Help sellers weigh the pros and cons of keeping a tenant vs. evicting by presenting clear, strategic options that support their goals—not make decisions for them.

Let’s talk about a scenario that’s probably popped up for many of you at some point—maybe even recently. You’re working with a longtime client, maybe even someone you consider a friend. They own a rental property with a tenant who’s, let’s just say, less than ideal. The rent is below market value, the town won’t let them raise it, and now they want to sell. But here’s the twist—they don’t want to go through the hassle of evicting the tenant. 

This is exactly the situation one of our POWER AGENTS® brought to a recent coaching call, and it’s worth unpacking because it holds a crucial coaching lesson for all of us. 

Related reading: Listing Surge Strategy: Call For Rent By Owners 

The Scenario: 

Your seller is an investor in his 80s, looking to sell a condo rental. He’s had it for years. The current tenant is difficult, and due to municipal rules, the rent can’t be raised to match the current market. Understandably, this gentleman doesn’t want to deal with evicting the tenant. He just wants to list the property as-is and be done with it. 

Here’s the challenge: if you put this property on the market with the existing tenant and with the below-market rent, you’re likely going to attract only investors—and even those investors will want a discount because they’re not making a top-dollar return. 

By not evicting the tenant, you eliminate a huge chunk of your potential buyer pool: first-time buyers, downsizers, and owner-occupants—people who might be willing to pay more because they plan to live there, not invest in it. 

So, What Do You Do? 

One of the most powerful tools we have as real estate professionals is the ability to ask the right questions, home in on the real problem, and present options— it’s not to make decisions for our clients. 

You don’t tell the seller what to do. You coach. You consult. You say something like this: 

“Mr. Seller, let’s forget this specific property for a moment. Say you were buying a fixer-upper. You buy it for $300,000. You put $100,000 into it—paint, roof, kitchen, whatever. Now it’s worth $500,000. That extra $100,000 you made? That came from putting in the work. But what if you didn’t want to do the work? Then you’d likely sell it for $350,000 or $400,000—less than its potential value. Now let’s come back to your condo. This is a different kind of fixer-upper. The work here isn’t a new roof—it’s a tenant who needs to be removed. It’s the process of evicting and opening the door to buyers who want to live in it, not just investors. That’s your ‘renovation’—the work required to get top dollar.” 

This analogy clicks because it speaks in the language of investment and return. It helps the seller see the value in making the effort. 

Related reading: BMG – How To Sell a Rental Property When a Tenant Currently Lives There 

Presenting the Options Clearly 

Reassure your seller that there’s no judgment regardless of what direction they want to go, it’s simply a matter of making an informed choice that will suit them best. You can lay it out for them like this: 

• Option 1: You keep the tenant, sell as-is, and market only to investors. You’ll likely get less money, but you save yourself the hassle of evicting your difficult tenant. 

• Option 2: You go through the eviction process, which is a fair amount of work (and stress), but you open up your buyer pool to owner-occupants who will likely pay more. 

It’s that simple. No pressure. No pushing. Just clarity. 

“It’s not for me to decide. It’s your property, your investment. I’m here to help you make the most informed decision possible. Once you decide the path, my job is to market and sell it accordingly.” 

Related reading: Real Estate Investing 101: Key Agent Concepts for Property Investment 

Related reading: Law Depot – Tenant-Occupied Property Sales: The Landlord Blueprint to Selling with Renters in Place 

Don’t Carry What Isn’t Yours 

POWER AGENTS®, this is a moment to remember something critical: Don’t carry the burden that isn’t yours to carry. It’s not your job to fix the problem. It’s your job to help the seller understand their situation and their options. 

This seller wants to have his cake and eat it too—keep the tenant, avoid the hassle, and still get market value. Unfortunately for your client, that’s not going to happen. However, instead of saying that outright, you coach them to see it for themselves. 

“You’re not going to get the highest price unless you do the work—it’s the same whether you put in $100,000 of renovations or going through the process of tenant removal. The less work you’re willing to put in, the less return you should expect to get out of this.” 

Most seasoned investors will understand that concept. What you need to remember is that it’s not about being confrontational, it’s about being real, respectful, and supportive of whatever their choice is. 

Final Thought 

You don’t need to have every answer. What you do need is the skill to bring clarity to complex choices. You’re not just selling—you’re coaching, consulting, and guiding.  Your role is to illuminate the path, not to push an outcome. You empower sellers to choose what’s right for them, not what’s easy for you. 

Stay committed to clarity over comfort. That’s what separates a true professional from a mere salesperson. That’s how you become a trusted advisor. That’s how you build trust—and close with integrity. 

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