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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