Dispo guide · by Amr Magdy · October 2026

Wholesale dispositions in Salesforce.

A dispo system in Salesforce has three parts: buyer records with a structured buy box, a record of every deal sent to every buyer, and a fast way to send new contracts to the best-matched buyers first. Here’s the data model, matching rules, sending options, automations and the numbers that show whether your buyer list is real. Where the buyers come from is covered in how to find cash buyers for wholesale deals.

Short version

Dispo in a CRM means three things: buyers with a buy box, a record of which buyers saw which deal, and a fast way to send a new deal to the right buyers first.
In Salesforce that’s a Buyer record, a junction object between Property and Buyer, and List Email or an email tool. List Email sends to up to 200 leads or contacts at once. source
The payoff: when a contract is signed, the 10 buyers most likely to close get it in minutes, and you can see who actually buys.

What records does a dispo system need?

Record	Key fields	Why
Buyer (Contact or custom object)	Zips or counties, min/max price, property types, rehab level, financing (cash or hard money), proof of funds date, last purchase date	Matching a deal to the buy box
Property / Deal	Address, ARV, repairs, contract price, assignment ask, access instructions, photos folder	What you’re selling
Deal Sent (junction: Property ↔ Buyer)	Date sent, opened or viewed, interested, offer amount, outcome	Who saw what, who offered, who closes

The junction record is the part most teams skip. In Salesforce it’s two master-detail relationships, and it can roll up to both sides: offers per deal and deals sent per buyer. source · roll-up limits

How do you match a deal to the right buyers?

Start with the buy box

A list view or report filtered by the deal’s zip, price band and property type gives the candidate buyers. Keep the buy box as picklists and numbers, not a notes field, or the filter can’t work.

Rank by behaviour, not list size

Sort candidates by deals closed in the last 12 months, then by offers made. A roll-up on the buyer record makes this one column.

Send to the top 10 first

Give your best buyers a head start, then widen. The Deal Sent records show who had the chance, which settles “I never got that one.”

How do you send deals to buyers from Salesforce?

Option	Good for	Limit or note
List Email	Up to 200 buyers at a time from a list view	Counts toward the mass email limit, typically 5,000 recipients a day
Mailchimp (Beaufort 12 integration)	Designed deal emails to segmented buyer audiences	Third-party integration; email activity shows on Salesforce records
Account Engagement	Larger lists, scoring and automation	Syncs with Professional and higher every 2–4 minutes
Text	Buyers who agreed to texts	See the texting and 10DLC guide

Sources: List Email · Mailchimp · Account Engagement

Should buyers get a portal?

A buyer portal lets buyers log in and see available deals, request access and submit offers. In Salesforce that’s Experience Cloud, which needs Enterprise or higher and licenses bought separately. For most wholesalers, a good email and a deal page per property is enough until volume justifies it. source

What should dispo automate?

Under contract → post to the #dispo Slack channel with address, ARV and assignment ask. Flow has a Send Message to Slack action. source
Under contract → create the deal folder (Box for Salesforce puts a folder on each record). source
Buyer offer received → task for the dispo rep and update the Deal Sent record.
No buyer interest in 72 hours → task to re-price or widen the list.
Proof of funds older than 90 days → task to request a new one.

Which dispo numbers matter?

Number	Tells you
Days from contract to assignment	Whether your buyer list is deep enough
Buyers who closed in the last 12 months	Your real buyer list (often a small fraction of the total)
Offers per deal sent	Pricing and deal quality
Assignment fee vs ask	How much you give up to close
Fall-outs by buyer	Who to stop sending deals to first

A Kanban view of the dispo pipeline, summarized by expected fee, gives the team a daily board. source Free template: cash buyers list.

Questions

How do wholesalers track cash buyers in a CRM?

Store each buyer with a structured buy box (areas, price range, property types, rehab level, financing, proof of funds date) and log every deal sent to them, so you can filter matching buyers and see who actually buys.

Can Salesforce send a new deal to my buyers list?

Yes. List Email sends a template to up to 200 contacts or leads at a time from a list view. For larger lists or designed emails, use an email tool connected to Salesforce.

Do I need a buyer portal?

Usually not at first. Salesforce portals use Experience Cloud, which needs Enterprise or higher and separate licenses. Email plus a deal page works for most wholesalers.

What is a buy box?

A buyer’s criteria for deals: locations, price range, property types, condition and how they fund purchases.

Sources

Real estate CRM guide · Salesforce features · Integrations · Cash buyers list template · Assignment fee guide

Last updated October 2026. Product names, editions and limits change; check the linked source before you rely on one. Not legal advice.

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