A lead-by-lead effort audit of the Zolve loan advisors — every dial, every connect, how long they actually talked, what was discussed, and the red and green flags on each case. Built to answer one question management asked: leads assigned are many, connected calls are few — why?
When John or Swatika picks up the phone, they connect at a similar rate — John 38% vs Swatika 40% per dial. The difference is how often they dial. John makes 3.4 calls per lead (median 2); Swatika makes 1.5 (median 1) — she rings most leads once and moves on. John has reached 61% of his book, Swatika 45%.
Tarun Tej (newly added) — 125 leads assigned, 103 dials on 76 leads, 42 reached (34%). His dialler line logs to the CRM without his name attached, so these calls surface as "Unknown" — the raw dashboard undercounts him badly. Corrected here by matching his line. On a smaller book he already has 19 five-minute conversations (15% of his leads — the highest deep-talk rate of the three); 49 leads are still to be dialled.
Green = the best of the three on that metric, red = the weakest. The hero tile is dials-per-lead — the effort lever.
Of every lead assigned, how many survive to each depth of contact. The drop from "assigned" to "dialled" is pure effort; the drop after "reached" is conversation quality.
One block = one lead. The redder the block, the less contact ever happened.
The very top of the funnel — call attempts per lead, however far it later got. This is the purest read on effort: a lead that was dialled once and dropped had almost no chance to convert.
| Advisor | 0 | 1 | 2 | 3 | 4 | 5 | 6–10 | 11+ | Leads |
|---|---|---|---|---|---|---|---|---|---|
| John Stanley | 5 | 73 | 44 | 31 | 19 | 24 | 41 | 4 | 241 |
| Swatika Reddy | 2 | 162 | 40 | 21 | 4 | 1 | 3 | 0 | 233 |
| Tarun Tej | 49 | 52 | 21 | 3 | 0 | 0 | 0 | 0 | 125 |
John left 78 of his 241 leads (32%) with one dial or none; for Swatika it is 164 of 233 (70%). Tarun still has 49 of 125 leads he has not dialled yet, but the leads he does work he works harder — more multi-dial columns per lead than either. A single unanswered ring is not a worked lead; the AI-agent comparison shows what happens when every lead instead gets dialled ~10 times: reach jumps to ~78%.
| No activity for N days | 418 |
| Only ever reached for under a minute | 108 |
| First real contact took N days | 59 |
| Never dialled once since assignment | 56 |
| N attempts, never once answered | 38 |
| No attempt to close or ask for commitment | 37 |
| Tagged Not Interested | 19 |
| Tagged Not Doable (lender fit unlikely) | 18 |
Click any lead to open its effort log, what was discussed on the best call, and its flags. Sorted by advisor, then longest conversation first.