Zillow's workbook has not logged a transaction since July 23, so the Trx column on this report has now been frozen for five weeks. This week's file came back byte-for-byte identical to last week's except for the date stamp in the corner, which Zillow advanced to 8/25 without adding a single transaction. Back Office is the honest read, and it is live this morning: 16 newly accepted Zillow contracts in twenty-eight days — up from 13 last Friday, past July's 9, and the strongest month since March's 18 — with 12 Zillow sides already closed and 5 more under contract behind them. September holds 11 — the fullest forward month on the board all year — and October has opened with 1.
And one number that looks alarming until you open it. The cancelled count moved from 83 to 88 over the last two weeks. Almost none of that is deals falling apart: of the eleven cancelled records touched in that window, nine were never contracts at all — opportunity shells, several with no address and no price — and one of the remaining two is a duplicate record of the other property. Two actual contracts came out, both accepted back in March, one with a closing date that lapsed in April. That is old paperwork being cleaned up, not business being lost. The live pipeline is the number above it: 11 under contract for September.
Zillow's weekly Agent Performance Report carries an official High / Fair / Low rating built on conversion rate. Ten of our agents rate High on it, three Fair, three Low — unchanged agent for agent for a third week, refreshed through 8/22. Mark and Russell have the per-agent detail.
We ran 5.6% in May and 8.1% in June against a 10% goal. July closed at 11.2% on 233 connections — over the goal. August is running 5.1% on its first 157 connections — and honestly it is thinner than that. 3 of August's 8 transfers arrived from Zillow carrying a transfer date earlier than the lead's own start date, one of them stamped eight months before the lead existed. Count only the 5 that survive a sanity check and August is running 3.2%. The introduction happens at the met-with. That is the whole playbook.
We started checking transfer dates against lead dates three weeks ago and found two bad rows in August. Running that same check across the whole year this week turns up 19 of the 140 transfers in Zillow's raw feed — 13.6% — carrying a transfer date that precedes the lead's own start date. A lead cannot transfer before it exists. This is not one agent and it is not one month; it runs across the roster and back through the spring.
Nothing here is anyone's fault and no agent should read this as a mark against them. It is Zillow's reporting, not our work. It is on this page for one reason: when a transfer rate on any Zillow dashboard disagrees with what you know you did, this is very often why. Mark is raising it with the Growth Advisor.
Zillow looks at completed calendar months only, added together over a trailing 90 days. The graded window right now is May + June + July at 8.2% — ABOVE FLOOR.
The next window, June + July + August, locks in four days. It reads 8.5% this morning, and 8.0% if you throw out every August row with an impossible date. The month needed 2 transfers to hold the 7% floor and has 5 verified. The floor is secure on Monday either way — that has been true for four weeks running, and it is worth saying plainly so nobody spends the weekend worrying about it.
So the floor is not the fight. The 10% goal is, and it would have taken about 22 August transfers. Here is the number to sit with: 2 new introductions landed across the entire team in the last seven days. Sixteen agents, one week. Connections are showing up (~195 projected against a 200 expectation, so lead flow is fine); the handoff is what is missing. That gap is the entire agenda this morning.
