{"id":8324,"date":"2025-09-21T02:54:00","date_gmt":"2025-09-21T02:54:00","guid":{"rendered":"https:\/\/realestatewealthnetwork.com\/blog\/?p=8324"},"modified":"2025-09-11T15:03:41","modified_gmt":"2025-09-11T15:03:41","slug":"the-problem-first-method-how-i-find-deals-others-miss","status":"publish","type":"post","link":"https:\/\/realestatewealthnetwork.com\/blog\/the-problem-first-method-how-i-find-deals-others-miss\/","title":{"rendered":"The Problem-First Method: How I Find Deals Others Miss"},"content":{"rendered":"<p class=\"wp-block-paragraph\">Hey, Cam Dunlap here.<\/p>\n<p class=\"wp-block-paragraph\">So I was at on coaching call last month, and one of my clients who was frustrated as all get-out said \u201cCam,\u201d \u201cI've looked at 50 houses in the past 3 months. Made offers on 12. Got deals. What am I doing wrong?\u201d<\/p>\n<p class=\"wp-block-paragraph\">I asked him 1 question: \u201cWhat problems were those sellers trying to solve?\u201d<\/p>\n<p class=\"wp-block-paragraph\">He said. \u201cProblems? I was trying to buy their houses...\u201d<\/p>\n<p class=\"wp-block-paragraph\">And right there \u2014 that's why he was striking out.<\/p>\n<p class=\"wp-block-paragraph\">See, after 30+ years in this business, I can tell you this: <strong>The most successful investors don't think like property buyers. They think like problem-solvers.<\/strong><\/p>\n<p class=\"wp-block-paragraph\">And that tiny mental shift?<\/p>\n<p class=\"wp-block-paragraph\">It changes EVERYTHING\u2026<\/p>\n<h2 class=\"wp-block-heading\"><a><\/a><strong>You're Not in the House Business<\/strong><\/h2>\n<p class=\"wp-block-paragraph\">Sorry to break that to you\u2026<\/p>\n<p class=\"wp-block-paragraph\">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\u2026<\/p>\n<p class=\"wp-block-paragraph\">Houses are just the vehicle. We're in the <em>problem-solving<\/em> business.<\/p>\n<p class=\"wp-block-paragraph\">When I shifted my thinking about this back in the late '90s, my deal flow exploded.<\/p>\n<p class=\"wp-block-paragraph\">Why?<\/p>\n<p class=\"wp-block-paragraph\">Because while everyone else was out there making offers based on comps and repair costs, I was having different conversations entirely.<\/p>\n<h3 class=\"wp-block-heading\"><a><\/a><strong>The Buyer's Mindset vs. The Problem-Solver's Mindset<\/strong><\/h3>\n<p class=\"wp-block-paragraph\">Here's how most investors approach a potential deal:<\/p>\n<ul class=\"wp-block-list\">\n<li>\u201cWhat's this house worth?\u201d<\/li>\n<li>\u201cWhat repairs does it need?\u201d<\/li>\n<li>\u201cWhat's my profit margin?\u201d<\/li>\n<\/ul>\n<p class=\"wp-block-paragraph\">All important questions. Seriously, NOTHING wrong with those questions \u2014 you need to know the numbers.<\/p>\n<p class=\"wp-block-paragraph\">But when those are your ONLY questions, you're missing 80% of the opportunity.<\/p>\n<p class=\"wp-block-paragraph\">Here's what I ask instead:<\/p>\n<ul class=\"wp-block-list\">\n<li>\u201c<em>Why<\/em> are you selling?\u201d<\/li>\n<li>\u201cWhat's your <em>timeline<\/em>?\u201d<\/li>\n<li>\u201cWhat would make this a <em>win\/win<\/em> for you?\u201d<\/li>\n<li>\u201cWhat's <em>keeping you up<\/em> at night about this property?\u201d<\/li>\n<\/ul>\n<p class=\"wp-block-paragraph\">Different questions, different conversations, different results.<\/p>\n<h2 class=\"wp-block-heading\"><a><\/a><strong>Real Problems Create Real Deals<\/strong><\/h2>\n<p class=\"wp-block-paragraph\">Let me share a recent example\u2026<\/p>\n<p class=\"wp-block-paragraph\">I got this call from a seller \u2014 let's call her Margaret.<\/p>\n<ul class=\"wp-block-list\">\n<li>House was worth ~$300k fixed up<\/li>\n<li>Needed ~$45k in work<\/li>\n<\/ul>\n<p class=\"wp-block-paragraph\">The \"buyer's mindset\" math says offer here $150k max.<\/p>\n<p class=\"wp-block-paragraph\">And that's exactly what my competition did.<\/p>\n<p class=\"wp-block-paragraph\">They got rejected.<\/p>\n<p class=\"wp-block-paragraph\">But I asked different questions.