I personally focus just outside of the hyped up HOT areas; I'm in it for the long run and can make money without chasing the shinny object/area of the minute.  

I explained I would present an analysis outlining the ARV with the expected rehabber profit and that I will expect to see proof of funds before I would show my list of cash buyers this deal.His response; he wanted to do a separate walk through of the property before making a decision.

But I think they explain it better than I can.

While we are with them we ask about their employment and if they receive any other funds and explain in detail our expectations.

I trust you explained you do not allow tenants to make modifications of any kind to the rental unit without the explicit written authorization of the landlord. 

He is a good teacher and patient about explaining the ins and outs over and over. 

He kept insisting and explained that they drove from a few hours away just for this open house.

Explain the exit strategies, both long term planned and other potential exits of necessary.

I explained that I will enforce the lease and any damages, or uncleanliness above and beyond ordinary wear and tear will cost the Tenant. 

If you look at our website we believe it is professional and shows value by explaining exactly what we do along with testimonials from our past sellers.