| Month | Connections | Transfers | Transfer Rate | Met-Withs | Met-With % | Trx Logged |
|---|---|---|---|---|---|---|
| Jan FROZEN | 165 | 16 | 9.7% | 48 | 29.1% | 12 |
| Feb FROZEN | 249 | 23 | 9.2% | 75 | 30.1% | 14 |
| Mar | 288 | 28 | 9.7% | 75 | 26.0% | 18 |
| Apr | 248 | 34 | 13.7% | 61 | 24.6% | 16 |
| May | 251 | 14 | 5.6% | 65 | 25.9% | 17 |
| Jun | 236 | 19 | 8.1% | 60 | 25.4% | 13 |
| Jul | 233 | 26 | 11.2% | 51 | 21.9% | 11 |
| Aug MTD | 157 | 8 | 5.1% | 27 | 17.2% | 26 |
| Agent | Connections | Transfers | Transfer Rate | Rating | Elig. Met-With | Elig. Met % | Adj. Met % | PAs | PA per Met-With |
|---|---|---|---|---|---|---|---|---|---|
| Jill Welker | 49 | 9 | 18.4% | 🏆 | 13 | 27% | 39% | 0 | 0% |
| Jens Pilz | 80 | 14 | 17.5% | ⭐ | 26 | 32% | 40% | 1 | 4% |
| Tammy Diaz | 81 | 13 | 16.0% | ⭐ | 27 | 33% | 45% | 2 | 7% |
| Brittany Walker | 88 | 13 | 14.8% | ⭐ | 31 | 35% | 42% | 4 | 13% |
| Colin Lowey | 73 | 10 | 13.7% | ⭐ | 27 | 37% | 44% | 4 | 15% |
| Shonda Ballard | 101 | 12 | 11.9% | ✅ | 22 | 22% | 27% | 2 | 9% |
| Naya Henry Austin | 89 | 10 | 11.2% | ✅ | 25 | 28% | 35% | 2 | 8% |
| Betty Hughes | 84 | 9 | 10.7% | ✅ | 10 | 12% | 15% | 1 | 10% |
| Tyler Leis | 62 | 5 | 8.1% | ⚠️ | 19 | 31% | 37% | 2 | 11% |
| Russell Barber | 102 | 8 | 7.8% | ⚠️ | 27 | 26% | 38% | 1 | 4% |
| Megan McDonald | 65 | 5 | 7.7% | ⚠️ | 15 | 23% | 27% | 1 | 7% |
| The Cardinal Home Team | 175 | 13 | 7.4% | ⚠️ | 40 | 23% | 32% | 4 | 10% |
| Tracy Martin | 110 | 7 | 6.4% | ❌ | 22 | 20% | 27% | 2 | 9% |
| Michael Bartley | 114 | 5 | 4.4% | ❌ | 26 | 23% | 28% | 2 | 8% |
| Lisa Roberts | 73 | 2 | 2.7% | ❌ | 21 | 29% | 37% | 2 | 10% |
| TEAM TOTAL | 1,827 | 168 | 9.2% | ⚠️ | 462 | 25% | 32% | 34 | 7% |
Every 2026 Zillow lead in our CRM was checked one at a time for what the buyer actually inquired on: a property with 0 bedrooms and 0 baths is land. That gives every agent their own measured land share — no more flat guess. The CRM matched 1,696 leads against Zillow's raw feed (essentially one-for-one), and the scan refreshes weekly, so this page will always reflect the current mix.
Why it matters: a met-with only happens when there's a home to meet at. Judging met-with rates against raw connections quietly punishes whoever drew the most land. This table levels that field.
| Agent | Connections | Land | Land Share | Eligible (Rooftop) Cxns | Met-Withs | Raw Met % | Eligible Met % | Deals | CVR All Leads | CVR on Met |
|---|---|---|---|---|---|---|---|---|---|---|
| Tammy Diaz | 81 | 21 | 26% | 60 | 27 | 33% | 45% | 8 | 9.9% | 30% |
| Colin Lowey | 73 | 11 | 16% | 62 | 27 | 37% | 44% | 8 | 11.0% | 30% |
| Brittany Walker | 88 | 15 | 17% | 73 | 31 | 35% | 42% | 5 | 5.7% | 16% |
| Jens Pilz | 80 | 15 | 18% | 65 | 26 | 32% | 40% | 3 | 3.8% | 12% |
| Jill Welker | 49 | 15 | 31% | 34 | 13 | 27% | 39% | 4 | 8.2% | 31% |
| Russell Barber | 102 | 30 | 29% | 72 | 27 | 26% | 38% | 10 | 9.8% | 37% |
| Lisa Roberts | 73 | 16 | 22% | 57 | 21 | 29% | 37% | 6 | 8.2% | 29% |
| Tyler Leis | 62 | 10 | 17% | 52 | 19 | 31% | 37% | 3 | 4.8% | 16% |
| Naya Henry Austin | 89 | 17 | 19% | 72 | 25 | 28% | 35% | 4 | 4.5% | 16% |
| The Cardinal Home Team | 175 | 49 | 28% | 126 | 40 | 23% | 32% | 11 | 6.3% | 28% |
| Michael Bartley | 114 | 22 | 19% | 92 | 26 | 23% | 28% | 9 | 7.9% | 35% |
| Megan McDonald | 65 | 10 | 15% | 55 | 15 | 23% | 27% | 4 | 6.2% | 27% |
| Shonda Ballard | 101 | 19 | 19% | 82 | 22 | 22% | 27% | 7 | 6.9% | 32% |
| Tracy Martin | 110 | 28 | 25% | 82 | 22 | 20% | 27% | 9 | 8.2% | 41% |
| Betty Hughes | 84 | 18 | 21% | 66 | 10 | 12% | 15% | 2 | 2.4% | 20% |
| TEAM TOTAL | 1,827 | 403 | 22% | 1,424 | 462 | 25% | 32% | 101 | 5.5% | 22% |
Land share runs from 15% (Megan McDonald) to 31% (Jill Welker) — more than a two-to-one spread on the same lead source. An agent carrying a third of their leads as land starts every scoreboard 15 points behind an agent who drew mostly houses. When you look at the Eligible Met % column, you're finally comparing apples to apples.
