How to Make Money in Real Estate Dispositions with Emeka Opara

Why this episode matters for affordable housing investors

Most new real estate investors are taught to focus only on acquisitions: finding a seller, locking up a property, and negotiating a contract. But what happens next? How do you actually turn that paper into profit? That’s where dispositions come in.

In this episode of the Affordable Housing & Real Estate Investing Podcast, I sat down with Emeka Opara, known as “The Dispo Don.” Emeka specializes in taking deals under contract and getting them closed with buyers. His story—from growing up in affordable housing communities in the DMV area to building a nationwide business in acquisitions, buy-and-hold, and creative finance—shows how ordinary people can create extraordinary opportunities in real estate while also giving back to underserved families.

What does “dispositions” mean in real estate wholesaling?

Many beginners confuse acquisitions with dispositions. Emeka breaks it down clearly:

• Lead generation: Finding motivated sellers with a problem to solve.
  
  

• Acquisitions: Negotiating terms, running numbers, and locking up a contract.
  
  

• Dispositions: Selling that contract to an end buyer (a flipper, landlord, or homeowner) and collecting the fee.
  
  

As Emeka says:

“Dispositions is essentially getting the deal closed and sold—taking it from a contract to cash in hand.”

How can a new investor find buyers for wholesale deals?

One of the biggest fears for beginners is: “What if I can’t find a buyer?” Emeka explains that finding buyers is simpler than most people think:

• Use Zillow and MLS history: Look for recently flipped or remodeled homes in your target area. Call the listing agents.
  
  

• Join local Facebook groups: Post your deals in “Real Estate Investing” or “Wholesale Deals” groups for your city.
  
  

• Build relationships with active agents: Each agent has their own buyers list. When you bring them deals, you gain access to their network—sometimes thousands of buyers.
  
  

“Literally spend one day calling every agent listing you see in a one-mile radius. You’ll find 15 or 20 agents, and you can call them every single time you have a deal.”

What mistakes should beginners avoid when starting in wholesaling?

Emeka is transparent about his early struggles:

• Tiptoeing instead of taking action. He thought 5–10 cold calls a day would bring results, but successful wholesalers make hundreds or thousands of calls.
  
  

• Trying to do everything alone. Real estate is a team sport. Partnering with others accelerates success.
  
  

• Believing you need it “all figured out.” Waiting for the perfect plan wastes time. You learn most by failing forward.
  
  

How does dispositions tie into affordable housing solutions?

For Emeka, dispo isn’t just about flipping contracts. It’s about using creativity to unlock housing opportunities:

• Many families don’t realize sellers can offer creative financing like seller-carry terms, which makes homes more affordable.
  
  

• Dispo managers can present options beyond “all-cash only,” opening the door for affordable housing investors to provide safe, clean, sustainable homes.
  
  

• By partnering with nonprofits and mission-driven developers, dispo teams can redirect deals into projects that stabilize communities.
  
  

Key Insights from Emeka Opara

• Mindset first: You don’t need millions or a perfect plan. Take action and learn as you go.
  
  

• Dispo is about relationships: Your network of buyers and agents is your lifeline.
  
  

• Volume matters: To succeed in wholesaling, maximize your outreach—2000 calls will outperform 20 every time.
  
  

• Affordable housing needs creativity: Not every deal requires cash. Creative finance can help families access homes in good neighborhoods.
  
  

• Lead with value: Always show agents and buyers why a deal makes sense. Bring comps, rehab estimates, and a clear plan.
  
  

Best Quotes from Emeka

“I’ve probably made almost every mistake in the book, but that’s how you learn in this business.”

“Anybody can do dispositions. Five minutes on Zillow, one call to an agent, and you’ve made your first dispo call.”

“The biggest thing is making people aware of their options—there’s always more than one way to close a deal.”

“If you have 15 agents you talk to every week, you now have access to thousands of buyers.”

Common Questions This Episode Answers

Q: What does “dispo” mean in wholesaling?
Dispositions, or “dispo,” is the process of selling a contract to an end buyer after you’ve acquired it from a seller. It’s how wholesalers turn contracts into cash.

Q: How do I find buyers for my first wholesale deal?
Start with Zillow and local MLS history. Call agents who represent flippers in your area, post in Facebook groups, and build a small but reliable list of active buyers.

Q: Do I need money to get started in dispositions?
No. Dispo relies more on conversations and relationships than capital. You can start by simply networking and offering deals to agents and investors.

Q: Can wholesaling help affordable housing?
Yes. Through creative finance and intentional dispositions, investors can redirect deals into affordable housing projects and provide families with stable homes.

Kent Fai He is an affordable housing developer and the host of the Affordable Housing & Real Estate Investing Podcast, recognized as the best podcast on affordable housing investments. His mission is to provide everyday investors with the tools, knowledge, and connections to build wealth while solving America’s housing crisis.

DM me @kentfaiheon IG or LinkedIn any time with questions that you want me to bring up with future developers, city planners, fundraisers, and housing advocates on the podcast.