Woolcott Real Estate · Spring 2026
🎙 Competition Deep Dive
Complete data breakdown — every stat, ratio, dollar figure, and standout performance
33 Agents Participated
4 Sessions · Mar 25 – Apr 15
2 Hours Each · 8 Total Hours
$353,560 Pipeline Generated
📋 The Format
What It Was
Every Wednesday morning, 9:30–11:30am. Agents split into groups of 4. 2 hours of live prospecting calls. Tracked in real time on a live leaderboard.
How Groups Were Built
Snake draft each week based on prior week scores. Top scorer leads each group. Groups reshuffled weekly to keep competition fresh.
The Prize
$100
Gift card to every member of the winning group. Final week doubled from $50 to $100.
📞 Season Volume — The Numbers
Total Dials
6,040
Avg 46/agent/session
Conversations
790
Real people answered
Appointments
80
+ 11 client meetings
Team Hours
312
39 agents × 8 hrs
Per Agent / Season
155
avg dials (4 weeks)
Per Agent / Season
20
avg conversations
Per Agent / Season
2.1
avg appointments
Per Session (avg)
198
team dials / session
💰 What Each Activity Is Worth
Activity
Value
Type
Rationale
📞 One Dial
$14
Activity
Time investment + CRM follow-up pipeline value. Every call moves someone through your funnel.
💬 One Conversation
$100
Lead Value
A real human on the phone is a warm lead. Even if they don't book today, they know you exist.
🏠 Listing Appointment
$4,000
Listing
Avg commission contribution from a listing appointment that converts. Conservative estimate.
🚗 Buyer Showing
$1,400
Buyer
Avg buyer-side commission contribution from a booked showing that converts to a deal.
🤝 Client Meeting
Priceless
Relationship
Pop-bys, coffee meetings, get-togethers. Hard to quantify — but this is where loyalty is built.
2-Hour Session (avg agent)
$2,266
Per Session
Average pipeline value per agent per 2-hour session across all 4 weeks.
📈 Total Pipeline Generated
36 Listing Appts × $4K
$144,000
44 Buyer Showings × $1.4K
$61,600
Total Pipeline Generated
$369,160
"In 8 total hours of structured calling — 2 hours per Wednesday over 4 weeks — 33 agents generated $369,000 in estimated pipeline. That works out to $1,183 per agent, per hour."
💵 Return on Time — ROI
Average Pipeline Per Hour
$1,133 / hr
Per agent — averaged across all 39 participants
$9,066
Avg total pipeline per agent
8 hrs
Time invested per agent
~16 deals
Est. closings @ 20% close rate
~$160K
Est. GCI if 20% close
$2,266
Avg per 2-hr session
Best ROI (Listing Agents)
Reno Parnanzone
$6,918/hr
9 listing appts from 179 dials — elite conversion
Best ROI (Buyer Agents)
Joseph Sequeira
$2,761/hr
9 buyer appts from 485 dials — highest volume + highest appts
🔄 Conversion Ratios — The Funnel
| Stage | Ratio | Rate | What It Means |
|---|
| Dial → Conversation | 1 in 7.6 | 13.1% | Strong pickup rate — 1 in 8 calls gets answered |
| Conversation → Appointment | 1 in 9.9 | 10.1% | 1 in 10 real conversations books an appointment |
| Dial → Appointment (overall) | 1 in 75 | 1.3% | 75 dials = 1 booked appointment on average |
| Dial → Listing Appt (listing agents) | 1 in 55 | 1.8% | Listing agents more efficient — warmer pipeline |
| Dial → Buyer Appt (buyer agents) | 1 in 88 | 1.1% | Buyer side harder to convert from cold call |
"Every 7.6 dials got a real conversation. Every 10 conversations booked an appointment. The math doesn't lie — you just have to pick up the phone and dial."
