Vance Courtney: How to Audit 100 Percent of Your Sales Calls With AI

Vance Courtney is an AI implementation expert who co-led two overflowing AI masterclasses with Steve Trang at Collective Genius Select and Elevate in Clearwater Beach, May 2026. His focus is practical: building agents that audit 100 percent of your sales calls, and giving operators a repeatable framework for prompting AI like they'd lead an employee. In this live episode, Vance walks through the RACE prompting framework, why auditing sales calls is the best zero-to-one AI project for real estate investors, and how Claude's Cowork mode lets non-technical operators build working agents by describing an outcome instead of a task. If you're a real estate investor who wants to use AI in your business right now without learning to code, or you're trying to scale without bloating your team, this one is for you.   Timeline Summary [0:00] – Leon opens live from CG Select and Elevate in Clearwater Beach, where AI is the hottest buzzword in real estate investing [0:50] – Why CG runs an AI session at every Select and Premier meeting, and why Vance's masterclass room was the fullest of the day [1:29] – What the masterclass built: a custom GPT sales auditor, then a full agent that pulls, transcribes, scores, and sends feedback to reps [2:50] – The RACE framework for prompting AI: role, action, context, and expected output [3:38] – Why "world class digital marketer focused on Facebook for real estate investors" beats "digital marketer" as a role [4:26] – Context is everything: feed it your lead manager script, grading rubric, and training docs, plus guardrails on what not to do [5:01] – Treat AI like an employee: lead it the way your best self would lead a new hire, and define the output format up front [6:12] – The case for sales call auditing: only 2 percent of recorded calls get reviewed by a human, AI can hit 100 percent [6:48] – Leon on listening to every recorded call as a CEO, and why AI makes that job easier instead of replacing it [7:38] – Where AI has the least impact: the closer you get to human connection and leadership, the safer the job [8:30] – Getting started with agents: download the Claude app, open Cowork, and describe the outcome you want [9:38] – The one-prompt agent: connect to the call system, download, transcribe, score, and post to Slack [11:14] – The biggest takeaway from the room: when the AI tells you to go do something yourself, tell it no, you do it [13:16] – Automate what's standard, use AI where your business is unique, and start with the step that eats the most time [14:37] – Leon's Gen X take: the next 20 years of distressed sellers will still want a trusted local human at the closing table [17:16] – Why AI means hiring the best five instead of a bloated ten, and how lean operations replace armies of VAs [18:25] – Using AI to score interviews, load Predictive Index results, and evaluate candidates against your own criteria [20:40] – The daily huddle question that builds an AI habit across your whole team: how did you use AI yesterday?   5 Key Takeaways Prompt With the RACE Framework — Give AI a specific role, the action you want, as much context as possible including guardrails, and an example of the output. Most bad results come from skipping context. Audit 100 Percent of Your Sales Calls — Only about 2 percent of recorded calls get reviewed today. An AI auditor scores every call, surfaces the best and worst, and lets a human coach the gap. Lead AI Like Your Best Employee — Give it the what and the why, expect clarifying questions, and when it hands a task back to you, tell it no, you do it. Persistence beats technical skill. Automate the Standard, Own the Unique — Every wholesaler runs similar processes, so automate those. Point AI at what makes your business different and start with the step that costs the most time or produces the most revenue. Scale People, Not Headcount — AI lets you hire five great people instead of ten average ones. Use it to score interviews and assessments so the humans you do hire are the right ones.   Links & Resources Vance Courtney on Instagram — https://instagram.com/vanceconnect Vance Courtney on X — https://x.com/vanceconnect Claude (download the app and use Cowork) — https://claude.ai ChatGPT — https://chatgpt.com Collective Genius — https://explorecg.com   Vance's advice to tell the AI "no, you do it" when it hands work back to you might be the most useful sentence you hear about AI all year. Pair that with auditing every sales call and the daily huddle question, and you've got a zero-to-one plan you can start on Monday. Share this one with the operator on your team who says AI is too technical. Head to https://explorecg.com to learn more and apply.