{"id":14604,"date":"2026-10-21T22:18:36","date_gmt":"2026-10-21T22:18:36","guid":{"rendered":"https:\/\/careercollegegroup.com\/realestate\/?page_id=14604"},"modified":"2026-10-21T22:20:28","modified_gmt":"2026-10-21T22:20:28","slug":"webinar-19-small-deal-full-cycle","status":"publish","type":"page","link":"https:\/\/careercollegegroup.com\/realestate\/webinar-small-deal-full-cycle\/","title":{"rendered":"Webinar 19 &#8211; Small Deal, Full Cycle"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-page\" data-elementor-id=\"14604\" class=\"elementor elementor-14604\" data-elementor-post-type=\"page\">\n\t\t\t\t<div class=\"elementor-element elementor-element-8cbc0f9 e-flex e-con-boxed e-con e-parent\" data-id=\"8cbc0f9\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-2e76434 elementor-widget__width-inherit elementor-widget elementor-widget-html\" data-id=\"2e76434\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<!-- Paste this entire block into one Elementor HTML widget. 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{max-height:none;}}\n<\/style>\n<div id=\"ccg-small-deal\">\n\n<section class=\"hero\">\n  <div class=\"hero-inner\">\n    <div>\n      <span class=\"eyebrow\">Complete Webinar &amp; Transcript<\/span>\n      <h1>Small Deal, Full Cycle<\/h1>\n      <p>Why Leasing Builds Better Agents. Join Sameer Amini for a practical look at the complete lease transaction\u2014from the first client conversation to key handover\u2014and the due diligence that helps protect your clients.<\/p>\n      <div class=\"button-row\">\n        <a class=\"button primary\" href=\"#webinar-video\">Watch the Webinar<\/a>\n        <a class=\"button primary\" href=\"#transcript\">Read the Transcript<\/a>\n      <\/div>\n    <\/div>\n    <aside class=\"presenter-card\">\n      <img decoding=\"async\" class=\"presenter-photo\" src=\"https:\/\/careercollegegroup.com\/realestate\/wp-content\/uploads\/2025\/06\/sameer.jpg\" alt=\"Sameer Amini, Lead Facilitator at Career College Group\">\n      <h2>Presented by Sameer Amini<\/h2>\n      <p class=\"presenter-title\">Lead Facilitator, Career College Group<\/p>\n      <p>Sameer brings more than 12 years of experience in real estate operations, brokerage leadership, compliance, training and mentorship. His background includes serving as a Broker of Record, Director of Operations and facilitator, with experience supporting both residential and commercial professionals across Ontario.<\/p>\n    <\/aside>\n  <\/div>\n<\/section>\n\n<div class=\"notice-wrap\">\n  <div class=\"notice\">\n    <strong>Watch or read at your convenience.<\/strong> Use the caption controls in the embedded video player when available. The complete written transcript follows in an accessible, searchable format.\n  <\/div>\n<\/div>\n\n<div class=\"layout\">\n  <main class=\"main-card\">\n    <section class=\"intro\"><h2>About This Webinar<\/h2>\n<p>Your first real estate transaction can be a lease. In <em>Small Deal, Full Cycle<\/em>, Sameer Amini explains how helping clients rent a home gives new agents repeated practice in the skills they will use throughout their careers: qualifying clients, arranging showings, negotiating, preparing paperwork and coordinating a closing.<\/p>\n<p>Follow the lease journey from the first conversation to key handover, with a particular focus on due diligence. Sameer discusses verifying application documents, checking references, confirming ownership, documenting the property\u2019s condition and recognizing warning signs. He also shares how consistent follow-up can turn a completed lease into a lasting client relationship.<\/p>\n<div class=\"key-points\" aria-label=\"What you will learn\"><div class=\"key-point\">Build confidence by practising the full transaction cycle<\/div><div class=\"key-point\">Verify tenant documents, references and property details<\/div><div class=\"key-point\">Recognize warning signs and keep a complete transaction file<\/div><div class=\"key-point\">Develop lasting relationships with tenants and landlords<\/div><\/div><\/section>\n\n    <section class=\"video-section\" id=\"webinar-video\" aria-labelledby=\"video-heading\">\n      <div class=\"section-kicker\">Watch the Recording<\/div>\n      <h2 id=\"video-heading\">Small Deal, Full Cycle<\/h2>\n      <p>Watch the complete webinar below. Use the player\u2019s caption controls when available, or read the formatted transcript below.<\/p>\n\n      <div class=\"fullscreen-tip\" role=\"note\" aria-label=\"Full-screen viewing instructions\">\n        <div class=\"fullscreen-icon\" aria-hidden=\"true\">\n          <svg viewBox=\"0 0 48 48\" role=\"img\">\n            <path d=\"M8 19V8h11M29 8h11v11M40 29v11H29M19 40H8V29\" fill=\"none\" stroke=\"currentColor\" stroke-width=\"4\" stroke-linecap=\"round\" stroke-linejoin=\"round\"\/>\n          <\/svg>\n        <\/div>\n        <div>\n          <strong>For the best viewing experience, open the video full screen.<\/strong>\n          <span>Start the video, then select the full-screen icon in the lower-right corner of the Vimeo player.<\/span>\n        <\/div>\n      <\/div>\n\n      <div class=\"video-frame\">\n        <iframe\n          src=\"https:\/\/player.vimeo.com\/video\/1238150542?h=327787aae0&amp;badge=0&amp;autopause=0&amp;player_id=0&amp;app_id=58479\"\n          frameborder=\"0\"\n          allow=\"autoplay; fullscreen; picture-in-picture; clipboard-write; encrypted-media; web-share\"\n          referrerpolicy=\"strict-origin-when-cross-origin\"\n          title=\"Small Deal, Full Cycle\"\n          allowfullscreen>\n        <\/iframe>\n      <\/div>\n      <script src=\"https:\/\/player.vimeo.com\/api\/player.js\"><\/script>\n    <\/section>\n\n    <section class=\"presenter-bio-full\" aria-labelledby=\"about-sameer\">\n      <div class=\"presenter-bio-grid\">\n        <img decoding=\"async\" src=\"https:\/\/careercollegegroup.com\/realestate\/wp-content\/uploads\/2025\/06\/sameer.jpg\" alt=\"\" aria-hidden=\"true\">\n        <div>\n          <div class=\"section-kicker\">About the Presenter<\/div>\n          <h2 id=\"about-sameer\">Sameer Amini<\/h2>\n          <p>Sameer Amini is Career College Group\u2019s Lead Facilitator and an experienced real estate operations and education professional. Over more than 12 years in the industry, he has worked across brokerage management, compliance, agent development, residential and commercial real estate, and luxury brokerage operations.<\/p>\n          <p>His leadership experience includes serving as a Broker of Record and Director of Operations, developing training and compliance systems, and mentoring agents, teams and brokerage owners. He also spent nearly five years facilitating and supporting learners and educators at Humber College before continuing that work with Career College Group.<\/p>\n          <p>Sameer\u2019s teaching combines practical industry knowledge with a strong focus on mentorship, professional judgment and the skills learners need to move confidently from coursework into the field.<\/p>\n        <\/div>\n      <\/div>\n    <\/section>\n\n    <div class=\"transcript-note\" id=\"transcript\">\n      <strong>Editorial note:<\/strong> This transcript has been lightly formatted for readability. Headings and paragraph breaks have been added, obvious transcription errors have been corrected, the presenter\u2019s name has been standardized as Sameer Amini, and references to RECO have been corrected while preserving the substance and intent of the original presentation.