Watch Jim Hill & Chris Phares make live prospecting calls at Ylopo's 2026 Summit: real warm-ups, real leads, real appointments booked.
At the 2026 Ylopo Success Summit in Charleston, Jim Hill and Chris Phares skipped the slides and brought their phones instead.
What followed was roughly 25 minutes of live prospecting in front of a room of agents. They warmed up using MaverickRE's AI roleplay tools, then worked through a real database.
One of those calls ended with a live appointment with a contact named Sharon, who had no idea she was on speaker in front of hundreds of people.
Unlike most conference sessions built around frameworks and decks, this one just made calls.
"Business should gain business"
Jim runs a team in the Raleigh market. Chris works solo in a rural Cincinnati-Dayton area where many homes move in the $180,000 range.
The markets are different and so are the team structures, but both operate from the same underlying premise: a real conversation tends to open a path to the next one.
Jim put it plainly during the session: "business should gain business." When Chris books Sharon to look at houses on Saturday, the plan is to photograph those homes and send them to other contacts in the database.
An appointment becomes a reason to reach out to a handful of other people. Each real conversation keeps the next one warm.
Most of what the session illustrated wasn't new information. Agents who convert consistently tend to understand this already.
What Jim and Chris demonstrated is what acting on it looks like, call after call, without waiting for a cleaner list or a better moment.
The first thing they did, though, wasn't dial a real contact.
Warming up with MaverickRE
MaverickRE includes AI roleplay partners built specifically for pre-call warm-up, and most agents in the room hadn't been using them.
Jim pulled out his phone, searched "AI" in his contacts, and dialed into an irate seller scenario. The persona, Carlos, immediately redirected the conversation toward a commercial property and pressed on legal compliance and investor outreach.
Jim navigated it, introduced a network of specialists, and worked toward a next step: a Zoom with a commercial specialist the following morning.
The whole exchange ran about four minutes. After the session ends, MaverickRE sends a score and a written breakdown of what landed and what to tighten.
Team leaders who build that daily score into their morning check-in tend to see a shift in call confidence that script training alone doesn't usually produce. The difference is that the harder parts of a conversation have already been worked through at least once before the real list opens.
A practice run builds confidence. But confidence is only tested when an actual person picks up.
A real call, on stage
Sharon had registered on a home search site at some point and, from the sound of the call, hadn't heard from anyone since. Chris dialed her live. She answered.
She was living alone in a four-bedroom home in Trenton where she'd spent 37 years, quietly thinking about something smaller. A Cape Cod, maybe in Hamilton.
She hadn't set a timeline and wasn't operating from any urgency. Chris didn't try to move her faster than she was moving.
He asked what she'd want to change and where she pictured herself. Then he framed the next step as "practice shopping": a couple of houses and a Saturday afternoon, nothing to decide.
She said yes to 3:30.
That kind of outcome isn't guaranteed on every call. Sharon picked up, happened to be open, and responded well to a low-pressure approach.
Agents who frame a first meeting as something exploratory tend to hear yes more often than those who open with a formal consultation pitch.
The framing of the ask matters as much as the script.What also helped: the call had a reason to happen before Chris ever dialed, because he'd spent the week before scheduling call times through text.
The database behind the calls
Rather than sending generic follow-up messages, Chris had texted contacts the previous week to set a specific call time. Not a pitch. An appointment for the call itself.
So when Sharon answered, it wasn't a cold interruption.
Jim ran a similar workflow live during the session. He had Follow Up Boss open with a smart list of leads who had never been contacted.
One number didn't connect at all. The second went to voicemail. Kendra answered, said she was at work, and asked for a callback after 6:00.
Each outcome got the same follow-through: a text. For Kendra, it confirmed the callback time and included a contact card.
A practical note that came up in the session: putting "Realtor" before the agent name on the contact card helps recipients recognize the number when the callback comes in, rather than letting it hit as unknown.
Most database lists aren't clean. Some leads are disinterested, and some have already moved.
The agents who build consistent momentum tend to work the list anyway, log every touchpoint, and let the cumulative activity produce the appointments. The session shows what that looks like while it's actually happening, not in retrospect.
Watch the full session
Jim and Chris recorded this live at the 2026 Ylopo Success Summit in Charleston, South Carolina. The full session runs about 25 minutes and captures the MaverickRE warm-up call, the Sharon conversation, the live Follow Up Boss smart list workflow, and the real-time Kendra follow-up.
For anyone managing a team where call reluctance is a genuine pattern, or who runs a database that isn't being worked consistently, it's a practical look at what doing this well actually requires.
Watch the full session below:
The leads behind the calls
The contacts Jim and Chris reached during this session came in through home search registrations, the kind Ylopo's lead generation platform is built to produce and keep warm. Ylopo combines Facebook and Google advertising with dynamic retargeting so that leads stay engaged between registration and the first real conversation.
That period of nurture tends to change how a call lands when an agent does dial.
If the database being worked doesn't have that kind of lead activity running in the background, book a demo today to learn more about how Ylopo's platform works.
Aaron Franklin
Head of Growth
Aaron "Kiwi" Franklin is the Head of Growth at Ylopo and a serial technologist and entrepreneur who has over 25 years of experience creating digital solutions for major brands and pioneering companies where technology and real estate meet. His depth of expertise stems from leading development of the first website for Apple to founding a global community of over 1,000 elite athletes.