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 43% per dial. The difference is how often they dial. John makes 3.5 calls per lead (median 3) and has reached 63% of his book; Swatika makes 1.5 (median 1) — she rings most leads once and moves on — and has reached only 46%.
Tarun has turned into the standout. On a smaller book (142 leads) he now dials 2.3×/lead, has reached 69% — the highest of the three — and holds 44 five-minute conversations (31% of his leads, also the highest). Note 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 | 3 | 66 | 51 | 35 | 25 | 21 | 47 | 4 | 252 |
| Swatika Reddy | 3 | 160 | 53 | 21 | 6 | 1 | 3 | 0 | 247 |
| Tarun Tej | 3 | 35 | 46 | 42 | 8 | 6 | 2 | 0 | 142 |
John left 69 of his 252 leads (27%) with one dial or none, Tarun 3 of 142 (2%) — but Swatika left 163 of 247 (66%) 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 | 428 |
| Only ever reached for under a minute | 127 |
| First real contact took N days | 105 |
| N attempts, never once answered | 58 |
| No attempt to close or ask for commitment | 55 |
| Tagged Not Doable (lender fit unlikely) | 49 |
| Tagged Not Interested | 19 |
| No clear next steps provided for the lead | 11 |
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.