‹ Dashboard

📅 Pipeline Timeline (day-by-day)

📋 Briefing
📅 Pipeline Timeline (day-by-day)

Pipeline Timeline — How Long Each Step Takes

The full deal lifecycle from briefing-card-on-screen to title-company-handshake, with realistic day-by-day timelines per strategy. Sourced from Richard's live coaching, course content, and the buyer-sourcing.md playbook.

Use this as a planning reference — set buyer-side expectations, manage Airtable Deal Flow "Status" transitions, and know when to re-engage a quiet seller.

TL;DR — typical end-to-end

Strategy First call → Verbal yes Verbal yes → Under contract Inspection window Under contract → Close End-to-end
Cash / FF Same call → 2 days 1-3 days 6 days (or skip) 7-14 days 14-21 days
MT (homeowner direct) Same call → 3 days 2-5 days 7 days 14-21 days 21-35 days
MT (agent listing) 3-10 days 3-7 days 7 days 14-21 days 30-45 days
SF (Tier A/B) 3-14 days 5-10 days 6 days 14-21 days 30-50 days
Hybrid (MT+SF) 5-14 days 7-14 days 7 days 14-30 days 45-60 days

These are realistic medians, not best-case or worst-case. The fast path is half these numbers; the objection-heavy path is double.

Day-by-day (standard SF / Hybrid path)

Phase 1 — Briefing → first call

When What Source
Day -1, 6am AEST Cloud routine pulls BBC, scores, publishes briefing morning-triage SOP
Day 0, AM Review dashboard, scan 4-section cards, pick 5-10 priorities morning-triage SOP
Day 0, AM Verify Zillow + Street View (5 sec/property — non-negotiable) risks #3
Day 0, midday Call block (target 20+ dials per session, not 3) risks #31, u-ov-X0Cc68 @ 0:17:57

Phase 2 — First call → verbal yes

When What Time-budget
Day 0, +0 sec Conversational opener: "What can you tell me about this?" 30 sec
Day 0, +30 sec Qualify: rent, owner motivation, existing-loan terms for MT/HY 2-5 min
Day 0, +3 min Drop the SF formula (40%-of-rent rule) OR Hybrid pitch 1-2 min
Day 0, +5 min Get permission to send written offer 30 sec
Day 0, +5 min and 60 sec Text the structured offer (≤ 60 sec after hanging up) non-negotiable
Day 1-2 Seller reviews internally + with attorney/partner passive
Day 2-3 Follow-up call to address questions / refine numbers 5-15 min
Day 3-7 Verbal yes to specific structure passive wait

Critical rule: Send the text within 60 seconds of ending the call. Richard verbatim: "Yeah, is it cool if I text you? I'll text you that offer right now and we'll go from there." [c2hNH6u7D0k @ 1:11:51]

If you get a "let me think about it" with no scheduled callback, schedule one yourself: "Sounds good — how about I check back this time next week?" [CzUeF6SASGA @ 0:44:40]. The momentum shift is the scheduled callback, not pushing the math harder.

Phase 3 — Verbal yes → under contract

Day after verbal yes What Notes
+0 to +1 day Generate contract (Gold Key TC for SF, trust paperwork for MT/HY) contract-close strategy
+1 to +3 days Seller signs (DocuSign or in-person)
+1 to +3 days EMD wired — $2K non-refundable post-inspection risks #25
+3 to +7 days Title company opens file

By Day 7-10 after verbal yes you should be under contract. If it's stretching to Day 14+, something's wrong — seller cooling, attorney objecting, or counter-offer brewing.

Phase 4 — Inspection period (6 days standard)

Day in inspection What
Day 1 Schedule walk-through within 48hr
Day 2-3 Inspector visits, condition report
Day 3-4 Verify ARV via pulled comps, re-cross-check rent estimate
Day 4-5 If issues found: re-trade negotiation OR proceed
Day 5-6 Sign off, EMD becomes non-refundable, assignment-ready

Rules: 6-day inspection is Richard's standard (NOT 14 days — too long lets the deal cool). [CzUeF6SASGA @ 0:09:30] · risks #26.

Phase 5 — Dispo (runs in parallel with inspection + remaining time)

When (from under contract) Channel Action
Day 0 (same day as contract) BBC Marketplace Post via /vip/marketplace — auto-notifies buyers in your state×strategy
Day 0 Grand In Taylor JV Submit via Salesmate form (Creative or Cash)
Day 0-1 BBC Buyers List Filter by state + strategy, DM matching buyers directly
Day 0-1 Personal buyer list (Airtable) Email blast w/ buyer one-pager (when built)
Day 1-3 Facebook groups Post highlights → DM-only for full sheet
Day 2-3 Instagram / TikTok Visual deal post
Day 3+ HMHW Discord If still no buyer — community deal channel
Day 14 Reassess If no buyer: drop assignment fee or adjust terms

Source: buyer-sourcing.md

Target: End-buyer identified within 7 days. Hard ceiling: Day 14 of 30-day close window. If you're past Day 14 with no buyer, you have ~16 days to find one or drop terms.

