Absentee Owners
An Absentee Owner owns a property but doesn't live there. This term usually refers to owners of vacant properties, not just landlords or rental owners.
Quick note before we jump in: If you want consistent listing opportunities without gambling on expensive, long-term marketing contracts, this is a system you can run week after week.
Webinar Recap - The Core Idea
In this session, Tim Slevin (CEO of The Share Group) and Lukas Rosenblum (Chief Client Officer at AngelAI / Sunwest Mortgage) laid out a simple framework:
- You do not need “hand-raiser” leads to win.
- You need the right homeowners, a repeatable outreach cadence, and enough conversations to let the math work.
Instead of waiting for someone to fill out a form and competing with every other agent who got the same alert, the strategy is to identify homeowners who statistically look like sellers and start conversations early so you are the trusted choice when the timing is right.
A major theme was the shift toward older sellers, higher equity positions, and the opportunity inside audiences like downsizers and absentee owners. According to the National Association of Realtors, the typical age of home sellers is now 64, the highest recorded.
Source: https://www.nar.realtor/magazine/real-estate-news/nar-2025-profile-of-home-buyers-sellers-reveals-market-extremes
Why This Approach Works in 2026
Tim kept coming back to three realities.
1. Most agents are still “dabbling.”
Many agents test something for a month, stop, try another channel, stop again, and never stack enough consistent reps to let compounding take over.
This system is the opposite:
- Measurable daily activity
- Predictable monthly outputs
- A pipeline that matures over time
2. The market is full of motivated movers, but they are not raising their hand.
The highest-leverage sellers in many markets are not filling out online forms. They move when life forces the decision or when the opportunity becomes obvious.
The advantage goes to the agent who is already in light relationship:
- “We’ve spoken before.”
- “They followed through.”
- “I trust them.”
3. Direct outreach is still a superpower if you target correctly.
If your business already hits your goals from referrals and past clients, you can ignore this. But if you want a meaningful lift in listings, you need a channel you control.
NAR data also highlights how age and lifecycle trends are reshaping who is buying and selling.
Source: https://www.nar.realtor/newsroom/first-time-home-buyer-share-falls-to-historic-low-of-21-median-age-rises-to-40
The “3 Dataset” Targeting Edge
Tim explained The Share Group’s approach as a data science problem built on three layers:
- Homeowner data - demographics and household signals
- Property data - value, size, ownership length
- Mortgage data - rate context and equity position
When those datasets are connected, you reduce guesswork and increase probability.
Key distinction:
- You are not buying random “leads.”
- You are buying a prioritized conversation list.
Seller motivation is not declared. It is inferred, then confirmed through conversation.
The 3 Lead Types They Emphasized Most
1. Downsizers
With the typical seller age at 64, a meaningful share of your prospecting should skew 64+. This group often:
- Has significant equity
- Still answers their phone
- Has flexibility and options
2. Absentee Owners
Absentees are powerful because the call is specific and relevant:
- “I see you own the property on X street.”
- “Looks like you’ve owned it about Y years.”
- “What’s your plan for that property?”
It removes the awkwardness and makes the conversation natural.
3. Likely-to-Sell Homeowners
These often include:
- Owners with 5+ years in the home
- 50%+ equity
- Life stage indicators suggesting change
These are homeowners who can move without needing perfect market conditions.
Dialer vs Manual - Why Speed Changes Everything
Manual dialing might get you 100 dials in a day.
A dialer can multiply that into the hundreds within a 2 to 3 hour block.
Tim referenced CallTools as a dialer partner for high-volume outbound. Predictive dialers increase efficiency by dialing multiple numbers and routing live connects.
Source: https://calltools.com/partner/gl/thesharegroup/
Principle:
- More conversations per hour = faster pipeline creation
- The dialer is a time multiplier, not a magic wand
The AngelAI Calling Layer
Lukas introduced AngelAI as a transactional language model with execution capabilities, including a call center layer.
According to the webinar:
- Calls are handled by real appointment setters
- You upload your lead list
- You provide a short script
- You upload your voicemail
- Campaigns typically begin within about 48 hours
AngelAI also promotes lead prospecting publicly.
Source: https://www.facebook.com/SunWestMortgage/videos/where-marketing-meets-angelai/1416974556584017/
Important distinction:
The appointment setters are not fully qualifying the seller. They are moving the contact from cold to warm and setting the next step.
A Simple 90-Day Execution Plan
Weeks 1 to 2 - Choose Your Targets
- Pick 1 to 2 lead types
- Select 2 to 3 ZIP codes
- Define your call objective
Example objective:
“Can I ask one quick question about your plans for the property?”
Weeks 3 to 4 - Start Calling and Track 3 Metrics
- Dials or attempts
- Live conversations
- Next-step commitments
Weeks 5 to 8 - Improve Scripts
Test:
- Script A vs Script B
- Different voicemail styles
Keep scripts short and outcome-driven.
Weeks 9 to 12 - Let Compounding Begin
By this stage:
- Recognition increases
- Follow-up lists grow
- “Not now” turns into “Call me next month”
Why This Stacks Over Time
Add 10 to 20 contacts per month into active conversation and follow-up.
In 2 to 3 years, you have a pipeline you did not have before.
That is what it means to be your own lead machine:
- Not dependent on one vendor
- Not dependent on one ad platform
- Not dependent on luck
FAQs
What does “be your own lead machine” mean?
You control:
- Who you target
- How often you contact them
- What you say
- How you follow up
Are these motivated seller leads?
Not hand-raisers. These are high-probability homeowner records where motivation is inferred and confirmed through conversation.
Why focus on downsizers?
Because sellers are older than ever. The typical seller age is 64.
Source: https://www.nar.realtor/magazine/real-estate-news/nar-2025-profile-of-home-buyers-sellers-reveals-market-extremes
Do I need a dialer?
No, but it accelerates conversations and productivity.
Source: https://calltools.com/partner/gl/thesharegroup/
Are AngelAI calls done by AI voices?
According to the webinar, they are handled by real appointment setters, not AI voice bots.
How long before calls start?
Typically around 48 hours after uploading leads, script, and voicemail.
What should my script sound like?
Short. Clear. Outcome-driven.
One question. One next step.
What if I hear “not now” a lot?
That is normal. The follow-up system is where pipeline value is created.
Is this for Realtors only?
No. Loan officers can apply the same model.
Final Takeaway
If you want a predictable listing pipeline:
- Pick the right homeowner segments
- Run consistent outreach
- Use tools that multiply conversations
- Stack follow-up until it compounds
That is how you stop guessing where your next listing comes from and start building a machine you actually control.
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