Page 120 - Trump University Commercial Real Estate 101
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TRUMP UNIVERSITY COMMERCIAL REAL ESTATE 101
Build trust. People trust people who listen to them. Repeat or
paraphrase what the seller says after she says it. I don ’ t mean parroting
back her words, but instead acknowledging the point she is making
and building upon it, rather than simply letting it float by while you ’ re
busy making your own statements.
Create win/win situations. This is especially important when it
looks as though you ’ re at an impasse. By looking for creative ways to
build bridges and not walls, you might slowly put that deal together.
Not only will the other party see that you ’ re trying, but that person
may get in the same creative spirit.
Use empathetic comments and sympathetic gestures to smooth
over diffi cult situations. As I said earlier, people don ’ t care what you
know until they know that you care. Sometimes all you need to do is use
the other person ’ s name and occasionally smile to inject a different
atmosphere into the negotiation. Watch yourself to make sure you
pause to consider the other person ’ s statements, and don ’ t just steam-
roller over them.
Figuratively speaking, try to get on the same side of the table as
the other person, and position it as more of a problem - solving task
than a win/lose negotiation.
Always underpromise and overdeliver. Remember what I said
in an earlier chapter about being easy to do business with? It applies
to cultivating your deal - attraction machine, and it certainly applies to
negotiating. Be sure to arrive on time. Check that you did all the tasks
you were supposed to do after the last meeting. Deliver paperwork
and checks earlier than expected. These are all courteous and com-
mon sense practices that are extremely rare to find and are highly
valued.
How to Present Your Offer to a Real Estate Broker
Sometimes you have to go through a broker in order to negotiate.
Whenever possible, see if you can be there when the broker presents
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