\n    <\/div>\n\n<div class=\"transcript-tools\"><label for=\"ccg-lease-search\"><strong>Search the transcript<\/strong><\/label><input id=\"ccg-lease-search\" class=\"transcript-search\" type=\"search\" placeholder=\"Search a word or phrase\" aria-controls=\"ccg-transcript-content\"><p class=\"search-status\" role=\"status\" aria-live=\"polite\">All 16 transcript sections shown.<\/p><\/div><div id=\"ccg-transcript-content\"><section class=\"transcript-section\" id=\"welcome-why-leasing-builds-better-agents\"><div class=\"section-heading\"><div><span class=\"timestamp\">00:00<\/span><h2>Welcome: Why Leasing Builds Better Agents<\/h2><\/div><a href=\"#ccg-small-deal\" class=\"back-link\">Back to top<\/a><\/div>\n<p><strong>Sameer Amini:<\/strong> Hey, welcome everyone. Thank you so much for being here over the lunch hour. The title of today&#x27;s session is Small Deal, Full Cycle: Why Leasing Builds Better Agents. Now, I chose the title very deliberately because by the end of this webinar, I want you to see leasing in a completely different way than most new agents do. Now, some of you might be new, some of you might already been in the business. I just want to clarify two things.<\/p>\n<p>When I say a lease, I mean you as an agent, when you&#x27;re out there in the field helping a family get into a rental property, or you help them get a property that could be $3,000 per month rent, versus a sale is when you&#x27;re helping the family purchase that property instead of renting it. Okay, so I want to clear that up now. So as I say those words, you&#x27;re not confused. So you see most people who get into real estate, they very quickly aim to do a sale. I want to do a purchase or sell someone&#x27;s property. That&#x27;s a big commission.<\/p>\n<p>So, and that&#x27;s a buyer side of seller clients. That is what they picture when they picture being a real estate agent. And they wait months and months before that first closing ever happens, or before that first big check ever comes in. Now, the agents who move fastest, who build real skill fastest when they join this industry, who build real income the quickest, they do something different. They start with leases on purpose, okay?<\/p>\n<p>Not because they couldn&#x27;t get a sale, because a lease deal or helping that family rent the property teaches them more, faster than waiting for one big deal that is going to be hard to get. Here&#x27;s the math that&#x27;s going to frame this entire session, okay? A lease runs the full transaction cycle from showing to signed deal in about two to three weeks. That&#x27;s the average. So let&#x27;s say you get the call today.<\/p>\n<p>From today to what they&#x27;re looking for, to showing them, and then to putting the offer, and then them moving in, it&#x27;s usually less than three weeks. That&#x27;s the average. That means four lease deals that you do in the first six months is four complete deals worth of experience. Four full cycles of deals that you have done, four closings, four files, while your colleague or anyone else who is only chasing that one large check.<\/p>\n<p>Today, what I want to talk about is I want to walk the entire journey of a lease deal, and we&#x27;re going to spend most of our time on the part nobody teaches you, the due diligence, because a fast deal that skips that part, it doesn&#x27;t stay a deal, okay? It becomes a complaint, a claim, or a problem. So let&#x27;s get into it. First, I&#x27;m going to make the case for leasing, okay?<\/p>\n<p>The reason it builds better agents, not just the commission, which is small, it&#x27;s the relationships that you build, the referrals that come 18 months later when that tenant or that family becomes a buyer, and they&#x27;re ready to buy later. Second, we&#x27;re going to walk the full lease cycle from end to end. So the first call to key handover, every step so you can picture what a real deal looks like. Third, this is where we&#x27;re going to spend the most time.<\/p>\n<p>We&#x27;re going to talk about due diligence. The checks every professional agent runs on a tenant before presenting them to their landlord. The checks that every professional agent runs on a property before showing it. Or I would say the checks that keep a fast deal from blowing up later. And then fourth, I&#x27;m going to walk you through the common ways a lease deal becomes a problem, so you can spot the warning signs before you&#x27;re in the middle of one.<\/p>\n<p>And finally, what we&#x27;ll leave with real-time at the end for some Q&amp;A. So any questions you might have, I&#x27;ll be more than happy to take it. You can, at any point during the webinar, drop a message in the chat. You can go into Q&amp;A of the Zoom and put a question. I will pause from time to time, and I will see if there&#x27;s any questions, and I&#x27;ll answer, then I&#x27;ll continue.<\/p>\n<\/section>\n<section class=\"transcript-section\" id=\"two-agents-two-approaches\"><div class=\"section-heading\"><div><span class=\"timestamp\">04:04<\/span><h2>Two Agents, Two Approaches<\/h2><\/div><a href=\"#ccg-small-deal\" class=\"back-link\">Back to top<\/a><\/div>\n<p><strong>Sameer Amini:<\/strong> All right. Let me show you the math that changes how new agents think about leasing. So picture two agents, okay? Both are registered on the same day. Agent A decides she&#x27;s going to focus only on sales in her first year, big commissions only. So she&#x27;s not going to waste her time on small lease deals where there are families involved, and they are going to just help them rent. Agent B decides she&#x27;s going to do both with a specific focus on building her first six months around lease deals because she wants the experience and repetition. So six months in. Now, let&#x27;s say six months have gone by.<\/p>\n<p>Let&#x27;s check in with both these agents. So Agent A has had three serious buyer leads. One might have ghosted her after three weeks. One is still looking and still not ready. And one put in two offers and lost both. So far, zero deals closed, zero commission, zero complete transactions behind her. Her confidence might be shaking. She&#x27;s wondering if she even picked the right career. That&#x27;s how bad it can get. Now, Agent B has closed four lease deals in the six months. Each one took about two to three weeks from start to finish.<\/p>\n<p>She has four complete files behind her. That means she&#x27;s drafted documents, she&#x27;s done credit checks, reference calls, landlord presentations. She has handled four sets of landlord objections, and she&#x27;s coordinated key handovers. She has four happy tenants who may become buyers in one or two years. And she has, let&#x27;s call it, somewhere between $6,000 to $10,000 in commissions earned from the leases, okay, depending on the amounts. So which agent is further ahead in their career? It&#x27;s not even close.<\/p>\n<p>Agent B has done a full cycle four times. Agent A has done it zero times. That&#x27;s the math. The lease commission is smaller, but the learning is huge.<\/p>\n<\/section>\n<section class=\"transcript-section\" id=\"five-skills-and-relationships-leasing-builds\"><div class=\"section-heading\"><div><span class=\"timestamp\">06:06<\/span><h2>Five Skills and Relationships Leasing Builds<\/h2><\/div><a href=\"#ccg-small-deal\" class=\"back-link\">Back to top<\/a><\/div>\n<p><strong>Sameer Amini:<\/strong> So let&#x27;s name the specific things that leasing teaches you that waiting for one big sale that we all wait for never will. Number one is the full cycle experience. Every lease deal is a complete transaction. You find a client, qualify them, tour the properties, present offers, negotiate, draft paperwork, explain it, and then you coordinate the closing. Maybe call utility companies, and a lot more things in between. That is every muscle a sales agent uses just compressed into two or three weeks.