Trump Strategies for Real Estate: Billionaire Lessons for the Small Investor

253 Pages·2005·4.4 MB·English

by  George Ross

T RU M P
S
T R AT E G I E S
F O R
R E
E A L S TAT E

T R U M P
S
T R A T E G I E S
F O R
R E
E A L S T A T E
Billionaire Lessons for the Small Investor
G E ORG E H . RO S S
wit h
A ndrew James McLean
JOHN WILEY & SONS, INC.
Copyright © 2005 by George H. Ross. All rights reserved.
Published by John Wiley & Sons, Inc., Hoboken, New Jersey.
Published simultaneously in Canada.
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Library of Congress Cataloging-in-Publication Data:
Ross, George H., 1928–
Trump strategies for real estate : billionaire lessons for the small
investor / George H. Ross with Andrew James McLean.
p. cm.
Includes bibliographical references and index.
ISBN 0-471-71835-1 (cloth)
1. Real estate investment. 2. Real estate development. 3. Real estate
investment—United States—Case studies. 4. Real estate
development—United States—Case studies. 5. Trump, Donald, 1946– I.
Title: Billionaire lessons for the small investor. II. McLean, Andrew
James. III. Title.
HD1382.5.R67 2005
332.63′24—dc22
2005000053
Printed in the United States of America.
10 9 8 7 6 5 4 3 2 1
This book is dedicated to my wonderful wife, Billie
the solid foundation on which the happiness and success
in my life was built.

C
ONTENTS
FOREWORD BY DONALD TRUMP ix
PREFACE xi
CHAPTER 1
SELL YOURSELF LIKE TRUMP:
FIVE PERSONAL QUALITIES YOU NEED TO
SUCCEED IN REAL ESTATE 1
CHAPTER 2
THINK BIG: HOW TRUMP CHOOSES
PROPERTIES TO INVEST IN 21
CHAPTER 3
PRINCIPLES OF NEGOTIATION:
HOW TRUMP USES THEM 45
CHAPTER 4
HIGH-POWERED REAL ESTATE NEGOTIATION
TECHNIQUES AND TACTICS 69
vii
CONTENTS
CHAPTER 5
THE TRUMP TOUCH: CREATE “SIZZLE,” GLAMOUR,
AND PRESTIGE TO GET HIGHER-THAN-MARKET
PRICES FOR YOUR PROPERTIES 99
CHAPTER 6
RAISING MONEY: TACTICS FOR
ATTRACTING LENDERS AND INVESTORS 125
CHAPTER 7
GET HELP FROM THE BEST REAL
ESTATE SPECIALISTS YOU CAN FIND 153
CHAPTER 8
WHY TRUMP BUILDING PROJECTS ARE
ALWAYS ON TIME AND UNDER BUDGET 165
CHAPTER 9
TRUMP MARKETING STRATEGIES:
SELLING THE “SIZZLE” SELLS THE PRODUCT 179
CHAPTER 10
HOW TO MANAGE PROPERTY LIKE TRUMP:
TREAT IT AS A CUSTOMER SERVICE BUSINESS 193
CHAPTER 11
HOLDING STRATEGIES AND EXIT STRATEGIES 207
INDEX 223
viii