A
- Ali, Muhammad, 26
- Allred, Keith, 180
- Altman Brothers Company
- about, –11
- branding by, 68–70
- close systems developed by
- dream team at
- information from, 53
- knowledge of, 99–100
- name selection, 40
- need for, 39
- role of, 40–41
- strategic alliances of, 62–63
- trust building by, 43–44
- foundations of, 209
- golden hammer of, 75
- listening by, 74–75
- marketing by, 28
- networking by, 56–57
- open houses by, 126
- ranking of,
- research by, 198
- role models for, 19–22
- talents of, xi–xii
- treatment of buyers by, 93–94
- twenty questions for sellers, 76–80
- use of technology by, 66–68
- Angelou, Maya, 113
- Anger
- Anxious negotiators, 180
- Appearance, 33, 36
- Architectural Digest, 66
- Attention spans, 74
- Attitudes, 37
B
- Backyards, 77
- BANTA
- for buyers, 167
- for curve balls, 154
- need for, 148
- for walk-aways, 192
- Bar code technologies, 121
- Barkley, Charles, 40
- Bathrooms, 77–78
- Bel-Air, 117
- Belfort, Jordan, 49
- Best and final offers, 150–151
- Beverly Hills, 57
- branding efforts in, 69–70
- sales challenges of,
- wealth of, 70
- Beverly Hills Hotel, 16
- Bidding wars, 166–168
- Bird Street neighborhood, 34, 54
- Bird, Larry, 40
- Body Language, 180–181
- Boston Red Sox, xix
- Boundaries, 166
- Brady, Tom, xiv
- Branding
- mindset for, 69–70
- with press, 66–68
- by selling, 65–66
- with social media, 66–68
- through speaking engagements, 68–69
- BRAVO
- audition call from, 25–26
- success on, 66
- wedding planning on, 107
- Brokers' caravans
- Brooklyn, 54
- Building codes, 83
- “Bumpback” clause, 155
- Business styles
- Buyers
- analyzing, 105–106
- contact info from, 61
- curve balls in, 154–155
- emotional appeals by, 149
- fears of, 106–107
- Internet use by, 120
- negative feedback from, 136
- neighborhood peer influence on, 159
- offers by
- open houses for, 126–127
- personalities of, 104–105
- questions for, 94–95
- relationship to, 103–104
- serious, 60
- Buyers agreement, 55
- Buzz, generating, 48
C
- Carrying costs, 84
- Cash vs. financing, 152
- Catering, 128
- Chandler, Dorothy, 69
- Charities, 56–57
- Cialdini, Robert, 58, 71
- Clients
- communication modes, 79–80
- eye contact with, 37
- finding, 52
- flustered, 100
- Hollywood, 10–11
- impressing, 37–38
- instilling confidence in, –10
- multiple, 199–200
- potential, 33–34
- price-drop pitch to, 135–136
- questions for, 76–80
- relationship with, –, 139–140
- understanding, 34
- Closes, 15
- basis of, 209–211
- commonality of, 31–32
- date for, 153
- failure of, reasons for, 32
- images for, 121
- importance of, 25
- from listing, 47–48
- reputation from, 42
- resolution of, 49
- right angle, 35
- role models for, 19
- scripts for, 15
- sense urgency in, 14
- systems for, 14–15
- technique, xv
- Closing costs, 153
- Code of Hammurabi, 57
- Cognitive bias, 34
- Collaborator (I Win – You Win), 173
- Color photography, 117
- Commissions, 155, 210–211
- Commuting, 95
- Compliments, 37
- Compromise, xiv
- Concessions, 182, 183
- Concierge services, 70–71
- Connecticut Muffin, 54
- Contingencies, 149–152
- Conveyances, 153
- Counteroffers, 168–169
- Creative Artists Agency (CAA), 23–24, 41
- Curb appeal
- cost of, 117
- importance of, 122
- landscaping for, 78
- Cutthroat compromise, xix
D
- Damon, Matt, 24, 54
