When a Buyer Is Also a Future Seller.
Some buyers also own property they may need to sell. Recording both sides of the opportunity gives you a clearer picture of their plans.
Some buyers are also future sellers.
If that is not recorded properly, half the opportunity can be missed.
Ask the right question.
A simple question can reveal a lot:
Do you need to sell a property before you buy?
The answer may show that the buyer is:
Already on the market
Preparing to sell
Waiting for an appraisal
Planning to sell later
Unsure about timing
Record the current property.
Where relevant, link the buyer to the property they own.
Record:
Property address
Ownership
Whether it is their home or an investment
Current selling plans
Expected timing
Keep the buyer and seller opportunity separate.
The person may be active as a buyer but only a future seller.
Do not treat both opportunities as if they are at the same stage.
Record each one properly in the CRM.
Understand the timing.
Their purchase may depend on their sale.
Find out:
Do they need to sell first?
Is finance dependent on the sale?
Have they already had an appraisal?
Have they chosen an agent?
When would they like to move?
This helps you understand how ready they are to buy.
Do not assume every homeowner is a listing lead.
A buyer may own property without any intention of selling it.
Record what they actually tell you.
If they are holding the property as an investment, that is different from someone who must sell before buying.
Recording checklist.
Where relevant, make sure the CRM shows:
Current property address
Owner or co-owner details
Home or investment property
Whether they intend to sell
Likely selling timeframe
Whether they need to sell before buying
Whether finance depends on the sale
Whether an appraisal has been completed
Whether another agent is involved
Current buyer requirements
Next action
Follow-up date
You may not know every detail immediately. Update the record as the situation becomes clearer.
Set the right next action.
Depending on the situation, that might be:
Arrange an appraisal
Follow up after their property is listed
Check their sale progress
Reconnect closer to their planned selling date
Continue buyer follow-up only
The important thing is that the CRM reflects both sides of the relationship accurately.