<\/p>\n<p>Number two, you are comfortable under pressure. So when you have run a dozen lease transactions, a sale deal does not feel scary anymore. The paperwork is a bit different, yes. The dollar amounts are bigger in a sale, but the rhythm, the steps, the muscle memory, the way you speak and behave, that&#x27;s already built. Number three is a pipeline of future buyers. Okay, think about your tenant clients. Let&#x27;s say that you have clients that are renting right now.<\/p>\n<p>In 12 to 18 months or even 24 months, many of them, and statistically, I&#x27;ve looked at this, and it&#x27;s about 35%, by the way, who are going to call, okay? The agent who found them their place when they leased it or the one they&#x27;re leasing now is you. The agent who treated them well, who stayed in touch, that is the agent who is going to most likely get the call, and also if you&#x27;ve been staying in touch with them when they&#x27;re ready to do their first purchase.<\/p>\n<p>And number four is the landlord relationships. Every lease introduces you to a landlord. Now, there are times where the landlords don&#x27;t have their own agent, and there are times that they do have their own agents. So landlords often own more than one property. They often sell properties, right? They often know other landlords. One lease done well can now connect you to this one landlord that could end up doing multiple deals with you.<\/p>\n<p>Number five is the market knowledge. There&#x27;s no faster way to learn your neighborhoods than walking your buyers through rentals in them. You&#x27;ll know the buildings, you&#x27;ll know the amenities, you&#x27;ll know what a fair price looks like. You&#x27;ll know what the building&#x27;s problems are. All of that transfers directly to sales. Okay, so those are five things, all of them in this slide, by the way, compound, and all of them are permanent. So what does a lease deal actually look like from start to finish? I&#x27;m going to walk you through it.<\/p>\n<\/section>\n<section class=\"transcript-section\" id=\"the-full-lease-cycle-first-call-to-key-handover\"><div class=\"section-heading\"><div><span class=\"timestamp\">08:38<\/span><h2>The Full Lease Cycle: First Call to Key Handover<\/h2><\/div><a href=\"#ccg-small-deal\" class=\"back-link\">Back to top<\/a><\/div>\n<p><strong>Sameer Amini:<\/strong> So day one to three is the first call to message. Someone reaches out. They&#x27;re looking to rent. So you qualify them on the phone, budget, area, moving date, household, pets, how many parkings. It&#x27;s their lifestyle. You find out whether this is a real client or they&#x27;re just wasting your time. Then day three to five is most likely going to be the showings. You line up a few properties, you coordinate the access, you take them through those properties, you listen to what they react to, what they love, and what they don&#x27;t say, and what they do tell you. Then This is day three to five.<\/p>\n<p>So day five to 10, or even the next day, day six, they&#x27;re ready to make a decision. On average, that&#x27;s how it is. They pick one. Now, the real work starts. You collect their application documents, their IDs, because landlords want to know who is going to be renting their property. They want to know everything about your tenant. So IDs, proof of employment, pay stubs, employment letter, credit report, references, first and last month deposit.<\/p>\n<p>And we&#x27;re going to spend time on this in the due diligence section a little bit more, but all that gets gathered now. Then day seven to 12, you&#x27;re now submitting offers, and you&#x27;re negotiating, and you&#x27;re speaking on behalf of the tenant. You present the full application. You might even negotiate some of the terms. You draft the paperwork, and now finally, if they agree, both sides sign. Then day 10 to 20, depending on when your closing is, you&#x27;re now going to make sure they got tenant insurance, they got the utilities set up for themselves for the day they&#x27;re going to move in, and you might do a quick walkthrough of the house, take note of the wear and tear before the lease starts. Okay?<\/p>\n<p>Then again, maybe day 14 to 21 is the actual key handover. The landlord is happy with everything. They saw that you got tenants insurance and everything else is done. They got the deposit. The tenant now gets the key. You just email your broker and say, &quot;Hey, by the way, my tenant got the key. The deal is good.&quot; The deal now closes, and now commissions are paid. Then the long tail. So you check in a week later, maybe a month later, three months later. You might know their birthday.<\/p>\n<p>You might know this is the holidays they celebrate. Every market update now applies to them. So you create these touch points so that relationship doesn&#x27;t end when the deal closes, but the relationship continues, because remember, they might be a buyer in one to two years from now. So it&#x27;s like almost you&#x27;re planting seeds that are going to grow and really give you a really good deal later. When they&#x27;re ready to buy, again, you&#x27;re going to be the obvious person to call.<\/p>\n<p>So I just gave you a brief rundown from start to finish. This whole thing, by the way, takes two to three weeks usually. One complete cycle, every skill, every step is now experienced and practiced, and this is everything you need as a really, really good agent. So now<\/p>\n<\/section>\n<section class=\"transcript-section\" id=\"why-due-diligence-matters\"><div class=\"section-heading\"><div><span class=\"timestamp\">11:39<\/span><h2>Why Due Diligence Matters<\/h2><\/div><a href=\"#ccg-small-deal\" class=\"back-link\">Back to top<\/a><\/div>\n<p><strong>Sameer Amini:<\/strong> we get into the part nobody teaches you, okay? And this is the part that matters the most, because a fast deal that skips due diligence does not stay a deal. It will be a complaint or an issue. So here&#x27;s the uncomfortable truth about leases. Because the commission is smaller, there is pressure, especially on new agents, to move fast. Just get it done. Just get it signed. The landlord wants their unit filled.<\/p>\n<p>The tenant wants the keys. You want the commission. Everyone&#x27;s really pushing. So a lot of times, the tenant does not have time. They&#x27;re in a hotel. They need a lease space right now. So the pressure is where mistakes happen. A lot of agents skip the reference call. They skip the verification step, the credit check. They skip a lot of the steps. Three months later, the tenant hasn&#x27;t paid rent. The landlord is furious. They want to know why this tenant, what happened?<\/p>\n<p>Did we really do due diligence? Then they dig into what happened, what didn&#x27;t happen, and then they might even go to RECO, file a complaint that the due diligence wasn&#x27;t done correctly, and it can become a whole thing. So due diligence is the tough part also when it comes to leases, because you have to make those reference calls. You have to verify that they say they work here, you got to call that workplace and verify.