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The Cowboy Sales Process
The Cowboy Sales Process

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Dispo (Disposition)

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In real estate, "disposition" (or "Dispo" for short) is the process of selling a property or a contract for a property. For wholesalers, Dispo is the final, and most crucial, half of the transaction. While "acquisitions" is about finding and getting a property under contract, Dispo is about offloading it for a profit. A successful wholesaling business is not just about finding deals; it's about having a ruthless, well-oiled system for selling them. Without a solid Dispo strategy, you're just a glorified deal-finder with no way to get paid.
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1. What is Dispo and Why Does It Matter?

Dispo is the art and science of connecting a property under contract with an end buyer. It's the moment of truth where your hard work in acquisitions pays off. Many new wholesalers mistakenly believe the difficult part is finding the deal. In reality, an un-sellable deal is worthless, no matter how good the price. The best investors have a detailed, systematic process for both acquiring and disposing of assets.
A good Dispo process ensures you:
Move Deals Quickly
Time kills deals. A strong Dispo system gets the property off your hands before a seller gets cold feet or the contract expires.
Maximize Profits
Competition among buyers drives up your assignment fee.
Build Your Reputation
A track record of closing deals and providing quality opportunities makes you the go-to source for other investors.
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2. How Dispo Works: The Three Core Functions

A Disposition Manager, whether it's you or a dedicated employee, has three primary roles:
Roles

1. Building and Maintaining a Cash Buyer List

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2. Marketing and Vetting Deals

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3. Negotiating and Closing the Deal

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3. Building the Dispo Machine: The Four Pillars

A high-performing Dispo system is built on four core pillars: A targeted buyer list, a compelling marketing process, a rigorous vetting system, and a bulletproof closing protocol.
The Four Pillars

Pillar 1: The Hyper-Targeted Cash Buyer List

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Pillar 2: The Marketing Funnel That Sells Itself

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Pillar 3: The Vetting & Negotiation Gauntlet

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Pillar 4: The Flawless Closing Protocol

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4. Building the Team: From Solo to Scale

You can't do it all alone. A scalable business requires a team.
The Acquisitions Specialist: The hunter. Their job is to find deals and get them under contract at the best possible price. They are focused on the front end of the funnel.
The Disposition Specialist (You, at first): The closer. Their job is to sell the contracts quickly and for the highest possible profit. They are a professional salesperson.
The Transaction Coordinator: The administrator. They handle all the paperwork and logistics from a signed assignment to closing.
Dispo Team & Compensation As your business grows, you'll want to build a team to handle Dispo. This role is often called a Disposition Manager or Dispo Specialist.
Role Responsibilities: A Dispo Manager is a sales professional. They are responsible for building the buyer list, marketing deals, negotiating with buyers, and managing the entire sales process from start to finish. They are the closer for your business.
Compensation: Dispo roles are often commission-based. They are paid a percentage of the assignment fee or a flat fee for each deal they close. A typical model is a base salary plus a percentage of the profits, or a pure commission structure. This incentivizes them to move deals quickly and for the highest possible price.

By mastering each of these roles and eventually hiring for them, you can build a wholesaling business that runs like a well-oiled machine, generating predictable and substantial profits.

Got contracts but no buyers? Prexium connects you with the right investors to dispo your deals fast. Move your deals faster now 👉
The Cowboy Marketer
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