A smart friend presented at the Urban Land Institute (ULI) national gathering in January. He noted that we never know in advance what causes the next recession. He mentioned that if the Chinese virus were especially contagious, it could reach the U.S. and cause recession. 

Another friend called me in early February. He pondered the news and talked to some bio-tech friends about the possibility of a pandemic. Based on their feedback, he did some more research. He decided the virus could cause a recession in the U.S. and Europe but could do more severe damage to Asia, Africa, and the Middle East.

Getting economic predictions right is hard. Many experts get it wrong. Remember the Great Recession? Fed Chair Ben Bernanke was an expert on the Great Depression, but he didn’t see the recession coming. Neither did most other experts.

Predicting something others don’t see is impressive. Give both my friends credit. They both consumed a wide range of news. They knew enough about statistics and risk to foresee potential problems. But my second friend went a step or two further. 

He told me he had sold his stocks and was going to fire-sale several pieces of income property to obtain cash in two weeks. He explained that if his hunch was wrong his investment’s value might shrink 10%. Alternately, if the virus shattered values and upset the economy, then he would have the cash to buy at steep discounts. He pondered what industries and activities would be most severely damaged. He shorted cruise lines. When the market dropped, he suddenly had many buying opportunities.

- Advertisers -

I hope you’re that smart and/or lucky in the future. My second friend estimated what it would cost him if he were wrong. Then he acted. He sold all his stocks and several investment properties. He didn’t sell all of everything. 

The point of this is not that that couple of my friends are smarter than me. We should all have friends smarter than we are. The truth is that being right and famous didn’t boost my first buddy’s wealth. The second fellow was a month later with the right theory. The second friend did the hard work of thinking and the brave work of acting.

Wise or Wealthy?

Being smart or wise doesn’t automatically make you wealthy. An intelligent assessment of the risks and potential rewards moves you further along. Annie Duke, the author of Thinking in Bets, explains understanding the odds enables you to know when to hold them and when to fold them. 

Even that is no guarantee. Sometimes you know the odds are with you and yet you still lose. Luck and other factors beyond your control can affect the outcome. Writer, bon vivant, and horse player Damon Runyon put it more colorfully: “The race is not always to the swift, nor victory to the strong, but that’s the way you bet.”

Taking Risks

Behavioral economists say most people decline even bets. Generally, we want twice as much potential reward as potential loss. In other words, people are risk averse. We hate losing one dollar so much that we won’t bet unless there is an equal chance of winning two.

We recognize more uncertainty now than we understood in February. Maybe now, people need a 3 to 1 or maybe even a 4 to 1 ratio to act. 

My day job involves talking with millionaires. 80% of the millionaires that I’ve talked with in the last six weeks are not acting. They’re not confident about their ability to make a good decision. Most of them became millionaires by taking prudent risks that scared others away. Now, they’ve accumulated wealth and don’t want to lose it. They’re risk averse.


Are You Drifting?

In kayaking there is a word for not acting – drifting. Drifting means you end up where the current takes you. Whether you notice or not we’re affected by motions, trends or waves. On land you can sit still and not move. In life and in a kayak, if you’re not taking action, then other forces are moving you. You’re drifting.

Perhaps you perceive the risks as too great to venture anything. Fine. Perhaps you think things will get worse. If so, maybe you should sell. Perhaps you expect things will get much better. That conclusion implies you should buy.

About once a decade, there’s a dramatic economic shift. Recessions are usually when the bigger shifts come. We didn’t volunteer for this recession, but now is an opportunity for unusually superior returns. Want to investigate them? How will you respond? Can you choose a better strategy than drifting?

Multiply Your Chances of Apartment Investing Success

There is no perfect property. Every apartment-investing opportunity is different. Each one is a unique cluster of imperfections. Your objective should be to close on the available property with the best set of fixable imperfections. You’re most likely to succeed when you’re clear about your values and goals, know the market, and consider several available properties.

Multiple Options Yield Better Decisions

Decision-making experts are clear. Your likelihood of success increases when you consider several alternatives. If you analyze only one property, you’re excluding all others. By examining more alternatives, you’re more likely to find a better match for your values and objectives.

Make Multiple Offers

Writing 3000+ offers shows that a multiple-offer strategy is the most effective way to build legacy wealth. Writing multiple offers enables you to explore two to five times as many possibilities. You discover which sellers are most motivated and which available properties are the best fit for you. Here’s why. Most offers aren’t accepted. Maybe 20–35% of the accepted offers don’t close. If you’re making one offer at a time, you must re-start whenever your escrow fails. But multiple offers enable you to learn far more in the same time. Multiple offers increase your odds of success, but there’s a catch.

Use a Proven System to Track Opportunities and Offers

People have only limited ability to juggle decision criteria and comparisons in their heads. To make a multiple offers strategy work, you need an easy way to remember your choices and compare trade-offs. My team uses a simple dashboard with our clients.

The dashboard simplifies comparison of the most critical information about current targets. As properties drop out or are added, we can quickly assess where each one ranks.


Expand beyond only one property at a time. Better decisions result from comparing several options. Multiple offers provide better market intelligence. When an offer isn’t accepted or a property does not meet your investment expectations, you’re progressing with other opportunities. A decision aid helps you get the best from your multiple offer strategy.

Terry Moore, CCIM is an investment real estate broker with a proven history of success in creating value, 1031 (tax deferred) exchanges, and building wealth through apartment investments. He has taught at UCSD, National University’s MBA program, the Appraisal Institute, SD County Tax Assessor, California Association of Realtors and is a National Certified Commercial Investment Member. For more information contact Terry at [email protected], call 619-497-6424 (Direct), 619-889-1031 (Mobile) or visit www.SanDiegoApartmentBroker.com. (License #0091851).