The deal cycle
The six seats on a US real estate team, in the order a deal meets them
A wholesale or fix-and-flip operation in the US is a pipeline, and a pipeline is a row of seats. Each seat owns one stretch of the deal and hands it to the next. Most of what goes wrong on a team goes wrong at a handoff, so it is worth knowing where they are.
1. Cold Caller — the first call
Works the list. Gets past the first fifteen seconds, holds a conversation, finds out whether there is a reason to sell, and hands a warm lead on without letting it cool. Measured on dials, contacts, conversations and leads per hour.
2. Appointment Setter — the calendar
Turns a conversation into a held appointment: qualification questions, a confirmation sequence, and a plan for the no-show. The seat exists because a lead that is not on a calendar is not yet a lead.
3. Lead Manager — the pipeline
Owns everything between the first call and the offer. Follow-up cadence, disposition discipline, and the judgement about which lead in a list of four hundred gets the next call. This is the seat where most pipelines quietly rot.
4. Acquisition Manager — the offer
Condition and price discovery, the motivation interview, presenting a cash number, and holding it under pressure. The closer, in a market where the seller has usually just heard a higher number from somebody else.
5. Transaction Coordinator — the file
Contract to close without a dropped ball. Title, inspection windows, documents, and the chase list that keeps a deal alive through the weeks when nobody is excited about it any more.
6. Disposition Manager — the exit
Buyer lists, pricing an assignment against the buyer's numbers rather than your own, and moving a contract before the inspection period runs out.
Axelerate trains one course per seat, and the founder has worked every one of them from Egypt. The catalogue is organised in exactly this order, because the deal is.
