3 Signed Listings in 30 Days: How One Team Combined AI + Human ISAs to Mine Their Cold Database

If you’ve been putting off calling the older leads sitting in your CRM because it feels like a losing bet, a recent Labcoat Agents case study is worth paying attention to. A Florida-based team ran an AI-powered outreach pilot on just 5,000 aged leads from their database — and in the first 30 days alone, it produced 88 handoffs to their ISA team, 27 appointments, and 3 signed listings, with more already in the pipeline.

The Backstory: Why “AI Replaces Everyone” Was the Wrong Bet

Gustavo (Power ISA) and Gus (Fellow) shared an honest history of getting this wrong the first time. Back in 2023–2024, the assumption across the industry — including their own — was that AI voice bots would fully replace human ISAs, maybe even agents. Power ISA tested pure AI-voice outreach across 12 markets and roughly 50,000 leads. The result: human ISAs consistently outperformed AI-only calls, hallucinations (rare, but real) spooked clients, and the customization overhead wasn’t worth the payoff. They shelved the pure-replacement approach and doubled down on human ISAs instead.

The insight that changed everything: AI shouldn’t replace the human — it should get the human into the conversation faster.

What Made This Pilot Different

The Florida team, working with Fellow’s AI tool “Felix,” took a fundamentally different approach than earlier AI-voice attempts:

• Human stays in the loop immediately. As soon as a lead shows interest, it hands off to a real ISA — not a fully automated end-to-end bot conversation.
• Double handoff. AI engages first, then hands to the ISA, who calls immediately. Skeptics doubted this would work; in practice, it did — because the human is reached fast, while interest is hot.
• Deep data context, not generic scripts. Instead of a blanket “are you thinking of buying or selling,” the AI references specific, real context: a property address, an equity position, a life event. That context is what separates this from the automated SMS/email tools that have existed for years.
• Multi-channel outreach. Call, text, and email work together with shared context, rather than siloed campaigns.

One standout moment from the case study: in a two-minute conversation, a seller mentioned his wife had recently passed away. The AI’s first response led with genuine-sounding empathy before addressing the real estate question — something the team noted even trained humans sometimes fumble.

The Real Opportunity: Leads You’re Already Sitting On

Here’s the number that stands out: the team running this pilot has 12 full-time ISAs and 40–50 agents — and their own ISAs still didn’t have the bandwidth to call all 5,000 of these older leads. That’s the gap this approach is designed to fill. It’s not about buying more leads; it’s about finally working the ones already sitting untouched in your database.

For context: roughly 10% of any database transacts within 12 months, whether or not you reach out to them. The challenge has never been whether the opportunity exists — it’s been bandwidth. AI-assisted outreach is aimed squarely at that bandwidth gap, not at replacing the people who close the deals.

The Bigger Picture

The panel was direct about the “AI is going to replace real estate agents” narrative: it’s been predicted for 15+ years, billions have been invested in real estate tech trying to prove it, and it hasn’t happened. Teams using AI well aren’t shrinking their headcount — they’re growing it, because more conversations happening faster means more transactions, which means more capacity needed on the human side.

Try It

👉 Check out Power ISA’s offer for Labcoat Agents: https://www.powerisa.com/lca
📺 Watch the full session replay: https://youtu.be/QP1PyV1Q-vA