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A Great Deal Depends on Who’s Buying
One thing I’m continuing to learn about real estate disposition is that there really isn’t one universal definition of a “great deal.”
A property that gets one investor excited might get almost no interest from another.
And that doesn’t necessarily mean the deal is good or bad.
It may simply mean the opportunity doesn’t fit that particular investor’s strategy.
A fix-and-flipper may be focused heavily on purchase price, renovation costs, resale value, and margin.
A buy-and-hold investor might care more about cash flow, financing terms, neighborhood stability, and long-term appreciation.
A BRRRR investor may be looking closely at the after-repair value and whether the numbers support refinancing.
A developer could be evaluating the land, zoning, density, and potential future use.
Even investors pursuing similar strategies can have completely different risk tolerances, available capital, timelines, financing methods, and exit strategies.
That’s why I think one of the most valuable skills a disposition professional can develop is learning to understand the buyer—not just the property.
The question shouldn’t only be:
“Is this a good deal?”
It should also be:
“Who is this a good deal for?”
The better you understand a buyer’s criteria, the easier it becomes to recognize which opportunities are actually worth putting in front of them.
It also changes the way you communicate.
Instead of trying to convince every buyer that an opportunity is amazing, you can focus on explaining why it may fit their specific strategy.
That can save everyone time, create better conversations, and potentially lead to stronger long-term buyer relationships.
I’m still learning how much buyer psychology, strategy, and individual criteria matter in disposition, and I’m curious to hear from investors who have been doing this longer.
Experienced investors: what characteristics make you immediately interested in an opportunity?
Is it the price, projected margin, location, financing potential, speed of execution, property type, or something else?
Would love to learn what experienced buyers look for first.