{"product_id":"the-altman-close-isbn-9781119560111","title":"The Altman Close","description":"\u003cp\u003e\u003cb\u003eLand the deals you want and develop your instincts with million-dollar negotiation techniques\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAfter selling over $3 Billion in real estate, including the most expensive one-bedroom house in history, Josh Altman, co-star of the hit show \u003ci\u003eMillion-Dollar Listing Los Angeles,\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eJosh 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.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eLearn how to open with a prospect, work the deal, close, open, and repeat\u003c\/li\u003e \u003cli\u003eBuild and market your reputation, creating more sales opportunities\u003c\/li\u003e \u003cli\u003eDevelop the traits of a closer in you and your team\u003c\/li\u003e \u003cli\u003eDrive the deal forward and get the best price for your property by creating desire, scarcity, and demand\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eSuccessful 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.\u003c\/p\u003e \u003cp\u003eForeword \u003ci\u003eRobert Herjavec, Shark Tank\u003c\/i\u003e xi\u003c\/p\u003e \u003cp\u003ePreface: Pre-Game Pep Talk xiii\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I \u003c\/b\u003e\u003cb\u003ePrep Through Open 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 Game-Time Mentality 3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 The Players, the Field, the Shot Clock 9\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 My First Close 19\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 All In with LA Real Estate and BRAVO TV 23\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNegotiating Is All 24\u003c\/p\u003e \u003cp\u003eGoing Hollywood, TV Time 25\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Rules of the Game: First Impressions 31\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eImpressions Matter 32\u003c\/p\u003e \u003cp\u003e10 Rules to Make a Positive First Impression 35\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 The Dream Team: You Can’t Do It Alone 39\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Fresh Eyes on the Prize 45\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 All About the Open 51\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eKnow More than the ’Hood 52\u003c\/p\u003e \u003cp\u003eWatch Your Back 55\u003c\/p\u003e \u003cp\u003eNetworking and Giving to Get 56\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 Open Houses for Clients, Brokers, and Insiders 59\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDon’t Tour, Sell 59\u003c\/p\u003e \u003cp\u003eBroker’s Opens 61\u003c\/p\u003e \u003cp\u003eInsider Opens and Strategic Alliances 62\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 Create an In-Your-Face Brand, 24\/7 65\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWorking the Web: Social Media and the Press 66\u003c\/p\u003e \u003cp\u003eGive Expert Advice 68\u003c\/p\u003e \u003cp\u003eConcierge Extraordinaire 70\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11 Golden Hammers and 20 Questions for Sellers 73\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eShut Up and Listen 73\u003c\/p\u003e \u003cp\u003eThe Altman 20 (Questions for Sellers) 76\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 12 Size Up the Property: Pricing and Timing 81\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eReading the Property: Questions I Ask Myself 82\u003c\/p\u003e \u003cp\u003eLet’s Talk Pricing 84\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 13 Close the Open on Sellers: Talk Marketing, then Sign 89\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 14 Close the Open on Buyers: The Altman 12 93\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 15 Off to Work: Take a Breath First 99\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II \u003c\/b\u003e\u003cb\u003eThe Work 101\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 16 Working with Buyers: Part Chemistry, Part Therapy 103\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAssessing Personality Types 104\u003c\/p\u003e \u003cp\u003eAnalyzing the Buyer 105\u003c\/p\u003e \u003cp\u003eCalming the Buyer’s Fears 106\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 17 Strategizing with Sellers: Getting Ready for War 109\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Battle Plan 109\u003c\/p\u003e \u003cp\u003eManaging the Troops 111\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 18 Weapons: Listing Language, Interior Design, and Staging 113\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Killer Description 113\u003c\/p\u003e \u003cp\u003eKiller Design 115\u003c\/p\u003e \u003cp\u003eStaging for Battle 116\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 19 The Killer Combo: Drone and 360° Photos Plus Staging 119\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 20 On the Battlefield: More on Open Houses and Broker’s Opens 125\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWho to Invite? 127\u003c\/p\u003e \u003cp\u003eWork the Party 128\u003c\/p\u003e \u003cp\u003eWhat About Neighbor(hood)s? 129\u003c\/p\u003e \u003cp\u003eSell Strong Points and Knowledge 130\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 21 Price Drops Are Not Always Downers 133\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 22 Go Win the War 139\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III \u003c\/b\u003e\u003cb\u003eThe Close 141\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 23 Making an Offer 143\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSettling on the Price 144\u003c\/p\u003e \u003cp\u003eInspections and Contingencies 149\u003c\/p\u003e \u003cp\u003eMore Deal Sweetener Details 152\u003c\/p\u003e \u003cp\u003eAs for Curve Balls: Play by Your Rules and Get the House 154\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 24 Getting an Offer 157\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 25 Multiple and Counteroffers 161\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNegotiating on the Clock 162\u003c\/p\u003e \u003cp\u003eNo Rules? Use Hammers for Leverage 165\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 26 Psyching Out Business Styles 