Disposition Phase:
Marketing & Transaction Coordination
From signed seller agreement to buyer marketing, qualification, assignment, document coordination, and closing. The complete disposition playbook.
Suggested 3-Session Weekly Breakout
Week 1 — Foundations
Modules 1-3: Disposition overview, buyer types, marketing the deal
Week 2 — Execution
Modules 4-7: Buyer management, assignment strategy, BPO valuation, TC fundamentals, documents and deadlines
Week 3 — Mastery
Modules 8-10: Communication standards, problem scenarios, practical roleplay
By the end of this course, you will be able to:
- Explain the full disposition lifecycle from contract to close
- Identify buyer types and match marketing accordingly
- Build a complete, professional marketing package
- Qualify buyers and manage interest pipelines
- Choose the right exit strategy for each deal
- Coordinate all parties through the transaction
- Track documents, deadlines, and closing readiness
- Communicate professionally with all stakeholders
- Diagnose and respond to common deal problems
- Execute the full workflow from agreement to close
Quick Reference Script Bank
1. Buyer Qualification Opening
"Thanks for your interest in the [county] property. Before I send over the details, I have a few quick questions to make sure this is a good fit. Have you bought land before?"
2. Budget and Funds Check
"What is your budget range for this type of property? And are you paying cash or using financing? We typically close in 30 days, so cash buyers move fastest."
3. Timeline and Decision-Maker
"How quickly are you looking to close? And are you the sole decision-maker, or is anyone else involved?"
4. Deal Summary Delivery
"I am sending you the full deal summary now — it includes the location, acreage, access, pricing, and comparable sales. Take a look and let me know if you have any questions. I will follow up tomorrow."
5. Assignment Fee Explanation
"The total acquisition cost is $[amount]. That includes our coordination fee for sourcing, negotiating, and managing the transaction. A title company handles all the legal and closing."
6. Buyer Going Cold Response
"Hi [Name], I wanted to check in on the [county] property. Are you still interested in moving forward? I have other buyers looking at this one, so I want to give you first priority. Let me know either way."
7. Closing Confirmation
"Great news — we are on track to close on [date]. The title company will be reaching out with final closing documents. Please confirm you have everything you need on your end. Any questions before we finalize?"
Assignment 1: Buyer-Facing Deal Summary
Choose one active or practice deal. Write a complete buyer-facing summary including location, acreage, access, utilities, zoning, price, comps, and buyer angle. Submit to your Team Lead for review.
Assignment 2: Buyer Qualification Questions
Write 5 buyer qualification questions you would ask on an initial call. Explain why each question matters and what the answer tells you about the buyer.
Assignment 3: Assign vs. Hold Decision
Write a one-page explanation of when you would assign a contract vs. hold the property and close yourself. Include at least 3 factors that influence the decision.
Assignment 4: TC Checklist
Build a transaction coordination checklist from PSA signature to closing. Include every document, deadline, and follow-up action. Use the Module 6 and 7 content as your guide.
Assignment 5: Buyer Objection Responses
Write responses to these 3 buyer objections: (1) "The price is too high," (2) "I need more time to decide," (3) "Can you lower the assignment fee?" Use the principles from this course.