- David, Larry, 164
- Days on the market (DOM), 109–110, 147
- De Niro, Robert, –
- De' Medici, Cosimo di Giovanni, 26–27
- Deals
- Decision making
- advising on, 158
- basis of, 34
- shaping of, 58
- system thinking for, 107
- Demands, extreme, 182
- Democrat (I Win – You Win), 173
- DiCaprio, Leonardo, 46–47
- Down payments, 152–153
- Draft, catching, 35–36
- Drake, 56
- Dream team, see also Altman Brothers
- information from, 53
- knowledge of, 99–100
- need for, 39
- role of, 40–41
- strategic alliances of, 62–63
- trust building by, 43
- Dress style, 36
- “Due diligence,” 153
- Dylan, Bob, 113–114
E
- Earnest money deposit (EMD)
- as deal sweetener, 152
- in negotiations, 175
- requirement of, 149–150
- size of, 158
- Einstein, Albert, 28
- Eisenhower, Dwight D., 69
- Emotional intelligence, 181–182
- Emotions
- minimizing, 107, 203
- negative, 185, 188
- playing on, 116, 140
- positive, 181, 188
- powering through, 184–185
- predictable, 184
- sorting out,
- specific, impact of, 179
- Escalator clauses, 150
- Escrows, 152–153
- Ewing, Patrick, 40
- Exclusive right to sell, 91
- Experience, organization of, 50
- Extreme demands, 182
- Eye contact, 37
F
- Facebook, 67, 68
- Feedback, 86–87, 136
- Ferrari Dino,
- Fight or flight mode, 179–180
- Financing, 95, 152
- Fight or flight mode, 179–180
- Financing, 95, 152
- First impressions
- decision making and, 34
- in Hollywood, 33–34
- opinions formed from, 32–33
- rules for, 35–38
- acting the part, 36
- complimenting, 36
- draft catching, 35–36
- dressing part, 36
- eye contact, 37
- jargon avoidance in, 35
- listening, 35
- positive attitudes, 37
- Fisher, Roger, 50
- Flagg, Josh, 26
- Flipping properties, 10, 146
- Follow-through, 17
- FOMO, 158–159
- Ford, Henry, 28
- Franklin, Benjamin, 107
- Friction, creation of, 168
- Furniture, staging, 122–123
G
- Game-time mentality, 10
- application of, 15
- description of, –
- knowledge and, 99
- life-style selling and, 70–71
- steps, 13–14
- strategic alliances in, 62–63
- Gates, Bill, 172
- Gentrification, 53–54
- Get-the-listing moment, 45–46
- Getting to Yes (Fisher, Ury), 50
- Getty, J. Paul, 69
- GOAT (greatest-of-all-time), 27, xiv
- Golden hammer
- Google
- business page, 68
- ranking on, 67
- rankings, 121
- in Venice Beach, 54
- Governing magazine, 53
- Gretzky, Wayne, 12
- The Guardian, 78–79
H
- Hancock Park, 69
- Hard-baller moves, 177–179
- Harvard University, 179
- Hathaway, Anne, 54
- Herjavec, Robert, xii
- Hollywood
- being, 169
- definition of, xiii
- game time in,
- making deals in, 15–16
- market of, 10–11
- virtual reality in, 119
- Hollywood Hills
- Bird Street neighborhood in, 34, 54
- description of, 12
- Moroccan-style listing in, 114
- Homes. See also Listings
- architectural styles, 130
- assessment of, 107
- deals on, 53
- depreciation of, 133
- inspection of, 149–152
- landscaping around, 112, 164
- living styles, 77–78
- new construction, 12
- overpaying for, 146
- personalization of, 111
- size, 96
- symbolism of, 31–32
- updating, 82
- Honesty, 181
- House of Medici, 26
- Huffers, puffers and liars, 183
- Human nature, 175
- Humor, 191
I
- I Love You, Man (film), 60
- I Sell the Dream (Drake), 56
- Ideas, organization of, 50
- Information, power of, 57
- Inspections, 149–152
