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IN D E X

Investors, getting (Continued) Trump versus, 59–60
deal structure, 149 using to your benefit, 60–61, 81
friends/family, 146 Lehman Brothers, 131
guidelines, 147–148 Leverage:
incentives, 148 defined, 219
obligations, 147–148 high-leverage loan programs for
planning reasonable divorce method, owner-occupants, 150–153
148 lessons on, 143–144
syndications, 146 Lifestyle, understanding buyers’/
tips, 146–147 tenants’, 120–123
appropriate features, 120
Kandell, Leonard S.: knowing what your customers will pay
death, 217 extra for, 123–124
easement consent, Trump Tower, using feng shui to boost property
110–111 values, 121–123
example of timing a sale, 212–213 “Lipstick Building,” 185–187
friendship with Trump, 107 Literature, marketing, 183, 188–189
negotiations (ground lease/air rights) Loan agreements, negotiating, 144–145
with Trump, 38–39, 105–108, Location:
109 convenience, 36
regarding tenants as family, 212 example (Trump Tower), 115
Ross getting as client, 109 growth potential, 35–36
Trump as watchdog for, 216–218 importance of, 23
two-dollar bet, 107 improving, 32–33
Kinson Group, 48–50 marketing, playing up in, 183–184
Kitchens: prestige, 34–35
putting “sizzle” into, 118–119 views, great, 34
restaurant, 184
standards, 124 Managing property. See Property
Knowledge: management
actual versus apparent, 79 Manufacturer’s Suggested Retail Prices
of human nature, 76, 77, 81–85 (MSRPs), 57
of subject matter, 77, 78–79 Mar-a-Lago Club:
Kondylis, Costas, 160 case study, 196–199
example of spending-money-where-it-
Land banking, 35–36, 214–215 can-be-seen principle, 117
Landlords. See Property management eye for detail, 200–202
Landscape architect, hiring, 160–161 initiation fee, 200
Landscaping, 115–116, 185, 199–200 photograph, 197
Large companies as partners, 128 property management, 199–200, 206
Late penalties (versus incentives for Marcos, Ferdinand, 48
being early), 171–174 Marketing strategies, 179–192
Launch parties, 190 advertising:
Least Effort, Principle of, 15, 61, 83 strategies, 189–190
Legitimacy, aura of, 56–61, 81 targeting audience (selecting
avoiding hypnotic effect of, 60 publications), 190
documents non-negotiable, 57 using aura of legitimacy to your
“firm” prices, 57–58 benefit, 60–61
Manufacturer’s Suggested Retail catch phrases, 189
Prices (MSRPs), 57 to home buyers and renters, 191–192

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