The Altman Close

INDEX

A

• Ali, Muhammad, 26
• Allred, Keith, 180
• Altman Brothers Company
  • about, 9–11
  • branding by, 68–70
  • close systems developed by
    • application of, 209–210
    • basic phases of, 14–15
    • method for, 17
    • negotiations in, 210–211
  • 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, 9
  • 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
  • body language of, 180–181
  • controlling, techniques for, 178–179
  • focus of, 180
  • in negotiations, 177–179
  • weakness of, 178
• 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, 6
  • 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 ...