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.
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:
Your only job on call number one is to start the relationship and create momentum.
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:
A delayed seller is still a good seller. They just need a different timeline and a structured nurture plan.
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:
Examples of strategy based lead magnets:
Give away the strategy. When sellers trust the strategy, they hire the strategist.
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:
Random acts of marketing create random results. Five daily conversations build a real pipeline.
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.
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:
Important: always follow Do Not Call and texting compliance rules.
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.
According to David:
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?"
Avery asked about follow up cadence during long nurture cycles.
Here is David’s structure:
Sphere and warm nurtures:
Cold lists such as absentee owners:
Every touch must be educational.
Fluffy content turns people off. Real value keeps them engaged.
David shared two reasons to push hard in December:
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.
Here is a quick way to take action right away.
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.