Percy · Boston Team

Mini L10 — Pre-Read & Run of Show

Wednesday, June 24, 2026 · 11:00–11:20am ET · Weekly · Zoom

Mike Cummins · Chair Jake Labieniec Cameron Lanza Robbie Mann

Read before the call (≈4 min). This is the pre-read. We'll reference the scorecard and issues live and spend most of the 20 minutes on §5 (IDS). Data is pulled from the CMS and verified as of Tue Jun 23, 5:30pm ET. Tags show who each item is about — BOSTON us, MANILA the PSG crew, WHOLE GANG everyone.

1 Recap — since the start of last week

Most recent first. Last-week items are kept only where they still need reinforcement.

This week so far (Jun 22–23)

NEW BOSTON MCG — VP of Medicare Sales is live. New retained-style exec search for Medicare Choice Group, reporting to Brendan Miller (CEO). ~$250K base at a 12% fee, fully remote, well-positioned. Mike has secondary review on; Jake is getting the LinkedIn ad up. Search notes are posted in-channel.
WHOLE GANG CMS issues look resolved. Mike pushed a fix midday Jun 23 — team asked to confirm they can generate submittals and that resumes pull in correctly.
WHOLE GANG Claude outage (Jun 23 AM) is over. Was a platform-wide outage, not us; back up everywhere by early afternoon.
BOSTON Weekend applicant review via Claude. Jake flagged that Claude can't read Indeed resumes on export; workaround is a bulk resume downloader feeding Claude. Works but clunky — worth a standard play.

Carryover worth reinforcing (week of Jun 15–19)

MANILA Comp changes are in motion. Commissions move quarterly → monthly (Q2 pays out shortly, monthly from Q3); 1% rate holds. Anniversary bonuses set at $50/$75/$100 by year. Mike + Christine to finish Q2 payout and confirm attrition treatment.
WHOLE GANG Tooling rollout. Not everyone is fully configured on Claude / project connections yet — Mike is fielding data requests in the interim. Goal: finish access so the team is self-serve.
BOSTON Sourcing read from last L10. LinkedIn is driving ~9% of starts (3 since May 1) and has already paid for the seat; it's our channel for senior / hard-to-fill roles. Multi-city low-budget LinkedIn ads recommended for the exec searches.
MANILA CMS hygiene. Ad-spend fields need to be updated consistently so the scorecard stays clean. Coach Andre and April as individuals — April's book skews Medicare (different workflow), so don't compare top-of-funnel one-to-one.
WHOLE GANG Access/logistics from last week are closed out: Zoom waiting rooms disabled account-wide, April/Andre/Joey Ann added to MS Teams, Manila team lunch done. Robbie's PTO MerGo coverage was handed to Nate/Jake.

2 Scorecard — verified data snapshot

Projected starts on the board

$123.1K

Fees in those starts

Starting this week · $28.8K

Active / open reqs*

*53 live reqs + 3 placeholders = 56 rows. Status mix: 45 In Progress · 8 Sourcing Pause · 3 Client Pause.

WHOLE GANG Starts landing by week

Window	Starts	Fees
This week (6/22–6/28)	3	$28,750
Next week (6/29–7/5)	7	$40,667
Week of 7/6	4	$28,413
Week of 7/13	1	$9,568
Week of 7/20	1	$15,750
Total	16	$123,148

BOSTON Our book as account managers

Every one of the 16 upcoming starts sits on a Boston AM's desk.

AM	Starts	Fees
Jake Labieniec	7	$68,526
Cameron Lanza	6	$29,121
Robbie Mann	3	$25,501

MANILA Sourcing into those starts

Manila sourced 9 of 16 upcoming starts (~$44.6K of the fees).

Recruiter	Starts	Fees
Jake Labieniec	3	$39,568
Andre Serrano MNL	6	$30,348
Cameron Lanza	2	$21,824
Robbie Mann	2	$17,139
April Olea MNL	3	$14,269

Source: CMS Starts / Projected Starts (cross-checked against both report endpoints; totals reconcile by week, recruiter, and AM). "Starts" = active submits flagged projected_start, not yet started. Fee shown is invoice amount on the submit.

3 Issues to surface (IDS)

Bring the headline, get to root cause, leave with an owner. Ranked by what's costing us most.

🎉 Land it: 10 starts in the next 14 days ($69K).

3 this week, 7 next week. Confirm background/start logistics are clean so none slip — Aaron Sykes (GM, $13.9K, 6/24) and Marquetta Burns (Area Director, $14.3K, 6/30) are the big ones.

Aged high-priority reqs are eating spend without subs.

Eden Housing — Comm Mgr 3, Quail Run HIGH 162 days, 0 active subs (Jake) · UMH — Maint Tech, Port Royal HIGH 145 days, $1,985 spent, 2 seats (Cameron) · Core Spaces — Comm Mgr, ōLiv Madison HIGH 56 days, $1,858 spent (Jake). Decision: keep pushing, re-scope with client, or close?

Exec searches need a sourcing engine, not waiting.

Mike's Asset Living trio — SVP Ops PNW ($23K) HIGH, VP Ops PNW ($17K) HIGH, EVP Affordable West ($25K) MED — all ~70 days, 0–1 leads engaging. These are our highest-fee reqs and they're starved at top of funnel. Action: stand up the multi-city low-budget LinkedIn play we discussed last week.

New MCG VP search — who's on it and what's the cadence?

Live as of yesterday, ~$30K fee potential, remote, strong story. Mike on secondary review, Jake on the post. Decide sourcing owner + first-batch target before it goes cold. Medicare-native leaders, employer/retiree channel, all-50 licensure a plus.

Square on 5th (B.HOM Leasing Mgr) — 122 days, $1,030 spent, 0 subs.

LOW priority and going nowhere. Kill, pause, or hand off? (Cameron)

Carryover to close out.

Data pipeline to replace ad-hoc Claude queries · Manila CMS ad-spend hygiene · finish everyone's Claude/project access · Q2 commission payout + monthly switch (Mike + Christine) · investigate the Monica Deflin inflated ad-spend anomaly before it skews reports.

4 Run of show — 20 minutes

Time	Segment	Notes
2 min	Segue	Good news, personal + professional. No need to rush this.
4 min	Scorecard	§2 — are we on track? 10 starts / $69K in 14 days.
3 min	Headlines	MCG live · CMS fixed · comp changes landing.
2 min	To-do review	Carryover list in §3 bottom — done / not done.
8 min	IDS	Aged reqs + exec sourcing engine first. Identify, discuss, solve.
1 min	Conclude	Recap to-dos & owners, cascade to Manila, rate the meeting.