- Instagram, 67, 68
- Intellectual (I Win – You Lose), 173
- Interior design, 115–118
- Internet, 67–68
- It's Your Move (Altman), xiii–xiv
J
- Jargon, 35
- Jay-Z, 114
- Jobs, Steve, 27, 172
- Johnson, Lyndon B., 69
- Johnson, Magic, 40
- Jordan, Michael, 26, 40
K
- Kahneman, Daniel, 34, 107
- Kardashian West, Kim, 48
- Kennedy School of Government, 179, 180
- Kennedy, John F., 69
- Kitchens, 77, 78
- Knowledge, 97, 168
L
- La Jolla beach property, 201–202
- Landscape architects, 112
- Landscaping, 77, 164
- Leverage, 165–168
- Life-style sales, 70–71
- Listening
- close and, 47–48
- first impressions and, 35
- generating energy around, 48–49
- getting, 45–46
- multiple clients for, 199–200
- during negotiations, 73–76
- Listing agreements, 110
- Listings, 91. See also Homes; Properties
- work phase of, 46–49
- Los Angeles. See also individual communities of
- changing landscape of, 53–54
- film industry in, 45–50, 56
- first impressions in, 33
- Hancock Park, 69
- people investing in, 51–52
- Rams move to, 55
- sales, average time for, 13
- Los Angeles Dodgers, xix
- Love the Way We Used to or Better (Altman), 21
M
- Malibu, 117
- Malone, Kevin, 40
- Manhattan Beach, 57
- Marketing
- budgets, 90, 121, 128
- by generating buzz, 48, 61
- in price drop schedule, 136
- staging and, 111
- strategy for, 28, 111
- Markets
- Markkula, Mike, 27
- McNabb, Donovan, 13
- Microsoft, 74
- Million Dollar Listing: Los Angeles, 161
- closes on, 176
- auditing for, 47–48
- being cast on, 25–26
- broker's caravan on, 129
- growing popularity of, 29
- impact of, 29
- multiple offers on, 161
- role on, 28–29
- description of,
- drama on, 15
- Moment-to-moment lease, 55
- Morrison, Jim, 54
- Mortgages, 154–155
- Mr. Nonchalant (I Win – You Win), 173–174
- Multiple offers
- “My hands are tied” move, 182–183
N
- Narcissism, 35
- National Basketball Association (NBA), 40
- National Football League (NFL), 55
- Negative attitudes, 37
- Negative attitude, 37
- Negotiations, 24–25
- anger in, 177–179
- beginning of, 50
- confidence in, 184–185
- for counteroffers, 168–169
- difficulty of, 16
- emotional intelligence for, 181–182
- fight or flight mode in, 179–180
- hard-baller moves in, 182–183
- information for, 73–76
- for multiple offers, 162–168
- for price, 144–149
- Neighborhoods, 77, 95
- agents' knowledge of, 97
- gentrification of, 53–54
- influence on buyers, 159
- knowledge of, 52–55
- open houses and, 129–130
- Networking, 56–58
- Nixon, Richard M., 69
- Non-disclosure agreements (NDAs), 48
O
- Offers. See also Multiple offers
- OG “old gangster” (I Win – You Lose), 174
- Open houses, 24–25, 140. See also Brokers' caravans
- brokers', 61–62, 68–70
- for buyers, 126–127
- focus of, 130–131
- getting contact info at, 61
- insiders, 62–63
- neighborhood considerations, 129–130
- selling at, 59–60, 125–126
- stacking of, 159
- Open, Work, Close mantra, 50
- Opens, 15, 37, 51, 91
- definition of, 45
- diversity of, 51–52
- insider, 62–63
- launch and, 17
- navigating, 55–56
- networking at, 56–57
- pricing and, 86
- promotion of, 66
- sitting, 24
- Over-ask tactic, 167, 168
P
- Pacific Palisades, 151, 163–164
- Parameters, 166
- Parent (I Win – You Win), 173
- Park Slope, Brooklyn, 54
- Passive-Aggressive (I Lose – You Lose), 172–173
