121 Warm Handoffs in 8 Days: How an AI Teammate Is Working a 25,000-Contact Database Around the Clock

Gabe Cordoba has spent over 20 years building and running real estate databases — most recently as Director of Database and Lead Generation for Robert Slack, a team that closed almost 3,000 deals for $1.5 billion last year. In a recent Labcoat Agents session, he shared a problem most agents will recognize immediately: when a team wants to grow, the instinct is almost always to buy more leads. But more leads means more process, more steps where things break, and more people needed just to keep up — a cycle that tends to make scaling harder, not easier.

The fix Gabe’s team landed on wasn’t a new lead source at all. It was working the database they already had, more consistently than any human team realistically can. Using Fellow’s AI teammate “Felix,” they saw 121 warm handoffs in just 8 days — and the results have only grown since.

The Trap Most Teams Are Stuck In

The core stat driving this: 10% of any database will transact within 12 months — whether or not you’re the one who reaches out to them. Most agents lose those transactions not because the leads were bad, but because nobody was tracking the signals telling them someone was ready to move.

What Makes This Different From a Standard Nurture Campaign

Most agents copy a generic nurture sequence from a shared template, paste it into their CRM, and apply it to their entire database without customizing it further. Fellow does something structurally different: it enriches every contact with real data — homeownership status, how long they’ve owned, interest rate, equity position, other properties owned — and builds a genuinely one-to-one campaign for each person, adjusting based on their individual opens, replies, and activity.

Felix, the AI agent built on top of that enriched data, then decides daily whether today is the day to call, text, or email a given contact — and what to actually say, based on everything known about that person’s specific situation. If the conversation isn’t ready to hand off yet, Felix updates the notes and continues the custom campaign rather than dropping the thread.

It Handles the Conversations Humans Miss

A few standout findings from the session:

• Felix never misses an inbound call. In one 30-day window across just five team members, Robert Slack missed 257 inbound calls from prospects due to being busy dialing out. Felix answers every time, on whatever schedule you set — including outside business hours, if that’s when someone wants to talk.
• It handles sensitive situations with real tact. In one recorded call, a prospect mentioned a recent divorce mid-conversation. Felix noted it and automatically softened its approach and messaging in future follow-ups — something that’s easy for a human to forget to update manually.
• It surfaces referrals you didn’t know existed. By enriching data on every contact, Felix has identified properties team members didn’t even know their database contacts owned — including homes that had been listed with a different agent in another market, creating referral opportunities that would have otherwise gone unnoticed.
• It’s already tracking expireds automatically. As soon as a listing comes off market, Felix reaches out to find out why it didn’t sell and whether the owner still wants to sell — without anyone having to ask it to.

The Numbers Across Multiple Teams

This isn’t isolated to one database. Other teams running Felix reported handoffs ranging from dozens to several hundred within weeks of onboarding — with most teams seeing roughly a 40% increase in appointments across their database. One team scaled so quickly they had to call an emergency meeting just to handle the volume of handoffs coming in over a single weekend.

Context on why speed matters: leads contacted quickly are roughly 7x more likely to qualify, and 62% of inquiries come in after hours — a window most ISAs and agents simply aren’t covering consistently, even with the best intentions.

Get Started

Onboarding integrates with most CRMs and takes minutes to set up. There’s currently a promo waiving onboarding fees.

👉 Check out the Labcoat Agents offer: https://fello.cc/fello-lca-marketplace
📺 Watch the full session replay: https://youtu.be/78Y7rPmphlk