What Defines an Inactive Customer?

Zillow defines inactive customers as either:

• Nurture leads who aren't yet ready to speak to an agent because they haven’t responded to inquiries, they're a renter, etc.
• Connections whom a buyer agent has chosen to move out of their pipeline due to inactivity. 

A tip for team leaders: Sales managers can manage the number of active buyers in an agent's pipeline. We suggest having no more than 100 active customers in an agent's pipeline at any time.

Customers who have been unresponsive for 2-4 weeks can be removed from an agent's pipeline so another team member may reach out to re-engage.

Remember: Just because a customer isn’t ready to close on a home tomorrow doesn’t mean that they won’t transact in the coming months. Having a well-planned and executed approach to re-engage keeps you top of mind when inactive customers decide to reignite their search.