- Peers, neighborhood of, 159
- Permits, 83
- Personality types, 104–105
- Photographs, 66–68, 117–120. See also Videos
- Plan B. See BANTA
- Pocket listings, 11, 134
- Poseurs, 36
- Prairie-style house, 131
- Pricing
- “Proof of funds” letter, 152
- Properties. See also Homes
- Prospect theory, 34
- Psychological drivers, 34
- Punctuality, –
Q
- Quality-of-life questions, 79
R
- Rain Man of LA Real Estate talking, 175–176
- Real estate agents
- assertive, 171–172
- commissions, 155, 210–211
- community changes and, 53
- continuing learning by, 62
- faking by, 36
- first impression of, 32–34
- flustered, 100
- gossip among, 175
- honesty of by, 181, 183
- listing judgments by, 86–87
- as middle men, 57
- open houses for, 68–69, 126–129
- roles of,
- type-A, 41
- winning by, –
- younger, 145
- Reciprocity, 58
- Redfin, 67, 120, 129, 134
- Relaunch, 11
- Rental market, 146–147
- Reputations, 38
- Restoration Hardware, 16
- Riding the draft, 35–36
- Rivera Golf Course, 163–164
- A River Runs Through It feel, 120
- Robinson, David, 40
- Rockwell, Norman, 120
- Rounders (film), 24
- Rolls-Royce, 129
- Royals (I Win – You Lose), 172
- Rural ambiance, 120
- Ruth, Babe, 26
S
- Sales
- Sam Adams lager incident, 20–21
- San Diego, 53
- Sandler, Adam, 164
- Schools, 96
- Scorcese, Martin, –, 46
- Search engine optimization (SEC), 67–68
- Security systems, 78
- Segal, Jason, 60
- Self-defenders (You Win Some – You Lose Some), 172
- Sellers
- Seventy-two hour rule, 157–158
- Shark Tank, xi–xii, 167
- Silver Lake, 55
- Slow concessions, 182
- Social media, 66–68, 120
- Society for Personal and Social Psychology, 33
- Solidarity, 43
- Speaking engagements, 68–69
- Speed-dating study, 33
- St. Louis Rams, 55
- Staging
- Stahl House, 131
- Starbucks, 57
- Stockton, John, 40
- Strategic alliance game, 62–63
- Success, xiv–xv
- building on, 41–42
- dressing for, 36
- image of, 66
- marketing and, 28
- milestones, 47
- team efforts for, 17
- Super-hot markets, 86
- Syracuse University, 13
T
- “Take it or leave it” move, 183
- Technology
- Altman Brothers use of, 66–68
- cutting edge, 66
- idea of, 27
- for tracking, 121
- Thinking systems, 34, 107
- Thinking, Fast and Slow (Kahneman), 34
- Time
- for average sale, 13
- demands of, 10–11
- leveraging, 166
- as selling trigger, 159
- spent in house, 78
- Token concessions, 167
- Trulia, 67, 129
- Trust building, 42–43
- Twitter, 67
- Type-A personality, 41
- Tyson, Mike, 164
U
- Underpricing, 86
- University of Colorado, 13, 20
- University of Syracuse, 13
- Upgrades, 57
- Ury, William, 50
- Utilities, 83
V
- Venice Beach, 54
- Videos. See also Photographs
- over-produced, 128–129
- and stills combo, 67
- 360-degree, 66
- trend toward, 121
- Vimeo, 121
- Volunteering, 56
W
- Wahlberg, Mark, 56
- Walk-away number, 162
- Walk-aways
- approaches to, 190–192
- benefits of, 192
- points of no return in, 189–190
- reason for, 187–188
- Walk-throughs, 76–80, 122
- Ward, Heinz, 37
- West LA, 23–24
- West, Kanye, 48
- “We sell the dream” branding, 67
- Williams, Michelle, 54
- Win-win negotiations, 167
- Windsor Square, 69
- Wolf analogy, 46–47
- The Wolf of Wall Street (film), 46–47, 49
- Work phase, 47–49
- World Cup, 55
- Wounded Warrior Project, 56
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