Zillow Flex Team Report — October 16, 2026

ZHL Transfers (Zillow Home Loans introductions) — Year to Date

Connections

2,087

Transfers

194

Transfer Rate

9.3%

194 ÷ 2,087 connections · goal 10% · floor 7%

Transfers per Met-With

36.6%

194 ÷ 530 met-withs · window 41.7%

Pre-Approvals

2026 leads · 65 credit pulls

Locks / Funded

13 / 9

2026 leads

The number that cannot be gamed is percentage transferred.

What a transfer is: a live introduction of your buyer to a Zillow Home Loans loan officer. It is not a contract, not a closing, and not a sale. Every percentage in this section is transfers ÷ connections — how many of the leads we were handed got introduced to ZHL. Contracts and closings are a different measure and live on the Overview and Production tabs.

Do not confuse this with the High / Fair / Low rating on Zillow's weekly Agent Performance Report (pulled 10/16, per-agent detail with Mark and Russell). That rating tracks sale conversion — Zillow's predicted buy-side CVR, which runs 2.7%–5.9% per agent — and it has nothing to do with ZHL transfers. Zillow says so in its own header on that report: everything on it is informational except ZHL Contact Rate and Engaged Transfer Rate, which are the only two lines that enter a Flex performance review. The transfer rate is the one that decides our lead supply.

We ran 6.4% in May and 8.1% in June against a 10% goal. July finished at 11.2% on 233 connections — over the goal. August finished at 6.6% on 181 connections on Zillow's lead feed, and it is thinner than that: 3 of August's 12 transfers arrived from Zillow carrying a transfer date earlier than the lead's own start date. Count only the 9 that survive a sanity check and August ran 5.0%. Zillow's own dashboard in Follow Up Boss read August at 7 transfers on 182 connections — 3.8%. September finished at 15 transfers on 171 connections (8.8%) on the lead feed, with 4 ZHL pre-approvals on September leads. October through the 14th: 5 on 65. The introduction happens at the met-with. That is the whole playbook.

A data note worth one minute, because it affects every rate on this page.

We started checking transfer dates against lead dates five weeks ago and found two bad rows in August. Running that same check across the whole year turns up 21 of the 131 transfers in Zillow's raw feed — 16.0% — 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’s Scoreboard — the 90-Day Window They Actually Grade

Current Window · Jul + Aug + Sep · locked Oct 1

9.1%

53 transfers on 585 connections — ABOVE FLOOR · Zillow’s lead feed, September complete; dashboard grade not yet read

Next Window · Aug + Sep + Oct · locks Nov 1

7.7%

August and September already in: 27 transfers on 352 connections · October through the 14th: 5 on 65

October’s Floor Requirement

October transfers needed to hold 7% if the month brings 200 connections · 29 would reach 10%

The July–September window is in. October now carries the next grade.

Zillow looks at completed calendar months only, added together over a trailing 90 days. July + August + September locked on October 1. On Zillow’s lead feed it reads 9.1% — 53 transfers on 585 connections, ABOVE FLOOR. Zillow’s own dashboard sets the official grade and counts a little differently; its final reading for this window will be added once the dashboard is read again.

The next window is August + September + October and it locks November 1. August and September are already in it at 27 transfers on 352 connections — 7.7%, below the floor before October starts. If October lands on the 200 connections we normally expect, the month needs 12 transfers to hold the 7% floor and about 29 to reach 10%. Through October 14 the month has 5 transfers on 65 connections.

Here is the number to sit with. August, at 12 transfers on 181 connections, is the thinnest month of the year for introductions, and it stays in the next window. September turned the pace around at 8.8%. October has to do the same, and it starts with every buyer you sit down with hearing the introduction.

The Graded Window by Agent — July + August + September

Agent	Connections	Met-Withs	Met-With %	Transfers	Transfer Rate	Transfers per Met-With	YTD Xfr / Met-With
Tammy Diaz	45	9	20.0%	9	20.0%	100.0%	48.8%
Betty Hughes	39	6	15.4% small n	5	12.8%	83.3%	78.9%
The Cardinal Home Team	73	15	20.5%	8	11.0%	53.3%	35.7%
Jens Pilz	45	10	22.2%	5	11.1%	50.0%	41.7%
Megan McDonald	11	2	18.2% small n	1	9.1%	50.0%	35.3%
Brittany Walker	16	4	25.0% small n	2	12.5%	50.0%	39.4%
Shonda Ballard	56	15	26.8%	7	12.5%	46.7%	48.3%
Russell Barber	52	10	19.2%	3	5.8%	30.0%	27.0%
Colin Lowey	44	15	34.1%	4	9.1%	26.7%	31.2%
Tracy Martin	65	8	12.3% low met %	2	3.1%	25.0%	23.5%
Jill Welker	15	5	33.3% small n	1	6.7%	20.0%	45.0%
Tyler Leis	39	13	33.3%	2	5.1%	15.4%	23.1%
Lisa Roberts	26	6	23.1% small n	0	0.0%	0.0%	20.8%
TEAM TOTAL	585	127	21.7%	53	9.1%	41.7%	36.6%

