{"product_id":"the-altman-close-million-dollar-negotiating-tactics-from-americas-top-selling-real-estate-agent-hardback-9781119560111","title":"The Altman Close; Million-Dollar Negotiating Tactics from America's Top-Selling Real Estate Agent (Hardback) 9781119560111","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eThe Altman Close\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eMillion-Dollar Negotiating Tactics from America's Top-Selling Real Estate Agent\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eJosh Altman (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9781119560111, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 10 May 2019\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e240 pages\u003cbr\u003e23.1 x 15.2 x 2.8 cm, 0.408 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003e\u003cp\u003e\u003cb\u003eLand the deals you want and develop your instincts with million-dollar negotiation techniques\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAfter selling over $3 Billion in real estate, including the most expensive one-bedroom house in history, Josh Altman, co-star of the hit show \u003ci\u003eMillion-Dollar Listing Los Angeles,\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eJosh 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.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eLearn how to open with a prospect, work the deal, close, open, and repeat\u003c\/li\u003e \u003cli\u003eBuild and market your reputation, creating more sales opportunities\u003c\/li\u003e \u003cli\u003eDevelop the traits of a closer in you and your team\u003c\/li\u003e \u003cli\u003eDrive the deal forward and get the best price for your property by creating desire, scarcity, and demand\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eSuccessful 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.\u003c\/p\u003e\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003eForeword \u003ci\u003eRobert Herjavec, Shark Tank\u003c\/i\u003e xi\u003c\/p\u003e \u003cp\u003ePreface: Pre-Game Pep Talk xiii\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I \u003c\/b\u003e\u003cb\u003ePrep Through Open 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 Game-Time Mentality 3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 The Players, the Field, the Shot Clock 9\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 My First Close 19\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 All In with LA Real Estate and BRAVO TV 23\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNegotiating Is All 24\u003c\/p\u003e \u003cp\u003eGoing Hollywood, TV Time 25\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Rules of the Game: First Impressions 31\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eImpressions Matter 32\u003c\/p\u003e \u003cp\u003e10 Rules to Make a Positive First Impression 35\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 The Dream Team: You Can’t Do It Alone 39\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Fresh Eyes on the Prize 45\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 All About the Open 51\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eKnow More than the ’Hood 52\u003c\/p\u003e \u003cp\u003eWatch Your Back 55\u003c\/p\u003e \u003cp\u003eNetworking and Giving to Get 56\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 Open Houses for Clients, Brokers, and Insiders 59\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDon’t Tour, Sell 59\u003c\/p\u003e \u003cp\u003eBroker’s Opens 61\u003c\/p\u003e \u003cp\u003eInsider Opens and Strategic Alliances 62\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 Create an In-Your-Face Brand, 24\/7 65\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWorking the Web: Social Media and the Press 66\u003c\/p\u003e \u003cp\u003eGive Expert Advice 68\u003c\/p\u003e \u003cp\u003eConcierge Extraordinaire 70\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11 Golden Hammers and 20 Questions for Sellers 73\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eShut Up and Listen 73\u003c\/p\u003e \u003cp\u003eThe Altman 20 (Questions for Sellers) 76\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 12 Size Up the Property: Pricing and Timing 81\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eReading the Property: Questions I Ask Myself 82\u003c\/p\u003e \u003cp\u003eLet’s Talk Pricing 84\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 13 Close the Open on Sellers: Talk Marketing, then Sign 89\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 14 Close the Open on Buyers: The Altman 12 93\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 15 Off to Work: Take a Breath First 99\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II \u003c\/b\u003e\u003cb\u003eThe Work 101\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 16 Working with Buyers: Part Chemistry, Part Therapy 103\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAssessing Personality Types 104\u003c\/p\u003e \u003cp\u003eAnalyzing the Buyer 105\u003c\/p\u003e \u003cp\u003eCalming the Buyer’s Fears 106\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 17 Strategizing with Sellers: Getting Ready for War 109\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Battle Plan 109\u003c\/p\u003e \u003cp\u003eManaging the Troops 111\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 18 Weapons: Listing Language, Interior Design, and Staging 113\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Killer Description 113\u003c\/p\u003e \u003cp\u003eKiller Design 115\u003c\/p\u003e \u003cp\u003eStaging for Battle 116\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 19 The Killer Combo: Drone and 360° Photos Plus Staging 119\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 20 On the Battlefield: More on Open Houses and Broker’s Opens 125\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWho to Invite? 127\u003c\/p\u003e \u003cp\u003eWork the Party 128\u003c\/p\u003e \u003cp\u003eWhat About Neighbor(hood)s? 129\u003c\/p\u003e \u003cp\u003eSell Strong Points and Knowledge 130\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 21 Price Drops Are Not Always Downers 133\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 22 Go Win the War 139\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III \u003c\/b\u003e\u003cb\u003eThe Close 141\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 23 Making an Offer 143\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSettling on the Price 144\u003c\/p\u003e \u003cp\u003eInspections and Contingencies 149\u003c\/p\u003e \u003cp\u003eMore Deal Sweetener Details 152\u003c\/p\u003e \u003cp\u003eAs for Curve Balls: Play by Your Rules and Get the House 154\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 24 Getting an Offer 157\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 25 Multiple and Counteroffers 161\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNegotiating on the Clock 162\u003c\/p\u003e \u003cp\u003eNo Rules? Use Hammers for Leverage 165\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 26 Psyching Out Business Styles 171\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 27 Putting on the Poker Face 177\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Anger Hammer 177\u003c\/p\u003e \u003cp\u003eKnow the Classic Hard-Baller Moves 182\u003c\/p\u003e \u003cp\u003eUse Confidence to Grab the Hammer 184\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 28 The Walk-Away 187\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Walk Away 190\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 29 Be a Shark: Eat, Swim, Devour 193\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart IV Plays from the Book 195\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 30 Play #1: Damn, the Studio Head’s Pissed 197\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 31 Play #2: Three Clients, One Property 199\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 32 Play #3: The Middle Men Kings 201\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 33 Play #4: The Most Expensive Garage Ever Sold 203\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 34 Play #5: The Paramedics of Real Estate 207\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 35 The Final Play: Confession 209\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAcknowledgments 213\u003c\/p\u003e \u003cp\u003eAbout the Author 215\u003c\/p\u003e \u003cp\u003eIndex 217\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52460733530392,"sku":"9781119560111","price":14.28,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9781119560111.jpg?v=1785459758","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/the-altman-close-million-dollar-negotiating-tactics-from-americas-top-selling-real-estate-agent-hardback-9781119560111","provider":"Freshly Printed Books","version":"1.0","type":"link"}