The OT - Only Teams for Real Estate Podcast Episode 84: AI Calls Our Database & More - The Toll Group
Feb 9, 2026
Megan Toll, co-leader who runs operations and AI-driven database follow-up, and Kevin Toll, Philly team leader who scales listing-focused businesses, discuss using AI to call databases, collect missing client data, and support follow-up at scale. They cover training AI voices, aggressive CRM tagging and zaps, coaching-based team structures, and balancing growth with culture and family.
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From Rapid Growth To Intentional Downsizing
- Kevin built a market center, grew it to 163 agents, then stepped back to refocus the team.
- That growth taught him to intentionally downsize and prioritize sustainable team structure.
AI Requires Active Hands-On Management
- AI must be keystroked and actively managed; it will not magically learn the right behavior.
- Listening to many calls reveals pause lengths, search delays, and content gaps you must fix manually.
Let AI Do Repetitive Outreach
- Use AI to handle repetitive database outreach and surface warm responses for human follow-up.
- Let AI chase initial touches so humans can spend 30–45 minutes on deeper conversations when leads raise their hand.