The Altman Close: Million-Dollar Negotiating Tactics from America's Top-Selling Real Estate Agent (Hardcover)

TABLE OF CONTENTS

Part I, Open: Make Them Want to Do Business With You

 Chapter 1. Time is Not Your Friend: How to Set It Up to Sell It

Chapter 2. Start With Your Reputation: Build It and They Will Come

Chapter 3. The Close is a Three Act Drama You Direct: Open It; Work It; Close It

Chapter 4. Passive Opens: Prospecting and Planting Seeds for Future Business

Chapter 5. Active Opens: Connecting With a Client Who Comes In Hot

Part II, Work Toward the Offer: How to Create Exclusivity, Desire and Demand

 Chapter 6. How Negotiate Everything Around the Deal

Chapter 7. Painting The Front Door Blue Gets You An Additional $1800: Prepping the House for Sale

Chapter 8.  Open Houses and Brokers Opens

Chapter 9. The Emotional Drama of Setting the Price Low Enough to Sell

Part III:  The Altman Close

10.  Getting the First Offer and the Next Two

11.  The Beautiful Problem: How to Choose Among Multiple Offers

12. Don’t Negoti-hate: It Really IS Just Business

13. The Walkaway: The Most Important Part of Any Close