09/07/2026
That old buyer lead may not be a dead lead.
They may simply be a different buyer today than they were when you last spoke.
Since your original conversation, they may have:
1. Improved their credit
2. Received a raise
3. Changed jobs
4. Paid off debt
5. Accumulated more savings
6. Changed locations
7. Changed what they’re willing to buy
A buyer who previously couldn’t qualify may now have stronger credit, lower monthly obligations, or more documented income.
Someone who lacked enough cash may now have funds for a down payment, closing costs, or reserves.
And the buyer who insisted on a detached home in one specific neighborhood may now be open to a condo, townhouse, fixer, smaller home, or different market.
Their life may have changed.
Their finances may have changed.
Their priorities may have changed.
That’s why the follow-up question matters.
Don’t ask:
“Are you ready to buy?”
That question can feel like pressure—and it makes it easy for someone to answer “not yet.”
Instead, ask:
“What’s changed since we last talked?”
That opens a real conversation.
It gives you an opportunity to understand what’s different, identify new possibilities, and reconnect without treating the person like another name on a call list.
Your database is not just a collection of old leads.
It’s a collection of people whose circumstances continue to evolve.
Realtor partners: if you have older buyer leads worth revisiting, I’m happy to help you review the financing conversation and determine whether their options may have changed.
Michael Cadet
The Cadet Mortgage Team
CrossCountry Mortgage
707.981.0524
cadetlending.com
Loan eligibility, available programs, qualification requirements, rates, and terms vary. A change in financial circumstances does not guarantee loan approval.
