Hey, Cam Dunlap here.
So I was at on coaching call last month, and one of my clients who was frustrated as all get-out said “Cam,” “I’ve looked at 50 houses in the past 3 months. Made offers on 12. Got 0 deals. What am I doing wrong?”
I asked him 1 question: “What problems were those sellers trying to solve?”
He said. “Problems? I was trying to buy their houses…”
And right there — that’s why he was striking out.
See, after 30+ years in this business, I can tell you this: The most successful investors don’t think like property buyers. They think like problem-solvers.
And that tiny mental shift?
It changes EVERYTHING…
You’re Not in the House Business
Sorry to break that to you…
Look, I know this might sound weird coming from a real estate investor, but here’s the truth: We’re not really in the house business…
Houses are just the vehicle. We’re in the problem-solving business.
When I shifted my thinking about this back in the late ’90s, my deal flow exploded.
Why?
Because while everyone else was out there making offers based on comps and repair costs, I was having different conversations entirely.
The Buyer’s Mindset vs. The Problem-Solver’s Mindset
Here’s how most investors approach a potential deal:
- “What’s this house worth?”
- “What repairs does it need?”
- “What’s my profit margin?”
All important questions. Seriously, NOTHING wrong with those questions — you need to know the numbers.
But when those are your ONLY questions, you’re missing 80% of the opportunity.
Here’s what I ask instead:
- “Why are you selling?”
- “What’s your timeline?”
- “What would make this a win/win for you?”
- “What’s keeping you up at night about this property?”
Different questions, different conversations, different results.
Real Problems Create Real Deals
Let me share a recent example…
I got this call from a seller — let’s call her Margaret.
- House was worth ~$300k fixed up
- Needed ~$45k in work
The “buyer’s mindset” math says offer here $150k max.
And that’s exactly what my competition did.
They got rejected.
But I asked different questions.
And it turns out Margaret’s real problem wasn’t selling the house — it was that she’d already moved into assisted living and needed $1,800/month to cover those costs.
She didn’t need a big chunk of cash. She needed cash flow.
So what’d I do?
I structured a deal where I took the property subject-to her existing mortgage, gave her $30k upfront for moving expenses, and agreed to pay her $1,800/month for the next 5 years.
Total cost to me? About $138k.
But structured in a way that solved her actual problem… she said yes immediately.
My competition never had a chance because their goal was to buy a house.
I was solving a problem.
It’s like being a doctor who only knows how to prescribe aspirin. Sure, it works sometimes, but you’re gonna miss a lot of patients who need different medicine!
The 4 Problem Categories That Create Opportunity
Through thousands of deals, I’ve found that seller problems usually fall into 4 main buckets:
1. Time Problems
- “I start my new job in Phoenix in 3 weeks.”
- “The auction is next Tuesday.”
- “My wife’s medical treatments start next month.”
When time is the enemy, your speed becomes the solution. These sellers will trade equity for certainty every time.
2. $ Problems (But Not How You Think)
Sometimes they need a big chunk. Sometimes they need monthly income. Sometimes they need to avoid a big tax bill.
The key is understanding WHICH money problem they’re facing.
I once had a seller who turned down a $150k cash offer and took my $125k owner financing deal instead.
Why?
He was retiring and needed income, not a windfall that would bring a big tax bill.
3. Condition Problems
- “I can’t afford to fix it up to sell retail.”
- “The city’s on my back about code violations.”
- “The house if full of stuff I don’t know what to do with”
- “I inherited this mess and live 2,000 miles away.
These aren’t just repair issues — they’re OVERWHELM issues.
And your willingness to take on their headache is worth real money.
4. Situation Problems
- Divorce
- Probate
- Job loss
- Behind on payments
- Vacant
- Bad tenants
These are the messiest, most emotional problems — and often the best opportunities for creative solutions.
How to Actually DO This (Starting Tomorrow)
Alright, enough theory…
Here’s how you implement the Problem-First Method:
Step 1: Change Your Opening Line
- Stop saying: “Hi, I’m interested in buying your house.”
- Start saying: “Hi, I solve real estate problems. What’s going on with your property?”
It’s a small change that opens totally different doors.
Step 2: Shut Up & Listen
I mean it.
When they start talking about their situation, resist every urge to jump in with solutions. Take notes and ask follow-up questions.
The first problem they mention is rarely the real problem.
One seller told me he needed to sell because of repairs…
Then 20 mins later, I learned the real issue was his daughter needed surgery, and he couldn’t afford both the medical bills and the mortgage.
Completely different solution needed, right?
Step 3: Think Beyond the Purchase Agreement
Your toolkit shouldn’t just be “cash offer” or “nothing.”
In the last year alone, I’ve used:
- Owner financing
- Subject-to
- Wrap-around mortgages
- Lease options
- Contract assignments
- Simultaneuous closings
Each tool solves different problems.
The more tools you’ve got, the more problems you can solve.
Step 4: Present Solutions, Not Offers
When you call back, don’t lead with price.
Lead with how you’ll solve their problem.
“Margaret, I’ve been thinking about your situation. I know that monthly income for your care is the priority. Here’s how I can help…”
See the difference?
You’re positioning yourself as an ally, not an adversary.
Your Competition Doesn’t Think This Way
Here’s the beautiful thing about the Problem-First Method — most investors will never do this. They’re too busy running their formulas and making their cookie-cutter offers.
While they’re frustrated about “too much competition” and “sellers wanting retail,” you’ll be having entirely different conversations.
You’ll be the investor sellers actually want to work with.
Just recently, a seller said to me,
“I had 6 other offers, all higher than yours. But you’re the only one who actually listened to me and helped me with what I needed.”
That’s the power of thinking like a problem-solver instead of a property buyer.
Your Next Move
This week, I want you to try something different…
In your next seller conversation, don’t mention price for the first 10 minutes.
Instead, just focus on understanding their situation.
Ask questions like:
- “Tell me what’s going on, why are you thinking about selling?
- “In a perfect world, how would this work out for you?”
- “What’s your biggest concern about this whole process?”
Then actually listen to the answers.
Take notes. Think creatively.
Because here’s the truth — in this business, the best deals don’t go to the highest bidder. They go to the best problem-solver.
Stop shopping for houses. Start solving problems.
The deals will follow.
Regards,
Cam Dunlap