The Altman Close

The Altman Close

by Josh Altman
Released April 2019
Publisher(s): Wiley
ISBN: 9781119560111

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Book description

Land the deals you want and develop your instincts with million-dollar negotiation techniques

After 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 demand

Successful 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.

Table of contents

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

Product information

  • Title: The Altman Close
  • Author(s): Josh Altman
  • Release date: April 2019
  • Publisher(s): Wiley
  • ISBN: 9781119560111