01 · The read
Percy's highest-volume closer, mid-pivot to higher-fee work
April produced 31% of the company's starts in H1 on 14% of its fees. Both halves of that sentence are the review.
The first half is the strength: she is the most reliable start-producer on the team, with a closing rate and candidate-handling quality the channel data fully backs up. The second half is the growth path, and she is already walking it — since mid-May her new searches are Assistant Manager, Assistant Property Manager, Maintenance Supervisor, and Resident Occupancy roles at Asset Living, TRG, RPM, B.HOM, and TCB. The job for the back half of the year is to make that pivot stick without losing the volume engine.
02 · Output against the desk
Most starts on the team, third in fees
All recruiters, YTD 2026 starts and invoiced fees from CMS start events. Per-start fee is a desk-mix statistic, not an effort statistic — Cameron and Jake carry salaried AM-level searches; April's H1 desk was hourly maintenance and insurance cohorts.
| Recruiter | Starts YTD | Fees YTD | Avg fee / start | Desk character, H1 |
|---|
| April Olea | 28 | $71,683 | $2,560 | UMH maintenance (8 starts) + EIP cohorts (20 starts) |
| Cameron Lanza | 19 | $144,906 | $7,627 | B.HOM, TRG, UMH — salaried-heavy mix |
| Andre Serrano | 17 | $74,389 | $4,376 | Maintenance-heavy across UMH, TCB, others |
| Jake Labieniec | 14 | $121,649 | $8,689 | AM-led placements across major accounts |
| Ben Lippolis | 6 | $62,832 | $10,472 | Transitioning out |
| Robbie Mann | 4 | $36,068 | $9,017 | Article + scraping/ops work |
| Team YTD: 90 starts, $526,420 invoiced. April: 31.1% of starts, 13.6% of fees. Trailing 12 months she sits 2nd in starts (55) behind Andre (79). |
Share of Percy's H1 productionApril Olea
The gap between the two bars is not a performance problem — it is the shape of her current desk. Closing that gap by shifting role mix, not by working harder, is the single highest-leverage development move available to anyone on the team right now.
03 · Where the production comes from
Two engines in H1, a third spinning up in June
UMH maintenance (8 starts, $41,683). Schweter, Drohn, Parks, Mines, Jenkins, Barnes, Moore, and Presley — a start in every month of the half. This is the desk where the channel-complete UMH 3453 teardown graded her the standout: she found, screened, submitted, and closed Lewis Presley across call, text, and the ADP/I-9 onboarding, with a strict and well-calibrated screening gate.
EIP cohorts (20 starts, $30,000). Two licensed/not-licensed insurance classes (1/5 and 4/6 cohorts) closed at volume — 24 offer-accepted events on EIP jobs YTD with exactly one candidate-side rejection. This work runs in waves, which explains the interview rhythm below.
The June lane (in flight). Asset Living Assistant Manager ×2 plus Leasing, TRG Assistant Manager and Maintenance, RPM Assistant Property Manager, TCB Resident Occupancy, University Partners and B.HOM Maintenance Supervisor. None of these have converted to starts yet; three are already at second interview.
Jan
14
124+ calls · 9 starts
Feb
20
376 calls · 0 starts
Mar
53
310+ calls · 3 starts
Apr
8
268+ calls · 13 starts
Jun 1–12
17
165 calls · 1 start
Big number = interview events owned. The April–May interview dip is cohort mechanics, not effort: the March EIP class converted into April's 13 starts while calling stayed above 250 a month, and June's rebound is the new salaried lane. Call counts marked + are floors — the export caps at 500 rows per window and three windows hit the cap.
04 · Strengths
What the full channel record shows she does well
1
Closing and onboarding shepherding — the offer rarely dies in her hands
38 of 41 offers accepted YTD (92.7%), and of the three rejections only one traces to anything in Percy's control. Her offer calls are structured closes: confirm the interview read, state the terms, secure the yes, then walk the candidate into ADP, background forms, and start logistics on the same call. She then chases the paperwork — background-form follow-ups by email and phone until cleared.
