Expert Advice for the Mortgage Broker: A Step-by-Step Approach to Successfully Facilitate Rent-to-Own Home Deals

As a Mortgage Broker you know getting a loan from Banks and Credit Unions is tough these days. The government has set strict rules, so people often need an excellent credit score to buy a new home. 

Also, there’s a refinancing limit (80%), which means people facing financial problems have very few options when they really need help.

Recent Government initiatives and changes do not seem to offer much relief. 

Rent to own works by allowing someone to move into a home today under a Purchase and Sale Agreement to be executed at a predetermined date at a pre-determined price in the future.


The Rent to Own Program term is set to provide enough time to clean up past credit problems or improve on any aspect of a person’s Credit Profile required by current Mortgage Guidelines.

Mortgage brokers can act as ambassadors to the program with the rent to own company offering custom solutions for their hard-to-finance clients.


Here are steps to help mortgage brokers successfully facilitate rent to own deals: 


1.Helping Mortgage Brokers Understand the Rent-to-Own Market

Thoroughly research local real estate market trends and potential rent-to-own demand, and don’t underestimate the importance of demographic analysis when assessing the market.


According to Research and, in a report published at the end of 2022, the $10 billion rent-to-own industry is projected to grow over the next five years to be worth over $15 billion by 2027 (US)


Actionable Steps:

  • Conduct Micro-Market Analysis:
    • Instead of relying solely on broad market trends, conduct a micro-market analysis to identify specific neighborhoods or communities with high demand for rent-to-own properties. Look into local economic growth, employment opportunities, and community development projects.
  • Demographic Profiling:
    • Go beyond basic demographics. Profile potential renters/buyers based on lifestyle choices, aspirations, and long-term goals. Understanding the psychographics of your target audience can help tailor property offerings to their unique needs.
  • Engage with Local Stakeholders:
    • Establish relationships with local community leaders, school officials, and business owners. These stakeholders can provide invaluable insights into the community dynamics, making you more attuned to the needs and preferences of your potential clients.


2.Building Strong Relationships with Mortgage Broker Clients

Prioritize communication and actively listen to clients’ needs and concerns.

With a better understanding of the opportunity, you can set realistic expectations with clients about the challenges of rent-to-own agreements.


Actionable Steps:

  • Empathetic Listening Workshops:
    • Invest time in workshops focused on empathetic listening. Equip yourself and your team with the skills to not only hear but truly understand the concerns and aspirations of your clients. This builds trust and fosters a collaborative relationship.
  • Educational Seminars for Clients:
    • Conduct seminars or webinars that educate clients about the intricacies of rent-to-own agreements. Be transparent about potential challenges and uncertainties, setting realistic expectations from the outset. An informed client is more likely to navigate the process with confidence.
  • Regular Progress Updates:
    • Implement a systematic approach to provide regular updates on the status of the rent-to-own transaction. This not only keeps clients informed but also demonstrates your commitment to transparency and accountability.


3.Navigating Legal and Regulatory Challenges

Stay updated on local and national laws affecting rent-to-own agreements. Don’t assume that standard mortgage regulations apply equally to rent-to-own deals. (link to Mortgage Professionals website


Actionable Steps:

Legal Advisory Partnership:

  • Form strategic partnerships with legal advisors who specialize in real estate law, specifically in rent-to-own agreements. Collaborate with them regularly to stay abreast of any legal changes or challenges that may impact your transactions.

Customized Compliance Checklists:

  • Develop comprehensive checklists specific to your region’s rent-to-own regulations. Ensure that every step in the process adheres to these regulations, minimizing the risk of legal complications. Regularly update these checklists to align with any legislative changes.

Client Education on Legal Aspects:

  • Create easily digestible guides or presentations that explain the legal aspects of rent-to-own agreements to your clients. This empowers them with knowledge, reducing the likelihood of misunderstandings or disputes stemming from legal intricacies.


4.Mortgage Broker Financial Analysis and Risk Management

Conduct a thorough financial analysis for both parties involved in the rent-to-own transaction, including covering potential financial risks and contingencies.


Actionable Steps:

  • Holistic Financial Assessment:
    • Beyond credit scores, conduct a holistic financial assessment of potential clients. Consider factors such as debt-to-income ratios, spending habits, and long-term financial goals to ensure that the rent-to-own arrangement aligns with their overall financial well-being.
  • Scenario Planning Workshops:
    • Organize workshops that simulate various financial scenarios, helping clients understand the potential risks and rewards of a rent-to-own agreement. This proactive approach prepares both parties for unforeseen circumstances.
  • Collaboration with Rent to Own Experts:
    • Collaborate with rent to own experts to offer clients a comprehensive advisory service. This partnership can add an extra layer of expertise, ensuring that all financial aspects of the rent-to-own deal are thoroughly analyzed and managed.

5.Marketing and Attracting Potential Renters/Buyers to Mortgage Brokers

Develop a robust marketing strategy to attract qualified renters/buyers.

In this tougher market, you cannot rely solely on traditional marketing methods that have worked in the past.


Actionable Steps:

  • Digital Persona Development:
    • Develop detailed digital personas of your target audience. This goes beyond demographics and includes online behaviours, interests, and preferences. Craft marketing strategies that resonate specifically with these digital personas.
  • Innovative Property Showcasing:
    • Embrace technology to showcase properties innovatively. Utilize virtual reality (VR) or augmented reality (AR) to provide immersive property tours. This not only attracts tech-savvy clients but also sets you apart from competitors.
  • Community Engagement Events:
    • Organize events that engage the local community, such as neighbourhood fairs or sponsored events. This enhances your brand presence and creates opportunities for potential clients to interact with you in a relaxed, non-sales setting.


In essence, the success of a mortgage broker in the rent-to-own market hinges on a complete and strategic approach. By integrating these key principles into their practice, brokers can navigate challenges, build strong client relationships, and facilitate successful rent-to-own transactions for all parties involved.


Have you considered rent to own for your prospects? 

This may not be a familiar strategy, so we know you will want your questions answered. 

That is why we run regular mortgage professional-specific information sessions. 

Sign up for the next one and get rent-to-own working for you. Click here

You can also understand more about the process by reading this article