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.

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.

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.

2,714 appointments set → 1,347 met-withs — 1,367 have no face-to-face meeting recorded against them. An outcome is recorded on fewer than 1% of this team's appointment records, so how many of those were no-shows rather than reschedules, cancellations or meetings that happened but were never logged cannot be measured from the CRM. Recovering 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.

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.

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.