<\/p>\n<p>They say they had a pretty good landlord relationship, okay, well, you need to go and find that landlord and speak to them and check if that&#x27;s true. So due diligence, it&#x27;s not slow. It&#x27;s the thing that separates agents who build 10-year careers from agents who have one disaster in one year and then never recover. So the rest of the session is exactly about what due diligence looks like on the tenant, on the property, on the paperwork, so you can run every day of these<\/p>\n<\/section>\n<section class=\"transcript-section\" id=\"qualifying-the-tenant-and-verifying-documents\"><div class=\"section-heading\"><div><span class=\"timestamp\">13:23<\/span><h2>Qualifying the Tenant and Verifying Documents<\/h2><\/div><a href=\"#ccg-small-deal\" class=\"back-link\">Back to top<\/a><\/div>\n<p><strong>Sameer Amini:<\/strong> deals clean. So qualifying the tenant, you have to qualify every single one. Okay, let&#x27;s talk about government-issued IDs. So you have driver&#x27;s license or passport, front and back. You verify the name on the ID that matches every other document they give you, and on the Ontario website, you can also, by the way, put any driver license number, and it will tell you if it&#x27;s valid. Then you go into proof of employment.<\/p>\n<p>So an employment letter with a company letterhead stating their position, how much they make, all of that. Now, you call the employer phone number, but not the one that the tenant gives you. You have to now Google that company separately yourself, find a phone number on the internet, and you call that number to reach someone to verify the employment. Okay, let&#x27;s talk about recent pay stubs. The last two or three pay stubs. You want to compare the amounts to the employment letter, compare the employer name to the employment letter.<\/p>\n<p>Any mismatch is going to be a flag. Unfortunately, nowadays, we get a lot of fake documents that are AI-generated. So that&#x27;s something you&#x27;re going to have to verify. So anything they give you on paper, this is why you&#x27;re making these calls, you&#x27;re making these separate checks outside of those letters to check if those letters are even valid or real in the first place. Bank statements, for example. The last two months, you&#x27;re looking for consistent deposits that match that income or the pay stub they gave you, not the loans that are in and out, not the cash drops right before the application. Then the big one, which is the credit report.<\/p>\n<p>So unfortunately, people give fake credit reports nowadays. So you&#x27;re going to have to look at the report they gave you, look at the score, look at the actual trade lines, any collections, missed payments. You don&#x27;t just look at the number, you read the report. Now, a lot of times the brokerage you join, those brokerages will give you an option where you can run a credit check as separate from what they&#x27;ve done on themselves, and there&#x27;s a bit of a cost to it, and the tenant has to consent to it.<\/p>\n<p>So the credit report you pull through that tool is absolutely legitimate, and there&#x27;s nothing fake about it. And now you can compare to see if the report you got from the tenant matches the one you have pulled on your own. Then you have references. So the previous landlord, who&#x27;s the current landlord? Personal references, call them, all of them. Not just an email, an actual phone call. Get on the call and actually speak to them. Did they ever pay late?<\/p>\n<p>Was the unit kept well? Listen for any hesitation. Hesitation tells you more than words. Okay, rental application, fully completed, signed, and dated. Now, if you&#x27;ve never seen one, you can always later on Google rental application, and you&#x27;ll see many examples of what that looks like. Then the deposit. A lot of times, we take first and last month in Ontario. We get it as a check. And so every one of these goes in the file. Every call you make gets a date note.<\/p>\n<p>If this ever comes back on you, your file is complete because your defense is really well. If later on the tenant stops paying rent, we always say this, you could have the best tenant right now while they&#x27;re trying to get the unit. Everything looks great. You&#x27;ve done all the verification. There&#x27;s still a chance they just might not pay rent in a few months because if something might happen, that&#x27;s not your fault. That&#x27;s not anyone&#x27;s fault.<\/p>\n<p>That&#x27;s just life. That just happens. But if it ever comes back that, okay, well, the agent didn&#x27;t do a proper job, well, everything I just mentioned on the slide and every call you&#x27;ve made and every note you&#x27;ve made, that&#x27;s your file. And so that&#x27;s what you send, and you&#x27;re protected.<\/p>\n<\/section>\n<section class=\"transcript-section\" id=\"red-flags-that-call-for-closer-verification\"><div class=\"section-heading\"><div><span class=\"timestamp\">17:06<\/span><h2>Red Flags That Call for Closer Verification<\/h2><\/div><a href=\"#ccg-small-deal\" class=\"back-link\">Back to top<\/a><\/div>\n<p><strong>Sameer Amini:<\/strong> Okay, so let&#x27;s name some red flags that should slow you down, and any one of these does not mean refuse. It just means verify much harder. Multiple of them together usually means walk away. There are many times where I&#x27;ve dealt with tenants, and just with a few questions and seeing how they answer and seeing the documents they provide, I could tell right away there&#x27;s too many red flags. I don&#x27;t even want to deal with it, and I would just refuse completely.<\/p>\n<p>So flag one is the pressure to move fast. I need to move by this weekend. Can we please skip this, this, and that? You&#x27;re asking too many questions. That&#x27;s usually a red flag. Flag two is mismatched information. So the employer on the pay stub is different than the employer on the application. The move-in date keeps changing. The reason for moving on why they&#x27;re moving, what their situation is keeps changing. The stories, by the way, they tell you, they don&#x27;t line up.<\/p>\n<p>Today, nowadays, compared to even before COVID, unfortunately, during the pandemic, we went through this session of ... people just not paying rent. And temporarily in Ontario, there was actually a period of time where you couldn&#x27;t kick out any tenant from the property during the pandemic. You couldn&#x27;t. Even if they didn&#x27;t pay rent, you just couldn&#x27;t kick them out. So there was a huge number of tenants that just would not pay rent because, oh, I&#x27;m not working. Well, because of the pandemic, I can&#x27;t afford the rent.<\/p>\n<p>Now that fear has carried on. So even till today, if I present a tenant to a landlord, they are going to ask me about 50 questions. What is their story? Where are they now? Why are they moving? Who are they? How are they related? So they ask all these questions to make sure their stories line up and no one here is getting scammed in any way. Right? So flag number three is they can only pay by cash.<\/p>\n<p>They don&#x27;t provide bank statements. Oh, I make cash. I get paid cash. Again, in many cases, this is innocent. In many cases, it&#x27;s not. So you have to document the source of the funds. If something feels off, again, walk. Flag four is a credit report shows a pattern. So not one late payment two years ago, it&#x27;s a pattern of recent collections, judgments, evictions. Past behavior is the best predictor of future behavior.<\/p>\n<p>I know there&#x27;s an exception to that rule, I know, but that is usually what people follow. Flag five is the previous landlord did not pick up and couldn&#x27;t give a reference, or picks up and is clearly guarded. They say, &quot;I&#x27;d rather not say.