How To Turn Data Into Deals With Free Cold Calling Support

In our recent live webinar (Nov 12, 2025), "From Data to Deals: The Free Cold Call Event," The Share Group CEO Tim Slevin and Angel AI's Jarielle Wilson showed agents exactly how to turn raw data into listing appointments, without adding another subscription or hiring a full time ISA.

This article breaks down the key ideas from that session into a step by step playbook you can use right away.

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Why Direct Contact Is Still The Number One Way To Get Listings

Every year, the National Association of Realtors releases its Profile of Home Buyers and Sellers. The latest report quietly confirmed something that should change how you prospect:

After referrals and past clients, the number one way to get listings is direct contact.

• ❌ Not funnels.
• ❌ Not lead forms.
• ❌ Not portals selling the same leads to multiple agents.
• ✅ Direct contact

Most lead systems are built to do one thing: get a homeowner to fill out a form so someone can call them. Tim's question is simple:

If the goal is a conversation, why not just call the right people directly?

That is the core of this strategy.

The Real Opportunity: Older Sellers With Equity

The new NAR data shows a market that is aging and sitting on a lot of equity.

• Average seller age: 64
• Average buyer age: 59
• A huge share of U.S. wealth is held by people in their 60s and 70s

That has two big implications for your prospecting:

1. Half of your prospecting should be focused on people 64 and older
   If you are not calling seniors, you are missing half the seller market in your area.

2. You are calling people who can actually move
   Older owners tend to have high equity, often paid off homes, and a clear life change ahead of them. They can afford to sell and buy what they really want next.

If you have been in real estate for 20 or 30 years, this is your moment. Your peers are the market. If you are younger, your peers will inherit a lot of these homes and securities over the next 10 to 15 years. Either way, you want to be the agent who already has a relationship with them.

Why We Skip FSBOs, Expireds, And Public Lists

Tim drew a clear line in the webinar:

The Share Group does not sell data that everyone already has.

That means:

• ❌ No expireds
• ❌ No FSBOs
• ❌ No courthouse or MLS public lists

Why? Because every agent in your market can pull those same records. They are crowded, overworked, and often come with expensive subscription models.

Instead, The Share Group focuses on unpublished, underworked leads that show high likelihood to sell based on data science, not public notices.

Data Is Not Magic. You Are The Value.

Tim said it very plainly:

I do not sell good leads. I sell leads you can make listings out of.

A list does nothing by itself. The value is your:

• Skill on the phone
• Consistent effort
• Local market knowledge
• Systems and follow up

Think of the data like weights in a gym. Buying heavier weights does not make you stronger. Using them consistently does.

But there is still a smart way to choose which weights to lift.

Step One: Go Where The Turnover Is

Every zip code has a different turnover rate.

Turnover rate = homes sold in a year ÷ total homes in that zip

In many markets you will see pockets like:

• 3 percent turnover
• 4 percent turnover
• 6 or 7 percent turnover just a few miles away

If you buy 1,000 homeowner records in a 4 percent turnover area, that is roughly 40 potential sales inside your list.

Buy 5,000 records across strong zips and you are sitting on roughly 200 sales that will happen whether you are there or not.

The question is simply: who gets those listings?

The Share Group sales team can show you these numbers live by zip so you can cherry pick your best areas instead of guessing.

How The Share Group Data Is Built

Under the hood, the data is not just a big skip trace exercise.

The Share Group:

1) Starts with all U.S. property and mortgage data

2) Masters it at the individual and address level

• Head of household
• Co owner
• Other likely residents

3) Adds demographics and property insights

• Age bands
• Equity position
• Dwelling type
• Length of ownership, and more

From there, The Share Group runs modeling to create seller focused segments you can actually work, instead of handing you a giant spreadsheet and wishing you luck.

Phones and emails are refreshed weekly. Algorithms that identify selling categories are re run quarterly, and your previous purchases are tracked so you do not buy the same records twice.

If you find disconnected numbers, the team replaces those as credits so you can keep going.