Evidence: offer event notes for Truman Barnes (5/5), Cody Jenkins (3/16), Bradley Parks (2/20), Terry Drohn (1/8); background-chase emails to Robert Russell Jr (5/20) and Charles Moore (5/19).
2
Multi-channel persistence that converts
She does not let a candidate go dark on one channel. The UMH 3453 record showed 13 screens, 40 phone follow-ups, and 32 texts to the eventual hire; the live version of the same behavior showed up on 6/11 in the RPM channel — call routed to voicemail, text sent, candidate reached, and the hiring manager redirected to call back, all inside ninety seconds with the job channel narrated in real time.
Evidence: UMH 3453 channel-complete analysis (project file); #rpm-development-assistant-manager-henderson-square-3498 thread, 6/11 4:17–4:20 PM.
3
Candidate experience people respond to
Of 628 answered calls in the sample, sentiment ran 382 positive, 242 neutral, and 4 negative. Her confirmations follow a clean house pattern — interviewer name and title, format, property details, prep instructions, day-of check-ins — and her recovery touch is genuinely warm: a hospitalized no-show got "no problem at all, I hope you are feeling better" and a rebooking link; a candidate who tried to self-select out got a confidence rebuild before anything else.
Evidence: call sentiment from 1,500-call sample; Anna Gomez thread (6/4); David Miller thread (4/23); 64 candidate-facing emails since late April.
4
Team play in both directions
The offer log shows her closing candidates on Cameron's, Andre's, and Jake's submits and them closing hers — eleven of her 41 YTD offer events are cross-owned one way or the other. Before going on PTO today she swept ten-plus job channels with pipeline status, tagged Jake and Cameron for coverage by name, flagged thin pipelines unprompted, and posted a written coverage sheet in #pto_coverage.
Evidence: offer events 482840, 481672, 479059, 481079, 476381, 480624 et al.; Slack sweep 6/11 2:44–5:12 PM; #pto_coverage 6/11.
5
A strict, well-calibrated screening gate
Across the 81 of her interviews with a decided outcome, 67 passed (83%). The UMH 3453 teardown made the same point at depth: of 23 screens on that job, only two drew a fair AM rejection in a market with hard license, background, and comp gates. She screens hard and the client agrees with the output.
Evidence: get_interviews outcome summary YTD; UMH 3453 scorecard.
05 · Areas for growth
Four moves, in priority order
1
Make the up-market pivot permanent — and resource it
Her $2,560 average fee per start is the lowest on the team because her H1 desk was the lowest-fee work Percy sells. The June lane (Asset Living AM ×2, TRG AM, RPM APM, two Maintenance Supervisor searches, TCB ROS) is exactly the right correction. The move: commit her to one named mid-fee lane through year-end, pair her with Cameron or Jake on one salaried search end-to-end for the client-calibration reps, and protect the lane from being cannibalized when the next EIP cohort opens. If even three of the eleven active submits convert, her H2 fee mix changes materially.
2
Comp re-confirmation before the offer, not after
The 6/5 TCB Resident Occupancy offer died on a $3/hr gap — candidate expected $30, client offered $27. On the hourly desk the rate is posted and the candidate takes it; on salaried and spread-rate roles that muscle does not transfer. The move: a standing pre-offer step on every non-cohort role — re-confirm the candidate's number and the client's number in the same week the offer is coming, and surface any gap to the AM before the client extends. One data point, but it is the exact failure mode that gets expensive as her fees rise.
Evidence: offer event 488746, Adefarakan Oluwantimilehin, TCB Job 3484 — "low base pay, was expecting $30, offered $27/hr."
3
Insulate against interview no-shows
13 no-shows YTD, ten of them on UMH and EIP — partly endemic to hourly flake, as 3453 proved. But her own day-of email confirms demonstrably pull candidates through. The move: make the day-of touch a default two-channel ritual (text plus email, morning of) on every client interview, not just the ones she senses are shaky. She already texts at this volume; this is formalizing what she does on her best candidates onto all of them.
