Hey, it's Terry Norton.

Welcome to the Wholesale Hotline podcast and the Flipping Mastery Breakout.

We want to know how we're doing, so please leave a comment and give us a rating.

Welcome to this special Masterclass series that I'm doing with Mark Gabriel, my business partner.

We run a seven-figure wholesale operation in Tulsa, Oklahoma.

And we have here our detailed standard operating procedure, SOP.

What is this, Mark, like five or six pages.

And this is like our disposition Bible.

I mean, we follow this religiously to the T. And we're going to be breaking down exactly how we do disposition.

So, Mark, thank you for joining me.

And guys, this is really how you can double your assignment fees, right?

I mean, like, or at least maximize and find the highest paying buyer in the marketplace.

Our promise to you is that if you follow this process,

then you will be extracting from your market the highest paying buyer, which ultimately is the goal

of dispositions. Correct. And what you find a lot of the times is you know you would get a higher

buyer if it was on the MLS. So this is our strategy to kind of mitigate the necessity, to take the deal down, to put it on the

MLS, because we're doing everything we can to get every buyer possible looking at this without

us having to go through the process of buying it.

Yeah, because here's the bottom line, guys.

The way you get the highest paying buyer in the marketplace is you get maximum exposure,

right?

So if every eyeball in your market saw your deal, that would naturally pull out the highest paying buyer. What happens, though, is wholesalers get really lazy. And what they do is, and we've done this, like it's easy to do. You call up your buddy, he bought a deal from you last month. He says, I'll take it. You don't really market it. You don't really push it. It's a quick easy 10K or whatever. And you just take the buyer and you're done. Now, when you do that, you have not found the highest paying buyer in the market. Yeah, and you run the risk of becoming what we refer to as a CBE, which is a cash buyer employee. Whose business is this? Is it yours or is it theirs? Yeah, because they're going to start asking you for a favor. Hey, Mark, hook me up on this one. Give me a deal on this one. Come on. I bought, I bought seven houses from you. Give me a deal here. And next thing you know, you're sort of like helping out your buddy. And what we try to do is, ideally, is never sell the same house to the same buyer twice. I mean, we do, but that's kind of a goal because if we find the highest paying buyer, it'll probably be like an outlier, someone that's, for some odd reason, is paying more than everybody else. And our goal is to try to find that person. So we're going to be breaking down through this series, guys, what Mark and I do in a five-day disposition process. And by the way, if you don't know what dispositions is, maybe we start there. Yeah. Dispositions is basically the cash buyer process. It's once you've got a contract with a seller, that's half of the wholesale operation. Yeah, it's broken into two sides. The acquisitions half and the dispositions have. This positions is that process of, okay, I've got a great deal under contract. Now we need to find us a buyer. How do I find the buyer? It's that process. So we call that dispositions or Dispo for short. But just so you know, that means finding your buyer for your deal. And like I said, we do a five-day process. We break this down in detail. So something has to happen and it's very process-driven.

...