What makes a great STR real estate agent?

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What makes a great STR real estate agent?

Jacob Brenyo
Property Manager · FL · Member since 2022 · 23 posts · 26 votes

I'm a broker here in Central Florida and am curious to hear opinions on what makes a great STR real estate agent? Is it local knowledge about any given area? Experience in selling short term rentals? Connections to vendors like property management and furnishing?

What’s brought the most value to you as an investor?




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Trish Mccoy
Real Estate Agent · Grass Valley, CA · Member since 2017 · 185 posts · 198 votes
4y

Well I was my own agent. But I think more than anything is experience running your own STR - If you don't have that experience you are not going to understand fully what the client needs and what makes a good STR and really what to look for. Not to mentioned running the numbers etc..

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  • Chase Hoover
    Real Estate Broker · Staunton, VA · Member since 2019 · 194 posts · 216 votes
    4y

    @Brian G.  In the highest demand areas, managed correctly, 20%+ is possible.

    0Reply
  • Joshua Delo
    Member since 2022 · 2 posts · 1 vote
    4y
    Quote from @Sean Bramble:

    Must haves are:

    1) Contractor connections

    2) Regulatory knowledge, especially a pulse on what's coming in the future (at the county, town and HOA level)

    Bonus points if you understand yield and how to underwrite deals. I expect to do this myself as the investor, but have yet to find an agent who can speak beyond gross revenue (most just reiterate Airdna figures). Still waiting for the day I find an agent who comes to me with deals and can speak to return metrics like COC return, etc


    Totally agree with these points. Contractor connections are huge, since an STR investor will not want to waste time getting a property ready to go live. Additionally, regulatory knowledge, especially in markets that are not historically "vacation destinations" (i.e. Smoky Mountains, Destin, etc.), is a big value-add to an investor. I work in the Phoenix markets, and STR regulations are all over the map. Having that local knowledge can help protect your investor client's investment. Since STRs are all about cash flow, having a great understanding of revenue, expense, and return metrics is definitely a bonus in an agent. You want an agent who can underwrite a STR deal himself and who not only speaks the language, but actually understands it.

    1Reply
  • Villy Ellinger
    Real Estate Agent · Fort Walton Beach, FL · Member since 2018 · 219 posts · 275 votes
    4y

    I agree with a lot of what has already been said about knowledge of the market, the lending conditions, etc. I definitely believe in "practice what you preach", so having experience owning and running STRs in the area is key. Clients often have questions about the details in order to determine if a property is a right fit for them. In addition, experience in financial analysis (ROI calculations, real estate financial analysis, etc and cap rate analysis) is very important. Real Estate agents are not allowed to give "Professional" investment advice, but understanding and being able to go through a explain the numbers is key. STR investments is very much about the numbers. Finally, some additional experience in the hospitality industry is also a great plus to go with the personal STR management experience. I've had clients who want to self manage have questions about software recommendations, analytics tools recommendations, etc. All of these things are not something that a real estate agent would usually know if they've never managed an STR :-).

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  • Kevin Pillow
    Realtor · OK · Member since 2020 · 138 posts · 165 votes
    4y

    I think it also depends on what you're looking for that agent to provide. These are the items most of the first time STR buyers need help with:
    1. Analyzing local deals for cash flow
    2. Knowing the regulations in the area
    3. Making connections with vendors, cleaners and repair folks
    4. Leveraging resources like lenders, title companies and insurance contacts that have experience working investor clients.

    The more experienced investors I have worked with already have most systems in place and use me more for transaction management. I also enjoy the negotiations to extract as much value for the client as possible. You wouldn't believe the number of agents that fail to think creatively to problem solve transactions, then let the deal blowup. 

    Overall I would say an agent that can feel out what the client needs mosts and provides it to the client. Then also being able to negotiate deals beyond the standard trend of no seller concessions like we have seen in the past couple years.
     

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  • Wale LawalBusiness Member
    Real Estate Broker · Houston | Dallas | Austin, TX · Member since 2018 · 5k+ posts · 2k+ votes
    4y

    @Jacob Brenyo

    Becoming a real estate agent has many attractive qualities, but becoming successful in the industry will require time and effort. The goals you set for yourself will help you navigate your path to success and allow you to measure your progress, use these tips to give your business the edge it deserves.

    1. Be Available
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    4. Become an Expert in Your Market
    5. Build Relationships
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    8. Don’t Only Focus On Selling
    9. Find A Mentor
    10. Use The Right Tools & Technology

    Read this article for detailed information How To Become A Successful Real Estate Agent In 10 Steps https://www.fortunebuilders.co...

