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Land the deals you want and develop your instincts with million-dollar negotiation techniquesAfter selling over $3 Billion in real estate, including the most expensive one-bedroom house in history, Josh Altman, co-star of the hit show Million-Dollar Listing Los Angeles, wants to teach you the real estate sales and negotiation tactics that have made him one of America's top agents. Buying or selling a house, whether for a client or yourself, is one of the most important (and most stressful) deals anyone can make, demanding emotional intelligence and a solid set of negotiating skills. But by…mehr

Produktbeschreibung
Land the deals you want and develop your instincts with million-dollar negotiation techniquesAfter selling over $3 Billion in real estate, including the most expensive one-bedroom house in history, Josh Altman, co-star of the hit show Million-Dollar Listing Los Angeles, wants to teach you the real estate sales and negotiation tactics that have made him one of America's top agents. Buying or selling a house, whether for a client or yourself, is one of the most important (and most stressful) deals anyone can make, demanding emotional intelligence and a solid set of negotiating skills. But by mastering the same techniques that sell multi-million-dollar homes in Bel Air and Beverly Hills, you can attract buyers and close deals on any property.Josh breaks down the art of real estate into three simple parts. First, he'll help you get business in the door during the Opening. Then he takes you step-by-step through the Work: everything between the first handshake and the last. And finally, the Close, the last step that ensures all your hard work pays off as you seal the deal.* Learn how to open with a prospect, work the deal, close, open, and repeat* Build and market your reputation, creating more sales opportunities* Develop the traits of a closer in you and your team* Drive the deal forward and get the best price for your property by creating desire, scarcity, and demandSuccessful real estate sales are driven by the same principles, whether they happen in the Hollywood Hills or just down the street. Josh wants to put those principles, and the techniques for applying them, in your hands. Learn them and discover what you can achieve.
  • Produktdetails
  • Verlag: Wiley / Wiley & Sons
  • Artikelnr. des Verlages: 1W119560110
  • 1. Auflage
  • Seitenzahl: 240
  • Erscheinungstermin: 9. April 2019
  • Englisch
  • Abmessung: 241mm x 159mm x 24mm
  • Gewicht: 428g
  • ISBN-13: 9781119560111
  • ISBN-10: 111956011X
  • Artikelnr.: 54022001
Autorenporträt
JOSH ALTMAN is the co-star of the hit reality TV show Million Dollar Listing Los Angeles. He is one of the most successful real estate agents in the United States, specializing in the luxury housing markets of Beverly Hills, Bel Air, and the Hollywood Hills. With his older brother Matt, Josh created the Altman Brothers, a one-stop real estate firm that provides buyers and sellers with exclusive white-glove, VIP treatment.
Inhaltsangabe
Foreword Robert Herjavec, Shark Tank xiPreface: Pre-Game Pep Talk xiiiPart I Prep Through Open 1Chapter 1 Game-Time Mentality 3Chapter 2 The Players, the Field, the Shot Clock 9Chapter 3 My First Close 19Chapter 4 All In with LA Real Estate and BRAVO TV 23Negotiating Is All 24Going Hollywood, TV Time 25Chapter 5 Rules of the Game: First Impressions 31Impressions Matter 3210 Rules to Make a Positive First Impression 35Chapter 6 The Dream Team: You Can't Do It Alone 39Chapter 7 Fresh Eyes on the Prize 45Chapter 8 All About the Open 51Know More than the 'Hood 52Watch Your Back 55Networking and Giving to Get 56Chapter 9 Open Houses for Clients, Brokers, and Insiders 59Don't Tour, Sell 59Broker's Opens 61Insider Opens and Strategic Alliances 62Chapter 10 Create an In-Your-Face Brand, 24/7 65Working the Web: Social Media and the Press 66Give Expert Advice 68Concierge Extraordinaire 70Chapter 11 Golden Hammers and 20 Questions for Sellers 73Shut Up and Listen 73The Altman 20 (Questions for Sellers) 76Chapter 12 Size Up the Property: Pricing and Timing 81Reading the Property: Questions I Ask Myself 82Let's Talk Pricing 84Chapter 13 Close the Open on Sellers: Talk Marketing, then Sign 89Chapter 14 Close the Open on Buyers: The Altman 12 93Chapter 15 Off to Work: Take a Breath First 99Part II The Work 101Chapter 16 Working with Buyers: Part Chemistry, Part Therapy 103Assessing Personality Types 104Analyzing the Buyer 105Calming the Buyer's Fears 106Chapter 17 Strategizing with Sellers: Getting Ready for War 109The Battle Plan 109Managing the Troops 111Chapter 18 Weapons: Listing Language, Interior Design, and Staging 113A Killer Description 113Killer Design 115Staging for Battle 116Chapter 19 The Killer Combo: Drone and 360° Photos Plus Staging 119Chapter 20 On the Battlefield: More on Open Houses and Broker's Opens 125Who to Invite? 127Work the Party 128What About Neighbor(hood)s? 129Sell Strong Points and Knowledge 130Chapter 21 Price Drops Are Not Always Downers 133Chapter 22 Go Win the War 139Part III The Close 141Chapter 23 Making an Offer 143Settling on the Price 144Inspections and Contingencies 149More Deal Sweetener Details 152As for Curve Balls: Play by Your Rules and Get the House 154Chapter 24 Getting an Offer 157Chapter 25 Multiple and Counteroffers 161Negotiating on the Clock 162No Rules? Use Hammers for Leverage 165Chapter 26 Psyching Out Business Styles 171Chapter 27 Putting on the Poker Face 177The Anger Hammer 177Know the Classic Hard-Baller Moves 182Use Confidence to Grab the Hammer 184Chapter 28 The Walk-Away 187How to Walk Away 190Chapter 29 Be a Shark: Eat, Swim, Devour 193Part IV Plays from the Book 195Chapter 30 Play #1: Damn, the Studio Head's Pissed 197Chapter 31 Play #2: Three Clients, One Property 199Chapter 32 Play #3: The Middle Men Kings 201Chapter 33 Play #4: The Most Expensive Garage Ever Sold 203Chapter 34 Play #5: The Paramedics of Real Estate 207Chapter 35 The Final Play: Confession 209Acknowledgments 213About the Author 215Index 217