Let’s get something straight right off the bat: nobody’s coming to save your real estate business.
This isn’t another post hyping up some magical CRM or flashy TikTok strategy. This is about three real estate agents who are outworking the market, building multi-million dollar pipelines by picking up the phone and dialing with purpose. They’re using data from The Share Group, but more importantly, they’re using discipline, skill, and consistency.
This article is based on a recent powerhouse webinar led by legendary Coach Bill Pipes, featuring three heavy-hitting agents — Blake from Minneapolis, Brandon from San Clemente, and Maximilian from Miami — plus The Share Group’s own Tim Slevin. And what they shared? It's the real blueprint to building a profitable, seller-focused business in 2024.
Known for his high-energy coaching and real-world strategies, Coach Pipes brings clarity and intensity to everything he touches. In this webinar, he challenged agents to stop whining about the market and start mastering the skills that still work.
Tim isn’t a Realtor, he’s a data guy. But that’s what makes his insights hit differently. His mission? To arm agents with leverage, helping them convert more with smarter, more strategic lists.
These three agents come from different markets and backgrounds, but they share one thing: they don’t wait for leads to come to them. They build their business by going after the deal every single day.
Blake hasn’t missed a morning prospecting block in 10 years. His rule of thumb: “Collect 10 'Nos' before 1 p.m.—anything after that is gravy.” Reframe rejection as forward progress, and the numbers eventually tilt in your favor.
All three pros shortened their scripts to a single qualifying question (“Any plans to sell in the next 12 months?”). By stripping out persuasion and focusing on sorting instead of selling, they protect their energy and move faster through call lists.
Brandon farms just one ZIP code. Every listing sets off a chain reaction of just-listed calls, high-quality mailers, and doorstep introductions (“Would you hate me if I swung by to put a face to the name?”). That human follow-up turns neighbors into future sellers and buyers.
Maximilian’s entire monthly overhead including dialer, CRM, postage runs under $300. By keeping costs low, he maintains take-home margins rivaling mega-teams that close double his volume but spend six figures on lead portals and splits.
Every panelist protects 8 a.m.–noon prospecting like sacred ground. Family, admin tasks, even showings wait until after lunch. If your mornings are packed with trainings or team huddles, swap in 6 p.m.–8 p.m. sessions. Answer rates often improve after work hours, especially for the downsizer demographics.
Bill Pipes made it crystal clear: “There’s no such thing as high-performance leads—only high-performing agents.” What The Share Group provides is weights; it’s the daily reps that build revenue muscle.
Here’s how the panelists plug our data into their workflows:
| Share Group List | Why They Love It | Typical Conversion Window |
|---|---|---|
| Downsizers | Older owners sit on record equity and often buy and list | 3–12 months |
| Likely-to-Sell Homeowners | Predictive model spots owners entering move-worthy life events | 2–6 months |
| Absentee Owners | Investors tired of being landlords respond well to cash-offer scripts | 1–3 months |
| Expired Boost | Extra numbers & emails let Max double back after the big-box dialers quit | Immediate |
Brandon invested $1,500 in leads and has already banked $85,000 GCI directly from those calls. Yes, that's a 55× return before counting sphere referrals.
Tim broke it down best: Share Group leads aren’t “magic beans.” They’re weights. Just like in the gym, what matters is what you do with them. Want muscle? Lift. Want listings? Call.
There’s no such thing as a “high-performing lead.” There are only high-performing agents who know how to prospect, qualify, and follow up. These agents prove that every day.
Blake’s philosophy? “Some will, some won’t, who cares — someone’s waiting.” He treats rejection like a numbers game. He’s not hunting for maybes, he’s hunting for truth.
Forget stuffing leads into a funnel. Blake’s pipeline is upside down. He searches for serious sellers right now and walks them uphill to a closing. Every call is a knock: “Trick or treat, want to sell?”
Max summed it up: “It’s not a sin to lose business. It’s a sin to take too long to lose business.” He disqualifies fast, follows up hard, and only spends energy where it counts.
