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IN D E X

Quick deal, avoiding, 62–66 Record keeping, good (negotiation skill),
Quick negotiations, 89 76
Refrigerator example, 14
Radio station purchase (WGLI on Long Relationship(s):
Island), 86, 155–156 borrowing, and, 144
Raising money. See Money, raising building (with everyone involved in a
Real estate agents: deal), 9–11
hiring, 162–163 saving Trump $3 million, 111
as source of information about Rent collection, 204
specialists, 158–159 Renters. See Tenants
Real estate cycles, 211–212 Renting with buy option, 215–216
Real estate investing: Repairs/upkeep, 204–205
bringing in building projects on time Resnick family, 48
and under budget, 165–177 Restaurants:
getting higher-than-market prices kitchens, 184
(The Trump Touch), 99–124 origin of term “sizzle,” 179–182
hiring real estate specialists, 153–163 Riklis, Meshulam, 40–41
holding/exit strategies, 207–221 Risks, willingness to take (negotiation
marketing strategies, 179–192 skills), 76–77
negotiation principles, 45–68 Ritz Carlton Hotel, 216
negotiation techniques/tactics,
69–97 Satisfaction, need for, 81–82
property management, 193–206 Schedule. See Construction, budget/
raising money, 125–152 schedule
selling yourself like Trump, 1–20 Scutt, Der, 12–13, 160
thinking big (how Trump chooses Security guard anecdote, 203
properties), 21–44 Selling. See Exit strategies
Real estate owner (REO), 152 Shotgun clause, 220
Real estate specialists, hiring, 153–163 Showing property, 184–185
accountants, 163 Showmanship as real estate strategy,
architects, 160–161 11–14, 182
attorneys, 163 Sign, for-sale, 190
case study (Villa Trump Brazil), Simple solutions, power of, 84
156–157 Snob appeal, using in marketing,
contractors, 161–162 112–113
experienced local real estate agent Specialists. See Real estate specialists,
best source of information, hiring
158–159 Spiral notebook, Trump’s, 79–80
hiring based on reputation and track Subject matter knowledge, 77,
record, 157–159 78–79
hiring tips, 160–163 Superiority in others, fear of, 82–83
key points, 153 Syndications, 146
landscape architects, 160–161
paying premium for best people, Take-it-or-leave-it tactic, 96
159–160 Takeout loans, 143–144
prestige of your professionals, playing Targeting buyers/renters:
up, 160 identifying, 124
questions to ask before hiring anyone, selecting publications for
161 advertisements, 190
real estate agents, 162–163 understanding lifestyles, 120–123

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