This blog post is a recap of a Jan 27, 2026 webinar featuring Tim Slevin (CEO of The Share Group) and Lukas Rosenblum (AngelAi). The focus: how agents can build a low-cost, high-skill lead generation engine that produces predictable listing opportunities without relying on expensive third-party lead sources.
The Big Idea: Stop Renting Your Pipeline
If you’ve ever felt trapped in the cycle of paying for leads, paying for ads, paying for mailers, paying a referral fee, or paying a platform that “promises” opportunity later, this webinar hit a nerve for a reason.
Tim’s thesis is simple:
- Most agents do not have a “lead problem”
- They have a predictability problem
- Predictability comes from direct contact, repeated daily, to the right homeowners
- The right homeowners come from better data and better targeting
- Consistency turns “hope marketing” into math
- Or as Tim framed it early: this is a low-cost, high-skill solution that makes you independent of third parties and their fee structures.
Why This Works: Listings Come From Conversations
Tim asked a straightforward question:
If you can’t hit your income goals from referrals and past clients, what’s the number one way to get listings?
The answer that came back immediately: direct contact.
That might look like:
- Calling
- Texting
- Email
- Direct mail
But Tim’s point was clear: the fastest path to a real conversation is still the phone. Not because it’s fun. Because it creates two-way communication.
And when you do it consistently, it becomes something most agents never experience: a predictable pipeline.
Two Paths Agents Take (Only One Builds Predictability)
Tim described two common paths:
Path 1: Spend money, stay uncertain
- Testing random systems
- Paying for subscriptions you can’t cancel
- Hoping the vendor performs
- Not tracking your numbers closely
- Not building skill through repetition
Path 2: Track your numbers, build certainty
- You know how many dials you made
- You know how many conversations you had
- You know how many leads you produced
- You can predict closings 3 to 6 months out
- You talk to the market daily
This second path is where your business starts acting like a machine.
The “Lead Machine” Formula
The recurring framework was:
Leads + Calling = Predictable Listing Opportunities
Not “leads alone.” Not “branding alone.” Not “social posts alone.”
When you pair:
- Targeted homeowner data (The Share Group)
with
- Daily outbound activity (you, plus automation and calling support)
You stop playing the monthly guessing game.
What The Share Group Data Is Designed To Do
Tim positioned The Share Group as a data science company focused on one persistent problem in real estate: data quality.
The big differentiator he emphasized:
- No subscriptions
- Lead credits instead of locked contracts
- You can control volume, zip codes, and timing
- If a phone number is bad or disconnected, they’ll replace it with credits
- You can download leads in batches so you can work them while the data is fresh
Also, the dataset is built around homeowners and properties, not just names in a file.
A Share Group lead can include:
- Property insights (home size, parcel, beds/baths, more)
- Mortgage context (equity position, loan info)
- Phones already appended (often 1 to 2 numbers)
- DNC indicators
- Email availability (Tim mentioned roughly 25% to 30% will have email)
The point is not “more leads.”
The point is more clarity about who to call first and why.
Why “Top of Funnel” Sellers Matter
Tim drew a sharp line between:
Bottom of funnel
- The public stuff everyone sees
- The stuff everyone calls
- The knife fight
Top of funnel
- Homeowners not publicly raising their hand yet
- People considering a move in 3, 6, 9, 12 months
- People you can build familiarity with before they decide
Tim said it plainly: if you want to win before the listing hits the market, you need to start conversations earlier.
The 3 List Types They Recommend
Tim highlighted three categories that repeatedly produce opportunity when worked consistently:
1) Downsizers
Tim shared a key stat from the webinar discussion: the average seller age in 2025 was 64.
The takeaway:
- If you are not intentionally prospecting older homeowners, you are missing a huge slice of the market.
Downsizers often have:
- Long time in the home (often 15+ years)
- Significant equity (sometimes 80%+)
- Less sensitivity to mortgage rates
- A lifestyle or family-based reason to move (grandkids, health, simplifying, relocation)
These homeowners are frequently approachable because their timeline is real, even if it’s not immediate.
2) Absentee owners
Absentee is not just “non-owner occupied.” Tim broke it into real subgroups:
- Out-of-state owners
- Local landlords
- Multi-property owners (the “same name owns 4 or 5 homes” scenario)
- Short-term rentals, long-term rentals, vacation rentals
This group is valuable because:
- They don’t need to move to sell
- They just need the right timing and the right agent
- The call can be specific and relevant
Tim gave a powerful example: if there was a storm event, you can lead with real context:
- “Has anyone checked on your home?”
- “I know you own a property in ___ and wanted to make sure it’s okay.”
It doesn’t sound like a generic pitch. It sounds like a local pro paying attention.
3) Likely to sell
These are homeowners who often:
- Have 50%+ equity
- Have lived in the home 5 to 15 years
- Have strong earnings relative to the neighborhood
- Are plausible upsizers
This is the “they can afford the next step” category:
- Bigger home
- Better neighborhood
- Extra bedroom
- Lifestyle upgrades
This list type often performs well because the move is realistic financially, not just aspirational.
The Script Style That Makes This Easier
Tim shared a straightforward approach, especially for absentee owners.
He recommends dropping the “permission-based” openers that waste time:
- “Is this Maria?”
- “Do you still own the home?”
If you already have good data, you can lead with confident specificity:
- “Hey Maria, this is Tim. I’m a local realtor. You can hang up on me if you want to.”
- “Thanks for not hanging up.”
- “I’m calling because I know you own the home on 3rd Street and you’ve had it about 7 years.”
- “What are your plans for that property?”