All three agents prospect from 8 AM to 11 AM or later, every single weekday. Non-negotiable. No showings, no errands, no distractions. Just dials.
Max defines a “contact” as the actual homeowner (not a spouse, tenant, or voicemail). His goal? 25–30 real contacts a day.
They’re not just looking for conversations, they’re hunting for decision-makers. It’s about identifying sellers who are 30–90 days out and getting in front of them fast.
Brandon moved to California knowing no one. He bought Share Group leads, started cold calling, and made it work. One $1,500 order? It generated over $85,000 in GCI.
Max has over $40M in pipeline from Share Group leads. He knows it’s a long game, but the more seeds he plants now, the more listings blossom later.
Why do these lists crush it?
Absentee owners often need to liquidate or simplify.
Downsizers are usually equity-rich and timeline-flexible.
Likely-to-sell data is predictive. Not perfect, but a goldmine when approached right.
They’re not getting hammered like FSBOs and expireds. These are conversations with people who are thinking about selling — not actively trying to avoid agents.
These agents aren’t using shiny objects. Their stack is lean and mean:
Mojo Dialer for power dialing
Follow Up Boss or Chime for CRM
Cloud CMA for slick presentations
Handwritten postcards and thank-you notes for personal follow-ups
Brandon doesn’t set up MLS drips. He personally curates listings and sends them one-to-one. That’s what builds trust and loyalty.
All three agents keep monthly lead gen costs under $500. Their businesses run on hustle and heart (not bloated teams or huge ad spends).
Coach Pipes nailed it: some agents with big teams and $5M in volume are taking home less than these guys with $2–$3M and 80–90% profit margins.
Brandon cold-called a lead, set a follow-up, then went door-knocking. That face-to-face led to a $1.7M listing. Then he found the buyer from another call. Boom! Double-ended deal.
Max writes thank-you cards during his calls. Blake knocks doors after mailing just listed cards. These aren’t gimmicks, they’re high-touch, high-return follow-ups.
Direct mail to 100–500 neighbors
Social ads with high-end video and twilight photos
Overlapping showings to build urgency
Open houses with massive exposure
Every listing is a marketing opportunity. These agents turn one deal into three by hitting the phones and the pavement (not just the MLS).
April closings low? May doubled. Why? These agents doubled down on prospecting while others pulled back. That’s how you pivot like a pro.
Slight drops in interest rates = massive opportunity. But only if you’re talking to the market daily. Otherwise, you're just guessing.
None of these agents pretend they know it all. They’re learning, they’re failing, and they’re showing up every day with intention. That’s what wins.
Zillow changes? Instagram algorithm tanks? Doesn’t matter. Cold calling is a skill no one can take from you. And it still works.
Bill Pipes summed it up: “You don’t have to pay with money. You can pay with discipline.” These agents aren’t guessing. They’ve built systems that produce consistent, predictable revenue.
Let’s be real: cold calling isn’t sexy. It’s not the shiny object. But it’s real, it works, and it’s 100% in your control.
These three agents didn’t reinvent the wheel, they just turned it every day until momentum kicked in.
If you want to stop relying on referrals or overpriced lead platforms and start building your own bulletproof pipeline, follow their lead.
Grab the phone, use better data, and treat your lead gen time like it's a listing appointment. Protect it. Prioritize it.
Whether you're new to the business like Brandon, scaling your own brokerage like Blake, or engineering a rock-solid pipeline like Maximilian, the lesson is the same: success isn't sold, it's earned through daily, disciplined action.
If you're tired of unpredictable income, chasing low-quality leads, or paying 30% referral fees to teams that don’t add real value, now is the time to pivot. Leverage Share Group’s lead lists, pick your niche, and commit to the process.
Because the truth is, the path to multi-million dollar production isn’t locked behind a course or an expensive CRM. It’s in the quiet hours of the morning when you show up, dial with purpose, and put in the reps no one sees.
Want a better business? Build it. One conversation at a time.