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trump strategies for real estate Billionaire Lessons for the Small Investor phần 4

được trả tiền, và Percy Pyne tạo ra ấn tượng rằng chủ sở hữu cho thuê đất là không thể kết nối và tất cả các cuộc đàm phán đã được thực hiện với anh ta. Nghe Pyne, người ta sẽ tin rằng, trên thực tế, ông đã nói cho chủ sở hữu. Bản năng của Trump | TRUMP STRATEGIES FOR REAL ESTATE being paid and Percy Pyne created the impression that the ground lease owner was unreachable and all negotiations had to be done with him. Listening to Pyne one would believe that in fact he was speaking for the owner. Trump s instinct was that if he wanted to make the deal he had to get to the owner and talk to him directly to see whether or not something was being lost in the translation from Percy Pyne. He couldn t believe that a foreign owner of real estate would tolerate this property in its present condition. So he got on a plane and flew to Germany to meet directly with the ground lease owner. There he was able to establish a working relationship of mutual trust that led to successfully negotiating a new ground lease that satisfied both parties. In fact Trump s relationship with the landowner was so good that while Trump was refurbishing the building at greater expense than originally planned Trump asked the owner to waive the rent for a second year. The owner agreed because he was so thrilled with all the work that was going on to make it a first-class building. The waiver saved Trump another 1.5 million in rent. So by the time Trump had to start paying rent on the ground lease he had a rental income sufficient to cover all his obligations. As we discussed in Chapter 1 successful long-term real estate investing is always based on building good personal relationships with the key people involved. The 40 Wall Street deal has a lot to teach small real estate investors about negotiation. Following are explanations of five key principles that Trump used to turn around 40 Wall Street and how you can use them in your real estate transactions. Principle 1 Create the Aura of Exclusivity One of the most fundamental principles of human nature is that people want something that everyone else wants or no one else has. if 54 Principles of Negotiation you tell someone that a property you own is not for sale there is a good chance they will