Cam Dunlap here…
Last week, I had a conversation with a student who’s been “getting ready to get ready” for 8 months.
Eight. Months. (Sigh.)
He’d read every book, attended every webinar, analyzed every market report… but hadn’t made a single offer.
When I asked him why, he gave me a laundry list of fears disguised as “being prudent.”
Sound familiar?
Well after 30+ years in this business, I can tell you the #1 reason most aspiring investors never become actual investors isn’t lack of money, knowledge, or opportunities.
It’s fear. Plain and simple.
And fear is a thief, and it may be stealing deals from you right now.
The Fear Factor Is Real (So Are the Solutions)
Look, I get it…
When I started back in ’93, I was terrified too.
But here’s what I’ve learned: Fear in real estate investing shows up in 3 main ways, and each has a specific antidote…
Fear #1: “What If I Mess Up the Numbers?”
This one’s huge for new investors.
You’re worried you’ll overpay, underestimate repairs, or miss something critical that’ll sink the deal.
But here’s the thing: Yes, you probably WILL mess up some numbers early on, but perfect math is not required for profitable deals.
I remember on one of my first few deals, I estimated repairs at $15k.
The actual cost ended up being $28k.
Ouch.
But you know what? I still made money on that flip.
Why? Because I built in a buffer and because (again) perfect math isn’t required for profitable deals.
The Fix: Use the 70% rule religiously when you’re rehabbing. If you can buy at 70% of after-repair value minus repairs, you’ve got enough cushion to absorb rookie mistakes. When you’re wholesaling the house you simply go lower. Don’t stray from this and you’ve got a buffer.
It’s like training wheels for your calculator.
Fear #2: “What If the Seller Laughs at My Offer?”
Oh boy, this one’s a doozy…
I remember fearing this too and it held me back but…
What I learned by actually making the offers is that motivated sellers don’t laugh – they counter and you often end up making a deal, especially if you’re willing to follow up when they say no. (That’s a whole other conversation)
Here’s what fear doesn’t tell you:
- Motivated sellers aren’t looking for top dollar.
- They’re looking for a solution or an out.
- Speed and convenience often matter more than price.
This reminds me of something a student recently shared:
“Cam, I was terrified to offer $170k on a house with an after repaired value of $275k. But the seller had already moved out of state and just wanted it done. They accepted!”
The Fix: Remember this mantra: “The answer is always ‘No’ if you don’t ask.”
Look, I know it might feel scary, but trust me, it’s not nearly as bad as that little guy on your shoulder whispering in your ear makes it sound like.
Make 3 offers this week. Not next month.
THIS WEEK.
Even if they all get rejected (they likely won’t), you’ll have broken through the fear barrier.
“Do the thing you fear most, and the death of fear is almost certain.”
~Ralph Waldo Emerson
Grab a risk-free 7 day free trial of our Real Estate Data Feed here and access motivated sellers across the country who need to sell NOW
Fear #3: “What If I Can’t Find the Money?”
This might be the biggest fear-based excuse I hear.
“I’d love to buy and sell houses Cam, but I don’t have cash for deals!”
Really?
Because I started with basically nothing, and in my experience, finding money is easier than finding good deals especially when you use my No-Fee Funding.
In addition to that, private lenders, hard money lenders, seller financing, partners – money is looking for good deals just like you are!
The Fix: Build your lender list BEFORE you need it.
Spend 30 minutes this week reaching out to 3 potential private lenders. Not to ask for money -just to build relationships. Let them know you’re an investor that only buys good deals.
Then when you’ve got a deal, you’ll have people to call.
Your Fear Is Lying to You
Here’s what 30 years and hundreds and hundreds of deals have taught me:
Fear whispers lies that sound like wisdom.
- “Just wait until the market is better…” (Translation: wait forever.)
- “I really need to know everything first…” (Translation: you will never know everything.)
- “I’m just not ready yet…” (Translation: I’ll never feel ready.)
You know what’s scarier than making offers?
Looking back in 5 years and realizing fear kept you on the sidelines when you could have built real wealth.
The “Done Beats Perfect” Protocol
I’ve got a challenge for you. I call it the “Done Beats Perfect” protocol:
- This Week: Either peruse the Real Estate Data Feed or drive for dollars for 2 hours. Find at least 20 distressed properties.
- Next Week: Contact as many of those owners as possible. Use this simple script: “Hi, I’m an investor in the area. Are you interested in selling your property? Then, make at least 3 offers and remember, they don’t have to be perfect. They just have to be made.
Will every offer work?
Nope. Maybe none of them will.
Will you feel uncomfortable?
Yep.
Will you learn more in these 2 weeks than in 2 months of studying?
Absolutely.
Progress over perfection here!
You’ve got to be willing to “fail forward” if you want to accelerate the inevitable learning curve involved in doing anything awesomely.
Stop. Read that ☝line again. ッ
Fear or Fortune — Your Choice
Look, I could tell you that fear goes away completely. But that’s just not the case.
Even now, certain deals make me a little nervous.
The difference? I’ve learned that action despite fear is the price of admission in this business.
Every successful investor you admire felt fear. They just didn’t let it paralyze them.
So here’s my question: What’s scarier — making an imperfect offer this week or being in the exact same position this time next year?
The market doesn’t care about your fear. Sellers don’t care about your fear. But they do care about solutions, and you can’t provide solutions from the sidelines.
Stop letting fear steal your deals. The only thing standing between you and your first (or next) deal is the action you’re afraid to take.
Your move.
Regards,
Cam Dunlap