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.
Recap from our live workshop with David Bartels and Sean Wade
On December 10, 2025, we hosted a live training for real estate agents with coach David Bartels of Easy Seller Leads and Sean Wade from The Share Group. The focus was simple and tactical:
How do you turn absentee owners, FSBOs, and other cold seller leads into real listing appointments for 2026?
This recap highlights the big takeaways, mindset shifts, and scripts you can apply immediately in your business.
The real mission of your first call
Most agents treat every first conversation like a job interview. They push for the listing right away and miss the bigger picture.
David put it simply:
The mission of the first call is not to win the listing. The mission is to move the lead to the next logical step.
That step could be:
- Sending a lead magnet or resource
- Getting an email address
- Setting a short strategy call or walkthrough
- Scheduling a future check in
Your only job on call number one is to start the relationship and create momentum.
Stop chasing now sellers and start identifying likely sellers
Agents often ask only one question: Are you ready to list right now?
David focuses instead on: Are you likely to be ready soon?
This shift keeps you from losing:
- Absentee owners waiting for a lease to end
- Sellers prepping for early 2026
- Downsizers getting their home ready
- Investors willing to sell at a certain number
A delayed seller is still a good seller. They just need a different timeline and a structured nurture plan.
Strategy beats being a great agent
One of the biggest insights from the session:
Sellers are not choosing an agent first. They are choosing a strategy. Then they hire the agent they trust to execute it.
This means your communication should focus on:
- Research
- Strategy
- Options
- Market insights
- Clear plans sellers can picture themselves using
Examples of strategy based lead magnets:
- 10 day plan to sell your home fast and for your price or more
- Guide to selling your home from another state
- Perfect home prep checklist
Give away the strategy. When sellers trust the strategy, they hire the strategist.
Your daily non negotiable: 5 real estate conversations
David recommends one simple metric that grows pipelines consistently:
Have 5 real estate conversations every day.
Not dials. Not attempts.
Actual conversations with people who want to talk about buying or selling.
This creates momentum across:
- Absentee owners
- Downsizers
- FSBOs
- Expireds and cancels
- Sphere of influence
Random acts of marketing create random results. Five daily conversations build a real pipeline.
How David opens conversations with cold seller leads
His approach is simple. Acknowledge their situation, offer value, and make it easy to say yes.
FSBO example:
"Hi, I saw that you listed your home for sale by owner. Would it be okay if I sent you more information about our strategy to get it sold fast and for your price or more?"
Absentee owner example:
"Hi, I noticed you own a home in the area but live out of town. Many owners are taking advantage of the equity they have. If you are thinking about selling, I would love to send you my 10 day strategy to help you get it sold fast and for your price or more. What is the best email to send it to?"
If they give their email, you have a hand raiser. They may not be ready today, but they are absolutely a seller lead.
Texting vs calling and why voicemail is fading
David stopped leaving voicemails and immediately saw better engagement by sending short texts.
Sample text:
"Hi, I just tried calling about your property and wanted to send you our 10 day strategy to help you sell it fast and for your price or more. Reply with your email and I will send it over."
Why texting performs better:
- People read texts more consistently than voicemail
- Answer rates are low but text read rates are high
- Warm callbacks replace cold calls
- You can automate and scale conversations
Important: always follow Do Not Call and texting compliance rules.
Handling absentee owners who say it is rented
The most common absentee objection: "It is rented. I am not selling."
David uses this qualifier question every time:
"If you could get your price or more right now with the tenant in place, would you sell it or would you still wait?"
This quickly reveals motivation and timeline.
Even if they prefer to wait, this becomes a nurture opportunity instead of a dead lead.
Why face to face beats every phone conversation
According to David:
- Phone close rate on the first call is close to zero
- Face to face or Zoom jumps conversion to about 50 percent
- Add value during that meeting and conversion can hit 80 to 90 percent
So your entire script has one purpose:
Get face to face.
When sellers ask about price, commission, days on market, or why their listing failed, David always pivots to an in person or Zoom meeting.
Example:
"In order to give you a real answer, I need to see the property, review the comps, and walk you through price, presentation, exposure, and strategy. Would Wednesday or Thursday be better for a quick walkthrough?"
Long term nurture that actually converts
Avery asked about follow up cadence during long nurture cycles.
Here is David’s structure:
Sphere and warm nurtures:
- Social media posts every 14 to 15 days
- Two educational emails per month
- One helpful text per month
Cold lists such as absentee owners:
- Higher frequency early
- An 18 month automated nurture sequence
- They stay in until they opt in, opt out, or stay silent for the full sequence
Every touch must be educational.
Fluffy content turns people off. Real value keeps them engaged.
Do not wait for 2026. Build your momentum now.
David shared two reasons to push hard in December:
- Work done in December produces January and February closings.
- Zillow’s busiest week of the entire year is between Christmas and New Year.
When sellers say they want to start in January, David shares that data point:
"If you want maximum exposure, the best time to hit the market is December 23 to 25."
Many sellers change their timing immediately once they hear this.
A simple 7 day implementation plan
Here is a quick way to take action right away.
- Choose one seller list such as absentee owners or downsizers.
- Create a basic lead magnet or strategy guide.
- Write one simple value based text template.
- Commit to 5 real estate conversations every day.
- Schedule at least 2 face to face or Zoom walkthroughs.
- Begin a simple nurture sequence.
- Work consistently through December so your January is already in motion.
Small daily actions compound into big listing opportunities.
If you want help choosing the best seller lists for your market or want support implementing David’s approach with The Share Group’s data, our team is here to help.
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