Evidence: interview outcome summary (13 no-show of 98 occurred); day-of confirm threads for Liuddeini (6/9) and Chelsea Nelson (6/8) showing the pattern working.
4
Make the pipeline view tell the truth about her desk
The CMS recruiter-pipeline view returns
zero active submits for April while the event log shows eleven live ones, including an interview scheduled today. I cannot tell from the data whether that is a stage-field hygiene gap on her submits or a defect in the pipeline view's logic — but either way, anyone glancing at the dashboard concludes her desk is empty the same week she has three candidates at second interview.
The move: one cleanup-and-diagnose pass with her this month: walk the eleven submits, fix any stale stages, and if stages are clean, file the view as a CMS bug.
Evidence: get_recruiter_pipeline ([email protected]) → empty; eleven active submits visible via interview events, 5/6–6/12. One watch item, not a finding: a single rough client-side interview on 6/2 (TRG maintenance candidate who "presented very poorly"). Against 67 passes it is noise, but interview-prep coaching matters more on the office roles she is moving into than it did on the hourly desk. Worth one conversation, not a development plan.
06 · The desk today
Eleven live submits, seven screens already booked
April is on PTO today through Monday with a written coverage plan posted. This is what Jake and Cameron are covering.
| Candidate | Client · Role | Stage | Last event |
|---|
| Mikenzie Schafer | Asset Living · Assistant Manager (Deerfield) | 2nd intv scheduled | 6/9 |
| Yeni Fernandez | Asset Living · Assistant Manager, Bilingual (Conestoga Crossing) | 2nd intv attended | 6/9 |
| Jahanika Barrett | TRG Management · Assistant Manager (Emerald Villas) | 1st intv scheduled | 6/12 |
| Kelly Smith | RPM Development · Assistant Property Manager (Henderson Square) | 1st intv scheduled | 6/11 |
| Amy Christensen | Asset Living · Assistant Manager (Deerfield) | 1st intv attended | 6/9 |
| Dorothea Brooks | TCB · Resident Occupancy Specialist (Stirlingside & 50 Neilson) | 1st intv scheduled | 6/9 |
| Colt Hall | UMH · Maintenance Tech (Port Royal Village) | 1st intv attended | 6/10 |
| Bernadin Jean Bart | TRG Management · Maintenance Tech | 1st intv attended | 6/4 |
| Chosnel Jean | TRG Management · Maintenance Tech | 1st intv attended | 6/2 |
| Sean Dillon | University Partners · Maintenance Supervisor (Connection at Lawrence) | 1st intv attended | 5/29 |
| Robert Russell Jr | UMH · Maintenance Tech (Port Royal Village) | Projected start | 5/6 |
Booked phone screens, week of 6/15: four on the new B.HOM Maintenance Supervisor search (Anthony Wright, Nick Eickleberry, Noah Morgan, Derek Morgan — Monday), Annamaria Gomez and Jennifer Ruiz on TCB Resident Occupancy (Tuesday–Wednesday), plus Soraya Frederick (Tuesday, job unattached in CMS). Note Jennifer Ruiz's screen already flagged a comp mismatch — ex-regional seeking $75–80K — which April handled correctly by redirecting toward better-fit roles rather than forcing the submit.
07 · Method & caveats
How this was built, and where the numbers bend
This review deliberately follows the 3453 lesson: the data layer you stop at decides the verdict you reach. Every conclusion above is sourced from at least two of four layers — CMS events, call recordings, candidate texts/email, and Slack.
Caveats: (1) Call totals are floors — the call export caps at 500 rows per window, all three windows hit the cap, and Jan 1–12, Feb 28–Mar 9, and Apr 18–19 are unsampled. (2) Candidate-email signal coverage begins ~April 21, so the 64-email figure is a partial-half count. (3) Start fees are CMS invoice amounts as recorded; they say nothing about collection status. (4) The empty pipeline view (Growth #4) means any dashboard built on that endpoint currently misreads her desk. (5) SMS was sampled on decisive candidates via the 3453 teardown, not pulled desk-wide for this review.