🧱How Rentals Turned Into $200M in Sales Without ANY Social Media

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:

1. Year 1-2: Small rentals and favors

2. Year 3: $5-10M projects

3. Year 4: $20M listings

4. 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!