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PART III: THE CLOSE
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PART III: THE CLOSE
by Josh Altman
The Altman Close
FOREWORD by Robert Herjavec, Shark Tank
PREFACE: PRE-GAME PEP TALK
PART I: PREP THROUGH OPEN
CHAPTER 1. GAME-TIME MENTALITY
CHAPTER 2. THE PLAYERS, THE FIELD, THE SHOT CLOCK
CHAPTER 3. MY FIRST CLOSE
CHAPTER 4. ALL IN WITH LA REAL ESTATE AND BRAVO TV
Negotiating Is All
Going Hollywood, TV Time
CHAPTER 5. RULES OF THE GAME: FIRST IMPRESSIONS
Impressions Matter
10 Rules to Make a Positive First Impression
CHAPTER 6. THE DREAM TEAM: YOU CAN’T DO IT ALONE
CHAPTER 7. FRESH EYES ON THE PRIZE
CHAPTER 8. ALL ABOUT THE OPEN
Know More than the ’Hood
Watch Your Back
Networking and Giving to Get
CHAPTER 9. OPEN HOUSES FOR CLIENTS, BROKERS, AND INSIDERS
Don’t Tour, Sell
Broker’s Opens
Insider Opens and Strategic Alliances
CHAPTER 10. CREATE AN IN-YOUR-FACE BRAND, 24/7
Working the Web: Social Media and the Press
Give Expert Advice
Concierge Extraordinaire
CHAPTER 11. GOLDEN HAMMERS AND 20 QUESTIONS FOR SELLERS
Shut Up and Listen
The Altman 20 (Questions for Sellers)
CHAPTER 12. SIZE UP THE PROPERTY: PRICING AND TIMING
Reading the Property: Questions I Ask Myself
Let’s Talk Pricing
CHAPTER 13. CLOSE THE OPEN ON SELLERS: TALK MARKETING, THEN SIGN
CHAPTER 14. CLOSE THE OPEN ON BUYERS: THE ALTMAN 12
CHAPTER 15. OFF TO WORK: TAKE A BREATH FIRST
PART II: THE WORK
CHAPTER 16. WORKING WITH BUYERS: PART CHEMISTRY, PART THERAPY
Assessing Personality Types
Analyzing the Buyer
Calming the Buyer’s Fears
CHAPTER 17. STRATEGIZING WITH SELLERS: GETTING READY FOR WAR
The Battle Plan
Managing the Troops
Note
CHAPTER 18. WEAPONS: LISTING LANGUAGE, INTERIOR DESIGN, AND STAGING
A Killer Description
Killer Design
Staging for Battle
CHAPTER 19. THE KILLER COMBO: DRONE AND 360° PHOTOS PLUS STAGING
CHAPTER 20. ON THE BATTLEFIELD: MORE ON OPEN HOUSES AND BROKER’S OPENS
Who to Invite?
Work the Party
What About Neighbor(hood)s?
Sell Strong Points and Knowledge
CHAPTER 21. PRICE DROPS ARE NOT ALWAYS DOWNERS
CHAPTER 22. GO WIN THE WAR
PART III: THE CLOSE
CHAPTER 23. MAKING AN OFFER
Settling on the Price
Inspections and Contingencies
More Deal Sweetener Details
As for Curve Balls: Play by Your Rules and Get the House
CHAPTER 24. GETTING AN OFFER
CHAPTER 25. MULTIPLE AND COUNTEROFFERS
Negotiating on the Clock
No Rules? Use Hammers for Leverage
CHAPTER 26. PSYCHING OUT BUSINESS STYLES
CHAPTER 27. PUTTING ON THE POKER FACE
The Anger Hammer
Know the Classic Hard-Baller Moves
Use Confidence to Grab the Hammer
CHAPTER 28. THE WALK-AWAY
How to Walk Away
CHAPTER 29. BE A SHARK: EAT, SWIM, DEVOUR
PART IV: PLAYS FROM THE BOOK
CHAPTER 30. PLAY #1: DAMN, THE STUDIO HEAD’S PISSED
CHAPTER 31. PLAY #2: THREE CLIENTS, ONE PROPERTY
CHAPTER 32. PLAY #3: THE MIDDLE MEN KINGS
CHAPTER 33. PLAY #4: THE MOST EXPENSIVE GARAGE EVER SOLD
CHAPTER 34. PLAY #5: THE PARAMEDICS OF REAL ESTATE
CHAPTER 35. THE FINAL PLAY: CONFESSION
ACKNOWLEDGMENTS
ABOUT THE AUTHOR
INDEX
END USER LICENSE AGREEMENT
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CHAPTER 22. GO WIN THE WAR
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CHAPTER 23. MAKING AN OFFER
Part III
THE CLOSE
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