Page 12 - Trump University Commercial Real Estate 101
P. 12
CONTENTS
Proven Methods to Increase the Chances of
Getting Your Offer Accepted 103
Build Rapport 103
The Silent Treatment 103
The Flinch 104
The Deadline 104
The Competition 105
The Walk-Away Close 105
Agree/Repeat 106
Small Moves 106
Multiple Offers 107
Using the Seller’s Operating Statements 108
Know When to Walk Away 109
Don’t Be a Weasel 109
Purchase and Sale Agreement 110
Hazardous Waste 110
Overview of the Process from Here On 111
Avoid a Quick Deal 112
CHAPTER 6 H OW TO D ISCOVER THE T RUTH
B EHIND A D EAL 113
How to Manage the Due Diligence Process 113
Amateur Mistake: “I’ll do it myself and save money.” 114
Examining the Seller’s Actual Numbers: The
Financial Due Diligence 115
Insider Tip 116
Past Two Years of Monthly Operating Statements 116
Year-to-Date Operating Statement 116
Rent Roll for Current and Past Two Years 117
Past Three Months of Bank Deposits 118
Existing Loan Documents 118
Security Deposit Account Statement 119
Utility Bills 119
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