My experience taught me that success isn’t about picking a property type, it’s about having the right tenants in your property.Our tenant-focused strategy has produced strong results:Average tenant stay of more than five yearsZero rent declines or vacancies during the 2008 crashSince 2015, average annual appreciation of 9% and rent growth of 7%Vacancy rates under 2%Only seven evictions out of more than 1,000 tenants over 17 yearsOur target segment is families with elementary school children earning between $60,000 and $85,000 a year.

Instead of sending one-off messages, you’re staying consistent and relevant.Why it matters:Keeps you top-of-mind without constant manual effortRe-engages cold leads who might otherwise forget youEducates buyers and sellers with valuable tipsGenerates repeat and referral businessDone right, drip campaigns build trust while you focus on active deals.How to Do It RightStep 1: Segment your list – Separate buyers, sellers, past clients, and investors.

What I needed was information specific to our tenant segment, but it simply wasn’t out there.

The only requirement is two recent paycheck stubs and a money order for the first month’s rent.I owned two 4-plexes outside Atlanta and the tenant segment they attracted was young professionals.

To do that, your rental income must:Outpace inflationLast your lifetimeArrive reliably each monthFully replace your current incomeThis is why the focus should be on the right markets and tenant segments, not on a door count or dollar target.Choosing the Right MarketRents follow property prices, and property prices are driven by supply and demand.

Segment your list.No tracking: if you can’t see the leak, you can’t fix it.Inconsistent follow-up: respond in minutes, not days.

But even in that segment they are resembling the full blown resort model more and more.

Investors are moving their capital into landlord-friendly states where rents and home prices consistently rise faster than inflation.One of the strongest examples is Las Vegas:No rent control — landlords can adjust rents in line with market demand.Pro-business and landlord-friendly laws — evictions for non-payment typically take weeks, not months.Strong migration and job growth — people and businesses are moving here, which pushes both rents and home prices higher.Consistent appreciation — since 2015, the property segment we target has appreciated at about 9% per year and rents at about 7% per year, both well above inflation.Lower entry cost — compared to Bay Area markets, you can often acquire two or three cash-flowing properties here for the cost of one in California.Wherever you choose to invest, partner with an experienced local investment team.

The client is using DSCR loans to acquire six or seven replacement properties per multifamily relinquished.The other client segment that uses DSCR loans is international clients, as well as others who can’t qualify for conventional financing.While we’ve facilitated a number of DSCR loans, I’m not a lender and only have limited knowledge.

A few tips to expand your network and maximize connections in Dayton and Columbus:Build a solid buyers list: Segment by property type, price range, and investment strategy so you can match deals faster.Leverage local REI meetups: Even casual networking events in Dayton and Columbus can help you find new buyers and JV partners.Partner with local agents & contractors: They can give you early insight on distressed properties or motivated sellers.Share your knowledge: Posting deal analysis, market insights, or lessons learned can position you as a go-to wholesaler in the community.Document your process: A repeatable system for sourcing, vetting, and presenting deals keeps your business efficient and professional.