Page 260 - Trump University Commercial Real Estate 101

TRUMP UNIVERSITY COMMERCIAL REAL ESTATE 101

3. Is saving the commission resulting in a major lost opportu-

nity? Brokers make their money by buying and selling proper-
ties for investors. If you decide to be cheap and save the commission ,
you ’ ve just saved a few bucks, but lost a lot more bucks.

You will never see the cash flow and appreciation from the
sweet deals that the broker will never show you. She will send
them to me instead, because I ’ m smart enough to take very good
care of the brokers who take care of me. The real money is in
the relationship, and it can be worth millions of dollars to you
over time, if you handle it right.

Selecting a Broker

Let ’ s say that something happened to the broker from whom you
originally bought the property. Perhaps there never was a broker,
because you bought it directly from a seller. Maybe your broker retired
or otherwise is no longer on the scene. If you ’ re in this position,
the question is how to find the right broker through whom to sell

your deal.
Your fi rst choice should be other brokers with whom you ’ ve been
communicating in that market. Maybe one has been sending you deals
while you owned that first property. He ’ s been thinking of you, and

now you can return the favor.
When you give them a listing of a property that they didn ’ t origi-
nally give you, you will rise pretty high on their best clients list. Now
you ’ ll see even better deals from them.
If no broker fi ts that description, your next choice is to seek out a
broker with whom you want to do business. When I enter a market-
place, I look for two types of brokers: the movers and shakers , who do
most of the business in that market, and the up - and - comers . A quick
way to get the attention of the movers and shakers is to sell your deal
through them. This establishes you as an instant performer , an instant
revenue source.

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