171\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 27 Putting on the Poker Face 177\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Anger Hammer 177\u003c\/p\u003e \u003cp\u003eKnow the Classic Hard-Baller Moves 182\u003c\/p\u003e \u003cp\u003eUse Confidence to Grab the Hammer 184\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 28 The Walk-Away 187\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Walk Away 190\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 29 Be a Shark: Eat, Swim, Devour 193\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart IV Plays from the Book 195\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 30 Play #1: Damn, the Studio Head’s Pissed 197\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 31 Play #2: Three Clients, One Property 199\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 32 Play #3: The Middle Men Kings 201\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 33 Play #4: The Most Expensive Garage Ever Sold 203\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 34 Play #5: The Paramedics of Real Estate 207\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 35 The Final Play: Confession 209\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAcknowledgments 213\u003c\/p\u003e \u003cp\u003eAbout the Author 215\u003c\/p\u003e \u003cp\u003eIndex 217\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eJOSH ALTMAN\u003c\/b\u003e is the co-star of the hit reality TV show Million Dollar Listing Los Angeles. He is one of the most successful real estate agents in the United States, specializing in the luxury housing markets of Beverly Hills, Bel Air, and the Hollywood Hills. With his older brother Matt, Josh created the Altman Brothers, a one-stop real estate firm that provides buyers and sellers with exclusive white-glove, VIP treatment.   \u003c\/p\u003e\u003cp\u003eThe Altman Close—written by Josh Altman of television's hit show, Million Dollar Listing Los Angeles—offers an insider's look at what it takes to close big deals fast, at the level of one of America's top-selling real estate agents. You will learn the secrets of how Altman prepares, negotiates, and closes his deals, while, making money . . . lots of money. \u003c\/p\u003e\u003cp\u003eNo matter where your business is located (Abu Dhabi or Arkansas), you can learn to adopt the negotiating skills and develop the emotional intelligence to become a master real estate \"closer.\" Once you develop a \"closer\" mentality, you will consistently make the kind of dazzling deals others only dream of. \u003c\/p\u003e\u003cp\u003eIf you are a real estate agent, investor, buyer, or sales pro ready to take your game to the next level, this is the book you've been waiting for. The Altman Close explains the same approach Josh Altman uses to sell billions of dollars' worth of mansions in Bel Air and Beverly Hills, and how to apply it to your deals. \u003c\/p\u003e\u003cp\u003eThe book is divided into three parts. First, the \u003cb\u003eOPENING\u003c\/b\u003e: you will learn how to build and market your reputation in order to generate the type of ongoing business that reaps big rewards. Next, the \u003cb\u003eWORK\u003c\/b\u003e: lots of sweat gets generated from first to last handshake. Altman shows how to set the deal up for that one delicious moment you've worked so hard towards. Finally, the \u003cb\u003eCLOSE\u003c\/b\u003e: this is the heart of the book. Altman reveals the techniques and strategies he uses to drive a deal forward and explains how to get the best price for a property by creating desire, scarcity, and demand. \u003c\/p\u003e\u003cp\u003eJosh wrote The Altman Close to give you a kick in the ass. With the right attitude, killer work ethic, and this book as your guide, you can be a million-dollar dealmaker.  \t \u003c\/p\u003e\u003cp\u003e\u003cb\u003eLEARN SELLING AND CLOSING TACTICS FROM ONE OF AMERICA'S TOP REAL ESTATE AGENTS\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"I know a lot of great real estate agents, and Josh is one of the best. He's a born entrepreneur and a shrewd negotiator who approaches every deal as if he were negotiating with his own money. I'd recommend this book to anyone who wants to improve their closing skills.\" \u003cb\u003eSPENCER RASCOFF CEO of Zillow\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"I work with some of the best athletes in the world to make sure that they're performing to the best of their ability week in and week out. When Josh sold me my home, it was clear to me that between his preparation, winning mentality, and overall knowledge of the market, he was the key player I needed.\" \u003cb\u003eSEAN MCVAY NFL Head Coach of the LA Rams\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"When it comes to CLOSING you need to be flexible and adapt to the situation. You want to always have your opponent right where you want them. Don't let Josh's smile fool you, he always has you where he wants you.\"?? \u003cb\u003eBRIAN WILSON Major League Baseball World Series pitcher\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"I get pitched business ideas from entrepreneurs all the time on Shark Tank, but rarely do I see someone who can negotiate and close deals like Josh Altman. Josh has earned my trust and is my realtor for life.\" \u003cb\u003eROBERT HERJAVEC Shark Tank\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"From the moment I wake up ready for battle, from gym to shower to embroidered suit, I am closing a deal. Whether on the street, in a Beverly Hills mansion, or on the sports field, the ball is in my hands, and the clock is counting down. This is what I have prepared for, and the way I've set it up from the first play. I adapt and overcome any obstacles thrown at me. It's all up to me to be a champion. If you don't want the ball in your hands, if the pressure doesn't excite you, then just put this book down and read my previous book – It's Your Move. This book is beyond that. This is the advanced course.\" \u003cb\u003e—FROM THE PREFACE BY JOSH ALTMAN\u003c\/b\u003e\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990154920165,"sku":"NP9781119560111","price":25.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119560111.jpg?v=1761786712","url":"https:\/\/k12savings.com\/es\/products\/the-altman-close-isbn-9781119560111","provider":"K12savings","version":"1.0","type":"link"}