In the competitive Dallas-Fort Worth real estate market, agent teams are constantly seeking ways to maximize productivity. Justin Nimergood, founder of the Top Gun Team at Epique Realty in Southlake, TX, has identified a persistent inefficiency: the time licensed agents spend on cold calling. He argues that cold outreach is not a commission-generating activity (CGA), which he defines as tasks that directly produce closed deals, such as showings, negotiations, and client consultations. Instead, he has partnered with Angel AI, a service that uses AI to prioritize call lists and human callers based in Texas to handle the outreach.
The Angel AI model works by having the Top Gun Team submit a call list and script. Before calls are made, AI scours publicly available data to rank contacts by priority, ensuring the most promising prospects are called first. After calls, AI analyzes recordings for buying signals and generates a report identifying genuinely interested contacts. For every 100 people called, perhaps 10 answer, and of those, the system might identify five as priority leads. Agents receive this filtered list rather than raw call logs, saving hours of manual sorting.
Nimergood emphasizes the operational value of this reporting layer: "It lets us know if they're no longer in the market for a home or whatnot. Then we take them out of our funnel, or we archive them. The point is, we don't waste our time with initiatives that are not productive." This filtering removes dead leads from the pipeline, improving the signal-to-noise ratio for agents who would otherwise spend time on stale contacts.
A key aspect of the model is that callers are human and based domestically. Nimergood acknowledges that fully automated AI voice calling exists but says, "I think that will have a place, and that does have a place in our industry, but not quite yet. It hasn't been ironed out or perfected yet." He also notes that international call centers can create perception problems: "People stereotype. They just do, and so the more we can minimize that, the better." The domestic, human-caller approach balances automation risks with the opportunity cost of agents making calls themselves.
This strategy fits into a broader operational philosophy for scaling teams. Nimergood advises, "If they want to be top-producing agents, they have to minimize their administrative time, and they have to maximize their CGA time." By outsourcing cold outreach, agents can focus on high-value tasks that move deals forward. For teams managing large databases, this infrastructure allows them to process and triage contacts without burdening agents, ensuring that more leads translate into more closed deals rather than just more unanswered calls.
The Top Gun Team's approach illustrates a growing trend in real estate: treating outreach infrastructure as a distinct operational layer. By leveraging AI for prioritization and human callers for engagement, teams can maintain a personal touch while increasing efficiency. As the industry evolves, such models may become standard for teams looking to scale without sacrificing productivity.