<\/p>\n<p class=\"wp-block-paragraph\">And it turns out Margaret's real problem wasn't selling the house \u2014 it was that she'd already moved into assisted living and needed $1,800\/month to cover those costs.<\/p>\n<p class=\"wp-block-paragraph\">She didn't need a big chunk of cash. She needed cash flow.<\/p>\n<p class=\"wp-block-paragraph\">So what'd I do?<\/p>\n<p class=\"wp-block-paragraph\">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.<\/p>\n<p class=\"wp-block-paragraph\">Total cost to me? About $138k.<\/p>\n<p class=\"wp-block-paragraph\">But structured in a way that solved her actual problem... she said yes immediately.<\/p>\n<p class=\"wp-block-paragraph\">My competition never had a chance because their goal was to buy a house.<\/p>\n<p class=\"wp-block-paragraph\"><strong>I was solving a problem.<\/strong><\/p>\n<p class=\"wp-block-paragraph\">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!<\/p>\n<p class=\"wp-block-paragraph\"><strong>The 4 Problem Categories That Create Opportunity<\/strong><\/p>\n<p class=\"wp-block-paragraph\">Through thousands of deals, I've found that seller problems usually fall into 4 main buckets:<\/p>\n<h3 class=\"wp-block-heading\"><a><\/a><strong>1. Time Problems<\/strong><\/h3>\n<ul class=\"wp-block-list\">\n<li><em>\u201cI start my new job in Phoenix in 3 weeks.\u201d<\/em><\/li>\n<li><em>\u201cThe auction is next Tuesday.\u201d<\/em><\/li>\n<li><em>\u201cMy wife's medical treatments start next month.\u201d<\/em><\/li>\n<\/ul>\n<p class=\"wp-block-paragraph\">When time is the enemy, your speed becomes the solution. These sellers will trade equity for certainty every time.<\/p>\n<h3 class=\"wp-block-heading\"><a><\/a><strong>2. $ Problems (But Not How You Think)<\/strong><\/h3>\n<p class=\"wp-block-paragraph\">Sometimes they need a big chunk. Sometimes they need monthly income. Sometimes they need to avoid a big tax bill.<\/p>\n<p class=\"wp-block-paragraph\">The key is understanding WHICH money problem they're facing.<\/p>\n<p class=\"wp-block-paragraph\">I once had a seller who turned down a $150k cash offer and took my $125k owner financing deal instead.<\/p>\n<p class=\"wp-block-paragraph\">Why?<\/p>\n<p class=\"wp-block-paragraph\">He was retiring and needed income, not a windfall that would bring a big tax bill.<\/p>\n<h3 class=\"wp-block-heading\"><a><\/a><strong>3. Condition Problems<\/strong><\/h3>\n<ul class=\"wp-block-list\">\n<li><em>\u201cI can't afford to fix it up to sell retail.\u201d<\/em><\/li>\n<li><em>\u201cThe city's on my back about code violations.\u201d<\/em><\/li>\n<li><em>\u201cThe house if full of stuff I don\u2019t know what to do with\u201d<\/em><\/li>\n<li><em>\u201cI inherited this mess and live 2,000 miles away.<\/em><\/li>\n<\/ul>\n<p class=\"wp-block-paragraph\">These aren't just repair issues \u2014 they're <strong>OVERWHELM<\/strong> issues.<\/p>\n<p class=\"wp-block-paragraph\">And your willingness to take on their headache is worth<strong> real money<\/strong>.<\/p>\n<h3 class=\"wp-block-heading\"><a><\/a><strong>4. Situation Problems<\/strong><\/h3>\n<ul class=\"wp-block-list\">\n<li>Divorce<\/li>\n<li>Probate<\/li>\n<li>Job loss<\/li>\n<li>Behind on payments<\/li>\n<li>Vacant<\/li>\n<li>Bad tenants<\/li>\n<\/ul>\n<p class=\"wp-block-paragraph\">These are the messiest, most emotional problems \u2014 and often the best opportunities for creative solutions.<\/p>\n<h2 class=\"wp-block-heading\"><a><\/a><strong>How to Actually DO This (Starting Tomorrow)<\/strong><\/h2>\n<p class=\"wp-block-paragraph\">Alright, enough theory...<\/p>\n<p class=\"wp-block-paragraph\">Here's how you implement the Problem-First Method:<\/p>\n<h3 class=\"wp-block-heading\"><a><\/a><strong>Step 1: Change Your Opening Line<\/strong><\/h3>\n<ul class=\"wp-block-list\">\n<li>Stop saying: \u201cHi, I'm interested in buying your house.\u201d<\/li>\n<li>Start saying: \u201cHi, I solve real estate problems. What's going on with your property?\u201d<\/li>\n<\/ul>\n<p class=\"wp-block-paragraph\">It's a small change that opens totally different doors.<\/p>\n<h3 class=\"wp-block-heading\"><a><\/a><strong>Step 2: Shut Up &amp; Listen<\/strong><\/h3>\n<p class=\"wp-block-paragraph\">I mean it.