And the mix you're handed is not entirely luck. Zillow steers connection quality by performance rating: as an agent's rating slides, the leads coming in get weaker — lower intent, lower price point, and more dirt. That's the flywheel to respect: a soft stretch earns you a worse lead mix, the worse mix drags your raw numbers further, and the rating slides again. The way out is the same door as the way in — convert what you're handed, because strong conversion turns the same flywheel in your favor.
And land isn't garbage — dirt deals close too. But they don't produce met-withs, so they don't belong in the met-with denominator.
| Agent | YTD Connections | Met-With % (YTD) | Met Rate (90d) | YTD Trx | Closing Rate | YTD Volume | Agent Take (est.) | CSAT |
|---|---|---|---|---|---|---|---|---|
| The Cardinal Home Team | 175 | 22.9% | 25% | 11 | 6.3% | $2,448,500.00 | $30,606.25 | 90 |
| Russell Barber | 102 | 26.5% | 30% | 10 | 9.8% | $1,578,000.00 | $19,725.00 | 92 |
| Michael Bartley | 114 | 22.8% | 11% | 9 | 7.9% | $2,533,500.00 | $31,668.75 | 93 |
| Tracy Martin | 110 | 20.0% | 9% | 9 | 8.2% | $1,898,900.00 | $23,736.25 | 86 |
| Tammy Diaz | 81 | 33.3% | 27% | 8 | 9.9% | $2,533,000.00 | $31,662.50 | 92 |
| Colin Lowey | 73 | 37.0% | 18% | 8 | 11.0% | $2,284,900.00 | $28,561.25 | 91 |
| Shonda Ballard | 101 | 21.8% | 20% | 7 | 6.9% | $2,046,900.00 | $25,586.25 | 86 |
| Lisa Roberts | 73 | 28.8% | 36% | 6 | 8.2% | $1,782,000.00 | $22,275.00 | 85 |
| Brittany Walker | 88 | 35.2% | 50% | 5 | 5.7% | $1,629,550.00 | $20,369.38 | 88 |
| Megan McDonald | 65 | 23.1% | 37% | 4 | 6.2% | $1,398,900.00 | $17,486.25 | 91 |
| Jill Welker | 49 | 26.5% | 33% | 4 | 8.2% | $1,309,500.00 | $16,368.75 | 91 |
| Naya Henry Austin | 89 | 28.1% | 24% | 4 | 4.5% | $662,600.00 | $8,282.50 | 90 |
| Jens Pilz | 80 | 32.5% | 24% | 3 | 3.8% | $846,800.00 | $10,585.00 | 91 |
| Tyler Leis | 62 | 30.6% | 41% | 3 | 4.8% | $410,000.00 | $5,125.00 | 91 |
| Betty Hughes | 84 | 11.9% | 10% | 2 | 2.4% | $544,900.00 | $6,811.25 | 88 |
| TEAM TOTAL | 1,827 | 25.3% | 24% | 101 | 5.5% | $26,897,550.00 | $336,219.38 | 92.4 |
Connections are handed out fairly evenly — look at the Connections column. What separates the top of this table from the bottom is what happens after the connection: the met-with. The 90-day Met Rate column is the one to find your name in. Customer scores: Michael Bartley tops the team at 93, followed by Tammy Diaz and Russell Barber at 92.
• The 10% transfer rate protects your lead supply. It's the math Zillow uses to decide who gets connections.
• The ZHL introduction belongs in the met-with conversation — face to face, not at the first door and not over text. It's an introduction, not a commitment.