🏆 Category Leaders
📞 Top Dialers (Season)
1
Joseph Sequeira
Buyer Agent
485
2
Michael O'Connor
Listing Agent
402
3
Isabella Henderson
Buyer Agent
367
5
Gillian Kirkpatrick
Buyer Agent
278
💬 Top Conversations (Season)
1
Gillian Kirkpatrick
Buyer Agent
52
2
Isabella Henderson
Buyer Agent
47
3
Sheryl Maciel
Listing Agent
37
5
Joseph Sequeira
Buyer Agent
27
🏠 Top Appointments (Season)
1
Reno Parnanzone
Listing Agent
9
1
Rob McKichan
Listing Agent
9
1
Joseph Sequeira
Buyer Agent
9
4
Alex Djordjevic
Buyer Agent
7
💵 Top Pipeline / Hour
1
Reno Parnanzone
6 hrs in competition
$6,918
2
Keri Taylor
4 hrs in competition
$5,699
3
Rob McKichan
8 hrs in competition
$5,081
4
Michael O'Connor
6 hrs in competition
$2,771
5
Joseph Sequeira
8 hrs in competition
$2,761
⚡ Standout Performances
🏆 Best Single Session
Joseph Sequeira — Week 4
240 pts 6 appts
162 dials · 6 conversations · 6 appointments in 2 hours. One appointment every 20 minutes.
📞 Most Dials Single Session
Michael O'Connor — Week 4
197 dials
In 2 hours. That's a dial every 36 seconds for the entire session.
💬 Most Convos Single Session
Christian Malek & Gillian Kirkpatrick — Week 4
16 convos each
Both talked to a real person every 7.5 minutes for 2 straight hours.
⚡ Best Conversion Rate (Season)
Reno Parnanzone
1 appt / 20 dials
9 listing appointments from 179 dials. 3.7× better than the team average of 1/75.
🌟 Most Consistent (All 4 Weeks)
Joseph Sequeira & Isabella Henderson
Top 3 every week
Both showed up and produced every single session. No off weeks.
🔥 Week 4 Group Winner
Group 5 — 555 pts
Michael O'Connor
Mary Inksater · Michael Swick · +phantom 4th at team avg
👥 Every Agent — Full Stats & Dollar Value
| # | Agent | Hrs |
Dials | Convos | Appts | Mtgs |
Score | Pipeline | $/hr |
| 1 | Reno Parnanzone Listing | 6 | 179 | 30 | 9 | 1 | 431 | $41,506 | $6,918 |
| 2 | Rob McKichan Listing | 8 | 125 | 29 | 9 | 1 | 307 | $40,650 | $5,081 |
| 3 | Keri Taylor Listing | 4 | 64 | 19 | 5 | 0 | 171 | $22,796 | $5,699 |
| 4 | Joseph Sequeira Buyer | 8 | 485 | 27 | 9 | 0 | 656 | $22,090 | $2,761 |
| 5 | Michael O'Connor Listing | 6 | 402 | 30 | 2 | 2 | 522 | $16,628 | $2,771 |
| 6 | Gillian Kirkpatrick Buyer | 8 | 278 | 52 | 5 | 0 | 484 | $16,092 | $2,012 |
| 7 | Isabella Henderson Buyer | 8 | 367 | 47 | 4 | 0 | 548 | $15,438 | $1,930 |
| 8 | Alex Djordjevic Buyer | 6 | 123 | 22 | 7 | 0 | 259 | $13,722 | $2,287 |
| 9 | Paul Roussel Listing | 8 | 194 | 14 | 2 | 0 | 256 | $12,116 | $1,515 |
| 10 | Ayriana Hamilton-Taylor Buyer | 6 | 143 | 31 | 3 | 0 | 266 | $9,302 | $1,550 |
| 11 | Mary Inksater Buyer | 8 | 274 | 22 | 2 | 0 | 360 | $8,836 | $1,105 |
| 12 | Mila Poirier Buyer | 8 | 364 | 35 | 0 | 0 | 469 | $8,596 | $1,075 |
| 13 | Madison Parent Buyer | 8 | 181 | 30 | 2 | 0 | 291 | $8,334 | $1,042 |
| 14 | Christian Malek Buyer | 8 | 234 | 22 | 2 | 1 | 374 | $8,276 | $1,035 |
