Honestly, I wouldn’t choose one or the other. I would start by building relationships with the local investors who are already buying there, but I would also reach out to investors in surrounding counties and larger cities who are willing to buy in your area.
In a smaller market, you don’t need a list of thousands of buyers. You need five or ten real buyers who will answer the phone, look at your deals, and tell you the truth about what they would pay.
I would start talking to local landlords, flippers, agents, contractors, property managers, and anyone who has recently purchased a property with cash. Find out exactly what they buy, where they buy, and what kind of numbers they need.
Your biggest advantage is going to be knowing your area better than somebody sitting in a larger city looking at numbers online. In a rural market, one road can make a huge difference. You have to understand access, septic systems, wells, utilities, zoning, fire risk, insurance, and how far the property is from everything.
I would also be careful about putting properties under an agreement before you understand what your buyers will actually pay. Something can look like a great deal on paper and still be difficult to move.
Start small. Pick one or two areas. Learn the sales. Build relationships with real buyers. Then focus on the basics.
Find an opportunity. Start a conversation. Make an offer. Follow up.
Small markets can be great because there is usually less competition. You just have to know the market and build real relationships. That is where your advantage will come from.
