Seeking Feedback on B2C—>B2B Referral Situation

I am a single-unit operator looking to expand my business by becoming a specialized "Connector." My main advantage is being local to Hawaiʻi, which allows me to connect with owners culturally and leverage ʻOhana trust to find landlords who have similar mindsets and high quality units for high-quality B2B clients.

I must adhere to Hawaiʻi law: I cannot accept a commission from a landlord without a Realtor’s License or under a broker.

The Current Situation:

I successfully reached out to a local landlord and connected on culture. I discussed the B2C lead's needs, and the landlord confirmed his unit is available and, importantly, said the lead's profile is the exact responsible type of tenant he's been looking for but hasn't found.

The Dilemma:

I'm scheduled this week to follow up with the lead I’ve connected with a month ago and had some conversations along the way, but I already mentioned I may have found a fit. He’s asked for the address and pictures. Since I never mentioned a fee upfront, I feel awkward introducing one now. I want to:

1. Maintain the business relationship with the client and have him consider me as a good resource.

2. Gain a valuable referral name for future connections within their company for B2B

3. Avoid working for free and establish a better system for referrals if I’m going to spend my time connecting

Any suggestions or advice? I’m ok chalking this one up as a learning experience since I wasn't aware of the law until recently.

Thanks in advance 🙏🏽esp for reading to the end!

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