No subscriptions. You purchase a block of lead credits, and you have a full year to use them on any of the lead types.

The Three Lead Types That Drive The Most Listings

Tim highlighted three categories that continue to outperform.

1. Downsizers and Empty Nesters

• Target age starts around 64 and can be pushed older
• High equity, often paid off homes
• Kids are grown, the neighborhood has turned over, and lifestyle priorities have changed

This is the classic “we loved this house for the last 20 years, but now everyone we raised our kids with has moved away” segment.

Their next move is usually driven by:

• Getting closer to grandkids
• Moving closer to golf, the beach, or a preferred lifestyle
• Simplifying life, not chasing school districts

The biggest obstacle is fear of running out of money. Your job is to show them that the numbers can work and coach them through the change.

These owners still pick up the phone. They have plenty of equity. They just need a nudge and a clear plan.

2. Absentee Owners and Small Landlords

Absentee owners are non owner occupied properties. This list is powerful because:

• You know who owns the home and that they do not live there

You can quickly ask:

• Is this a rental or a second home?
• What are your plans with this property over the next couple of years?

When you pull absentee data across a broader footprint, you automatically reveal:

• Small landlords with 2 to 10 properties
• Out of area owners who have not seen the property in years

The play here is simple:

1. Offer service and insight first
2. Ask about their experience with the property
3. Discover who owns multiple doors in your market and build deeper relationships with them

3. Likely To Sell Upsizers

If downsizers are sliding into their next chapter, likely to sell leads are the families powering up into a larger home.

The model looks for things like:

• 5 to 15 years in the home
• Significant equity (often 50 percent or more)
• Kids in the household
• Smaller square footage that no longer fits their life

They bought a home that was “perfect for the next 10 years.” It is now year 12. They have equity and outgrown the space.

You can filter and refine these segments with The Share Group team, then create a calling plan that hits both ends of the life cycle in your farm: upsizers and downsizers.

How Free Calling With Angel AI Fits In

The other half of this strategy is execution. That is where Angel AI comes in.

Here is the key point Jarielle emphasized:

• The AI is not calling homeowners. People are.

Angel AI is an AI driven platform that routes tasks and data securely, then hands the actual dialing and conversation to live callers in their call centers.

• You provide the leads from The Share Group
• You provide a simple script, or use one of theirs
• Their reps call as your brand and brokerage
• You only pay for the data, not for the dials

Angel AI call center access for this program is reserved for:

• Licensed real estate agents
• Licensed mortgage professionals

Jarielle also made an important point about scripting:

Most popular coaching scripts are way too heavy for call center agents.

The best performing scripts are:

• Short
• Clear
• Low pressure
• Focused on one simple offer or invitation

Examples that work well:

• Inviting neighbors to a National Night Out or community event
• Calling around an open house
• Offering a quarterly automated home value update by email
• Simple, direct buy or sell questions when appropriate

The goal is not to close a listing appointment on that first call from the call center.

The goal is to:

• Start the relationship
• Capture email or permission to follow up
• Warm up the market around you

Jarielle uses the same system for her own business development. She uploads thousands of leads, launches a campaign in a few minutes, travels for a week, then comes back to a calendar full of appointments.

You can do the same around your farm, your database, and your lead lists.

The Three Tier Prospecting Model Tim Recommends

Tim laid out a realistic, no fluff framework for how to stack your outbound efforts.

Tier 1: You Calling Personally

There is no substitute for this.

• Best conversion rate
• Best conversations
• Strongest relationships built fastest

If you get good at this, everything gets easier. Three hours a day with a power dialer can get you talking to 20 to 25 homeowners and generating roughly one new lead per day.

Tier 2: A Dedicated Virtual Assistant

The next best layer is a trained VA who supports your mission.

• You control their training and scripts
• You listen to calls and coach
• They work your process every day

You invest time in training, but you gain leverage. This works especially well when combined with good data and clear segments like downsizers and absentee owners.