This is the window Zillow is grading right now — the same July + August + September months that locked on the 1st, broken out agent by agent. Year-to-date standings are further down the page; use those for the season, use this for the conversation you are having today.
Transfers per Met-With is the honest version of the transfer rate. Transfer rate divides by every connection, including the ones that never answered the phone. This divides by the buyers an agent actually sat down with — the moment the ZHL introduction is supposed to happen. Team-wide that is 41.7% for the window and 36.6% year to date: roughly one in three buyers we meet gets introduced to Zillow Home Loans. Two in three do not.
Met-With % is the column to read first, and the two flags are not the same thing. low met % means the agent met with fewer than 15% of their connections against a team window rate of 21.7% — they are not getting in front of people, and no transfer number can be fixed until that is. small n means fewer than 8 met-withs, so the Transfers-per-Met-With percentage swings ten points on a single deal; it is a reliability caveat, not a criticism. A row carrying only small n with a healthy Met-With % is a small book, not a problem A row carrying both flags is the one to work.
Met-with counts keep growing for six to eight weeks after a lead arrives, so August's denominator is still filling in and every window percentage here will drift as it does.
Source: Zillow's raw lead feed, counted by the month the lead arrived — 53 transfers on 585 connections. Zillow's own dashboard inside Follow Up Boss, the number that actually sets the grade, has the same window at no final reading yet (the dashboard was last read 9/8, before September was in). Coach off the agent split; quote the dashboard for the grade.
Rachel and Mark are shown as one row, The Cardinal Home Team. The Zillow entity row is excluded from the ranked list and included in the team total.

Transfer Rate by Month — transfers ÷ connections, not closings

Monthly Trend

Month	Connections	Transfers	Transfer Rate	Met-Withs	Met-With %	Contracts Written
Jan FROZEN	165	16	9.7%	48	29.1%	12
Feb FROZEN	249	23	9.2%	75	30.1%	16
Mar FROZEN	288	28	9.7%	75	26.0%	22
Apr FROZEN	248	34	13.7%	62	25.0%	13
May	251	16	6.4%	69	27.5%	15
Jun	236	19	8.1%	62	26.3%	16
Jul	233	26	11.2%	54	23.2%	12
Aug	181	12	6.6%	40	22.1%	16
Sep	171	15	8.8%	33	19.3%	12
Oct MTD	65	5	7.7%	12	18.5%	8

August: 181 connections, 12 transfers, 40 met-withs, 16 contracts written. Met-withs on August leads are still arriving, which is normal for a month that only just closed. September is complete on the feed; October is 14 days of leads, marked MTD. This table runs on Zillow's raw lead feed, now through 10/14. Zillow's own dashboard counts a little differently — it showed August at 182 connections and 7 transfers. The scoreboard cards above use the lead feed this week because the dashboard has not been readable since September 8. Contracts Written is now our own count from Back Office by the month the contract was accepted — not Zillow's logged-transaction count. January, February and March are marked FROZEN — Zillow has pruned those months out of its raw feed, so they are held at their last verified numbers rather than allowed to shrink. Met-with percentage always reads low for the most recent month; leads take weeks to reach a met-with.

Agent ZHL Standings — Year to Date

Agent	Connections	Transfers	Transfer Rate	Rating	Elig. Met-With	Xfr per Met-With	Elig. Met %	Adj. Met %	PAs	PA per Met-With
Tammy Diaz	115	20	17.4%	🏆	41	48.8%	36%	47%	3	7%
Brittany Walker	98	13	13.3%	⭐	33	39.4%	34%	41%	3	9%
Colin Lowey	115	15	13.0%	⭐	48	31.2%	42%	48%	6	12%
Jill Welker	70	9	12.9%	⭐	20	45.0%	29%	42%	0	0%
Jens Pilz	121	15	12.4%	⭐	36	41.7%	30%	36%	1	3%
Betty Hughes	128	15	11.7%	✅	19	78.9%	15%	19%	2	11%
Shonda Ballard	142	14	9.9%	⚠️	29	48.3%	20%	26%	2	7%
The Cardinal Home Team	236	20	8.5%	⚠️	56	35.7%	24%	33%	6	11%
Megan McDonald	75	6	8.0%	⚠️	17	35.3%	23%	27%	2	12%
Russell Barber	137	10	7.3%	⚠️	37	27.0%	27%	37%	1	3%
Tyler Leis	95	6	6.3%	❌	26	23.1%	27%	35%	3	12%
Lisa Roberts	93	5	5.4%	❌	24	20.8%	26%	34%	2	8%
Tracy Martin	156	8	5.1%	❌	34	23.5%	22%	29%	2	6%
TEAM TOTAL	2,087	194	9.3%	⚠️	530	36.6%	25%	33%	39	7%

