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.
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.
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 new NAR data shows a market that is aging and sitting on a lot of equity.
That has two big implications for your prospecting:
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.
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.
Tim drew a clear line in the webinar:
The Share Group does not sell data that everyone already has.
That means:
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Instead, The Share Group focuses on unpublished, underworked leads that show high likelihood to sell based on data science, not public notices.
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:
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.
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:
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.
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
3) Adds demographics and property insights
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.
Tim highlighted three categories that continue to outperform.
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:
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.
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:
When you pull absentee data across a broader footprint, you automatically reveal:
The play here is simple:
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:
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.
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.
Angel AI call center access for this program is reserved for:
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:
Examples that work well:
The goal is not to close a listing appointment on that first call from the call center.
The goal is to:
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.
Tim laid out a realistic, no fluff framework for how to stack your outbound efforts.
There is no substitute for this.
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.
The next best layer is a trained VA who supports your mission.
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.
This is the leverage and consistency layer.
Angel AI gives you:
You use it to:
Used together, these three layers help you stay in front of the market every day without burning out.
Tim shared a simple way to think about the math.
For example, if you:
Then you are looking at:
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.
Here is a simple implementation checklist pulled from the session:
1) Pick your best zip codes
Ask The Share Group team to show you turnover by zip2) Choose your main lead type
3) Buy a block of leads, no subscription required
4) Set up your call campaigns
5) Download the Angel AI app and onboard
6) Track and follow up
7) Commit to 6 to 12 months of consistent execution
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.
The agents who will win the next few years are not the ones chasing the latest shiny lead source. They are the ones who:
That is what “turning data into deals” actually looks like.
If you want help building a plan for your market, you can:
From there, it is about one thing: talking to the right people every day!