Grab your coffee—or maybe your tea—and let’s talk about turning renters into buyers. In this episode of Coffee with Carrie, I shared one of my favorite strategies that has helped countless agents grow their business and build steady pipelines: finding tomorrow’s buyers hiding in plain sight. Whether you’re working in Northern Illinois, Florida, or beyond, the strategy works if you stay consistent.
Real Estate Reality Check
The market is shifting again, and it’s easy to feel uncertain. Homes that don’t meet the “light, bright, and clean” standard are sitting longer. Buyers are pickier, interest rates are hovering around 6.2%, and even with the occasional dip, that 3% rate from 2020 isn’t coming back. As Mr. Wonderful from Shark Tank said—buy the smaller house.
Costco is reporting that their typical buyer is under 40, and millennials and Gen Z are building habits that reflect the next wave of homeownership. For us in real estate, that means now is the perfect time to reach tenants before they renew another lease.
Why This Matters
Homeownership remains one of the most powerful wealth-building tools available. Yet, many tenants don’t realize they’re paying off someone else’s mortgage. Think about it—if someone spends $2,500 a month in rent for 10 years, that’s $300,000 invested in someone else’s future. That’s a powerful conversation starter.
This is where you come in. Your job is to educate, inspire, and provide a roadmap to ownership. And the best part? You already have access to the data and tools you need.
Three Steps to Build Your Tenant-to-Buyer Pipeline
1. Start with Your Sphere
Look for people you already know who don’t own homes—neighbors, coworkers, high school classmates, or friends from church or the gym. Sometimes, the people closest to us are the easiest to overlook. Don’t assume they’re not ready to buy; instead, ask them about their living situation and financial goals. Share the message: “Renting is hazardous to your wealth.”
If they’re not ready today, keep them in your database and continue nurturing those relationships.
2. Leverage Your MLS
This is the secret sauce. Use your MLS to search for properties rented nine months ago through today. Why nine months? Because most leases are 12 months, and tenants need to give a 60-day notice before moving out. That means these renters will be making a decision soon.
For example, if today is September 26, 2025, look for rentals from December 26, 2024 through September 26, 2025. Those are your future buyers.
In one search, you could find 31 potential buyers in Montgomery or over 500 in Naperville. Even if only one or two respond, you’ve created new opportunities for yourself—without cold-calling strangers.
Once you have your list, send a mailer or handwritten postcard showing the cost of renting vs. owning. Include visuals like “$2,500/month = $300,000 in 10 years.” It’s a message that resonates.
3. Target Move-Up Buyers and Downsizers
Baby Boomers and Gen Xers sitting in homes they bought years ago may not realize how much equity they have. Use tools like RPR, Realist, or Remine to find homeowners who’ve owned since 2013—the bottom of the last market. Many of them could sell now and walk away with significant profits.
Send mailers highlighting their equity and share data showing what similar homes are selling for today. Life changes—empty nesters, relocations, retirement—all create opportunities for you to serve.
The Consistency Formula
Consistency + Social Media + Direct Mail + Follow-Up = Conversion
This business isn’t about luck; it’s about showing up daily and doing the work, even when it feels boring. Create systems that make it fun. Reward yourself for completing your daily marketing tasks—grab a coffee, take a walk, or post a quick “just did the work” story on social media.
Your pipeline is already in plain sight. You just have to nurture it.
Action Steps for Agents
- ✅ Take a class through your MLS to learn how to pull rental data.
- ✅ Design a campaign comparing rent vs. own using Canva templates.
- ✅ Create a 4-week content plan about homeownership benefits.
- ✅ Post daily on TikTok and Instagram where your next buyers are hanging out.
- ✅ Follow up consistently and measure your results every 90 days.
The hardest part of this business isn’t finding leads—it’s sticking with the plan. Stay consistent, share valuable content, and remember that every renter you help become a homeowner changes their financial future.
Let’s keep building together. ☕️
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TikTok: @carriejolittle
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YouTube: @CarrieJLittle
