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PR E FA C E

Hotel, which I helped one of my clients buy. I’ve also had the oppor-
tunity to watch Donald Trump in action as he made some of the
greatest real estate investments in history.
This book explains the strategies Donald Trump used to make
his real estate fortune, and how small investors can apply them to in-
vestments of any size, right down to a one-family rental property. I
describe how Trump implements some of his signature strategies
such as creating luxury, perceived value, exclusivity, and attention to
detail, which all come together to maximize the value of his invest-
ments. (This is why his properties earn far more money, square foot
for square foot, than his competitors’.)
A number of the chapters focus on a particular real estate invest-
ment that I was directly involved in negotiating or advising Trump
on. Using this example, I draw out the lessons and explain how the
same strategies that Trump used to make huge profits on his deals
can work for you—the small investor. Although Trump does things
on a grand scale and his target market is usually an elite, luxury cus-
tomer, Trump’s basic real estate strategies will be of interest to:

•Anyone who is interested in owning or developing real estate
•Anyone unsure of how to negotiate a real estate transaction
• Anyone who isinrealestateonasmallscalebutwouldliketo
do more
• Anyone interested in learning how Donald Trump does
his magic

This is the first book on Trump’s strategies for the real estate
investor. Although it has a lot of nuts-and-bolts guidance and in-
vesting principles, the book alone will not make you a great in-
vestor. As I tell the students who take my negotiation course at New
York University, “There’s no way in 15 hours that I can make you

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