Excessive Selectivity Is Costing Real Estate Investors, 30-Year Veteran Warns

More than a third of investors plan to buy zero properties this year, according to a recent sentiment survey, despite 38% expecting market conditions to improve. This gap between optimism and action is not new, but in markets like Southeast Michigan, where apartment rents are still climbing and buyers consistently outnumber sellers, the cost of sitting out is compounding.

Larry Gotcher, owner and broker of Resource Realty Group in Ann Arbor, Michigan, has watched this pattern repeat through every major cycle of the last three decades. His read is direct: “Investors are way too picky about what they’re buying. Purchasing real estate in America is one of the most lucrative things you can do. It’s hard to go wrong, even if you make a mistake, because you get your appreciation back over time.”

There is a version of caution that protects you from bad investments. Then there is a version that keeps you on the sidelines while properties appreciate without you. The investors who build meaningful portfolios, in Gotcher’s view, are the ones who close more transactions and win a little each time – rather than waiting to win by a landslide on a single deal. “You don’t have to win the lottery on every deal,” he says. “I would rather close more transactions and win a little bit every time. In the end, you’re going to win bigger because you own more property.”

In a market like Southeast Michigan, where apartment inventory has been chronically short for decades and rents have increased consistently, holding out for perfect conditions means watching entry prices climb while the ideal moment keeps moving further away.

After more than 30 years in commercial real estate, Gotcher has a sharp read on when a potential buyer is doing real due diligence versus looking for reasons to walk. Two questions in particular have become reliable signals that a transaction is not going anywhere. The first is asking why the seller wants to sell. It seems reasonable on the surface, but in practice, it rarely produces useful information. “Why does anybody get into real estate? Buy low and sell high,” says Andrea Gotcher, who handles residential transactions and analytics at the firm. “They’re just wanting to move on to a different project, or they want their money.”

The second is asking to see the seller’s financials to assess past performance. Gotcher’s position is that this focuses attention on the wrong variable entirely. “What somebody else has done to run their business into the ground doesn’t matter,” Andrea Gotcher says. “We know our area. We know what we can do with the property. We base our numbers on that.” For investors with genuine market knowledge, that is the correct lens. The question should not be what the current owner produced – it should be what you can produce given your operating expertise, your financing, and your management approach.

Gotcher’s acquisition criteria are simple. Properties need to cash flow at or above zero after debt service. Monthly negative cash flow is the floor he will not go below, because below that line, every other assumption in the deal has to be exactly right to avoid losing money. Breaking even monthly is acceptable. Tax depreciation generates a real return on top of that, and long-term appreciation does the rest. A deal that looks unremarkable on paper today tends to look like a solid decision five or ten years out, which is exactly how the math is supposed to work.

“The key is owning as much real estate as you can,” Gotcher says. “If you’re too picky about what you buy, you’re not going to acquire very much real estate.”

If there is a single principle that runs through every piece of advice Gotcher gives, it is this: buy and hold. “Don’t be scared by temporary market conditions that force you to sell,” he says. “Make sure you hold as long as you can.” That applies in a high-rate environment, in a flat market, and in a downturn. The investors who sold into fear during the 2008 cycle – particularly in resilient markets like Ann Arbor – came out significantly behind those who stayed in. Time corrects most underwriting errors in real estate in ways that are almost impossible to recover from if you are sitting on the sidelines.

The market today, with rates still elevated and many buyers waiting for conditions that may never arrive, is another version of the same test. The investors acquiring now, at reasonable prices and with sound assumptions, will likely look back at this as a good entry point. The ones waiting for certainty will be looking at higher prices by then.