Thought Process for List Building Targeting SMBs in Non-Conforming Lending

Experts, I have a client, (3 business partners) non bank lender, they are specliased in non-conform lending. when banks says no to a borrower, for various reasons. Their target market is SMB (or SM enterprises) which is a huge market to segment. What is your thought process before list building? So far, I started with some of their recent success cases and their past personal experience of the 3 partners. medical and sport industry.