Phase 6 — End-buyer assignment

Day after buyer commits What
+0 Verbal commit + assignment fee agreed
+0-1 End-buyer EMD wired to title
+1-3 Assignment paperwork
+3-7 End-buyer's own due diligence (if any contingencies)

Phase 7 — Closing / settlement

Day in 30-day close window What
Day 25-28 Title company final docs
Day 28-30 Closing — all parties at title company
Day 30 Recording, deed transfer, assignment fee wired to you, EMD released to seller

Per-strategy specifics

🎯 Tier A — Multifamily SF

Phase Duration Notes
First call → verbal yes 5-14 days DSCR-failure agents take time to validate with owner
Verbal yes → contract 7-10 days Larger deals have more attorney review
Inspection 6 days
Under contract → close 14-21 days More buyer due diligence on big-ticket
Total 30-50 days

Key risk on timeline: Tier A sellers often have institutional/family ownership = slower internal decisions. Schedule 14-day callbacks, not 3-day.

🏘️ Tier B — Cheap SFH SF

Phase Duration Notes
First call → verbal yes 3-10 days Cheap SFH = fewer stakeholders, faster decisions
Verbal yes → contract 3-7 days Simpler paperwork
Inspection 6 days
Under contract → close 14-21 days
Total 30-45 days

Key risk: end-buyer pool is smaller for cheap SFH SF (Section-8-savvy investors). Start dispo on Day 0 of contract.

🔀 Hybrid (MT + SF carry-back)

Phase Duration Notes
First call → verbal yes 5-14 days Two-headed structure needs more explanation
Verbal yes → contract 7-14 days Trust acquisition paperwork + carry-back terms
Inspection 7 days
Under contract → close 14-30 days Longest because of title's existing-loan verification
Total 45-60 days

Key risk: title company unfamiliarity with "trust acquisition + carry-back" hybrid. Use a TC that knows the structure (Richard's network) or plan for delays.

🔑 Pure MT (low equity, motivated)

Phase Duration Notes
First call → verbal yes Same call to 7 days Low-equity sellers move fast — "off your DTI" frame closes quickly
Verbal yes → contract 2-5 days
Inspection 7 days
Under contract → close 14-21 days
Total 21-35 days

Fast-path verified: San Diego condo went from inbound to end-buyer-closed in one hour live on stream [u-ov-X0Cc68 @ 0:50:00].

🔨 Fix & Flip / Cash

Phase Duration Notes
First call → verbal yes Same call to 3 days Cash is binary — yes/no quickly
Verbal yes → contract 1-3 days Simple cash contract
Inspection 6 days OR waived Richard often waives for finality leverage
Under contract → close 7-14 days Cash closes fast
Total 14-21 days

Fast-path verified: Detroit duplex student deal — locked under contract → sold to buyer Joseph live → $8K assignment in one stream session [CzUeF6SASGA @ 0:03:00].

Follow-up cadence (the cold-touch passive game)

When you don't get a yes on the first call, Richard's cadence is passive but persistent:

"I kind of wait for them to follow up with me, but I'll loosely follow up if I think something's there." [CzUeF6SASGA @ 1:20:42]

Day after first call Action
Day 0 +60 sec Send written offer summary by text
Day 2-3 Light follow-up text: "Any questions on the structure?"
Day 7 Phone call: "Wanted to check where you landed"
Day 14 Pull listing → if still on market, call again
Day 30 Re-engage with revised structure (e.g. higher down)
Day 60+ Property in long-stale watchlist — periodic check

Don't burn the relationship with aggressive Day-1/Day-3 follow-ups. The scheduled callback (Day 7-14) is the right cadence for most agent calls.

Where you can lose time (and how to recover)

Loss Days lost Recovery
Sending offer 24hr later (not 60 sec) +3-7 days Always text within 60 sec of hanging up
Partner not on first call → reschedule +1-2 days Offer merge-call on first call (risks #16)
Title company unfamiliar w/ MT/Hybrid +7-14 days Use a TC in Richard's network (Gold Key)
End-buyer flakes Day 20 of 30-day window +7-14 days Always have 2+ buyers in parallel pipeline
Lawyer review of carry-back paperwork +5-10 days Pre-empt: send template with text for seller's attorney
Inspector finds issues → re-trade +5-7 days Build $5-10K buffer in initial offer to absorb

Status transitions in Airtable Deal Flow

Map these to the Airtable Deal Flow Status field as your pipeline tracker:

Status Phase Typical days in this status
Triage Briefing card → first call 0-2 days
Voicemail Left Phone tag 1-3 days
Contact Made First conversation done, awaiting follow-up 2-7 days
Negotiating (Pre-Offer) Active discussion, no formal offer yet 3-7 days
Offer Sent / Pipeline Written offer in seller's hands 3-14 days
Negotiating (Counter) Counter-offer dance 3-21 days
Offer Accepted Verbal yes, contract being prepared 1-7 days
Inspection Period Under contract, 6-day window 6-7 days
Dispo Inspection done, finding end-buyer 7-14 days
Settled Closing scheduled or done 14-30 days
Awaiting Payment Closed, fee not yet wired 1-7 days
Paid Done —
Lost Dropped (with Lost Reason) —

Move properties through these states as you go. The dashboard's morning briefing reads tracked PIDs and excludes them from tomorrow's daily, so you won't re-see deals you're actively working.

Related