🏆 team leader · ⭐ 12%+ · ✅ 10–11.9% · ⚠️ 7–9.9% · ❌ under 7%
Adj. Met % is the honest denominator: it divides met-withs by each agent's own eligible (rooftop) connections — their land/lot inquiries, measured lead by lead in our CRM, come out first. Team-wide about 23% of connections are land, but it ranges from roughly 13% to 32% by agent. The full land breakout is on the Eligible Connections tab.
Xfr per Met-With is transfers ÷ eligible met-withs — of the buyers an agent actually sat down with, how many got introduced to Zillow Home Loans. It is the fairer read of the two: transfer rate divides by every connection, including the ones that never picked up. The graded-window version of this column is in The Graded Window by Agent higher up the page.
PA per Met-With is pre-approvals ÷ eligible met-withs — of the buyers an agent actually sat down with, how many carried the ZHL introduction all the way to a pre-approval.
Team total includes production from agents not shown individually. One agent is off the ranked list by broker instruction; their numbers remain in every team total.
Method note: connections are 2026 leads; transfers are those same 2026 leads later transferred — the cohort basis Zillow grades on. Read the transfer counts rather than small rate wobbles.
⚠️ Zillow has begun pruning April out of its lead feed. Team totals hold January through April at their verified numbers. Individual rows do the same: each agent's January and February come from the July 31 feed, March from August 28, and April from September 25. Individual January figures remain partial because January was pruned before any complete copy was saved; the team total is complete.
⚠️ 3 of August's 12 transfers arrived with dates that cannot be right. They carry a transfer date earlier than the date the lead itself came in. A lead cannot be introduced before it exists, so those are read as questionable rather than counted as wins. 9 of August's transfers verify cleanly.

Eligible Connections — Taking the Land Out, Lead by Lead

Connections YTD

2,087

everything Zillow sent us

Land Connections

476

23% of connections — measured, not assumed

Eligible (Rooftop) Connections

1,611

connections with a home to meet at

Met-With Rate, Eligible

33%

vs 25% when land counts against us

Where these numbers come from.

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 1,692 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 by Agent — sorted by met-with rate on eligible connections

Agent	Connections	Land	Land Share	Eligible (Rooftop) Cxns	Met-Withs	Raw Met %	Eligible Met %	Deals	CVR All Leads	CVR on Met
Colin Lowey	115	16	13%	99	48	42%	48%	13.5*	11.7%	28%
Tammy Diaz	115	28	24%	87	41	36%	47%	8.5*	7.4%	21%
Jill Welker	70	23	32%	47	20	29%	42%	2.5*	3.6%	12%
Brittany Walker	98	17	17%	81	33	34%	41%	5*	5.1%	15%
Russell Barber	137	37	27%	100	37	27%	37%	21.5*	15.7%	58%
Jens Pilz	121	21	18%	100	36	30%	36%	6	5.0%	17%
Tyler Leis	95	21	22%	74	26	27%	35%	4	4.2%	15%
Lisa Roberts	93	22	24%	71	24	26%	34%	4*	4.3%	17%
The Cardinal Home Team	236	66	28%	170	56	24%	33%	16.5*	7.0%	29%
Tracy Martin	156	40	25%	116	34	22%	29%	9	5.8%	26%
Megan McDonald	75	11	15%	64	17	23%	27%	6*	8.0%	35%
Shonda Ballard	142	31	22%	111	29	20%	26%	9.5*	6.7%	33%
Betty Hughes	128	28	22%	100	19	15%	19%	5.5*	4.3%	29%
TEAM TOTAL	2,087	476	23%	1,611	530	25%	33%	142	6.8%	27%

Land Share is each agent's own measured percentage from the CRM scan; Eligible Cxns = connections × (100% − land share). CVR All Leads = deals ÷ connections; CVR on Met = deals ÷ met-withs — Deals are Zillow contracts written January 1–October 14 from Back Office, credited to the agents named on the file. * shared deal, half credit: when two Zillow-team agents work one deal, each gets half of it. Deals include contracts dug out of older leads, so an agent strong at attic-mining reads slightly hot on CVR. The Cardinal Home Team is one combined row. Team totals include production from agents not shown individually. The ZHL tab's Adj. Met % column runs on these same measured numbers.

