Team Composition Snapshot
Headcount
| Category | Count |
|---|---|
| Total agents | 28 |
| Full-time | 12 |
| Part-time | 16 |
| Owner production share | 0.3% |
Fred does not produce. The 0.3% owner production figure reflects negligible residual activity, not active selling.
GCI Concentration (Top 3)
| Agent | GCI Share |
|---|---|
| Chris Kelly | 21.3% |
| Jake Deiters | 15.4% |
| Jackie Poponi | 11.6% |
| Top 3 Total | 48.3% |
This is a concentration risk flagged in seven-levers-strategy Lever 3. Target: no single agent above 15%.
Zillow Preferred Conversion Funnel (March 2026)
Full funnel baseline data. See zillow-preferred-conversion-funnel for deep analysis.
| Stage | Volume | Rate |
|---|---|---|
| Live leads | 576 | — |
| Appointments | 287 | 49.8% |
| Met with | 197 | 34.2% |
| Showings | 113 | 57.4% |
| Offers | 47 | 41.6% |
| Closed | 25 | 4.3% overall CVR |
Agent Tier System
Agents are classified into three tiers based on Zillow conversion rate and operational compliance.
Tier 1 — Performing
Meet or exceed CVR benchmarks. Examples:
- Jackie Poponi: 6.0% CVR (above 4.3% team average)
- Agents in this tier receive priority lead routing and expanded Zillow allocation.
Tier 2 — Probation
Below benchmark but showing improvement trajectory or recently onboarded. Given a defined improvement window with coaching support. Fair/Fair ratings indicate borderline performance requiring intervention.
- Example: Klein (rated Fair/Fair)
Tier 3 — Removal Candidates
Consistently below benchmarks with no improvement trajectory. Lead allocation reduced or suspended. Removal process initiated if no correction within the probation period.
Structural Notes
- 16 of 28 agents are part-time — this limits per-agent transaction volume but reduces fixed cost exposure.
- The full-time cohort drives the majority of production.
- Recruiting 3 net-new full-time producers (Lever 1 in seven-levers-strategy) is the primary path to both volume growth and concentration risk reduction.