&quot; They hesitate. That&#x27;s a red flag. Flag number six is the documents look edited, and this is what gives it away, is that the pay stubs have inconsistent formatting. The font is different, the color might be different, the size of the font might be different. So employment letters with grammatical errors sometimes I&#x27;ve seen.<\/p>\n<p>It&#x27;s pretty bad. So trust your gut. If something looks off, run the verification call. Flag number seven is the co-op agent. So the agent who is representing the tenant, and you are on the landlord side, representing the landlord, they pressure your clients to drop a few things, like drop the conditions. You&#x27;re asking too many questions. The co-op agent is working for the landlord. So if they&#x27;re pushing you to skip steps, your job is to protect your client, especially if the agent is on the landlord side.<\/p>\n<p>Well, actually, a lot of the agents that are on the landlord side, they&#x27;re the ones making sure the landlord agreement doesn&#x27;t get damaged, but the agent on the tenant side is putting a lot of pressure, and they&#x27;re very desperate to make this happen. Again, there are reasons behind it, and we need to know what&#x27;s the desperation. So again, your job is not to find reasons to say yes, especially when you&#x27;re on the landlord side and you&#x27;re the agent for the landlord.<\/p>\n<p>Your job is to verify, then present, then let the landlord decide with the full information. Because at the end of the day, if the landlord decides to go with the tenant, but you&#x27;ve done your due diligence and it turns out to be a really bad future, not your fault. You&#x27;ve done everything you could. Okay?<\/p>\n<\/section>\n<section class=\"transcript-section\" id=\"checking-the-property-and-confirming-ownership\"><div class=\"section-heading\"><div><span class=\"timestamp\">21:18<\/span><h2>Checking the Property and Confirming Ownership<\/h2><\/div><a href=\"#ccg-small-deal\" class=\"back-link\">Back to top<\/a><\/div>\n<p><strong>Sameer Amini:<\/strong> And that&#x27;s really what it comes down to. Now, checking the property. Okay? So the checks that you have to run on the unit itself, by the way, before the tenant signs anything. Right? So first of all, confirm that the landlord actually owns the property. Believe it or not, nowadays I have to say that. Confirm the landlord actually is the person that owns the property. It&#x27;s not always the case. You want to pull title, you want to check, and don&#x27;t worry, whoever&#x27;s that is not in the field, you have softwares and systems that allow you to do this very easily and check who owns the property. Okay?<\/p>\n<p>There are scams that happen unfortunately, where someone on Facebook Marketplace pretends to be the landlord, even collects the first and last month&#x27;s rent from these people, and then they never hear from them. And it turns out that was not even the landlord. So again, if you&#x27;re an agent and you are representing a tenant and they now find a property where it&#x27;s just the landlord, there&#x27;s no agent, you have to then do these checks yourself. Confirm that the unit is legal.<\/p>\n<p>So a lot of basement units are not legal. Many of them are not even registered with the city. In Toronto, it matters a lot because an illegal unit may be ordered to be vacated, and the landlord will be fined, by the way, for this, if someone especially complains. So it&#x27;s a huge issue. So someone asked, where do we do the check for ownership? So again, when you get into the real estate field, you&#x27;ll get access to a system called GeoWarehouse, and that system will tell you who owns the property.<\/p>\n<p>Now, confirm what is included. Appliances, which appliances. A lot of properties, especially the brand-new properties that the builder just built the property, there are no window coverings. So a lot of times tenants come, they think, &quot;Okay, well, this is a great property.&quot; They don&#x27;t even think about this stuff. Later when they move in, they say, &quot;Well, it&#x27;s night and there&#x27;s no window coverings.&quot; Yeah, well, the landlord the whole time thought that the tenant&#x27;s going to put it. The tenant thought, no, the landlord&#x27;s going to put it.<\/p>\n<p>So you need to check these things. Parking, locker, utilities, who&#x27;s paying for what? What exactly is the tenant covering and what they&#x27;re not covering? Now, walk the unit before the lease even starts. Document the conditions, take photos and put it all in a file, because in a year or two years, that&#x27;s going to come in handy. Confirm utilities. Again, who&#x27;s on the account? Make sure if the tenant has to pay it, we actually transfer utilities. We call Enbridge and say, &quot;Hey, I&#x27;m moving in as a tenant on November 1st.&quot; And Enbridge creates an account for the tenant.<\/p>\n<p>So that property&#x27;s gas bill now is being sent to this account of the tenant, and landlords usually want to see that. Okay? So smoking rules, pet restrictions, just all these things you want to make sure are in place. So the condition report at move-in is the single most important document for your tenant&#x27;s protection. Treat it with the seriousness you would as a sales inspection of a property. So again, before the tenant gets the key, just do a<\/p>\n<\/section>\n<section class=\"transcript-section\" id=\"lease-paperwork-and-explaining-the-agreement\"><div class=\"section-heading\"><div><span class=\"timestamp\">24:20<\/span><h2>Lease Paperwork and Explaining the Agreement<\/h2><\/div><a href=\"#ccg-small-deal\" class=\"back-link\">Back to top<\/a><\/div>\n<p><strong>Sameer Amini:<\/strong> walkthrough, document all of it. Okay, so then the paperwork comes. So you see in Ontario, lease agreements for residential tenancy, it&#x27;s governed, right? So we have the landlord-tenant board. And the government themselves, they have a single specific document that we must use in order for this to be a legal tenancy. So the term of the tenancy must be there. Right? How long they&#x27;re going to be here. If it&#x27;s a fixed term, what happens after, right? What happens if they default?<\/p>\n<p>What is the exact amount of rent, the deposit, the rules? Everything goes into this one piece of document, which is critical, and you have to go through explanation of this document to your client so they know what they&#x27;re signing and everything matches.<\/p>\n<\/section>\n<section class=\"transcript-section\" id=\"after-closing-confidence-and-client-relationships\"><div class=\"section-heading\"><div><span class=\"timestamp\">25:05<\/span><h2>After Closing: Confidence and Client Relationships<\/h2><\/div><a href=\"#ccg-small-deal\" class=\"back-link\">Back to top<\/a><\/div>\n<p><strong>Sameer Amini:<\/strong> So let me kind of talk about what happens in the 90 days right after a lease closes, because this is where the short tail payoff shows up for you. Okay, so let&#x27;s say that the commission lands. In Ontario, lease commissions are typically, if you&#x27;re on the landlord side, you&#x27;re going to charge one month&#x27;s rent as a commission. And what happens is half of it goes to the other agent who brings in the tenant.