<\/p>\n<p class=\"wp-block-paragraph\">When they start talking about their situation, resist every urge to jump in with solutions. Take notes and ask follow-up questions.<\/p>\n<p class=\"wp-block-paragraph\">The first problem they mention is rarely the real problem.<\/p>\n<p class=\"wp-block-paragraph\">One seller told me he needed to sell because of repairs...<\/p>\n<p class=\"wp-block-paragraph\">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.<\/p>\n<p class=\"wp-block-paragraph\">Completely different solution needed, right?<\/p>\n<h3 class=\"wp-block-heading\"><a><\/a><strong>Step 3: Think Beyond the Purchase Agreement<\/strong><\/h3>\n<p class=\"wp-block-paragraph\">Your toolkit shouldn't just be \u201ccash offer\u201d or \u201cnothing.\u201d<\/p>\n<p class=\"wp-block-paragraph\">In the last year alone, I've used:<\/p>\n<ul class=\"wp-block-list\">\n<li>Owner financing<\/li>\n<li>Subject-to<\/li>\n<li>Wrap-around mortgages<\/li>\n<li>Lease options<\/li>\n<li>Contract assignments<\/li>\n<li>Simultaneuous closings<\/li>\n<\/ul>\n<p class=\"wp-block-paragraph\">Each tool solves different problems.<\/p>\n<p class=\"wp-block-paragraph\">The more tools you've got, the more problems you can solve.<\/p>\n<h3 class=\"wp-block-heading\"><a><\/a><strong>Step 4: Present Solutions, Not Offers<\/strong><\/h3>\n<p class=\"wp-block-paragraph\">When you call back, don't lead with price.<\/p>\n<p class=\"wp-block-paragraph\">Lead with <strong><em>how you'll solve their problem.<\/em><\/strong><\/p>\n<p class=\"wp-block-paragraph\"><em>\u201cMargaret, I've been thinking about your situation. I know that monthly income for your care is the priority. Here's how I can help\u2026\u201d<\/em><\/p>\n<p class=\"wp-block-paragraph\">See the difference?<\/p>\n<p class=\"wp-block-paragraph\">You're positioning yourself as an ally, not an adversary.<\/p>\n<h2 class=\"wp-block-heading\"><a><\/a><strong>Your Competition Doesn't Think This Way<\/strong><\/h2>\n<p class=\"wp-block-paragraph\">Here's the beautiful thing about the Problem-First Method \u2014 most investors will never do this. They're too busy running their formulas and making their cookie-cutter offers.<\/p>\n<p class=\"wp-block-paragraph\">While they're frustrated about \u201ctoo much competition\u201d and \u201csellers wanting retail,\u201d you'll be having entirely different conversations.<\/p>\n<p class=\"wp-block-paragraph\">You'll be the investor sellers actually <strong><em>want<\/em><\/strong> to work with.<\/p>\n<p class=\"wp-block-paragraph\">Just recently, a seller said to me,<\/p>\n<p class=\"wp-block-paragraph\"><em>\u201cI 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.\u201d<\/em><\/p>\n<p class=\"wp-block-paragraph\">That's the power of thinking like a problem-solver instead of a property buyer.<\/p>\n<h2 class=\"wp-block-heading\"><a><\/a><strong>Your Next Move<\/strong><\/h2>\n<p class=\"wp-block-paragraph\">This week, I want you to try something different...<\/p>\n<p class=\"wp-block-paragraph\">In your next seller conversation, don't mention price for the first 10 minutes.<\/p>\n<p class=\"wp-block-paragraph\">Instead, just focus on <strong><em>understanding their situation<\/em><\/strong>.<\/p>\n<p class=\"wp-block-paragraph\">Ask questions like:<\/p>\n<ul class=\"wp-block-list\">\n<li><em>\u201cTell me what's going on, why are you thinking about selling?<\/em><\/li>\n<li><em>\u201cIn a perfect world, how would this work out for you?\u201d<\/em><\/li>\n<li><em>\u201cWhat's your biggest concern about this whole process?\u201d<\/em><\/li>\n<\/ul>\n<p class=\"wp-block-paragraph\">Then <strong><em>actually listen<\/em><\/strong> to the answers.<\/p>\n<p class=\"wp-block-paragraph\">Take notes. Think creatively.<\/p>\n<p class=\"wp-block-paragraph\">Because here's the truth \u2014 in this business, the best deals don't go to the highest bidder. They go to the best problem-solver.<\/p>\n<p class=\"wp-block-paragraph\">Stop shopping for houses. Start solving problems.<\/p>\n<p class=\"wp-block-paragraph\">The deals will follow.