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 any of the three picks up the phone they connect at a similar rate — John 38%, Swatika 40%, Tarun 44% per dial. The difference is how often they dial. John makes 3.4 calls per lead (median 2.5) and has reached 61% of his book; Swatika makes 1.5 (median 1) — she rings most leads once and moves on — and has reached only 44%.
Tarun is the standout. On a smaller book (158 leads) he dials 2.4×/lead, has reached 67% — the highest of the three — and holds 47 five-minute conversations (30% of his leads, also the highest). His calls log to the CRM without his name (they show as "Unknown"); the figures here are corrected by matching his dialler line. The clear gap now is Swatika's dialling volume, not skill.
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 | 9 | 70 | 54 | 35 | 25 | 21 | 48 | 4 | 266 |
| Swatika Reddy | 14 | 163 | 53 | 21 | 6 | 1 | 3 | 0 | 261 |
| Tarun Tej | 0 | 46 | 45 | 43 | 11 | 8 | 5 | 0 | 158 |
John left 79 of his 266 leads (30%) with one dial or none, Tarun 0 of 158 (0%) — but Swatika left 177 of 261 (68%) with a single dial or none, and her median lead gets just one ring. 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 | 553 |
| Only ever reached for under a minute | 130 |
| First real contact took N days | 106 |
| Tagged Not Doable (lender fit unlikely) | 68 |
| N attempts, never once answered | 61 |
| No attempt to close or ask for commitment | 60 |
| Never dialled once since assignment | 23 |
| Tagged Not Interested | 21 |
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.