The Altman Close: Million-Dollar Negotiating Tactics from America's Top-Selling Real Estate Agent
- 4h 2m
- Josh Altman
- John Wiley & Sons (US)
- 2019
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.
About the Author
Josh Altman, real estate powerhouse of the famed Altman Brothers, is a top-producing agent in Beverly Hills and is continually ranked as a top 25 realtor in the country by numerous media outlets including the Wall Street Journal for having sales over a billion dollars locally, nationally, and internationally. He lives in Los Angeles, California.
In this Book
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Foreword
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Game-Time Mentality
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The Players, the Field, the Shot Clock
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My First Close
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All in with LA Real Estate and Bravo TV
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Rules of the Game—First Impressions
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The Dream Team—You Can't Do it Alone
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Fresh Eyes on the Prize
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All about the Open
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Open Houses for Clients, Brokers, and Insiders
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Create an in-Your-Face Brand, 24/7
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Golden Hammers and 20 Questions for Sellers
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Size up the Property—Pricing and Timing
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Close the Open on Sellers—Talk Marketing, Then Sign
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Close the Open on Buyers—The Altman 12
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Off to Work—Take a Breath First
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Working with Buyers—Part Chemistry, Part Therapy
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Strategizing with Sellers—Getting Ready for War
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Weapons—Listing Language, Interior Design, and Staging
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The Killer Combo—Drone and 360° Photos plus Staging
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On the Battlefield—More on Open Houses and Broker's Opens
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Price Drops are Not Always Downers
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Go Win the War
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Making an Offer
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Getting an Offer
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Multiple and Counteroffers
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Psyching Out Business Styles
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Putting on the Poker Face
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The Walk-Away
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Be a Shark—Eat, Swim, Devour
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Play #1—Damn, The Studio Head's Pissed
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Play #2—Three Clients, One Property
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Play #3—The Middle Men Kings
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Play #4—The Most Expensive Garage Ever Sold
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Play #5—The Paramedics of Real Estate
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The Final Play—Confession