| 15 | Todd Osborne Listing | 6 | 120 | 20 | 1 | 1 | 195 | $7,680 | $1,280 |
| 16 | Michael Swick Buyer | 8 | 132 | 12 | 3 | 0 | 206 | $7,248 | $906 |
| 17 | Rachelle Parent Listing | 8 | 162 | 9 | 1 | 0 | 199 | $7,168 | $896 |
| 18 | Sheryl Maciel Listing | 8 | 221 | 37 | 0 | 1 | 337 | $6,794 | $849 |
| 19 | Deb Browning Buyer | 8 | 103 | 25 | 2 | 1 | 216 | $6,742 | $843 |
| 20 | Olivia Craig Buyer | 8 | 163 | 29 | 1 | 0 | 260 | $6,582 | $823 |
| 21 | Colleen Readhead Buyer | 6 | 78 | 12 | 3 | 0 | 144 | $6,492 | $1,082 |
| 22 | Angus Dickens Buyer | 8 | 118 | 17 | 2 | 0 | 189 | $6,152 | $769 |
| 23 | Melissa Glover Listing | 6 | 55 | 12 | 1 | 0 | 151 | $5,970 | $995 |
| 24 | Kalie Richard Buyer | 8 | 202 | 31 | 0 | 0 | 295 | $5,928 | $741 |
| 25 | Micaela Milioto Buyer | 6 | 166 | 17 | 1 | 0 | 227 | $5,424 | $904 |
| 26 | Luke Brazier Buyer | 6 | 114 | 21 | 1 | 0 | 187 | $5,096 | $849 |
| 27 | Spencer Fearon Buyer | 4 | 109 | 13 | 1 | 0 | 158 | $4,226 | $1,057 |
| 28 | Geoffrey Baker Buyer | 8 | 118 | 11 | 1 | 0 | 161 | $4,152 | $519 |
| 29 | Eden Tuersley Buyer | 8 | 170 | 12 | 0 | 0 | 274 | $3,580 | $448 |
| 30 | Jolene Evans Buyer | 6 | 99 | 18 | 0 | 0 | 197 | $3,186 | $531 |
| 31 | Jennifer Stuart Buyer | 8 | 61 | 18 | 0 | 0 | 252 | $2,654 | $332 |
| 32 | Deirdre Connor Buyer | 6 | 119 | 9 | 0 | 0 | 146 | $2,566 | $428 |
| 33 | Don Parkhill Listing | 2 | 73 | 5 | 0 | 0 | 88 | $1,522 | $761 |
| 34 | Lira Jakobczak Buyer | 2 | 43 | 8 | 0 | 0 | 67 | $1,402 | $701 |
| 35 | Erin Holman Listing | 4 | 47 | 6 | 0 | 0 | 65 | $1,258 | $315 |
| 36 | Torri Harris Buyer | 2 | 22 | 2 | 0 | 0 | 28 | $508 | $254 |
Pipeline = (dials × $14) + (conversations × $100) + (appts × $4,000 listing / $1,400 buyer). Sorted by pipeline value.
🎙 Quotable Stats
"33 agents. 8 hours of structured calling. $369,000 in pipeline. No cold calling software. No fancy CRM. Just a phone, a list, and accountability."
"One agent made 162 calls in a single 2-hour session and booked 6 appointments — one every 20 minutes. That's not luck. That's what happens when you just dial."
Joseph Sequeira — Week 4
"The average agent generated $1,133 per hour. In 2 hours on a Wednesday morning, the average person on our team created $2,266 in pipeline — before lunch."
"Every 7.6 dials produced a real conversation. Every 10 conversations produced a booked appointment. The math doesn't lie — you just have to pick up the phone."
"75 dials equals one appointment. Our top converter hit 1 in 20. If your agents aren't dialing, they're leaving money on the table every single week."
"We ran this for 4 consecutive Wednesday mornings. By Week 4, agents were competing to show up. Nobody wanted to miss it. That's what happens when you gamify prospecting."
4 weeks · 33 agents · 6,040 dials · 790 conversations · 80 appointments · $369,160 pipeline