Tier 3: Angel AI Call Center

This is the leverage and consistency layer.

Angel AI gives you:

• A way to keep calls going in the background
• Consistent market presence, even when you are busy or traveling
• Campaigns that can support events, open houses, lead reactivation, or pure cold calling

You use it to:

• Warm up new lists
• Build your email list
• Keep your name circulating in the neighborhood
• Hand off part of the 8 contacts it often takes to convert a serious seller

Used together, these three layers help you stay in front of the market every day without burning out.

What A Simple 6 Month Calling Plan Can Do

Tim shared a simple way to think about the math.

For example, if you:

• Call 3 hours a day
• Use a multi line dialer
• Talk to 20 to 25 people a day
• Aim for 1 solid lead a day

Then you are looking at:

• About 22 leads a month
• Roughly 66 leads a quarter
• Around 120 leads in 6 months

Once you have that kind of pipeline, you never want to go back to month one. From there your biggest problem is time, not opportunity, which is when leverage from Angel AI and a VA matters even more.

How To Get Started With The Share Group And Angel AI

Here is a simple implementation checklist pulled from the session:

1) Pick your best zip codes

2) Choose your main lead type

• Downsizers
• Absentee owners
• Likely to sell upsizers
• Or a blend that matches your strategy

3) Buy a block of leads, no subscription required

• You get one year to use your credits
• Phones and emails are refreshed weekly
• Bad numbers can be replaced as credits

4) Set up your call campaigns

• Script for you and your VA
• Slimmed down script for Angel AI call center
• Clear offer on each call

5) Download the Angel AI app and onboard

• Create your account
• Upload your list from The Share Group
• Launch your first campaign with Jarielle’s team

6) Track and follow up

• Hot leads flagged by Angel AI are sent to you by text or email
• Add them to your CRM
• Build a short, tight follow up plan for each lead

7) Commit to 6 to 12 months of consistent execution

• Judge the system by your discipline, not by 100 dials
• Measure contacts, leads, and appointments month by month

During the webinar, Tim also mentioned a limited time promotion on lead credits for November. If you are reading this outside that window, check the current offers inside the Lead Store or reach out to the team to see what is available right now.

Frequently Asked Questions

• Do I need to be licensed to use the Angel AI call center?
  Yes. For the call center service that makes calls on your behalf, you must be a licensed real estate agent or licensed mortgage professional.
• Is The Share Group another monthly subscription?
  No. You buy a block of lead credits. You can use those credits across different lead types for up to one year. No auto billed subscription is required.
• How often is the data updated?
  Phone and email data is refreshed weekly. The broader modeling that identifies selling segments such as downsizers and likely to sell is re run quarterly.
• What if I already bought data in the past? Will I get duplicates?
  Your profile tracks past purchases. When you order more leads in the same area and category, The Share Group system excludes records you already own, and can focus your new order on fresh records or updated versions.
• Can I create my own custom segments?
  Yes. The Share Group team can work with you live to build custom recipes such as “owners with children, under 2,000 square feet, in the home 5+ years with strong equity.” Once you dial in those criteria, they can be saved and reused.
• What about Do Not Call rules?
  Angel AI will not dial DNC numbers. Many agents still personally call DNC numbers carefully, but you should always consult your own legal guidance and take opt outs seriously. Direct mail to DNC households is still allowed and can be a great follow up channel.

Final Thoughts

The agents who will win the next few years are not the ones chasing the latest shiny lead source. They are the ones who:

• Know exactly which homeowners to call
• Talk to the market every day
• Use data and technology to remove the friction and grind from prospecting
• Stay consistent long enough to build a real pipeline

That is what “turning data into deals” actually looks like.

If you want help building a plan for your market, you can:

• Visit The Share Group Lead Store to explore downsizer, absentee owner, and likely to sell leads
• Connect with Angel AI to set up your first free calling campaign
• Watch the full “From Data to Deals: The Free Cold Call Event” replay for the full walkthrough and live Q&A

From there, it is about one thing: talking to the right people every day!