That opener works because it:
- Acknowledges the reality of cold calling
- Reduces tension with humor
- Demonstrates credibility through specificity
- Asks a real question that invites a real answer
The “5 to 25” Calculator: Turning Calls Into Income Math
Tim pulled up a “5 to 25” calculator (created by coach Jake Dixon) to show how prospecting turns into predictable income when you track the numbers.
The framework was simple:
- You input your dials (manual or dialer-assisted)
- Expected conversations per day
- Days per week
- Weeks per year
- Conversion rate (1% to 3%+ depending on skill)
- Average sale price
- Commission and split assumptions
Tim’s main point:
- The early months can feel slow
- The machine kicks in over time
- You can’t judge this in one day or one week
He also dropped a mindset line he heard from a high-level producer:
“How do you know you had a good call session?”
“If I complete it.”
That’s the mentality that builds compounding results.
Where AngelAi Fits: “Free ISAs On Demand”
Tim handed the mic to Lukas to explain AngelAi’s role in the system.
Lukas described AngelAi as more than a chatbot. In his words, it’s positioned like a system that can do real work, including outreach and call campaigns.
The key part for this webinar:
AngelAi helps agents run outbound calling campaigns using call-center support, without requiring the agent to hire and train ISAs.
Lukas described the workflow like this:
- Sign up for a free AngelAi account: www.askangel.ai/lukasrosenblum
- Upload prospects (often 1,500 to 2,000 at a time)
- Add a short script and voicemail
- AngelAi scrubs against DNC
- The call team begins outreach (often within 24 to 48 hours)
- You receive updates, dispositions, and appointment opportunities
- You focus your personal calls on the people who show interest
His philosophy:
- Don’t burn your best energy on 10,000 “no’s”
- Use top-of-funnel outreach to filter attention toward warmer conversations
- Then you personally step in where it matters
He even shared an example from a recent campaign:
- 1,000 leads became ~600 after DNC scrubbing
- Result: 11 appointments in that round (with good data and a good script)
Don’t Overcomplicate ISA Scripts
Lukas recommended keeping call-center scripts short and direct:
- “Hey Kelly, this is Luke calling from Kelly’s office.”
- “The reason I’m calling is…”
- “Do you want to talk to Kelly right now?”
- Or offer clear options: in-person, office meeting, online meeting
His advice was practical:
- Attention spans are short
- ISAs are setting appointments, not doing deep qualification
- Make the call-to-action the centerpiece
A Practical 30-Day Launch Plan
Here’s a clean rollout plan based on what Tim and Lukas laid out:
Week 1: Set the foundation
- Create an account at https://shop.theshare.group/signup
- Choose 1 to 2 list types (start simple)
- Pull counts by zip code
- Download a workable batch (2,000 to 3,000 leads)
- Decide how you’ll call: dialer, manual, AngelAi campaign, or combo
Week 2: Start the machine
- Run daily call blocks (protect them like appointments)
- Launch a parallel AngelAi outreach campaign
- Track: dials, conversations, leads created, follow-ups needed
Week 3: Build follow-up assets
- Add a simple “home value” or “market update” email follow-up
- Tag engaged homeowners
- Build a nurture list for long-timeline sellers
Week 4: Improve the conversion
- Refine the opener
- Tighten the call-to-action
- Relaunch to the “cold” segment with a new angle
- Keep repeating weekly
The key is not perfection.
The key is consistent volume and steady skill improvement.
Common Questions That Came Up
Will there be overlap with other agents?
Tim addressed this directly: no data source owns exclusive access to someone’s phone number. The advantage is not “exclusivity.” It’s quality, usability, and targeting.
Lukas added that in practice, he does not see heavy overlap in the field because most agents are not consistently executing this kind of daily outbound system.
How fast will I burn through 10,000 leads?
Tim did quick math:
- If you do 3 attempts per lead, that’s 30,000 dials
- At 500 dials per day, that’s around 60 working days
- About 2 to 3 months of activity
He also emphasized you should not download all 10,000 at once. Work in batches to keep data fresh and campaigns active.
Do you screen out DNC?
For campaigns run through AngelAi, they scrub DNC as part of the workflow.
The Real Takeaway: You Don’t Need More Lead Sources
You need a system you can actually run.
This webinar wasn’t pitching a magic trick. It was pitching discipline with leverage:
- Better targeting
- A repeatable daily call habit
- A way to keep prospecting running even when you’re busy
- A long-term play that compounds into predictable listings
Tim’s closing message landed as a challenge:
FAQs
How many hours a day should I prospect to make this work?
- Tim and Lukas both reinforced the “3 hours a day” benchmark. Not because it’s a rule, but because it creates enough volume for the math to start working.
What if I’m nervous about calling?
- Tim made a great point: new agents often outperform experienced agents because they’re less emotionally attached to outcomes. The process gets easier when you stop caring about any single call and start caring about the weekly totals.
What list type should I start with first?
- If you want the simplest conversations, start with absentee owners. The script is naturally straightforward because you’re calling about a specific property they own.
How long until I see results?
- The machine typically builds over months. Tim emphasized that the first 6 months are the hardest because the discipline comes before the payoff.
Can I run multiple campaigns at once?
- Yes. Tim mentioned you can run multiple campaigns simultaneously (downsizers, absentee, open house outreach, etc.), and Lukas described re-launching campaigns based on dispositions.
Next Steps
If you want to implement what Tim and Lukas laid out, the simplest next step is:
- Sign up for your free Share Group Lead Shop account: https://shop.theshare.group/signup
- Pick 1 list type
- Pick 1 zip code cluster
- Pull 2,000 to 3,000 leads
- Commit to 3 hours a day
- Run your calls, and run a parallel outreach campaign
- Track your numbers weekly and improve the script
Predictability is built, not bought.