Page 67 - Trump University Commercial Real Estate 101

Ho w to Become a Deal Magnet

Letters are easy and inexpensive and will get your phone ringing
in a very short time.

The Magic That Happens When Your Deal
Pipeline Is Full

Letters are only one way to get deals. Before I go into others, let me
tell you about the evolution you ’ ll experience when you start to
attract leads.
After you read this book — and maybe even before you ’ re done —
you ’ ll want to do a deal as soon as you can.
You will start to look at deals and analyze numbers. Soon you ’ ll

find a deal that just might work. That ’ s when you need to be careful: In
your eagerness, you may stop analyzing it dispassionately, and start
wanting to make the deal work .
You ’ ll say to yourself “ Hey, this market is bound to be stronger
than it is today, so I think I can boost rents just a little. ” You may shade
the occupancy numbers a bit higher, too. When you fi nd yourself
doing this . . . STOP! It ’ s not a good deal.
When you have a full pipeline, you won ’ t try to improve on

the numbers. You ’ ll be confident that another deal is right around the
corner. In fact, you ’ ll be constantly reviewing them, and the challenge
is not to fi nd more deals, but to narrow them down to fewer. That ’ s a
great position to be in. By the way, when you have that kind of confi -

dence, it shows! Sellers sense you ’ re confident and that you mean it
when you make them an offer and say: “ That ’ s the best I can do. ”
I got an e - mail from a broker the other day. He said he has a three -
property portfolio that ’ s not listed on the market. I can have it before
others see it. I looked into it and the numbers were a bit high for a
property built in the 1970s.
I e - mailed him back and told him so. He replied that there was lots
of upside potential (that ’ s a favorite response among brokers). Well,
that may be true, but with my deal pipeline full, I can afford to wait for
the deals that have proven numbers, and not potential numbers.

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