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S ELL Y OURSELF L IKE T RUMP

Manhattan was a tough proposition for anyone to believe. He had to
give the Board of Estimate something physical to look at, to touch,
in order to make his vision real.
Trump had the architect come up with sketches and renderings
that he could use in his presentations to the city and the lenders. He
told Der to make it appear that he had spent a huge sum of money on
the drawings. A beautiful presentation can be very impressive. It
worked. People began to believe in the idea.

How Small Investors Can Use Showmanship

There are plenty of inexpensive ways to use showmanship in small
real estate investments. For example, instead of showing prospective
buyers a vacant piece of land, show them a rendering of what the
project will look like after it is built. Hire an artist if necessary. It
may be worth investing in a scale model of your property so that buy-
ers can visualize the final product.
Also, how you dress, your appearance, says something to the peo-
ple you’re trying to influence. Donald Trump always dresses in a way
that will make a good impression on the people whose help he needs.
To spearhead a luxury hotel deal in the heart of Manhattan, a pin-
stripe suit and silk tie are the safest bet. But because appearance
communicates adaptability as well as respectability, Trump knows
that khakis and a polo shirt are appropriate for golf course negotia-
tions, or a hard hat for on-site construction projects. Your dress
should be chosen to give people confidence that you can do what you
say you’re going to do.
Think about the people whose help you need to make your in-
vestment successful. When meeting withabankyoumaywantto
wear a suit—but very high heels or excessive makeup might com-
promise the impression you want to make. If you’re meeting with a
contractor, trytokeep it casual, don’t overdress, but try to wear a

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