• Log the met-with the day it happens. An unlogged met-with hides your work and quietly lowers the bar we're graded against.
• Your job is the handoff. Everything after that is the LO's job.
July was strong enough that the window locking September 1 is already above the floor without another transfer — 26 transfers, 11.2% for the month. That pressure is off and it has been for three weeks. This is the number that isn't fixed: we are converting 5.5% of connections into transactions against a standing goal of 8.5% — a goal this same team has already hit. What separates those two numbers is the same thing that slipped in May and June: the met-with. This page is the math on what that one habit is worth.
In February we met with 30.1% of our connections. In July, 21.9%. Had July held February's rate, we would have sat down with 19 more buyers that month. The contract gets written after you meet the buyer. The ZHL introduction happens when you meet the buyer. Fewer met-withs, fewer contracts and fewer transfers — the same line explains both.
And it is not the market: over the last 90 days the met-with rate inside this team ran from 9% at the bottom to 50% at the top — a 5-fold spread on the same leads, in the same county. Team average: 24%. Your Met Rate (90d) is on the Agent Standings tab.
| If our closing rate were… | YTD transactions | Additional sides | Additional volume | Additional agent take |
|---|---|---|---|---|
| 5.5% — where we are | 101 | — | — | — |
| 8.5% | 155 | +54 | $14,459,430.47 | $180,742.88 |
| 10.0% | 183 | +82 | $21,757,721.14 | $271,971.51 |
| 12.0% | 219 | +118 | $31,488,775.37 | $393,609.69 |
| Agent | 2026 Sides | Avg Days | ≤14d | 15–30d | 31–60d | 61–90d | 90+d | Attic Money Found |
|---|---|---|---|---|---|---|---|---|
| 🥇 Jens Pilz | 3 | 229 | 1 | 0 | 1 | 0 | 1 | 641d - $200k - Jun |
| 🥈 Megan McDonald | 4 | 168 | 0 | 1 | 1 | 0 | 2 | 328d - $421k - May 262d - $388k - Mar |
| 🥉 Tracy Martin | 9 | 159 | 1 | 2 | 2 | 0 | 4 | 514d - $375k - Jul 240d - $230k - May 282d - $355k - Jun 247d - $199k - Apr |
| Jill Welker | 4 | 134 | 1 | 2 | 0 | 0 | 1 | 492d - $645k - Jun |
| Michael Bartley | 9 | 114 | 4 | 0 | 1 | 0 | 4 | 591d - $269k - Jul 130d - $344k - Apr 129d - $260k - Apr 94d - $20k - Mar |
| Colin Lowey | 8 | 89 | 3 | 1 | 2 | 0 | 2 | 160d - $334k - May 419d - $120k - Mar |
| Russell Barber | 10 | 85 | 8 | 0 | 0 | 0 | 2 | 359d - $10k - Apr 432d - $230k - Feb |
| Tammy Diaz | 8 | 62 | 2 | 1 | 3 | 1 | 1 | 271d - $250k - Mar |
| Tyler Leis | 3 | 51 | 0 | 1 | 1 | 1 | 0 | — |
| Shonda Ballard | 7 | 46 | 3 | 2 | 1 | 0 | 1 | 227d - $22k - Mar |
| Lisa Roberts | 6 | 40 | 1 | 2 | 2 | 0 | 1 | 113d - $170k - Jan |
| The Cardinal Home Team | 11 | 36 | 7 | 0 | 2 | 1 | 1 | 182d - $450k - May |
| Betty Hughes | 2 | 34 | 1 | 0 | 0 | 1 | 0 | — |
| Naya Henry Austin | 4 | 20 | 2 | 1 | 1 | 0 | 0 | — |
| Brittany Walker | 5 | 15 | 3 | 2 | 0 | 0 | 0 | — |
We have the leads — 1,827 this year, and August is landing right on the 200 we expect. The buyers we meet like us — a 92.4 CSAT. Back Office says the business is there: 16 new Zillow contracts in twenty-eight days, the best month since March, with 11 more already under contract for September. The only link in the chain that is ours to fix is getting in front of them, and in the last seven days that link produced 2 introductions across sixteen agents. Everything else on these six tabs follows from that one habit. Next meeting: Friday, September 11.