I found the owners, found they were lenders, networked and figured out their business model, and then tailored my offer accordingly, knowing what I could expect to have to give, and what to ask for in return.  

Once you figure that out it will be much easier for you to tailor your pitch (presentation) towards that crutch & then once you're proving that you're sincerely trying to solve there "problem," then you've made it easier for yourself in the close.Sidebar; the hardest part in this will be the most important IMO...

I am with @Deanna, our quality of tenants that use online sources and tailored searches have been better than any of the "Hey, I saw a sign" people we've entertained. 

For example, we have considered approaching it from a investment consultant angle where we provide a tailored service for a small number of clients that can handle volume, which we would work with exclusively and who provide an elite product, rather than an extensive buyer list filled with investors who are less serious.

My services are tailor-made for my investor partners and the system I use makes it a lot easier to simulate several scenarios, gauge heat maps, grants/initiatives within overlays, ward councilors or selectmen, liens/title etc...There's so much data that you literally have to tell me what you want to know or what you only want to see because the rest will just be noise.

I'm trying to figure out if the people actually looking at your brochures will be the workers, or the HR people, because you'll want to tailor your message accordingly.  

Keeping these things in mind helps me to tailor my presentation to the individual. 

It's a rockstar lease that we've revised a bit ourselves but like the comment above, it's state specific so see if someone can help you get a lease for your state and tailor it to college kids THEN have an attorney review it. 

Certain strategies are also better tailored to some over the others, and understanding and combining multiple strategies will likely result in optimal returns.

We are about to tailor our searches, given the constraints of the VA Loan, to single family homes that are more move in ready.