The haircut is not equal — and that's the point of this page.

Land share runs from 13% (Colin Lowey) to 32% (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 Standings — Year to Date, sorted by contracts written

Agent	YTD Connections	Met-With % (YTD)	Met Rate (90d)	YTD Contracts	Closing Rate	YTD Volume	Agent Take (est.)	CSAT
Russell Barber	137	27.0%	19%	21.5*	15.7%	$7,434,380.00	$92,929.75	89
The Cardinal Home Team	236	23.7%	21%	16.5*	7.0%	$4,073,500.00	$50,918.75	90
Colin Lowey	115	41.7%	39%	13.5*	11.7%	$4,390,700.00	$54,883.75	91
Shonda Ballard	142	20.4%	26%	9.5*	6.7%	$2,856,450.00	$35,705.62	88
Tracy Martin	156	21.8%	9%	9	5.8%	$1,944,900.00	$24,311.25	83
Tammy Diaz	115	35.7%	18%	8.5*	7.4%	$2,112,500.00	$26,406.25	90
Megan McDonald	75	22.7%	14%	6*	8.0%	$2,164,900.00	$27,061.25	91
Jens Pilz	121	29.8%	29%	6	5.0%	$1,304,400.00	$16,305.00	90
Betty Hughes	128	14.8%	23%	5.5*	4.3%	$1,360,790.00	$17,009.88	92
Brittany Walker	98	33.7%	33%	5*	5.1%	$2,399,540.00	$29,994.25	88
Lisa Roberts	93	25.8%	11%	4*	4.3%	$1,723,000.00	$21,537.50	84
Tyler Leis	95	27.4%	37%	4	4.2%	$1,025,000.00	$12,812.50	91
Jill Welker	70	28.6%	28%	2.5*	3.6%	$1,309,500.00	$16,368.75	91
TEAM TOTAL	2,087	25.4%	23%	142	6.8%	$36,798,910.00	$459,986.38	92.4

Agent Take is an estimate: volume × 1.25%. Rachel and Mark's numbers are shown as one combined row — The Cardinal Home Team. CSAT is each agent's L180 score from Zillow's Agent Scorecard; The Cardinal Home Team's CSAT is the straight average of both agents' scores. CSAT colors: dark green 92+ (95+ gets the gold ring), light green 90–91, yellow 88–89, red under 88. The team figure is Zillow's official weighted team score — it is not an average of the agent column. Zillow's live team-CSAT cell is currently erroring in their workbook, so the most recent official score is carried until they repair it. Met Rate (90d) is met-withs ÷ live connections over the last 90 days. YTD Contracts are Zillow contracts written January 1–October 14, counted from Back Office by contract date, cancelled files out. * shared deal, half credit: when two Zillow-team agents work one deal together, each gets half of it here; volume still counts in full for both. The team total counts every file once. Closing Rate is YTD contracts ÷ YTD connections — the same 8.5% goal the team is measured against, agent by agent. Green is at or above 8.5%, yellow 5–8.4%, red under 5%. Team totals include production from agents not shown as individual rows. CSAT and Met Rate (90d) are from Zillow's Agent Scorecard, pulled 10/16.

What this table says

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: Betty Hughes tops the team at 92, followed by Tyler Leis and Megan McDonald and Jill Welker and Colin Lowey at 91.

This Week's Spotlights

Measured on the last 90 days, not the year — this is about who is working right now.

Russell Barber — the most contracts written in the last 90 days

10* contracts on 40 Zillow leads received over ninety days — a 25.0% closing rate, close to three times the 8.5% goal, and another went under contract this week.

When the buyer is in front of you, write the offer. That is the conversion the rest of this page is asking for.

Betty Hughes — above goal on both scoreboards

Over the last 90 days, 3.5* contracts on 32 leads received — 10.9%, over the 8.5% closing goal, with 4 offers written. In the July–September ZHL window she made 5 transfers on 39 connections — 12.8%, over the 10% goal.

Conversion and the introduction, both above the line. That is the whole scorecard.

Jens Pilz — over 10% on transfers, year to date and in the window

15 ZHL transfers on 121 connections this year — 12.4%, and 5 on 45 (11.1%) in the July–September window, both over the 10% goal. 10 met-withs from 15 appointments in the last ninety days.

Steady introductions month after month. That is what protects the lead supply for everyone.

