Role Guide: Dispositions Manager
For Narqix dispositions managers and dispositions assistants. After this page you will know how to build and qualify a cash buyer list, package and market a deal legally, run showings, choose the right buyer, and hand a clean file to the TC.
Track: Real Estate · Role: Dispositions · Time to complete: 30 min
What this role is
Acquisitions puts a property under contract. Dispositions (often called "dispo") finds the end buyer. On a wholesale deal, the client assigns its contract to that buyer for a fee, or buys and immediately resells in a double close. Until a qualified buyer signs and pays the deposit, the client has a contract, not a profit.
You are the matchmaker and the gatekeeper: you match each deal to buyers who truly want it, and you protect the client from buyers who cannot close.
What you own
- The buyer list: finding, qualifying and organising cash buyers by what they buy (their "buy box").
- The deal package: accurate photos, numbers, access and terms for each property.
- Legal marketing: sending deals only where state law and your client allow, and only to buyers who agreed to receive them.
- Showings and offers: coordinating access, collecting offers, and confirming proof of funds.
- The buyer contract: sending the assignment agreement (or second purchase contract) and collecting the buyer's earnest money deposit.
- Backup buyers: always having a second buyer ready.
Your tools (generic)
- CRM or buyer database with tags for buy box, proof of funds and history.
- Property data platform to find recent cash buyers.
- Email and texting platform (registered campaign, opted-in buyers only).
- Shared drive for photos and deal packages.
- E-signature tool for assignment agreements.
- Scripts: the Cash Buyer Call and Deal Presentation scripts in the Script Library.
Building the buyer list
- Find real buyers. Pull recent cash purchases (non-owner-occupied homes bought in the last 6 to 12 months) in your client's markets. Add landlords who own several properties, local investor club contacts, and buyers who filled in the client's web form.
- Call and qualify. Use the Cash Buyer Call script. Learn their buy box.
- Record consent. Ask clearly if they want to receive deals by email and by text. Record the answer and date.
- Tag everything in the CRM.
The buy box (ask every buyer)
| Question | Why |
|---|---|
| Which cities, zip codes or neighborhoods? | Send only relevant deals |
| Price range? | Avoid wasting their time |
| Flip, rental, or both? | Flippers care about ARV and repairs; landlords care about rent and condition |
| How much rehab are they comfortable with (Easy to Full Gut)? | Some buyers only want light work |
| Property types (single family, small multi-family, land)? | Match the asset |
| Cash or lender? Does the lender need an appraisal? | Appraisals slow closings and can kill assignments |
| How many deals per month or year? | Find your most active buyers |
| Can they show proof of funds? | Separate real buyers from browsers |
| Entity name they buy in | Needed for the assignment agreement |
Coach's note: A list of 200 buyers you have spoken to is worth more than a list of 20,000 names you have never called. Quality buyers close. Big lists only send emails.
Packaging a deal
A deal package must be accurate. Inflated numbers damage the client's reputation with every buyer on the list.
- Clear photos (inside and outside), or a note that photos are coming
- Property facts: beds, baths, sqft, lot, year built, occupancy
- ARV with 3 or more comps (address, sale date, sqft, price)
- Repair estimate with the tier and the main items
- Price (the assignment price or resale price)
- Earnest money required and when it is due
- Closing timeline and title company
- Access instructions (showing times, lockbox rules, tenant notice)
- Terms: cash or hard money only, as-is, assignment terms, who pays which closing costs
Marketing legally
Some US states now treat marketing a property you only have under contract as a regulated activity. Examples (confirm current rules with your client's counsel):
- South Carolina: unlicensed people may not market property details (photos, address, size, condition) of homes they do not own. A "we are only selling the contract" disclaimer does not fix it.
- Pennsylvania: wholesaling requires a broker license.
- Illinois: a license is required after more than one wholesale deal in 12 months.
- Oklahoma and Nebraska: licensing rules apply to marketing an equitable interest.
- Texas: the equitable interest must be disclosed.
Before every send, confirm the state's line on the Market Compliance Card says marketing is allowed, and follow its method.
Never do this: Never blast a deal in a state where the Market Compliance Card says no or is blank. Never text buyers who did not opt in; buyer texts are marketing and need consent and a registered campaign. Never inflate the ARV or hide a known problem (foundation, fire damage, tenant issues) to attract offers.
Showings and offers
- Group showings (one time window for several buyers) save time and create fair competition. Follow the seller's agreement and access rules.
