What changed, after on-shore dialing.

Team had run an AI dialer for 14 months. 0 re-lists attributed to it, sellers complaining about robocalls, and the team's caller-ID was flagged spam-likely on two carriers. Lead agent was personally calling expireds at 9pm.

Two AI voice-agent products, a Mojo dialer with a junior in-house ISA, and a Filipino VA pulling lists from a paid expired feed. The ISA quit after 4 months. The AI bot got 23 complaints in 6 weeks. The VA list was stale by the time the calls went out.

Two senior North American callers in the team's time zone, dialing fresh expireds within 24 hours of list pull. Buyer-first opener approved by the team lead. DNC scrubbing, call recordings, and warm transfers into the dashboard the same night.

Pulled the AI bot, rotated to clean STIR/SHAKEN numbers in the local area code, and put a senior on-shore caller on the list inside 24 hours of expiration. Opener rewritten around a real buyer the team had on the bench.

Call volume

1,800 dials per month across expireds and FSBOs

Connect rate

27 percent connect rate on fresh expireds, 31 percent on FSBOs

Meetings booked

34 listing appointments in 6 months, 28 held

Buyer feedback

Sellers consistently said it was the first call that did not lead with 'I see your listing expired.' Three sellers asked specifically for the caller by name when they finally listed.

Agent was farming the area with mailers (1.1 percent conversion at $9K/yr) and door-knocking on Saturdays. FRBO was the most-discussed list at every coaching call and the least-worked list in the market. No bandwidth to run a 12-month nurture personally.

Mailers, door knocking, two failed VA hires (offshore, both quit inside 60 days), and a brief experiment with a Filipino-based call centre that the agent killed in week three after landlord complaints.

One senior on-shore caller assigned, working a FRBO pull from Zillow Rentals, Craigslist, and Facebook Marketplace every morning. Two-question screener to identify tired landlords. 12-month nurture cadence tracked in the dashboard.

Switched to a single senior North American caller with a tired-landlord screener instead of a listing pitch. Calls recorded, warm leads scored on seller-readiness, callbacks queued for 6 to 12 months out automatically.

Call volume

1,200 dials per month

Connect rate

32 percent connect rate, landlords answer rental ads

Meetings booked

22 listing consultations, 18 held, 11 listings signed inside 12 months

Buyer feedback

Landlords said the caller sounded like a neighbour. The two-question screener (tenant working out, plan to hold or sell) was repeatedly mentioned as the moment they decided to talk.

Offshore vendor booked 60 meetings in 90 days. Only 14 prospects showed up, and the AE team disqualified 11 of those on the first call. CFO froze the SDR budget.

12 months of offshore SDRs, two AI cold-email tools (Apollo sequences and Clay-driven personalization), and a homegrown LinkedIn automation. Email reply rate sat at 0.3 percent. AI-personalized opens were strong but replies collapsed inside week three.

Two senior on-shore reps, one pod lead, weekly QA against recordings. List rebuilt to 1,200 named accounts with verified direct dials. Calling windows tuned to buyer time zones in PT, MT, CT, and ET.

We rebuilt the ICP around CISOs at 200 to 1,500 employee mid-market. Switched to North American senior reps in the buyer's time zone, with a peer-level opener referencing the prospect's specific compliance posture.

Call volume

5,400 dials in Q1 across both reps

Connect rate

27 percent connect rate to direct numbers

Meetings booked

38 qualified meetings, 32 held

Buyer feedback

CISOs repeatedly mentioned that the opener referenced their actual compliance posture (SOC 2 stage, HIPAA scope) instead of generic pain. Two prospects asked for the rep to be involved in the AE call because they trusted the framing.

0.4 percent email reply rate across 14 months. Calendar dropped to 4 discovery calls per month. Board questioning whether outbound headcount was justified at all.

Two AI SDR platforms (one well-known sequencer, one autonomous AI SDR), a healthcare-focused list vendor, and a six-month content campaign on LinkedIn. Inbound stayed flat. Outbound replies trended down each quarter.

