The Real Estate Dispositions Guide
Updated June 17, 2026
Dispositions is selling a property or contract — usually a wholesale assignment — to an end buyer before it closes. It works on a strong cash buyers list, accurate pricing that leaves the buyer margin, fast marketing of the deal, and quick follow-up with interested buyers. Dispo is a speed game: the contract has a clock, and the operator who reaches the right buyers fastest wins.
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In wholesaling, getting a property under contract is only half the job. Dispositions — dispo — is the other half: turning that contract into cash by selling it to an end buyer before it closes. Plenty of investors can find deals and then stall on the exit, watching a contract expire because they couldn't move it fast enough.
This guide covers the dispo motion end to end: building and maintaining a cash buyers list, pricing the assignment so it actually sells, marketing the deal to the right buyers, and running the buyer follow-up that closes the assignment before the clock runs out.
The cash buyers list is the asset
Dispositions lives or dies on the buyers list. An investor with a deep, qualified list of active cash buyers can move a contract in days; one without scrambles every time and leaves money on the table. The list is the durable asset of a dispo operation — build it continuously, not only when you have a deal to sell.
Qualify the list by what each buyer actually buys: their asset type, target areas, price range, and proof of funds. A list segmented this way lets you match a new deal to the handful of buyers most likely to close it, instead of blasting everyone and hoping. The best dispo operators know their top buyers by name and exactly what each one wants.
Price the assignment to sell
An assignment only moves if the end buyer still has room to profit after your fee. Price it off the same fundamentals the buyer will run — after-repair value, repair estimate, and the buyer's required margin — and set your assignment fee so the deal still pencils for them. Greed on the fee is the most common reason a contract sits unsold until it expires.
The honest position is that the buyer has to win too. A deal priced so the buyer makes a clean margin sells fast and builds the relationship that brings them back for the next one; a deal squeezed to the last dollar sells slowly, if at all, and burns the buyer. Leave margin on the table and the list stays loyal.
Market the deal fast and wide
Once a deal is under contract, the clock is running, so marketing it can't wait. Lead with your best-matched buyers — the segment whose criteria the property fits — then widen out. The package a buyer needs to decide is simple: the numbers (purchase price, ARV, repair estimate, assignment fee), the property details, photos, and the timeline.
Speed and completeness win here. A buyer evaluating a deal wants to make a fast yes-or-no decision, and a clear, complete package lets them. Multichannel matters too — email for the full package, SMS for the alert that a deal just dropped — because the first qualified buyer to commit usually gets it.
Follow up before the clock runs out
A buyer who says interested is not a buyer who closed. Dispo follow-up is uniquely time-pressured because the contract expires — there's a hard deadline, and a buyer who goes quiet for three days can blow the whole deal. The follow-up has to be fast and persistent, working every interested buyer until one is firmly committed.
This is the same speed-to-lead dynamic as the acquisition side, just with the roles flipped: now you're the seller, and the buyer's interest is perishable. Answering a buyer's question in minutes and keeping the most likely closers warm is what gets the assignment signed before the contract lapses.
Run acquisition and dispo on one system
Wholesaling is two outbound motions back to back — finding the deal and selling it — and they share the same machinery: lists, multichannel outreach, fast response, and follow-up. Treating dispo as a separate, manual scramble after a polished acquisition process is why so many investors bottleneck on the exit.
BILT runs both sides on one system: the same outreach and AI follow-up that work seller leads on acquisition work buyer leads on dispo, with the deal record carrying the context. The buyers list stays warm between deals, a new contract goes out to matched buyers immediately, and interested buyers get answered fast — so the exit moves as quickly as the entry.
Frequently asked
What does dispositions mean in real estate?
Dispositions, or dispo, is selling a property or contract — usually a wholesale assignment — to an end buyer before it closes. It's the exit half of wholesaling: turning a signed contract into cash by getting it to a buyer who'll close.
How do I build a cash buyers list?
Build it continuously, not only when you have a deal. Qualify buyers by what they actually buy — asset type, target areas, price range, proof of funds — so you can match a new deal to the few buyers most likely to close it instead of blasting everyone.
How do I price a wholesale assignment?
Off the same fundamentals the buyer runs — ARV, repair estimate, and their required margin — with your fee set so the deal still pencils for them. Overpricing the assignment fee is the top reason a contract sits unsold until it expires. The buyer has to win too.
Why is dispo follow-up so time-sensitive?
Because the contract has a hard expiration. A buyer who says interested but goes quiet for a few days can blow the deal. Fast, persistent follow-up — answering questions in minutes and keeping likely closers warm — is what gets the assignment signed before the clock runs out.
What should a dispo deal package include?
The numbers (purchase price, assignment fee, ARV, repair estimate), property details, photos, and the timeline. A complete package lets a buyer make a fast yes-or-no decision, and in dispo the first qualified buyer to commit usually wins the deal.
The takeaway
Dispo is the exit, and it's a speed game against a contract clock. Build a deep, segmented cash buyers list as a standing asset, price the assignment so the buyer still profits, market a complete package to matched buyers fast, and follow up persistently before the deadline. Run acquisition and dispo on one system so the exit moves as fast as the entry.