- Never let a buyer contact the seller directly unless the client approves.
- Collect offers in writing with the buyer's entity name, price, proof of funds and closing timeline.
- Verify proof of funds: a recent bank statement or lender letter that matches the buyer's name or entity and covers the price.
- Choose the best certain offer, not just the highest. A slightly lower offer from a proven cash buyer who closes on time beats a high offer from a stranger with a lender.
The buyer contract and deposit
- Send the assignment agreement (or second purchase contract for a double close) through the e-signature tool.
- Earnest money is usually due within 24 to 48 hours of signing. Send the title company's wiring or deposit instructions from the title company only, and tell buyers to confirm by phone using a number they already know.
- If the deposit does not arrive on time, move to the backup buyer, following the client's rules.
- Hand the signed agreement and deposit receipt to the TC the same day.
Never do this: Never send, change or "update" wiring instructions yourself. Wire fraud is common in real estate. Only the title company gives wiring instructions, and every change is confirmed by phone with a known number.
KPIs that matter
Narqix starter targets. Recalibrate per client and market.
| Metric | Starter target |
|---|---|
| Days from contract to signed buyer | 7 to 14 days |
| Buyer deposit received on time | 100% (or move to backup) |
| Qualified buyers contacted per deal | 15 or more from the matching buy box |
| New verified buyers added per week | 10 or more (spoken to, buy box and consent recorded) |
| Deals with a backup buyer | 100% |
| Assignment fee achieved vs. projected | Tracked per deal; report gaps with reasons |
| Buyer fallout (signed buyer does not close) | Under 10% |
| Marketing sends without a completed state check | Zero |
Daily rhythm
| Block | What you do |
|---|---|
| Start of shift | Check in with your campaign's method, start tracker. Review new contracts from acquisitions and open deals. |
| New deal packaging | Build packages for new contracts. Confirm the state marketing check. |
| Buyer calls | Call matching buyers first; then send the package to opted-in buyers. |
| Buyer list building | Call new cash buyers, record buy box and consent. |
| Showings and offers | Coordinate access, collect offers, verify proof of funds. |
| TC sync | Update the TC on buyer status, deposits and closing dates. |
| End of shift | CRM updated, report sent, check out. |
Handoffs
| You receive from | What |
|---|---|
| Acquisitions | Signed contract summary: address, ARV and comps, repair tier, price, access, timeline |
| TC | Title status, closing date changes, seller access limits |
| You pass to | What | When |
|---|---|---|
| TC | Signed buyer agreement, deposit receipt, buyer contacts, entity details | Same day |
| Acquisitions | Buyer feedback on price, repairs and areas | Weekly, and on every deal that struggles |
| Team lead | Deals with no buyer interest after 7 days | Day 7 |
Quality checklist
- Every deal package uses honest numbers and real comps.
- State marketing check completed before any send.
- Only opted-in buyers received emails or texts.
- Proof of funds verified before choosing a buyer.
- Backup buyer identified.
- Wiring instructions came only from the title company.
- Same-day handoff to TC.
Common mistakes (and the fix)
| Mistake | Fix |
|---|---|
| Sending every deal to every buyer | Match the buy box. Irrelevant deals train buyers to ignore you. |
| Trusting a buyer without proof of funds | Verify before you accept |
| Overpricing to maximise the fee | The deal sits, buyers lose trust. Price to sell within 14 days. |
| No backup buyer | Always keep the second-best offer warm |
| Promising access the seller did not agree to | Confirm access rules with the TC and acquisitions first |
Escalation rules
- Immediately: a buyer threatens legal action, a buyer or anyone sends changed wiring instructions, a state marketing check is unclear.
- Same day: a buyer misses the deposit deadline, a buyer wants to renegotiate after inspection, the seller refuses access.
- Day 7 with no offers: escalate to your team lead and acquisitions with buyer feedback. The price may need review.
Check yourself
- Name five items in a buyer's buy box.
- Why is a group showing useful?
- What makes a buyer's proof of funds acceptable?
- Who is allowed to give wiring instructions?
- In which state does a "we are only selling the contract" disclaimer not fix unlicensed marketing?
Answers
- Any five of: areas, price range, flip or rental, rehab tolerance, property types, cash or lender, volume, proof of funds, entity name.
- It saves time and creates fair competition among buyers in one visit.
- A recent bank statement or lender letter in the buyer's name or entity that covers the price.
- Only the title company, and every change must be confirmed by phone with a known number.
- South Carolina.
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