I have a great one for you today.
In January 2022, Jack Richardson walked into the brand new Serhant office in the Hamptons.
With zero listings. No other brokers. And zero established relationships.
Just a 20-something guy fresh from Cushman Wakefield's commercial real estate world with a “cringy” plan, spend 8-10 hours a day cold calling for rentals.
Today, the “rental kid” has over $200M in career sales. A $70M oceanfront listing. And 650+ rental properties under management.
Today, you’ll discover:
The strategy that built his rental business.
The one to turn rentals into buyers.
The way to avoid an entire system collapse.
The means to manage large client buckets.
The 4 universal truths of real estate.
The step-by-step action guide.
— Andrew
The Rental Strategy That Built Jack's Real Estate Business
Most agents avoid rentals like the plague. Too much work and not enough money.
Jack saw opportunity where others saw obstacles.
"What if I do 100 of them? 600 of them? Is that enough money for you?"
And with that mentality, he changed the game.
In Jack's first three months at Serhant, he did:
8-10 daily hours of rental cold calling
Built up 350 rental properties
And had absolutely zero complaints, there was no time for them
While other agents "winged it," Jack applied corporate-level systems: quarterly goals, tiered structures, individual roles, and professional standards that clients had never seen before.
But money talks, so what did this mean for his wallet?
The 3-Phase Conversion Machine
The truth is Jack didn't just manage rentals. He built a relationship factory…
But if you want to do that, you first have to survive.
One person cannot service 700 properties. Jack learned this the hard way.
Here’s how he managed it:
Distribute 100 properties per team member
Assign individual territories with zero overlap
Use Monday updates stop constant check-in calls
Basically, this means Jack became a strong advocate of servant leadership, of doing everything he could for the client.
And he expected his team to do the same.
The result? Team growth. Clients getting better service. No burnout and no chaos.
Just systems.
The Key Monday Updates
But if servant leadership was the orange lifebuoy, Monday updates were the lifeboat.
Managing that many rentals has a little side effect – client calls. All day. Everyday.
"Where's my update? What's happening? Any news?"
The Monday Message was the solution for that.
So clients stopped calling.
They don’t have to ask for updates, because they shouldn’t have to.
From Rentals to the $70M Listing
So, what is the timeframe for all this?
The $70M oceanfront compound didn't happen overnight. It was 4.5 years of relationship building that started… with rentals.
The progression:
Year 1-2: Small rentals and favors
Year 3: $5-10M projects
Year 4: $20M listings
Year 5: The $70M "whale"
Always remember: "Anytime they asked for a favor, we did the favor. If they gave us an opportunity, we always came through and closed it."
Servant leadership.
Why Starting Small Leads to Bigger Opportunities
This rental strategy isn't about location, it's about psychology.
The psychology that smaller deals can become bigger deals in the long run.
So don’t always chase the highest sale when you’re starting, build your foundation with what everyone else ignores.
The opportunities are hiding in plain sight.
And patience can be a virtue.
The Mindset That Changes Everything
"We never scoff at $1. I don't care if you get a baby rental or a $120M lead. We never say no to anything."
While others chase sexy listings, Jack built his empire on what they ignored.
The lesson?
The best opportunities don't look like opportunities.
They look like work.
WANT THE FULL STRATEGY?
Search How this 26-YR-Old Built a $200M Real Estate Business Without Social Media on YouTube or your favorite podcast app to watch the complete episode now!
Meet Michelle Mumoli, who went from living paycheck to paycheck and almost quitting every year for 5 years to closing 106 deals and selling over $400 million in career sales.
Key Insights:
74% of agents closed ZERO deals in 2024 while she closed 106
Created her first $1.4M deal from opportunities that didn't exist on the market
Athletes changed her mindset: "There is zero negativity in their brain"
Uses 35 notebooks to track deals - some close years later
"Most networking groups are trash" - built success through arts community
Cut toxic people ruthlessly: "Get a divorce if they don't support you"
Spots "energy vampires" who suck success away from others
Works with back injury without clients knowing: "I'm hungry"
Her approach shows that extreme work ethic, athlete-level mindset, and cutting toxic relationships creates massive success in real estate.
Search How to Close 100 Homes a Year So Fast It Feels Illegal on YouTube to watch the full episode now.
Kyle Talbot cracked the code: 600 to 76K followers in 12 months, $20M in sales, all by posting local news FIRST.
While agents post boring listings, he breaks development news and weather alerts.
His secret?
3.1x - Watch This BEFORE Buying a New Construction Home in {REGION/AREA}
5.6x - {SUBURB/AREA}'S Biggest {CITY/REGION} Changing Updates (Crazy Changes Coming)
24x - My SHOCKING {CITY/AREA} Housing Market {YEAR} Predictions
8.1x - This {PROJECT/DEVELOPMENT} Will Change {AREA/NEIGHBORHOOD} FOREVER
8.9x - The REAL Reasons People Are Leaving {STATE/AREA}
3.5x - 20 Things About Living in {CITY, STATE} That Are NO LONGER TRUE
5.4x - INSIDE a Stunning {CITY/AREA} Home at an Unbelievable Price!
11x - What Real Estate Agents DON'T Tell You About Living in {REGION/AREA}
3x - The 5 BEST Active Adult Communities in {REGION/AREA}
11x - My Deepest Regrets Moving from {STATE/AREA} to {CITY/AREA}
100x - We’re Not Ready for What’s Happening in {CITY} Right Now
12x - Everything You Need to Know About Living in {CITY} in 14 Minutes
I hope this inspires your next video!
Rapid Fire For Your Consumption:
The perfect response when sellers test your value. – Instagram
Hey, what caught your eye?
Here’s to a strong summer. Let’s keep building!
I appreciate you reading,
Andrew Bayon
P.S. Want more profit and leverage from your marketing? Find out how we help agents attract “come list me” sellers & “ready to transact” buyers with YouTube.
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