<\/p>\n<p class=\"wp-block-paragraph\">Regards,<\/p>\n<p class=\"wp-block-paragraph\">Cam Dunlap<\/p>","protected":false},"excerpt":{"rendered":"<p>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 \u201cCam,\u201d \u201cI&#8217;ve looked at 50 houses in the past 3 months. Made offers on 12. Got 0 deals. What am I doing wrong?\u201d I asked him 1 question: \u201cWhat problems [&hellip;]<\/p>\n<div data-animation=\"no-animation\" data-icons-animation=\"no-animation\" data-overlay=\"\" data-change-size=\"\" data-button-size=\"1\" style=\"font-size:1em!important;display:none;\" class=\"supsystic-social-sharing supsystic-social-sharing-package-flat supsystic-social-sharing-content supsystic-social-sharing-content-align-left\" data-text=\"\"><a data-networks=\"[]\" class=\"social-sharing-button sharer-flat sharer-flat-1 counter-standard without-counter facebook\" target=\"_blank\" title=\"Facebook\" href=\"http:\/\/www.facebook.com\/sharer.php?u=https%3A%2F%2Frealestatewealthnetwork.com%2Fblog%2Fthe-problem-first-method-how-i-find-deals-others-miss%2F\" data-main-href=\"http:\/\/www.facebook.com\/sharer.php?u={url}\" data-nid=\"1\" data-name=\"\" data-pid=\"1\" data-post-id=\"8324\" data-url=\"https:\/\/realestatewealthnetwork.com\/blog\/wp-admin\/admin-ajax.php\" rel=\"noreferrer nofollow\" data-mailto=\"\"><i class=\"fa-ssbs fa-ssbs-fw fa-ssbs-facebook\"><\/i><div class=\"counter-wrap standard\"><span class=\"counter\">0<\/span><\/div><\/a><a data-networks=\"[]\" class=\"social-sharing-button sharer-flat sharer-flat-1 counter-standard without-counter twitter\" target=\"_blank\" title=\"Twitter\" href=\"https:\/\/twitter.com\/share?url=https%3A%2F%2Frealestatewealthnetwork.com%2Fblog%2Fthe-problem-first-method-how-i-find-deals-others-miss%2F&text=The+Problem-First+Method%3A+How+I+Find+Deals+Others+Miss\" data-main-href=\"https:\/\/twitter.com\/share?url={url}&text={title}\" data-nid=\"2\" data-name=\"\" data-pid=\"1\" data-post-id=\"8324\" data-url=\"https:\/\/realestatewealthnetwork.com\/blog\/wp-admin\/admin-ajax.php\" rel=\"noreferrer nofollow\" data-mailto=\"\"><i class=\"fa-ssbs fa-ssbs-fw fa-ssbs-twitter\"><\/i><div class=\"counter-wrap standard\"><span class=\"counter\">0<\/span><\/div><\/a><a data-networks=\"[]\" class=\"social-sharing-button sharer-flat sharer-flat-1 counter-standard without-counter linkedin\" target=\"_blank\" title=\"Linkedin\" href=\"https:\/\/www.linkedin.com\/shareArticle?mini=true&title=The+Problem-First+Method%3A+How+I+Find+Deals+Others+Miss&url=https%3A%2F%2Frealestatewealthnetwork.com%2Fblog%2Fthe-problem-first-method-how-i-find-deals-others-miss%2F\" data-main-href=\"https:\/\/www.linkedin.com\/shareArticle?mini=true&title={title}&url={url}\" data-nid=\"13\" data-name=\"\" data-pid=\"1\" data-post-id=\"8324\" data-url=\"https:\/\/realestatewealthnetwork.com\/blog\/wp-admin\/admin-ajax.php\" rel=\"noreferrer nofollow\" data-mailto=\"\"><i class=\"fa-ssbs fa-ssbs-fw fa-ssbs-linkedin\"><\/i><div class=\"counter-wrap standard\"><span class=\"counter\">0<\/span><\/div><\/a><\/div>","protected":false},"author":1,"featured_media":8328,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[29,39,1],"tags":[9,11],"class_list":["post-8324","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-finding-deals","category-motivation-success","category-uncategorized","tag-making-money-with-real-estate","tag-real-estate-investing"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v28.7 (Yoast SEO v28.7) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Questions to Ask Motivated Sellers: The Problem-First Way<\/title>\n<meta name=\"description\" content=\"The best questions to ask motivated sellers aren&#039;t about price. Cam&#039;s Problem-First Method finds the real problem and wins deals higher offers lose.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/realestatewealthnetwork.com\/blog\/the-problem-first-method-how-i-find-deals-others-miss\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The Problem-First Method: How I Find Deals Others Miss\" \/>\n<meta property=\"og:description\" content=\"The best questions to ask motivated sellers aren&#039;t about price. 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