<\/p>\n<p>So on a $4,000 two-bedroom downtown unit, you&#x27;re charging $4,000 total for commission. So if you minus everything, you take half of it, minus brokerage splits, you&#x27;re looking at a pretty good amount of money. Okay? So let&#x27;s say now that the whole work of start to finish takes two to three weeks. File is done. Your confidence is up. You have proof you can close. The relationships that you build now compound. The listing agent that you work with on the deal remembers you.<\/p>\n<p>If you are professional, prepared, responsive, they are going to, by the way, it&#x27;s funny, I&#x27;ve seen this so many times, where those listing agents, they have other properties, and if you have tenants, you might come across that listing agent again. And if that listing agent remembers you, your offer acceptance rate goes really high because they already have this impression that you know what you&#x27;re doing, you already verify your tenant, and you&#x27;re easy to deal with.<\/p>\n<p>A lot of times the landlord you deal with, they now know you with one deal, and if they have now more properties, you&#x27;re going to get the other properties that you&#x27;re going to rent out for them because you become this valuable asset for the landlord, someone that&#x27;s easy to work with, someone who can get the job done and is attentive. Right? Many landlords manage several properties. So one good lease deal that you do with them, you&#x27;re going to have a relationship of more than 5, 10 years with them. Now, your tenant, by the way, and this becomes a long-term relationship, you&#x27;re going to add them to some sort of a program, CRM program, where you&#x27;re going to check in with them every month, two or three months.<\/p>\n<p>Okay? Maybe in their one-year anniversary, you might send them a letter At every life change, because when they&#x27;re ready to buy in 18 to 36 months, you&#x27;re going to want to be the obvious call. A lot of agents now follow their clients on social media. They have their clients follow them on social media. Okay? So the biggest payoff is you&#x27;ve run a full transaction cycle. The next lease, the second lease that you&#x27;re going to do in your first few months is going to be easier. The next one after that is just going to become a routine for you. You&#x27;re only going to get better and more refined and save more time to do one deal. Six months from now, you&#x27;ll be running them in your sleep.<\/p>\n<p>When your first sale deal lands, every single step will feel so familiar because you&#x27;ve done so many leases. Buying a house now, the steps very, very familiar.<\/p>\n<\/section>\n<section class=\"transcript-section\" id=\"a-lease-client-becomes-a-buyer-sameer-s-example\"><div class=\"section-heading\"><div><span class=\"timestamp\">28:18<\/span><h2>A Lease Client Becomes a Buyer: Sameer\u2019s Example<\/h2><\/div><a href=\"#ccg-small-deal\" class=\"back-link\">Back to top<\/a><\/div>\n<p><strong>Sameer Amini:<\/strong> Let me make this with a real story. So a couple years ago, I helped a young professional find their first apartment in Toronto. Let&#x27;s call her Priya, okay? So one bedroom in a nice building, $2,400 a month. Standard lease deal, nothing special. Maybe $2,400 was the full commission, and so I get about half of that. So instead of filing the deal and moving on to the next, I added her to a short list of clients.<\/p>\n<p>I personally checked in with her every quarter of the year. Real messages like, &quot;Hey, how you doing? It&#x27;s been a while.&quot; A note at 90 days, asking how the building&#x27;s been treating her. A market update every month. &quot;Hey, by the way, just wanted to let you know in your building, this is how much they&#x27;re selling.&quot; Happy birthday. So fast-forward 16 months, I get a text. &quot;Sameer, I think I&#x27;m ready to buy.<\/p>\n<p>Can we talk?&quot; She had saved up, her income had grown, interest rates had come down by a bit. She was ready. And when she was ready, she called the agent who had been there the whole time. Not a new agent, not someone from a different social media that they&#x27;ve been following or seeing. We closed a $650,000 condo three months later. On the buyer side, that&#x27;s about $16,000 in commissions that I earned. Okay?<\/p>\n<p>So that&#x27;s not the end of the story. She has since referred two of her friends, right? So one has already closed the lease, the other one is closing a sale. Now let&#x27;s do the real math. The $2,400 lease commission from two years ago, which may have given me $1,500, has now paid me over 30,000 in commission with the referrals and the sale that she did. And the pipeline keeps running. I just keep the relationship alive, and it just keeps going, right? I don&#x27;t have to end the relationship with them.<\/p>\n<p>I just keep following up, keep checking in with her. See, that&#x27;s not a special story. That&#x27;s not me being so clever, and I&#x27;m the only genius who figured this out. That&#x27;s just what happens when you treat a lease deal as the beginning of a relationship instead of a one-time deal, and you forget about them. So every client or every deal should be to you a beginning of an entire new relationship that is going to continue.<\/p>\n<p>It&#x27;s never going to end. Okay? So four leases in six months treated this way becomes 10 to 20 serious buyer prospects in your second, third year. That is why agents who build fast careers start with leases, folks. And I love doing leases, especially when it comes to new agents and all my trainees at the brokerage. I&#x27;ve put out a full step-by-step of, hey, here&#x27;s what you&#x27;re going to start in your first few months, and leases are a huge, huge part of those steps that they take.<\/p>\n<\/section>\n<section class=\"transcript-section\" id=\"common-ways-lease-deals-go-wrong\"><div class=\"section-heading\"><div><span class=\"timestamp\">31:08<\/span><h2>Common Ways Lease Deals Go Wrong<\/h2><\/div><a href=\"#ccg-small-deal\" class=\"back-link\">Back to top<\/a><\/div>\n<p><strong>Sameer Amini:<\/strong> So let me walk you through the specific ways that the lease deals do go wrong, because many do. Okay? Knowing the failure modes is how you avoid them. So failure one is the tenant stops paying rent. In almost every case I&#x27;ve seen, there were warning signs in the application that got rushed. A credit report showed a pattern we didn&#x27;t catch. A reference call that never was called. Okay? Failure two is the landlord discovers that the tenant has more people living in the home that they ever disclosed. There are pets that were not mentioned.<\/p>\n<p>Someone is running an entire business from the basement. Short-term rental activity. They took the unit as a rental, but they&#x27;re now putting it on Airbnb. All of this traces back to qualifying questions you didn&#x27;t ask hard enough in the beginning. Failure three is there&#x27;s damage at move-out and no condition report at move-in to compare it to. Now it is tenant&#x27;s words against the landlord&#x27;s. The deposit might be at risk. You get called in.<\/p>\n<p>If you didn&#x27;t document the condition at the move-in, you might not be able to help the client. Failure four is the landlord was not actually the owner. That&#x27;s rental fraud. Your tenant lost their deposit. You didn&#x27;t verify anyone or anything. But thankfully, when it comes to us representing clients, the deposit gets held by brokerages. At our brokers level, we almost have a rule that deposits are never to be paid to landlords directly before the key is given. So a brokerage has to hold it, right?