How far each KPI is towards its target, capped at 100%.
Net revenue per lead fell 8.7% to $52.42 Provisional, and most of the fall is lead mix, not sales.
Top 3 actions
- Head of Marketing
Reviews campaign targeting
Energy back to 30% of leads by 31-Mar-27 - Head of Health
Runs a weekly conversion review
Health conversion back to 11% by 30-Jun-27 - Head of Sales Operations
Re-rosters the three sites
Typical wait down to 10 minutes by 31-Mar-27
What changed Net revenue, last quarter to this quarter
Lead mix cost $29.7k and conversion cost $12.2k; more leads won back $12.2k
Net commission revenue (after clawbacks), Apr to Jun 26 to Jul to Sep 26. Each effect changes one driver at a time; the four effects add up to the total change.
Quarter totalRaised revenueLowered revenue
The axis starts at $380k so the effects can be read. "Revenue per sale" is mostly timing: this quarter's clawbacks haven't all landed. Click the chart to replay.
Why The two causes, largest first
Energy leads as a share of all leads, by month, Oct-24 to Sep-26.
Energy share of leadsTarget 30% by 31-Mar-27
Hover for each month.
Energy earns $22 per lead; home loans earn $142
Net revenue per lead by product area, Jul to Sep 26, with commission per sale. A shift towards energy pulls the average down.
Energy is highlighted because it is the product area growing fastest.
Lead mix moved 12.5 points into energy in one quarter
Share of leads by product area, Apr to Jun 26 against Jul to Sep 26.
Left axis Apr to Jun 26, right axis Jul to Sep 26, on the same scale. Health and energy are highlighted: energy passed health as the largest product area. Hover a line for the numbers.
Health insurance lead-to-sale conversion, by month, Oct-24 to Sep-26.
Health conversionTarget 11% by 30-Jun-27
What to do Owners signed off at Stage 1 (acting subject matter expert)
- Head of Marketing
Reviews campaign targeting so that energy falls back to 30% of leads by 31-Mar-27.
- Head of Health
Runs a weekly conversion review so that health conversion returns to 11% by 30-Jun-27.
- Head of Sales Operations
Re-rosters across Sydney, Melbourne and Manila so that the typical wait falls to 10 minutes by 31-Mar-27.
Detail Select a section to open it
Lead-to-sale conversion by product area 4 areas
Health is 1.5 points below target; the other areas are within a point
Conversion this quarter against each area's target (health 11%; others hold their July 2025 to June 2026 average).
Below targetAbove target
Cost per acquisition by channel, with net revenue per marketing dollar 5 channels
Paid search costs less per sale, but each dollar spent now earns less
Marketing spend ÷ net sales, Jul to Sep 26. The counter-metric beside it is net revenue ÷ marketing spend.
Speed to contact by channel and team 5 channels · 3 teams
Median minutes from a lead arriving to the first call, Jul to Sep 26. Target 10 minutes or less.
Slowest channelTarget 10 min
Complaints and clawbacks 2 measures
The clawback rate has held near 8% on every complete quarter
Health and life sales clawed back within 90 days, by quarter of sale. Only quarters whose sales are all 90 days old are shown.
Clawback rateTarget 7.8%
Definitions 7 measures
- Net revenue per lead
- Net commission (gross minus clawbacks) ÷ leads created. The latest quarter is provisional until its clawbacks have had 90 days to land.
- Lead-to-sale conversion
- All sales in a product area ÷ leads created in that area, in the same month. Includes the 6.1% of sales with no lead attached.
- Cost per acquisition
- Marketing spend ÷ net sales (sales not clawed back), by channel. Counter-metric: net revenue per marketing dollar.
- Speed to contact
- Median minutes from a lead arriving to the first call.
- 90-day clawback rate
- Health and life sales clawed back within 90 days ÷ all health and life sales, by quarter of sale. Final quarters only.
- Lead mix
- Leads in each product area ÷ all leads, by month.
- Complaints per 1,000 sales
- Complaints ÷ sales × 1,000 over the last 12 months.