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I NDEX

Tax issues, 108, 140, 184, 213 Trump International Golf Course, 114,
Telephone negotiations, 62, 91–93 116
Tenacity, 18–20 Trump International Hotel and Tower:
Tenants: five-star rating, 205
hiring, 204 photograph, 122
Kandell and, 213 Travel & Leisure magazine on, 205
marketing to, 191–192 views, great, 34
rent collection, 204 Trump National Golf and Country Club
techniques for dazzling, 114–117 in Briarcliff Manor, New York, 167
treating as treasured customers not as Trump National Golf Club in Palm
problems, 202–204 Beach, 160
understanding lifestyle of, 120–123 Trump Touch (creating sizzle/
Workspeed web site, 202–203 glamour/prestige to get higher-than
Tiffany, 105–106 market prices), 99–124
Time: bottom line, not losing focus on, 120
deadlines: case study (see Trump Tower on 5th
human nature and, 84 Avenue)
using to your advantage in example ($50/yard carpeting),
negotiations, 94–95 119–120
invested, 63, 66–68, 84–85, 89 extras (versus standard), 123–124
lessons on leverage and, 143–144 feng shui example, 121–123
negotiations and, 77, 84–85, 89 giving customers ultimate in
Timelines, planning ownership, perceived quality, 117–120
209–213 GM Building, 134
exit strategies, 218–221 key points, 99
partnership interests, 220–221 kitchens/bathrooms, 118–119
real estate ownership, 219–220 landscape design, 115–116
fix-and-flip strategy, 209–210 lifestyle, understanding buyers’/
holding strategies, 213–218 tenants’, 120–123
conversions, 216 Mar-a-Lago, 117, 199
land banking, 214–215 “sizzle” selling the product, 179,
renting with buy option, 215–216 181–184 (see also Marketing
watchdog, bringing in, 216–218 strategies)
key points, 207 snob appeal, understanding, 112–113
real estate cycles, 211–212 spending money where it can be seen,
selling when market is hot, 212–213 117–118
short-term versus long-term, 211 techniques, 114–116
things to consider, 210 Trump Tower on 5th Avenue, 101–121
Trade breakdown, 170 architectural uniqueness, 111–112,
Traffic patterns, change in, 219 114
Trump, Fred, 167 Bonwit-Teller building acquisition, 38,
Trump Building (40 Wall Street): 104
case study, 47–53 case study, 101–104
exclusivity, 55–56 ceilings, higher, 117
negotiations, 47, 50, 53, 54, 64–65 completion, 111
photograph, 49 creative problem solving, 41
prestige of address, 35 financing, 108–109
problem solving example, 37 interior design, 114–115
tenancy and vision, 19 Kandell consenting to easement,
views, great, 34 110–111

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