How to Track Future Sellers.
Future sellers may be months or years away from listing. Your CRM should record their likely timing and make sure the right follow-up happens along the way.
Not every seller opportunity is ready now.
Some owners may be thinking about selling in a few months. Others may be years away.
The CRM should help you keep those opportunities visible without treating them all the same.
Record the likely timing.
Where possible, give the opportunity a realistic timeframe.
For example:
Selling now
Within 3 months
3 to 6 months
6 to 12 months
More than 12 months
Timing unknown
Update the timing whenever their plans change.
Record what needs to happen first.
A future sale may depend on something else.
For example:
Buying another property
Finishing renovations
Children finishing school
Retirement
Tenants moving out
A work relocation
Waiting for the right time
Recording this gives future follow-up more context.
Match the follow-up to the timing.
Someone planning to sell within three months may need regular contact.
Someone who is two years away does not.
The further away the likely sale, the less frequent the contact usually needs to be.
Give each contact a next date.
Even long-term opportunities should have a future action.
That might be:
Call next month
Send an updated appraisal in six months
Contact after renovations
Check in closer to the end of the lease
Reconnect early next year
Avoid leaving future sellers with no next action at all.
Keep the information current.
Plans change.
Someone who originally said “next year” may suddenly need to move sooner.
After each useful conversation, update:
Likely timing
Reason for selling
Current situation
Any barriers
Next action
Follow-up date
A simple timing guide.
Likely timing | Follow-up approach |
|---|---|
Selling now | Active and frequent |
Within 3 months | Regular contact |
3 to 6 months | Relevant contact every few weeks |
6 to 12 months | Less frequent, useful updates |
More than 12 months | Long-term nurture |
Unknown | Periodic check-in until clearer |
These are only guides. The contact’s situation should determine the actual frequency.
The aim is to keep future sellers visible in the CRM without contacting them more often than the situation requires.