In real estate investing, especially wholesaling, price gets all the attention, but intent is what closes deals.

The difference between a buyer who's planning to assign, flip, rent, or stall can make or break your timeline, your closing, and your reputation.

Unfortunately, most buyers won’t spell out their intent. They play it close to the chest. Some will ghost. Others will say all the right things and vanish on inspection day. The solution? You need a simple, fast, repeatable way to gauge buyer intent early.

That’s where the Intent Test comes in.

What Is the Intent Test?

The Intent Test is a 3-part conversational framework designed to help you uncover the real goal behind a buyer’s interest in your deal, without sounding confrontational or making them defensive.

It’s not a script to interrogate someone. It’s a way to open up the right kind of dialogue, so you’re not left wondering what they’re planning.

When to Use the Intent Test

Use it as soon as a buyer shows serious interest:

• Before sending them a contract

• Before setting up an inspection or walkthrough

• After they ask about comps, repair costs, or your bottom line

• Before you block off your time or the seller’s for anything

The earlier you test for intent, the more time you save.

The 3 Key Questions in the Intent Test

Here’s the core of the Intent Test framework. These three questions give you a clear read on what your buyer is really planning.

1. “What’s your timeline for this one?”

Why it works:
It’s open-ended and doesn’t pressure the buyer to commit. But it forces them to think about action.

What to listen for:

• “I can close in 10 days” = typically a serious buyer

• “Just running numbers right now” = early stage

• “I’d need to find a partner” = may be assigning

• “Just checking inventory” = list builder, not a buyer

Follow-up tip: If they say they’re ready to move fast, ask them what their next step would be. That flushes out if they really know what they’re doing.

2. “How are you thinking about exit strategy on this one?”

Why it works: It assumes they already have a strategy. Serious buyers do.

What to listen for:

• “Quick flip” = check repair comfort and timeline

• “Buy and hold” = confirm rent comps, area knowledge

• “Not sure yet” or “depends on how the numbers work out” = may be fishing

• “Looking to assign” = you know what you’re working with

Bonus tip: If they mention assignment, don’t panic. Assigners can be solid buyers, if they have end buyers ready and they communicate well.

3. “Are you funding with cash, a partner, or something else?”

Why it works:
It’s a casual way to ask about funding source without being invasive. Buyers with real intent usually answer confidently.

What to listen for:

• “All cash” = likely serious (but verify)

• “Private money” or “hard money” = may need more time or contingencies

• “Partnered cash” = assigning or joint venture

• “Still working on that” = 🚩

This question separates action-takers from tire-kickers faster than almost anything else.

The Follow-Up Framing Trick

Here’s how to take it further without being aggressive:

“Cool. I ask because I want to make sure I’m only sending walkthrough invites to people who are genuinely moving forward. Sellers appreciate that. So if you end up passing, just give me a heads-up.”

That sentence does three things:

1. Creates gentle social pressure to be honest

2. Protects the seller’s time (and your own)

3. Builds your reputation as a pro who doesn't waste time

How This Plays Out in Real Life

Let’s look at two contrasting scenarios.

Scenario 1: The Serious Flipper

• You ask about their timeline: “10–14 days.”

• You ask about exit strategy: “I flip in this ZIP all the time. Light rehab, then resale.”

• You ask about funding: “Hard money, pre-approved and ready.”

This buyer is probably ready. Book the walkthrough, prep the contract, and close the loop fast.

Scenario 2: The List-Builder

• You ask about timeline: “Oh I’m just checking what’s out there.”

• Exit strategy: “Depends what I can get it for.”

• Funding: “Working with some people… not sure which one will take this one yet.”

That’s a buyer who's collecting deals to shop around or just building a list. You don’t need to cut them off completely, but don’t waste the seller's time here. Keep them in a nurture sequence instead.

Tailoring the Script for Buyer Types

You can tweak the phrasing based on who you think you're talking to.

For Flippers:

• Emphasize speed:
  “If this hits your criteria, how soon would you want to walk it?”

• Focus on repairs:
  “What’s your rehab budget usually in this ZIP?”

For Landlords:

• Emphasize stability:
  “Is this more of a long-term hold for you, or are you evaluating short-term ROI?”

• Ask about cash flow expectations:
  “What kind of rent numbers are you looking to hit?”

For Assigners:

• Don’t be antagonistic:
  “Are you planning to take this one down yourself or working with a partner?”

• Set boundaries early:
  “I’m good with assignments, but I do need clear timelines and communication.”

What to Watch For: Buyer Red Flags

Here are signs you may be dealing with a buyer who won’t close:

• Avoids giving a timeline

• Is vague about funding

• Gives different answers each time

• Won’t reveal exit strategy

• Pushes hard on assignment-friendly terms without proof of buyers

When you see these, don’t waste time. Move them out of your hot list.

The Intent Test Email Version

Sometimes you're not on the phone, you’re talking via email or text. Here’s how to adapt the test:

Quick 3-line email template:

"Hey, just confirming a few quick things before we proceed:

1. What’s your timeline for this one?

2. What’s your exit strategy?

3. Are you bringing cash, hard/private money, or a partner?
   Appreciate it, just want to respect the seller’s time.”

Simple, clean, professional, and very revealing.

Why This Matters for Scaling

If you're juggling 10+ properties, you can’t afford to treat every buyer equally. The Intent Test helps you:

• Prioritize buyers who are likely to close

• Cut down on no-shows

• Filter list builders without burning bridges

• Build faster rapport with real players

When you bake this into your acquisition and dispo processes, you increase your close rate and reduce seller churn.

Buyer Psychology 101

At the end of the day, buyers are just people managing risk.

Some will tell you everything. Others will guard their cards. The Intent Test is about setting the tone early, saving everyone time, and building relationships based on clarity.

Not everyone will pass the test. That’s the point.

Because your job isn’t to cater to every name on your list, it’s to close deals with buyers who move.