Two on-shore senior reps assigned to 180 named health systems. Buying-committee map for each account with COO, CMIO, and CFO. Three opener frames tested: staffing burnout, EHR friction, post-acute readmission penalty.

We mapped the buying committee at 180 target health systems, isolated direct dials for COO and CMIO, and built a calling plan around three frames: staffing burnout, EHR friction, and the post-acute readmission penalty.

Call volume

3,800 dials in 90 days

Connect rate

24 percent connect rate, higher with COO direct mobile lines

Meetings booked

27 discovery calls, 21 held

Buyer feedback

COOs said the readmission-penalty opener felt like the rep had read their last board update. Two CMIOs forwarded the rep internally to their CIO without being asked.

In-house team of six SDRs averaged $11K cost per booked tour, 31 percent show rate, and 90 percent annual turnover. Senior brokers refused to take meetings the team booked.

Three rounds of in-house SDR hiring, an outbound dialer rollout, and a brief experiment with an AI voicemail-drop tool. None solved tour quality. The dialer increased volume but show rate dropped further.

Two on-shore pods (4 reps total) replaced the 6-person in-house team. Triggers built around lease expirations, capex announcements, and headcount changes pulled from public filings. Tours qualified by use case and timeline before booking.

Two senior on-shore pods replaced the in-house team. We rebuilt the calling plan around occupancy triggers, lease rolls, and CapEx events. Tours were qualified by use-case and timeline before booking.

Call volume

9,200 dials per quarter across both pods

Connect rate

31 percent connect rate to office and operations leaders

Meetings booked

56 tours booked in Q1, 46 held

Buyer feedback

Tenants said the rep sounded like a local broker, not a call center. Several mentioned they took the call specifically because the opener referenced their lease end date correctly.

Founder personally took every demo. Board wanted proof the motion was repeatable before approving a $200K AE hire. No outbound process existed.

Two AI SDR tools (one for email, one for LinkedIn DMs), $14K spent on PPC over six weeks, and a referral-only motion. Demos came in but conversion was inconsistent and demand was unpredictable month to month.

Working session refined ICP from 'mid-market everywhere' to the precise RevOps persona. Two-rep on-shore pod, 400 named accounts, founder only joined qualified discoveries.

Working session refined the ICP from 'mid-market everywhere' to 'Director of RevOps at 200 to 800-employee SaaS companies on Salesforce.' Two-rep pod ran the calling plan; founder only joined qualified discoveries.

Call volume

4,100 dials in 90 days

Connect rate

29 percent connect rate to Director and VP RevOps

Meetings booked

47 qualified discoveries, 41 held

Buyer feedback

RevOps leaders consistently said they took the call because the rep named a specific Salesforce object pain point in the opener. Three buyers told the founder they would not have replied to email but were happy to talk live.

Previous 18-month offshore engagement touched every named account 6 plus times with poor outcomes. Caller ID flagged as spam-likely on three carriers. Sales team had written off the entire 220-account list as 'cooked.'

Offshore SDR vendor, two paid LinkedIn campaigns, and an email warming service to try to recover deliverability. None of it brought accounts back. The list sat untouched for 4 months before this engagement.

Caller-ID rotation and warm-up over two weeks. New on-shore reps reintroduced the brand with a candid 'we know our last call was not great' opener, then led with one insight relevant to the prospect's project pipeline.

Caller-ID rotation and warm-up over two weeks. New on-shore reps reintroduced the brand with a candid 'we know our last call wasn't great' opener and led with a single insight relevant to the prospect's project pipeline.

Call volume

2,600 dials over 90 days into the previously burned list

Connect rate

22 percent connect rate after caller-ID warm-up (up from 4 percent)

Meetings booked

31 accounts re-engaged, 12 advanced to discovery

Buyer feedback

Several prospects said they appreciated the honest acknowledgment of the prior bad experience. Two operations VPs said it was the first time a vendor had owned a mistake instead of pretending it never happened.