InvestorBase Dispo SOP

• Verify address, beds, baths, square footage, occupancy, access, known condition issues, and any title or timing issues.
• Know exactly what you are selling before you put it in front of buyers. Bad facts kill credibility fast.

• Collect strong photos of exterior, kitchen, baths, living areas, bedrooms, big-ticket damage, and anything a buyer will ask about.
• Prepare your Landing Page with asking price, repair estimate or repair range, ARV or retail ceiling if relevant, walkthrough date, offer deadline, EMD requirement, and closing timeline.
• If the deal has obvious issues, disclose them clearly. Hiding problems only slows the process down later.

Every deal should include:

• Property address
• 40+ photos
• Basic property details
• Asking (starting) price
• Repair estimate or rehab summary
• Walkthrough date
• Offer deadline
• Access instructions
• Any major issues buyers should know
• Clear ROI

• Most dispo problems are pricing problems. If buyers are not responding, the deal is usually overpriced, too thin, in front of the wrong buyers, or presented badly.
• Pricing should drive engagement, so price to sell. Use InvestorComps and active/pending deals on Zillow to judge whether you can price more aggressively or need to be more conservative.
• The simple pricing rule is this: do not price based on hope. Price based on what buyers are actually paying.

Use this mindset:

• If the market is hot, you can push a little harder.
• If the market is soft, price lower and let competition push it up.
• If nobody is biting, the price is probably wrong.

Decide these before launch:

• Walkthrough date
• Offer deadline
• Who is handling buyer follow-up
• All offers are submitted on the InvestorBase Landing Page
• Choose the offers due date, usually 24 hours after the walkthrough.
• Decide the campaign window. In most cases, plan on a tight 3 to 5 day dispo cycle.

• Build two buckets: fresh buyers from InvestorBase for this deal and your filtered existing buyers list.
• Focus on SmartMatch buyers who match the asset type, price point, and likely strategy.
• Do not rely only on your old favorites. Every deal deserves a fresh search.

• Email the deal package.
• Text the best-fit buyers a short teaser and call to action.
• Call top buyers directly. Calls create the fastest real feedback.
• The goal on Day 2 is not just awareness. The goal is responses and walkthrough commitments.

Avoid:

• Emailing only
• Marketing only to the same stale list
• Sending long messages
• Blasting buyers who do not fit the deal

• Be direct and brief. Sound like you know who they are and why the deal fits them.
• Reference a deal they bought if possible.
• Position the deal as early access, not a mass blast everyone has already seen.

• Text the Landing Page while on the phone. Discuss details, review photos, and justify why it’s a good deal if needed.

Keep the conversation simple. You are trying to drive four things:

1. 01

   Interest

   Make it seem like a special opportunity to drive engagement.

2. 02

   Urgency

   Discuss the walkthrough date, the offers due date, and that you haven’t reached out to many buyers yet.

3. 03

   Capability

   Do they do a lot of deals in this area? Are they serious?

4. 04

   CTA

   Can they make the walkthrough? Schedule the walkthrough or set a follow-up call.

• Call everyone who clicked, replied, or showed even light interest.
• Confirm whether they are still buying in that exact area and price band.
• Push for a firm walkthrough commitment or a direct pass.

• Ask what they usually buy, how fast they can close, whether they need access before offering, and whether the EMD is a problem.
• Prioritize operators, not tire-kickers.

Your job is to:

• Get buyers scheduled
• Confirm them
• Remind them
• Make it easy to attend

Walkthrough best practices:

• Text them again before the walkthrough
• Call top buyers again
• Give clear instructions
• Track who said yes and who actually came

You are trying to identify:

• Who shows up
• Who asks good questions
• Who seems serious
• Who has actually bought before
• Who is probably wasting time

• Build rapport. Find out their favorite sports team, if they have kids. Build relationships with as many new buyers as possible.
• Find out what they like to buy, what their goals are this year, etc.

• Watch who asks good questions, who brings partners or contractors, who has bought from you before, and who acts decisively.
• The walkthrough tells you which buyers are real and how the market is reading the deal.

• You can gather feedback and answer objections, but avoid letting one buyer hijack the process.
• Keep the process fair and deadline-driven.

For this model to work, your deal package must be tight before outreach starts:

• Strong photos that show the full condition of the property
• A clear one-page renovation estimate so buyers can underwrite without being inside
• A thorough qualification process to filter serious buyers before access is granted

Before scheduling any access, qualify every buyer who submits an offer:

• Confirm they are active in this area and price band.
• Confirm their offer is based on a specific renovation estimate.
• Confirm they can close on your timeline and that EMD is not an issue.
• Confirm if they are paying cash or using hard money. Hard money can sometimes require an appraisal, inspections, or other red tape that needs additional access.
• Confirm they are good to close at your title company.

Instruct every buyer on how to conduct themselves before the walkthrough. A simple, consistent approach:

• They are there to run estimates and look at the property on your behalf.
• Keep it professional and low-key.
• Buyers must not discuss numbers, pricing, or deal terms with the occupant under any circumstances.
• All communication with the seller or tenant runs through you.
• If an occupant or seller attempts to go around you and deal directly with a buyer, remind the buyer that you hold the contract and the deal closes through your process regardless.

• Set a clear deadline, usually 24 hours after the walkthrough. Do not leave offers open-ended.
• Require buyers to submit their full offer terms, not just a number.
• Offers must be submitted through InvestorBase.

Track every offer:

• Price
• EMD
• Close timeline
• Contingencies
• Proof of funds
• Whether the buyer is reliable

• Track who offered, who ghosted, who asked good questions, who showed up, and who tried to renegotiate early.
• This improves future dispo and future underwriting.

• A couple hours before final closeout, call the lower 50% of offers and tell them they are below the top of the stack and can improve if they want to stay competitive.
• This reactivates buyers who may have room to come up but need urgency.

• Once the deadline hits, stop taking random new buyers and focus on the serious ones already in the process.
• Give the top 50% a short resubmission window and make it clear the deal is closing out. Typically a 2 to 3 hour window after the offers due date/time is sufficient.
• The goal is to create one final round without turning the process into chaos.

• Pick the buyer with the best combination of price, certainty, speed, and professionalism.
• If two offers are close, take the buyer who is easier to close, not the one most likely to retrade.

• Get the assignment or purchase paperwork out fast.
• Collect earnest money quickly.
• Confirm title or attorney details, access instructions, and closing timeline.
• Stay in front of the buyer until funds and paperwork are moving.

• Always know who your second-best buyer is in case the winner flakes or retrades.

• Work every deal through the same sequence. Consistency creates speed.
• Price for engagement, not ego.
• Use all three channels: email, text, and calls.
• Schedule the walkthrough before you need it.
• Create real deadlines and stick to them.
• Track who is responsive, decisive, and reliable. Your buyer list gets better with every deal.
• Use buyer feedback to adjust quickly. If the market is cold, respond early instead of waiting too long.

• Do not blast a half-built deal package with weak photos and vague numbers.
• Do not overprice the deal and hope the market bails you out.
• Do not rely on one email blast without calls and texts.
• Do not let buyers drag the process out with no deadline.
• Do not assume the highest offer is the best offer.
• Do not stop following up after the first no. Many serious buyers need a second or third touch.
• Do not hide defects, title issues, access issues, or tenant complications. Those always surface later.