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.
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:
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
Tim kept coming back to three realities.
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:
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:
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
Tim explained The Share Group’s approach as a data science problem built on three layers:
When those datasets are connected, you reduce guesswork and increase probability.
Key distinction:
Seller motivation is not declared. It is inferred, then confirmed through conversation.
With the typical seller age at 64, a meaningful share of your prospecting should skew 64+. This group often:
Absentees are powerful because the call is specific and relevant:
It removes the awkwardness and makes the conversation natural.
These often include:
These are homeowners who can move without needing perfect market conditions.
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:
Lukas introduced AngelAI as a transactional language model with execution capabilities, including a call center layer.
According to the webinar:
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.
Example objective:
“Can I ask one quick question about your plans for the property?”
Test:
Keep scripts short and outcome-driven.
By this stage:
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:
You control:
Not hand-raisers. These are high-probability homeowner records where motivation is inferred and confirmed through conversation.
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
No, but it accelerates conversations and productivity.
Source: https://calltools.com/partner/gl/thesharegroup/
According to the webinar, they are handled by real appointment setters, not AI voice bots.
Typically around 48 hours after uploading leads, script, and voicemail.
Short. Clear. Outcome-driven.
One question. One next step.
That is normal. The follow-up system is where pipeline value is created.
No. Loan officers can apply the same model.
If you want a predictable listing pipeline:
That is how you stop guessing where your next listing comes from and start building a machine you actually control.