    All the best!

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  • Brian G.
    Rental Property Investor · Los Angeles, CA · Member since 2013 · 1k+ posts · 1k+ votes
    4y

    @Chase Hoover the SNP has so many different markets all around it. Which markets have the highest demand/roi?

    0Reply
  • Leslie Anne Morris
    Real Estate Agent · Smoky Mountains, TN · Member since 2022 · 1k+ posts · 984 votes
    4y

    The agent needs to be an investor themselves...period.

    0Reply
  • Chase Hoover
    Real Estate Broker · Staunton, VA · Member since 2019 · 194 posts · 216 votes
    4y
    Quote from @Brian G.:

    @Chase Hoover the SNP has so many different markets all around it. Which markets have the highest demand/roi?


     Page County / Luray, Massanutten, Nelson County.  Lots of options - all high demand, great returns.  It's just a matter of your price point, whether you're looking for value-add, etc.  If you're interested in learning more about the sub-markets, our team would be happy to help!

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  • Mike Chen
    Realtor · Orlando · Member since 2019 · 14 posts · 8 votes
    2w

    n my experience, the biggest difference is actual hands-on STR experience and ownership.

    Knowing the local market and having vendor/property management connections are definitely valuable, but there’s a big difference between an agent who has sold a few vacation homes and someone who has actually owned, operated, and dealt with the day-to-day realities of running STRs.

    I'm a top-producing Realtor specializing in the Central Florida STR market, but more importantly, I'm an investor myself. I personally own 10+ vacation rental properties and have been involved in the STR business for years. My property management company also manages 100+ STRs in the Orlando/Kissimmee market.

    That experience changes how I evaluate a property. You start looking beyond the purchase price and projected revenue and pay attention to things like:

    • Actual revenue and occupancy vs. optimistic projections

    • ADR and seasonality

    • HOA and resort restrictions

    • Property taxes and insurance

    • Management and operating expenses

    • Furnishing and replacement costs

    • Maintenance and pool costs

    • Location within the resort/community

    • Resale potential and the long-term rental backup strategy

    I also think a good STR agent should be willing to tell an investor when a property doesn't make sense, rather than simply trying to get the transaction closed.

    For me, the most valuable combination is local market knowledge + personal ownership + hands-on operating experience. You want an agent who looks at the property the way an investor would, not just the way a salesperson would.

    0Reply
  • Michael Eskenasy
    Investor · Pacific Northwest · Member since 2026 · 531 posts · 293 votes
    2w

    For me, the best STR agent isn’t just a good residential agent who happens to know Airbnb.

    They need to understand that they’re helping someone buy an operating business wrapped inside real estate.

    That means being able to pressure-test the things that actually determine whether the deal works: local STR rules and enforcement risk, realistic ADR/occupancy by season, insurance, taxes, management costs, cleaning/turnover, furnishing and CapEx, parking/guest logistics, and what the property is worth if the STR thesis stops working.

    Local knowledge matters. Vendor relationships matter. Having operated one yourself is valuable. But the biggest differentiator is whether the agent can help separate a property that looks like a great STR from one that actually produces a durable return.

    I’d also want them thinking beyond the closing table. A strong STR broker should be able to connect the investor to management, lending, insurance, contractors, tax/legal resources, and eventually the exit.

    We’re actually expanding the brokerage side of what we’re building and recently connected with a broker in Florida, so this is very much in our lane right now.

    Jacob, if you’re still active in Central Florida, connect with me. I’d be interested in comparing notes on how you’re approaching it today.

    0Reply
  • Melissa HaworthBusiness Member
    Real Estate Agent · The Panhandle | The Emerald Coast | Panama City Beach | Destin · Member since 2017 · 254 posts · 99 votes
    1w

    Great question, Jacob! As an agent working with investors along Florida's Emerald Coast, I think the biggest value comes from understanding the investment side of the purchase, not just the real estate transaction. Local knowledge is huge, especially when it comes to STR regulations, HOA restrictions, seasonality, and which areas attract consistent rental demand. But I also think a great STR agent should be able to help investors evaluate realistic revenue projections, operating expenses, and potential returns rather than just showing them properties with impressive rental numbers. Having a strong network of property managers, lenders, insurance providers, and other local vendors is definitely a bonus. Ultimately, investors need an agent who understands their financial goals and can help them make informed decisions, not just find a beautiful vacation home.

    [email protected]469-658-2869
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