<\/p>\n<p>Failure five is the unit was an illegal basement. The city orders it vacated, right? Or your tenant has nowhere to go. Now you didn&#x27;t verify the unit was legal. So there&#x27;s all these failures. Failure six would be, let&#x27;s say, the clause in the lease was not explained to the tenant. They didn&#x27;t realize they could not sublet. They didn&#x27;t realize guests were restricted. They didn&#x27;t realize that the rent would increase in a specific way.<\/p>\n<p>One of the biggest ones, by the way, is later on after the webinar, you all should Google and learn about rent control, okay, in Ontario, and that&#x27;s surprising to many. So every one of these failures, by the way, is preventable. Every one traces back to due diligence, step that was either skipped or not done properly. Again, just like what I said before, you could do an amazing job at the due diligence and still something goes wrong. Not on you, not your fault.<\/p>\n<p>Your defense is you did every single thing to the best of your ability and you are competent, and you&#x27;re going to be fine.<\/p>\n<\/section>\n<section class=\"transcript-section\" id=\"building-a-leasing-pipeline\"><div class=\"section-heading\"><div><span class=\"timestamp\">33:44<\/span><h2>Building a Leasing Pipeline<\/h2><\/div><a href=\"#ccg-small-deal\" class=\"back-link\">Back to top<\/a><\/div>\n<p><strong>Sameer Amini:<\/strong> So you&#x27;re convinced, okay? Let&#x27;s say you want to make leasing part of your six months when you join the business. So here&#x27;s how you actually should build a pipeline. Take a look at this slide. Step one, tell everyone you know, not with a flyer, in a conversation, &quot;Look, I just got registered with RECO. I&#x27;m helping people find rentals right now while I grow into the buyer and seller clients.&quot; Anyone that you know. And I&#x27;ve done a whole webinar, by the way.<\/p>\n<p>Feel free to go to careercollegegroup.com\/realestate. We&#x27;ve done a webinar, and you can go to the past webinars. We&#x27;ve done one webinar on how to find real estate clients, and it&#x27;s extremely helpful if you have not seen that one, okay? And then step two, you want to monitor rental listings. So I&#x27;m not going to go through the steps, but go ahead, feel free to take a screenshot. A recording of this will be provided also.<\/p>\n<p>So these are six steps, low cost, high activity. You can have your first lease client in two weeks if you commit to this. I do this with new agents all the time.<\/p>\n<\/section>\n<section class=\"transcript-section\" id=\"closing-takeaways-small-deal-full-cycle\"><div class=\"section-heading\"><div><span class=\"timestamp\">34:48<\/span><h2>Closing Takeaways: Small Deal, Full Cycle<\/h2><\/div><a href=\"#ccg-small-deal\" class=\"back-link\">Back to top<\/a><\/div>\n<p><strong>Sameer Amini:<\/strong> So let me close with the shift I want you to take from the lesson, okay? So most new agents treat rental deals as something below them. Like, &quot;I don&#x27;t want to waste my time with those.&quot; Something to do only if nothing better comes up, right? &quot;Oh, yeah, I just closed the lease, but I&#x27;m really focused on sales.&quot; They almost say it as if they&#x27;re embarrassed about it. The agents who build great careers see it as the exact opposite.<\/p>\n<p>They see rental deals as the fastest, cheapest, lowest risk way to build every single skill you need as a good agent. They see them as the beginning of relationships that&#x27;s going to pay them out for the next 10 years. They see them as training ground where mistakes costs a lot less. A lease is a full transaction. It teaches you qualifying, showing, negotiation, paperwork, drafting, explaining, right? Reading tenant personalities, like reading someone, seeing if you&#x27;re going with your gut feeling something is off, right? Protecting yourself.<\/p>\n<p>Every skill in this deal is transferable to a sale deal. Actually, I would argue that helping someone buy a property is easier, a lot easier, than helping a family move into a rental property. You might say, &quot;Well, that doesn&#x27;t even make sense because then buying a property, the commission is much higher. In leasing, the commission is much lower.&quot; Right? This is why I say lease deals make better agents. So here&#x27;s the shift I want you to leave with, okay? You don&#x27;t have to pick.<\/p>\n<p>You can do both. That&#x27;s the beauty of this. Build your first six months with four to six lease deals. Keep working your sphere for buyers and sellers, no problem. But don&#x27;t say no to leases. Let the lease deals pay your bills while the sale deals develop over time. Let the lease clients become your sale clients in a year or two. So that is how a professional starts a career in this business, or I would say should start. Not waiting for the one big deal that may never come.<\/p>\n<p>So running the complete transaction over and over again until it is routine. Building those relationships, okay? The lease deal is the small deal that teaches you the full cycle. That is why, again, I call this small deal full cycle. That&#x27;s the whole frame. Now, I&#x27;ve been going on, so I&#x27;m going to pause for any questions. Anyone here have any questions, drop them in the chat. I&#x27;m going to look at them now. I&#x27;m also going to open the Q&amp;A. Nothing is there.<\/p>\n<p>Perfect.<\/p>\n<\/section>\n<section class=\"transcript-section\" id=\"audience-q-a-finding-landlords-and-deposit-questions\"><div class=\"section-heading\"><div><span class=\"timestamp\">37:15<\/span><h2>Audience Q&amp;A: Finding Landlords and Deposit Questions<\/h2><\/div><a href=\"#ccg-small-deal\" class=\"back-link\">Back to top<\/a><\/div>\n<p><strong>Sameer Amini:<\/strong> Okay, so let&#x27;s take a look. The question was asked, how can we find potential landlords? Great. A lot of landlords, they go on Facebook Marketplace and put their properties for lease on their own. That is the number one way to contact them and say, &quot;Hey, have you considered using a realtor to help you with this? I&#x27;ll make your life a lot easier.&quot; And we do the due diligence and all the value adds that come with it.<\/p>\n<p>So that&#x27;s my answer to that. Let&#x27;s see, another question. There we go. I&#x27;ve closed one, and I&#x27;ve a seasonal list. Okay, so someone mentioned they&#x27;ve closed the lease deal, and they have a seasonal listing on the market now. Amazing. So the next question is, can we approach a landlord that the security deposit is not legal in Ontario? Okay, yes. So how do you approach-- Okay, I love it. I see the question.<\/p>\n<p>The question is, how do you make someone understand that security deposits are illegal and the fact that they&#x27;re asking for it? A lot of landlords who do say this to me, like for example, I&#x27;ve had the case, where the landlord said, &quot;Sameer, I have really expensive stuff here. I want a security deposit because it&#x27;s all furnished, and if anything happens, I&#x27;m going to take it off the security deposit.&quot; All I do is I say, &quot;Look, I would love to help you, but I want to make sure that both of us, including you, are on the track of what the law says we can do and we can&#x27;t do. Look, here is a printout from the actual landlord tenant board. Just give it a quick read. I&#x27;ve already read it.