Page 60 - Trump University Commercial Real Estate 101

TRUMP UNIVERSITY COMMERCIAL REAL ESTATE 101

I started to see some leads this way. I was slowly getting more calls,
and some of those turned into appointments. A few of these leads actu-
ally became deals. I had proven to myself that working this way was
leading me to part of the treasure waiting for me out there.
On Sundays I would grab the newspaper and go right to the classi-

fieds. I looked for commercial property for sale. At first I just got

familiar with the ads. I then called the ads that caught my eye.
Please understand that at first I was lousy at this. I bumbled around.

But so what! I was never again going to see those property owners
advertising in the paper anyway. Besides, I didn ’ t invade their home; it
was they who ran the ad. I was polite when I called up, so I just per-
sisted until it got easier. And it did.
In fact, I was surprised at how friendly most of the sellers were.
They were happy to talk with me. After a few more calls, I was even
more surprised at how good I got at talking to them. A little experience
goes a long way. Eventually I got a few deals from this approach. Now
I had two things going for me: direct mail and calling a few sellers.

Note that both these activities were highly flexible: If I had a bit
more time one day, I licked more stamps or called more sellers. Other
days I could barely do any. But I kept it up, and didn ’ t let excuses get in
the way of my dreams .
I would also attend the local real estate club once a month.
I remember my friend Al telling me how he kept getting deals from

this one particular broker. The broker gave Al first crack at any deal
that came up. I thought, Wow how lucky is he!
I asked Al how he got this broker to give him deals. He said that he
had a great relationship with the guy, but it didn ’ t happen overnight.
Al was patient and just kept watering and tending this seed until it
took root and eventually became a strong tree — one that was giving
him money - fruit regularly.
I thought, if even Al could do it, I could do it. I began to look
really closely at those ads. I noticed which brokers were in the paper a
lot. I started calling them and eventually took a few out to lunch.
Before long I had three brokers giving me deals on a regular basis.

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