Page 70 - Trump University Commercial Real Estate 101

TRUMP UNIVERSITY COMMERCIAL REAL ESTATE 101

seller doesn ’ t want to go through the circus of putting it on the open
market. He wants the broker to present it to a small group of people
that the broker knows can close the deal.
Will the broker show it to the butt - pain investor, or to others who
are a pleasure to do business with? Hmmm.
This scenario happens all the time. You want to be part of that inner
circle to get these off - market deals presented to you first. There is poten-

tially millions of dollars of profit in being on such inner - circle lists.
We just put a high-rise building under contract in Dallas. It came
from an estate sale and the sellers wanted to move quickly. They also
didn ’ t want a lot of media attention. The deal was quietly presented to
us and one other company. The other company had more experience
buying high - rise properties. In fact, they were one of the largest com-
mercial property owners and developers in Texas.
They were the stronger buyer. But we got the deal.
We had the carefully cultivated reputation of doing everything we
can possibly do to make a deal easy for sellers and brokers. We also had
the advantage of being smaller and nimbler. After my business partner
and I went to the site for an inspection, we made an offer on the spot.
The other company? They sent in acquisition guys who had to fi ll out a

report . . . create a presentation . . . run it up the flagpole to the suits
back at the corporate office . . . get the deal to the right committee. . . .

We snatched that deal off the table before our competition could
even get their knife and fork in it.
Your reputation is absolutely key in the commercial world. Build a
good one right from the start.

How to Have More Deals Than You Can Work On

It is systems that will keep that pipeline of yours full.
I ’ m not an engineer, but I sure do love systems. They ’ ve made me
a great deal of money and they ’ ll do the same for you. Systems work so
well because you can set them up, then delegate them to other people.

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