<\/p>\n<p>Unfortunately, it doesn&#x27;t allow this. If you go ahead and you do ask for a security deposit, now the tenant can go and complain afterwards. And here&#x27;s a case that I will also print that happened with the LTB regarding a landlord that asked for security, and here&#x27;s what the punishment was. Look, I&#x27;m just here to help you. I want to make sure whatever we do together, nothing comes back and bites you. So what do you think?&quot; I usually end it off with a question to hear their thoughts.<\/p>\n<p>And at the end of the day, if I&#x27;m not comfortable, or even if I am comfortable doing that deal, I will put it in writing that I have given this advice to them. I agree. Many landlords still push. I get it. But as long as you have it in writing that you gave the advice, you did this, and they take the risk, then they can still ask for it. You can still proceed with it.<\/p>\n<p>But at the end of the day, if anything goes wrong, it doesn&#x27;t come back at you because you&#x27;ve disclosed the potential issues and the framing of it. Okay. Any other questions? Okay, so let me just take a look at Q&amp;A. Nothing there. Awesome.<\/p>\n<\/section>\n<section class=\"transcript-section\" id=\"final-remarks-and-demonstrating-your-value\"><div class=\"section-heading\"><div><span class=\"timestamp\">40:04<\/span><h2>Final Remarks and Demonstrating Your Value<\/h2><\/div><a href=\"#ccg-small-deal\" class=\"back-link\">Back to top<\/a><\/div>\n<p><strong>Sameer Amini:<\/strong> Folks, I just want to say thank you so much for joining the webinars. We do these webinars every month. I change up the topics, so middle of every month we do these webinars. Come by every single month. The topic is always something interesting, and you can always look at the previous events and the webinars that we&#x27;ve done. There&#x27;s such great information in there. So I want to say, again, don&#x27;t look past lease deals.<\/p>\n<p>Don&#x27;t treat them as something you don&#x27;t have time for. Make the time for it. Okay? They are incredible way to become amazing agents. So if you are in your career college program, I hope you finish strong, get through the courses, and get registered. If you&#x27;re someone that haven&#x27;t even started your real estate education, go to careercollegegroup.com\/realestate. It&#x27;s one of the best things you can do. Amazing. All right. Thanks so much all for joining. I&#x27;m going to close. There&#x27;s no more questions.<\/p>\n<p>We&#x27;re good to go. Joe, okay, let&#x27;s see one last question. Again, if you have to go, go ahead. I&#x27;m going to stick around. Joe&#x27;s asking, are landlords willing to work and pay realtors? Yes. Joe, if you can do a great job of telling them in a very short, concise way of why they should use you, oh, yeah, they&#x27;re going to use you. So they just don&#x27;t know what you bring to the table.<\/p>\n<p>Many landlords don&#x27;t know what you bring to the table. So again, if you can, in a very concise, effective way, tell them what you bring to the table, almost all the time they&#x27;ll say, &quot;You know what? I&#x27;ll rather work with you. I don&#x27;t want to do all those things.&quot; Okay, good. Awesome. Thanks again, folks. We&#x27;ll see you in the next webinar.<\/p>\n<\/section>\n<\/div>\n  <\/main>\n\n  <aside class=\"sidebar\" aria-label=\"Page navigation and program information\">\n    <div class=\"sidebar-card toc\">\n      <h2>On This Page<\/h2>\n      <a href=\"#webinar-video\"><span>Video<\/span><strong>Watch the Webinar<\/strong><\/a>\n      <a href=\"#transcript\"><span>Text<\/span><strong>Read the Transcript<\/strong><\/a>\n<a href=\"#welcome-why-leasing-builds-better-agents\"><span>00:00<\/span><strong>Welcome: Why Leasing Builds Better Agents<\/strong><\/a>\n<a href=\"#two-agents-two-approaches\"><span>04:04<\/span><strong>Two Agents, Two Approaches<\/strong><\/a>\n<a href=\"#five-skills-and-relationships-leasing-builds\"><span>06:06<\/span><strong>Five Skills and Relationships Leasing Builds<\/strong><\/a>\n<a href=\"#the-full-lease-cycle-first-call-to-key-handover\"><span>08:38<\/span><strong>The Full Lease Cycle: First Call to Key Handover<\/strong><\/a>\n<a href=\"#why-due-diligence-matters\"><span>11:39<\/span><strong>Why Due Diligence Matters<\/strong><\/a>\n<a href=\"#qualifying-the-tenant-and-verifying-documents\"><span>13:23<\/span><strong>Qualifying the Tenant and Verifying Documents<\/strong><\/a>\n<a href=\"#red-flags-that-call-for-closer-verification\"><span>17:06<\/span><strong>Red Flags That Call for Closer Verification<\/strong><\/a>\n<a href=\"#checking-the-property-and-confirming-ownership\"><span>21:18<\/span><strong>Checking the Property and Confirming Ownership<\/strong><\/a>\n<a href=\"#lease-paperwork-and-explaining-the-agreement\"><span>24:20<\/span><strong>Lease Paperwork and Explaining the Agreement<\/strong><\/a>\n<a href=\"#after-closing-confidence-and-client-relationships\"><span>25:05<\/span><strong>After Closing: Confidence and Client Relationships<\/strong><\/a>\n<a href=\"#a-lease-client-becomes-a-buyer-sameer-s-example\"><span>28:18<\/span><strong>A Lease Client Becomes a Buyer: Sameer\u2019s Example<\/strong><\/a>\n<a href=\"#common-ways-lease-deals-go-wrong\"><span>31:08<\/span><strong>Common Ways Lease Deals Go Wrong<\/strong><\/a>\n<a href=\"#building-a-leasing-pipeline\"><span>33:44<\/span><strong>Building a Leasing Pipeline<\/strong><\/a>\n<a href=\"#closing-takeaways-small-deal-full-cycle\"><span>34:48<\/span><strong>Closing Takeaways: Small Deal, Full Cycle<\/strong><\/a>\n<a href=\"#audience-q-a-finding-landlords-and-deposit-questions\"><span>37:15<\/span><strong>Audience Q&amp;A: Finding Landlords and Deposit Questions<\/strong><\/a>\n<a href=\"#final-remarks-and-demonstrating-your-value\"><span>40:04<\/span><strong>Final Remarks and Demonstrating Your Value<\/strong><\/a>\n    <\/div>\n\n    <div class=\"sidebar-card sidebar-cta\">\n      <h2>Explore the Program<\/h2>\n      <p>Learn more about Career College Group\u2019s flexible real estate education options and the pathway to becoming registered in Ontario.<\/p>\n      <a class=\"button\" href=\"https:\/\/careercollegegroup.com\/realestate\/\">Explore the Program<\/a>\n    <\/div>\n  <\/aside>\n<\/div>\n\n\n<\/div>\n<script type=\"application\/ld+json\">{\"@context\": \"https:\/\/schema.org\", \"@type\": \"CreativeWork\", \"name\": \"Small Deal, Full Cycle\", \"alternativeHeadline\": \"Why Leasing Builds Better Agents\", \"description\": \"Sameer Amini explains the complete lease transaction cycle, tenant and property due diligence, and building lasting client relationships.\", \"inLanguage\": \"en-CA\", \"author\": {\"@type\": \"Person\", \"name\": \"Sameer Amini\"}, \"publisher\": {\"@type\": \"Organization\", \"name\": \"Career College Group\"}, \"video\": {\"@type\": \"VideoObject\", \"name\": \"Small Deal, Full Cycle\", \"description\": \"Why Leasing Builds Better Agents, presented by Sameer Amini.\", \"embedUrl\": \"https:\/\/player.vimeo.com\/video\/1238150542?h=327787aae0\"}}<\/script>\n<script>\n(function(){\n const root=document.getElementById('ccg-small-deal');\n if(!root) return;\n const input=root.querySelector('.transcript-search');\n const sections=Array.from(root.querySelectorAll('.transcript-section'));\n const status=root.querySelector('.search-status');\n input.addEventListener('input',function(){\n  const q=input.value.trim().toLocaleLowerCase();let count=0;\n  sections.forEach(function(s){const show=!q||s.textContent.toLocaleLowerCase().includes(q);s.hidden=!show;if(show)count++;});\n  status.textContent=q?count+' of '+sections.length+' sections match. 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