The Garage Door Number — When Our Buyers Actually Sign

≤14 days

37% of 101 sides

15–30 days

cumulative 30-day: 53%

31–60 days

cumulative 60-day: 71%

61–90 days

90+ days

25% — the attic money

All 101 transactions Zillow logged in 2026 through July 23 (its workbook's last entry), days from connection to contract. 25% of this year's business came from leads more than 90 days old — buyers most teams would have stopped calling. The full agent-by-agent honor roll is on the Focus tab.

Seller Program — Zillow’s live report, last read 9/8

Seller Transactions, L6M

against a target of 2 — 50%, rated Poor

Showcase Rate, L3M

100%

1 of 1 — rated High

August Seller Transactions

0 showcased listings in the month

The six-month seller target is still rated Poor: one seller transaction closed in six months against a target of two. The showcase rate is 100%, but on a single listing — a perfect score on almost no volume. Seller is the widest open ground on this team.

Ops Health — Zillow’s live report, last read 9/8

FUB Compliance

Strong

17 of 17 agents

Pay on Time, L3M

98.2%

rated Fair

Closing Doc Submission, L3M

87.2%

34 of 39 — rated Fair

Closing documents: 34 of 39 uploaded, 87.2%, rated Fair. 5 are still missing, and it is the one rating on this page that is pure paperwork. Pay on time reads 98.2% and Fair. Seller and Ops figures are Zillow's reading of September 8; they refresh on the next pull of Zillow's live report.

Standing Talking Points

• 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.

The scoreboard held. The conversion rate is the number to move.

The ZHL window that locked October 1 reads 9.1% on Zillow's lead feed, above the floor. This is the number to move: year to date we are converting 6.8% of connections into contracts against a standing goal of 8.5%, and the last 90 days are running 9.1% — proof the goal is within reach of this same team. 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.

The Benchmark — What This Team Has Already Done

Live Connections

882

Nov 2024 – Apr 2025

Transactions

same six months

Conversion Rate

8.5%

the standing goal — we've done it before

Where We Are Now

6.8%

142 contracts on 2,087 connections, Jan 1–Oct 14 · last 90 days 9.1%

Where It Actually Breaks

Follow the met-with line.

In February we met with 30.1% of our connections. In July, 23.2% (August and September are still filling in as met-withs get logged). Had July held February's rate, we would have sat down with 16 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 39% at the top — a 5-fold spread on the same leads, in the same county. Team average: 23%. Your Met Rate (90d) is on the Agent Standings tab.

What It's Worth

If our closing rate were…	YTD contracts	Additional sides	Additional volume	Additional agent take
6.8% — where we are	142	—	—	—
8.5%	177	+35	$9,172,517.04	$114,656.46
10.0%	209	+67	$17,285,121.81	$216,064.02
12.0%	250	+108	$28,101,928.17	$351,274.10

Same 2,087 connections. Same agents. Same market. Based on our actual average of $259,147.25 per side and agent take at 1.25% of volume — roughly $3,239.34 per additional transaction. Moving from 6.8% to 8.5% is not a heroic number. It is one more met-with per agent per month.

🏡 Attic Money Honor Roll — ranked by average days to conversion

Agent	2026 Sides (Zillow, thru 7/23)	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
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	—
Brittany Walker	5	15	3	2	0	0	0	—

Days from connection to contract, all 2026 transactions. A high average is a badge of honor here — it means you went back up into the CRM attic and pulled out buyers everyone else forgot. Jens turned a 641-day-old lead into a $200,000.00 contract. Fast floor money is good money too — this table celebrates the diggers, it doesn't knock the sprinters.

What Changes This Week

Three things. All of them inside your control.

Book one more met-with than you did last week. One. Team-wide that is roughly 16 additional appointments a month — exactly the ground we gave up between February and June.
Make the ZHL introduction face to face, at the met-with. The Aug–Sep–Oct window that locks November 1 starts at 7.7%, because August was the thinnest month of the year. October needs about 12 transfers to hold 7%. Every buyer you sit down with this month should hear the ZHL introduction.
Go up in the attic once this week. 25% of this year's closings came from 90+ day leads. Pick three names you haven't called in 45 days and call them before Monday's huddle.

The one thing to walk away with

We have the leads — 2,087 this year, and August came in at 181 against the 200 we expect. The buyers we meet like us — a 92.4 CSAT. On our own count this team wrote 142 Zillow contracts from January 1 through October 14; September wrote 12 and October has 8 through the 14th. The only link in the chain that is ours to fix is getting in front of them — the met-with — and moving 6.8% to 8.5% is one more of those per agent per month. Next meeting: Friday, October 23.