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I NDEX

FHA qualifying assumptions, 151 Grand Hyatt Hotel. See Commodore-
FHA/VA 203(v), 150 Hyatt project
FHA/VA nonqualifying assumptions, Ground leases:
151 Kandell and, 38–39, 105–107, 109,
Feng shui, 121–123 212–213
Financing projects. See Money, raising Nike Building on 5th Avenue, 38–39
Finder’s fee, 149 Trump Building (40 Wall Street), 50,
“Firm” prices, 57–58 53, 54, 64–65
Fix-and-flip strategy, 195, 209–210 Trump Tower, 105–107, 109
Fixed-rate versus variable-rate Growth potential, 35–36
mortgages, 142–143
Flexibility, 78 Hilberg, Steve, 129
Forms, preprinted (negotiating tool), 76 Hines Company’s “Lipstick Building,”
40 Wall Street. See Trump Building (40 185–187
Wall Street) Hinneberg, Walter, 64, 65
450 Park Avenue, Manhattan, 32 Holding strategies, 213–218. See also
Freebies, 83 Timelines, planning ownership
Friends/family, 146 conversions, 216
land banking, 214–215
Gallerie Lafayette, 38 renting with buy option, 215–216
General contractor (GC). See watchdog, bringing in, 216–218
Contractor(s) Home buyers, marketing to, 191–192
General Motors (GM) Building: Home mortgages. See Mortgage(s)
case study, 128–134 Hotel chains, 205. See also Commodore-
details, Trump’s attention to, 175, Hyatt project
210 Hot market, selling in, 212–213
photograph, 130 Hoving, Walter, 106
tenants, 132 HUD homes, 151
Germany, ground lease owner in, 54, Human nature, knowledge of, 76, 77,
64–65 81–85
Goldman, Sol: Humor, sense of, 78
death, 83 Hyatt, 19, 53. See also Commodore-
dumb-is-smart principle, 82–83 Hyatt project
Kandell and (ground lease swap), 213
in land banking story, 215 IBM, 38, 39
negotiating style, 86–88 Incentives:
problem solving, 37, 40 for early completion of building
Ross’s early career and, 137–140 projects (versus penalties for
story of smart overpayment, 29–31 being late), 171–174
Golf courses: for investors, 148
Trump International Golf Course, Installment basis, selling on, 210
114, 116 Instinct, value of, 74–76
Trump National Golf and Country Interest rates, 144
Club in Briarcliff Manor, New Interior design, 114–115
York, 167 Invested time philosophy, 63, 66–68,
Trump National Golf Club in Palm 84–85, 89
Beach, 160 Investors, getting, 145–149
Grand Central Station neighborhood, business plan, 148
6–8. See also Commodore-Hyatt communication, 147
project control, 147

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