When you're wholesaling or selling investment properties, certain buyers tip their hand with the very first question they ask. One of the clearest tells?

“What are the rent comps?”

That’s a dead giveaway you’re dealing with a BRRRR buyer, and understanding why they ask this can help you tailor your pitch, increase your close rate, and position your deals more effectively.

This article breaks down:

• What BRRRR buyers care about (and why)

• Why rent comps are the first thing on their mind

• How to prep your deals for BRRRR buyers

• Red flags they look for, and how to overcome them

• How to attract them with the right deal packaging

Let’s dig in.

What BRRRR Buyers Really Want

BRRRR stands for:

• Buy

• Rehab

• Rent

• Refinance

• Repeat

This strategy allows investors to recycle the same pot of capital over and over again by refinancing out most (or all) of their initial investment once the property is stabilized and rented.

But for that to work, two things have to happen:

1. The ARV (After Repair Value) must appraise high enough to pull out the funds they spent acquiring and renovating the property.
   
   
   

2. The rents must be strong enough to justify the refinance and debt service under lender guidelines.
   
   
   

That’s why BRRRR buyers must know what the rent comps are, not just to estimate cash flow, but to determine whether the deal is viable at all.

Why Rent Comps Are Their North Star

For a BRRRR buyer, rent comps do 3 critical things:

1. Confirm Their Debt Service Coverage Ratio (DSCR)

Most banks and lenders require a DSCR of 1.2–1.25. That means the rental income must be at least 1.2x the monthly loan payment.

If rent comps show the area supports $1,500/month in rent, but the buyer’s refinance payment would be $1,400/month… that’s cutting it close. If the DSCR isn’t there, the refinance won’t go through.

No refi = no repeat. And that kills the whole BRRRR model.

2. Gauge Appraisal Support

While ARV is based on comps, not rent, appraisers often consider income potential, especially in 2–4 unit properties or rental-heavy markets. Higher market rents can help support a higher appraisal.

If the rent comps are low, it’s a red flag that the ARV might not justify the refinance amount the buyer needs.

3. Calculate Their Cash-on-Cash Return

Most BRRRR buyers want to pull out all or most of their initial capital. But if they can’t? They still want to know what their return will be on the remaining funds left in the deal.

The higher the rents, the better their cash flow, and the better the return on the money that stays in.

How to Prep a Deal for a BRRRR Buyer

Here’s how to make your deals irresistible to BRRRR investors, or at least avoid scaring them away:

Provide Clear, Recent Rent Comps

Don’t just say “rents in the area are $1,800.” That’s not enough.

• Use Zillow, Rentometer, RentCast, or MLS rental comps.
  
  
  

• Include 3–5 recent, nearby rentals that match:
  
  
  

  • Same bed/bath count

  • Similar condition

  • Same property type (SFH, duplex, etc.)

  • Within ½ mile radius if possible

Present them in a clean table or list. Bonus points if you include screenshot links or sources.

Estimate Rents Conservatively

Don’t overhype rent potential.

If you're showing $1,850 as the top comp but the average is $1,700, stick with $1,700. BRRRR buyers run their own numbers, and anything that smells off will break trust.

Break Down the BRRRR Math for Them

Show:

• Purchase price

• Estimated rehab

• All-in cost

• Estimated ARV

• Projected rent

• Estimated refinance amount (based on 75% of ARV)

• Expected cash flow & DSCR

If you hand them this analysis (accurately), you’ll rise to the top of their preferred seller list fast.

The Red Flags That Spook BRRRR Buyers

Knowing what scares BRRRR buyers off lets you get ahead of the objection.

Rent comps are too weak

If the best comp is $1,200/month and they need $1,600 to make the refi work, they’re out. You can’t fake this one. But you can reposition the deal for a different type of buyer (like a flip).

Unclear or exaggerated rehab budget

If your numbers say “$25k rehab” but the property clearly needs a full gut… they’ll walk. BRRRR buyers know the construction game. Don’t underestimate or gloss over it.

Bad neighborhoods with tenant challenges

If rent comps exist but tenant quality is poor (frequent evictions, crime, low retention), BRRRR buyers may pass due to long-term risk. Show signs of tenant stability when possible.

Uncertainty about seasoning or appraisals

Some BRRRR buyers run into lender pushback when trying to refinance within 6 months, especially if the appraisal doesn’t support it.

You can help by pointing out:

• Properties that recently appraised well

• Banks that allow early cash-out

• Comps that show recent price strength

How to Attract BRRRR Buyers to Your Deals

Use BRRRR-Language in Your Listings

In your email blasts, texts, or listings, use language like:

• “Perfect BRRRR opportunity”

• “Rent comps show $1,800+”

• “75% of ARV = $195K; all-in under $190K”

• “DSCR-friendly cash flow play”

• “Light rehab with strong cash-out potential”

You’re not just selling a house, you’re selling a strategy. Speak to it.

Join BRRRR-Specific Investor Groups

Most markets have:

• Facebook groups

• Meetup groups

• Discord servers

• BiggerPockets local threads

Filled with BRRRR buyers. Post your deals with rent comps and BRRRR math baked in, and you’ll get their attention.

Build Relationships with BRRRR Lenders

Private lenders, DSCR loan originators, and small banks that fund BRRRR deals can become referral sources.

If you’re known to bring them buyers with good deals, they’ll often connect you to new BRRRR investors looking for their next opportunity.

When BRRRR Buyers Aren’t the Right Fit

Not every deal works for a BRRRR play.

Heavy rehab with no rental upside

If the renovation is deep, and rents won’t support much higher cash flow, it’s better positioned for a flip buyer.

Super rural or ultra-urban areas

Lenders may balk at appraisals in low-density rural markets or unstable inner-city neighborhoods. If comps and rents are inconsistent, BRRRR buyers may shy away.

Low ARV or appraisal ceiling

In some markets, you hit a ceiling, no matter the improvements or rent bump. If the buyer can’t pull their money out, the deal doesn’t fit the model.

How to Pivot Your Pitch

Let’s say a BRRRR buyer is on the fence, they like the numbers but are hesitating.

Here’s how to bring them back in:

Offer to Help With Rent-Ready Estimates

They may fear a large rehab. If the property needs only cosmetic updates, highlight that with photos and a short list: “Paint, flooring, light fixtures, under $15k all-in.”

Suggest Alternate Exit Strategies

If DSCR is tight, suggest the live-in BRRRR strategy: occupy the property for 12 months, then refi on a conventional loan with better terms.

This works especially well for:

• House hackers

• First-time investors

• FHA or VA loan buyers

Present a Partner Play

If the buyer is stretched thin on capital or unsure about the appraisal, suggest a JV (joint venture) where you bring the deal, and they bring the funding and reno.

You get paid either way, and sometimes, equity on top.

Give BRRRR Buyers What They Need

When you understand why BRRRR buyers are obsessed with rent comps, you stop seeing it as an annoying ask and start using it as a selling lever.

They’re not trying to pick apart your deal. They’re trying to de-risk a repeatable strategy.

So your job is to:

• Know what they’re looking for

• Speak their language

• Make it easy to say yes

When you do that, you’re not just selling properties, you’re becoming a go-to deal source in your market.

And that’s how you build long-term buyers who come back again and again.