Introduction
When I first started in real estate, I quickly realized something: no deal is too small. Two years ago, I worked with a client from a Rental Beast lead. That client initially saw my listing, which happened to be my dad's rental listing for $3,500/month. It didn’t work out because of the proximity to work. So, I quickly found another option for her and her roommates. Her father saw how I handled the transaction and said they would buy a home within a year or two. They had another agent helping them, but that agent didn’t show the same urgency or enthusiasm as she was relocating and needed to find a home quickly.
The landlord for that client saw how I handled that transaction and said she wanted to work with me in the future to help find her other investment properties. At the end of 2024, the client referred me to another agent in Orlando. The agent in Orlando referred me to her client, who had a townhome in Boynton Beach that she wanted me to list. As we began talking more, she stated that she wanted to possibly refinance the mortgage or sell it depending on what happens with the rental. I listed the rental shortly after Christmas and got several high-quality leads. The compound effect was exponential. Because I treat every listing rental or sale as a high-end property, I marketed the townhouse and received several great leads.
The by-products are one of the leads, a woman who saw the $3,000/month townhome from Beverly Hills, was considering rentals up to $65k/month, and will be a cash buyer within one to two years. Her budget is up to $5 million. The other lead was a renter who could buy a home up to $1.5 million. He was looking for a short lease as his goal was to buy in a few months. Being a realtor and loan officer, I understand the products and can easily convert a tenant to a buyer by leveraging Rental Beasts leads. I treated it like any major transaction—with care, attention, and professionalism.
In this industry, I’ve learned that trust is everything. When I first worked with this client, she needed someone to quickly and seamlessly resolve her rental issues. I delivered on that promise, earning her trust.
Although this client has yet to purchase a home, the opportunities she’s created for me, from refinancing to referral sales, have been invaluable. That first rental lead became an ongoing partnership, opening doors to more opportunities and conversations about future possibilities.
This experience taught me that it’s not just about closing deals—it’s about showing up for every client, regardless of where they are in their housing journey.
What I’ve come to realize is that rental clients are some of the best sources for referrals. They are at the top of the funnel or the real estate transaction. That’s also where the most opportunity lies, with over 100 million renters. 50% would buy if they had the down payment or credit. If you know how to solve that problem, there’s a goldmine you will need an army to help you with. People talk about the agents who treat them well; my client was no different. She shared her experience with others, and before I knew it, I was helping people she had referred to me: family, friends, and colleagues.
That $3,500 rental deal didn’t just result in more transactions with her. It created a ripple effect of new leads, new relationships, and a growing business pipeline.
Some agents might pass on rentals, thinking they’re not worth the time. But I see rentals differently: they’re opportunities to build relationships, expand my network, and grow my business. It’s a must-have part of every agent's business. Real estate is naturally built on seasonality. Rentals buffer against that because the frequency of renters moving and the volume are exponential. Here’s what rentals offer me:
For me, the $3,500 rental was just the start. Now, I’m helping this same client with investments, purchases, and referrals, and the momentum hasn’t stopped.
If there’s one thing I’ve learned, it’s this: Never underestimate the power of a rental. That $3,500 rental deal taught me that every opportunity—no matter how small it seems—can lead to something bigger.
By treating every rental client with care, I’ve built lasting relationships, earned referrals, and created opportunities that continue to grow my business.
To my fellow agents: Don’t dismiss smaller leads or rentals. They’re not just transactions; they’re investments in your future success. Focus on relationships over revenue. If you do, you’ll get even more revenue because you’re serving your clients. The trust you build today can pay off in ways you might not even expect.
Every lead matters. Every client matters. And sometimes, one rental lead can change everything.
To learn more about building your business with rentals, check out the Working with Tenant Leads Playbook, which offers actionable strategies and tips.
Have questions or want to connect? Follow me on Instagram at @jalexandregrp or connect on LinkedIn, and let’s grow your business together!
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