How AI Scores Every Sales Call Instead Of The Three You Picked ft. Steve Trang

Steve Trang is the founder of Objection Proof AI and host of Real Estate Disruptors, a sales trainer who has coached thousands of salespeople and hundreds of business owners since 2019 and now consults with nine figure companies on sales. He started in real estate as a realtor in 2007 and has spent the last several years turning what he listens for on a live sales call into AI that can score, role play, and now sell. This conversation covers what actually makes a salesperson close, why empathy is a transmission of information and not an emotional performance, and how AI call scoring, role play bots, and voice agents are replacing the work sales managers hate doing. If you run a real estate acquisitions team and you are trying to figure out where AI fits without gutting your sales floor, start here. **Timeline Summary** \[2:31] – Steve introduces Objection Proof AI, built to review calls, run role plays, set appointments, and follow up \[4:16] – From 2007 realtor to training thousands of salespeople and consulting with nine figure companies \[6:40] – Chris Voss on empathy as the transmission of information, not an emotional outpouring \[8:16] – Jamil on why you should learn to sell from a robot instead of the naturally charming closer \[12:16] – Empathy beats sympathy, and why rapport is not what gets a contract signed \[15:03] – How Steve and Ian spent two hours documenting every single thing he listens for on a call review \[16:31] – The heart surgeon analogy for letting AI do everything before the high value work starts \[18:43] – Why cherry picking three good and three bad calls hides your team's real performance patterns \[23:20] – Five role play bots used for training and as a screening tool before an interview is ever booked \[26:17] – Three voice agents, web form speed to lead under two seconds, inbound coverage, and CRM follow up \[28:12] – Eric Brewer's 60,000 raised hands and the six figures sitting dead in almost every CRM \[33:37] – Why agents are not allowed to make offers yet and what real time underwriting has to solve first \[39:03] – Why lead manager roles get automated first and why you should keep your best one \[42:25] – Fast Five begins with the seven media hires in 2021 that nearly broke him financially \[43:54] – Move slowly, add one tool a month, and let the efficiency compound \[47:17] – Where to upload a call for free analysis and the two text keywords to try the bots **5 Key Takeaways** 1. **Empathy Is Information, Not Emotion** — You do not have to feel what the seller feels. You have to articulate back how they got into the mess, what keeps them up at night, and what they want next. That is what builds trust, and it is fully trainable. 2. **Score Every Call, Not Three Calls** — Reviewing a handful of cherry picked calls gives you anecdotes. Scoring all of them surfaces the real outliers on both ends, so you know who to study and who to fix. 3. **Make The Feedback Loop Public** — Steve's team pushes every call review into a shared group chat and requires reps to respond to it. How a rep explains their own call tells you exactly where they are stuck. 4. **The Money Is Already In Your CRM** — Most investors chase new leads while five years of raised hands sit untouched. A follow up bot that tags a list and live transfers the interested ones turns dead data into appointments. 5. **Roll Out One Tool A Month** — The all or nothing approach to AI wrecks processes and morale. Pick one tool, get it running, then add the next. Small efficiency gains compound faster than a full rebuild. **Links & Resources** - That Real Estate Tech Guy — https://thatrealestatetechguy.com - Objection Proof AI, free call and transcript analysis, confirm the exact URL before publishing - Real Estate Disruptors, Steve's podcast, add URL before publishing - smrtPhone, the phone system built for real estate investors, add the standard show link - Try the role play bot, text ROLEPLAY to 33777 - Try the follow up bot, text CASH to 33777 - Never Split the Difference by Chris Voss, the empathy definition Steve references - Left Main REI, mentioned via Stephanie Betters, add URL before publishing - InvestorLift, mentioned as a compliant opt in data source, add URL before publishing **Enjoyed This Episode?** If the heart surgeon breakdown of call reviews made you rethink how your sales manager spends their week, send this to whoever is currently listening to calls by hand. Steve gave away the entire logic behind his scoring bot in this one, and none of it requires you to buy anything to start using it. Follow That Real Estate Tech Guy, leave a rating and review, and head to https://thatrealestatetechguy.com for every episode plus discounts on the platforms we cover.