Bring a Pro Forma, Not a Listing
Here is the difference between an agent and an advisor. The agent sends a link to a listing. The advisor sends a page that says what the property is likely to earn, what it will cost to operate, and what the investor should expect to make on the cash they put in.
The example above is illustrative, not a specific listing. Plug in real numbers for every deal.
What goes on the page
- Projected annual revenue under each strategy.
- Projected annual operating expenses.
- Net operating income.
- Cash-on-cash return, based on the cash required.
- A short note on the rules that apply: permits, HOA, lender.
Why it works
- You framed the decision, so they did not have to.
- Short-term rental shows higher upside and mid-term shows steadier income, so the investor sees the trade-off clearly.
- It is one template for every client, and it takes minutes to produce once built.
- It is the deliverable they cannot get from a portal.
Build your own in an afternoon
A spreadsheet with revenue, expenses, net operating income and a cash-on-cash cell is enough to start. Add the strategy columns as you learn the market. Resist the urge to make it complicated. A one-page version that you actually send beats a ten-tab model that never leaves your hard drive.
Curious how we evaluate a short-term rental before we ever talk to an owner? See Grade an STR Listing Before the Call. Or request a free analysis for a property you are looking at.
