A Smart List in GoHighLevel can show every active buyer whose last contact was more than 30 days ago, with opt outs and deals in progress removed. The bottom line: for a buyer, 30 days of silence is a point at which the search is probably half over, so the list should become a weekly call task, not just a report.
Why 30 days
NAR's 2025 Profile reports a median buyer search time of 10 weeks, and that most buyers interview only one agent: 67 percent of first time buyers and 76 percent of repeat buyers. A buyer who has not heard from you in 30 days is a few weeks from the median end of the search, and may be talking to someone else. The list gives you a chance to reach them while it still matters.
What belongs on the list
| Include | Exclude |
|---|---|
| Tagged Buyer and Active | Tagged Opted out |
| Last contact date older than 30 days | Under contract or Closed |
| Created in the last 12 months | Tagged Working with another agent |
| Has a phone or email | Tagged Not interested, unless 90 days have passed |
A third party guide describes Smart Lists as saved filters on contact fields, tags, and dates that update as the data changes. GoHighLevel tracks activity on a contact, but a field you control is more reliable: create a custom date field, Last contact, and have a workflow update it when an agent logs a call or a buyer replies. Confirm the filter names in your account.
What to do with the list
The National Association of REALTORS says the FCC's one to one consent rule was vacated, that real estate professionals are not required to get one to one consent, and that they must still follow the Telephone Consumer Protection Act and the Do Not Call Registry. Texts count as calls, and the Registry's protections extend to texts. Law firm and vendor summaries describe the established business relationship exception as 18 months after a transaction and 3 months after a consumer's inquiry, note that some states set shorter windows, and put statutory damages at $500 per call or text, up to $1,500 for willful violations. A person who asks to stop must be added to the agent's own do not call list, and an inquiry to another agent or a public record search does not create a relationship with you. Rules differ by state, and one summary reports that Washington has no established business relationship exemption for residential contacts and that Pennsylvania rewrites its telemarketing statute effective October 18, 2026, so check your state with counsel.
Law firm summaries describe an established business relationship as lasting 3 months after an inquiry, so a buyer whose only contact was an inquiry more than 3 months ago should not get a marketing text without consent. A call from the agent to a buyer who asked to be contacted is a different matter, but check the Do Not Call status first. The cleanest touch is a short, useful email or a personal call that references what the buyer asked for.
Build it in GoHighLevel
- Create the date field Last contact and a workflow that updates it when a call is logged or a message is received.
- Create a Smart List with the filters in the table.
- Review the count and spot check 10 names.
- Build a weekly workflow that creates a call task for each buyer on the list, assigned to the buyer's agent.
- Have the agent log the outcome with a tag: Still searching, Bought elsewhere, Paused, or Not interested.
- Remove buyers who bought elsewhere or paused from active sequences.
- Review the list size each week as a measure of follow up health.
Worked example
For example, a team with 300 active buyers might find 90 with no contact in 30 days (30 percent). If calls reach 40 of them and 10 are still searching and ready to book a showing, that is 10 conversations (40 times 0.25) that would not have happened.
Mistakes to avoid
- Counting any activity as contact. Use a field the team controls.
- Texting stale inquiries. Check consent and the 3 month window.
- No weekly task. A list nobody opens does nothing.
- Leaving buyers who bought elsewhere on the list. Tag and remove them.
How this was handled before
Agents scrolled a spreadsheet or the CRM list sorted by date. A saved filter keeps the list current, and a weekly task makes someone act on it.
What to measure after launch
Track buyers on the list, calls made, buyers reactivated, and buyers who bought elsewhere. Track the list size each week as a follow up health measure.
Check before you switch it on
US text messages sent from a standard 10 digit number need A2P 10DLC registration. The HighLevel support portal says registration is required for texts to US recipients from 10 digit long code numbers and that toll free numbers do not require it. HighLevel's opt in guidelines also say a person cannot be forced to agree to text messages in order to submit a form, so keep the consent box optional. One compliance guide separates informational texts, which need documented consent, from marketing texts, which need prior express written consent. Ask your attorney which category your reminders fall into. Check your state's rules on follow up after an inquiry, and keep Do Not Call checks current. This is general information, not legal advice.
Questions people ask
Why look at 30 days?
NAR's 2025 Profile reports a median search of 10 weeks, so 30 days of silence is a good point to check whether the buyer is still searching.
How do I track last contact?
Use a custom date field updated by a workflow when a call is logged or a reply arrives, which is more reliable than a general activity date.
Can I text every buyer on the list?
Only with consent or inside the established business relationship window. Calls and emails carry lower risk, but check your state's rules.
Ready to try it yourself? Start a GoHighLevel account here.
You can also see this in action in our GoHighLevel capabilities demo.