How to Turn a “Not Ready Yet” Lead Into a Future Contract
What if that “not yet” could be turned into a signed contract… weeks or months down the line? This article breaks down exactly how to do it, step by step.
Austin Beverigde
Tennessee
, Goliath Teammate
You’ve had a good conversation. The seller is polite, seems interested, and clearly motivated. But then they say it:
“We’re not ready just yet.”
That’s not a no. It’s not a yes. It’s a stall. And for most investors and agents, this is where the lead quietly dies, buried under a pile of missed follow-ups and forgotten CRM tags.
But what if that “not yet” could be turned into a signed contract… weeks or months down the line?
This article breaks down exactly how to do it, step by step.
First, Don’t Treat “Not Yet” Like a Brush-Off
It’s easy to get discouraged or assume the seller’s not serious. But in many cases, “not yet” means exactly that:
They’re waiting on a family decision
They need to clean out the house
They’re not emotionally ready
They’re talking to other options
They just feel overwhelmed
Your job isn’t to push, it’s to position yourself as the safest option when they’re finally ready.
Step 1: Tag and Segment the Lead Correctly
Before you do anything else, label the lead accurately in your CRM.
Use tags like:
“Warm, Not Ready”
“Need to Clean Out”
“Waiting on Divorce Finalization”
“Call Back in 60 Days”
“Emotional Seller, Needs Space”
This isn’t just for you, it allows tools like Goliath to automate future communication with the right tone and timing.
If you lump them into your general follow-up sequence, you’ll lose them.
Step 2: Set a “Future Trigger Point”
Instead of waiting aimlessly, ask the seller what’s going to change between now and when they’ll be ready.
Ask:
“What’s the main thing you’re waiting on before moving forward?”
“Is there a rough timeframe I should check back in?”
“Would it be helpful if I touched base in a few weeks?”
When they give you a point in the future, mark it down.
Even if they’re vague (“maybe in a few months”), create a calendar reminder and a warm-touch sequence around it.
Step 3: Use a Human Follow-Up Cadence
This is where most deals are lost. Agents either:
Follow up too soon and seem pushy
Follow up too late and get forgotten
Or follow up with generic, robotic messages
Instead, map out a cadence like this:
Weeks 1–2:
Light check-in (“No rush at all, just here if you need anything.”)
Week 4:
Educational value touch (e.g., “Here’s what other sellers are doing when they’re not ready yet.”)
Week 6–8:
Revisit the timeline (“Still on track for next month, or has anything changed?”)
After 2+ Months:
Soft re-engagement (“Happy to give you space. Should I follow up again in a few months or stay out of your hair?”)
Goliath can automate this cadence while keeping it personalized and tone-matched.
Step 4: Create Emotional Safety
Most “not ready yet” sellers aren’t afraid of your offer. They’re afraid of themselves, making a bad decision, rushing, or getting taken advantage of.
You can help by saying things like:
“You don’t need to decide anything today. Just keeping the lines open.”
“Even if it takes 6 months, I’m here.”
“I’d rather you be sure than feel rushed.”
“You’ll know when the time’s right, and I’ll be ready when you are.”
Sellers remember how you made them feel. Be the calm voice while others push.
Step 5: Send a Soft-Pass Offer
A “soft pass” offer is a low-pressure way to keep yourself top of mind.
Structure it like this:
Recap what you talked about
Give a general price range
Say there’s no pressure
Let them know it’s valid if/when they’re ready
Example:
“Totally understand you’re not ready to move forward yet. If things ever change, I’d be looking in the [$135K–$145K] range, depending on condition. No rush at all, I’m happy to circle back down the road.”
This gives them something to hold onto, a frame of reference when the time comes.
Step 6: Build Familiarity Over Time
When they finally are ready, they’re going to work with the person they trust and remember, not the one who ghosted or disappeared for 3 months.
Build familiarity with:
Personal touches (texts, voicemail drops)
Email updates that feel helpful, not spammy
Sharing comps or trends they’d care about
Reminders that you’re still around
Even a simple “Just checking in, no rush at all” every few weeks can do the trick.
Step 7: Watch for Behavior Signals That It’s Time
Sometimes the seller won’t tell you they’re ready, but their actions will.
Behavioral signals to look for:
They start replying faster
They ask clarifying questions
They click links or open emails
They mention timing or urgency
Tools like Goliath track these signals and will notify you when motivation heats up, so you can reach out with confidence.
The Contract Comes From the Follow-Up, Not the First Call
Most deals don’t close on Day 1.
They close because you listened, followed up thoughtfully, and stayed consistent when everyone else gave up.
Turning a “not ready yet” into a signed contract isn’t about pressure.
It’s about patience, systems, and empathy.
And when you get that contract signed months later?
You’ll realize that “not yet” was actually a quiet yes, just waiting for the right time.
