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10 Days of Gain
The 2,706 unreached leads are the target pool for this protocol. A structured 10-touch sequence over 10 days for new un-reached leads would systematically work this pipeline before it goes cold — instead of letting leads age into the "Attempted Contact" graveyard.
2,706-lead addressable pool · protocol not yet applied at scale
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1,367 Appointments Never Met
2,714 appointments set. Only 1,347 resulted in a met-with — a 50.4% no-show rate. Closing even half the gap (683 more met-withs) at the current 12.8% close-after-met rate equals 87 additional transactions — more than half of Year 1's total lift.
50.4% no-show rate · 1,367 appts lost · 87 tx opportunity
Critical
Multi-Address Initial Tours
The entire team logged 5 MAITs in Year 1. 39 of 43 agents recorded zero — 90.7% of the team never executed a documented multi-address first appointment. MAITs are the most conversion-correlated behavior in the program. This isn't a compliance gap. It's an execution gap.
5 MAITs all year · 39 of 43 agents at zero
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CRM Health
1,576 of 1,836 active leads haven't been touched in 30+ days. 1,488 nurture leads are past the 90-day follow-up window. 170 leads are missing phone numbers — no way to call them even if an agent tried. The pipeline looks bigger than it is.
1,576 active leads cold · 1,488 nurture overdue · 170 unreachable
