The Deal: Secrets for Mastering the Art of Negotiation

by Josh Flagg

Overview

LEARN STRATAGIES FOR SUCCESSFUL DEAL MAKING

Star of the hit show Million Dollar Listing Los Angeles, Josh Flagg shares his secrets to mastering any negotiation in any industry and at any level.

Throughout his career, Josh Flagg has faced off with challengers of all kinds in negotiations over the world’s most expensive and sought-after real estate. He has seen and put into practice what works and identified the “common tricks” that don’t. Josh has curated ten rules that, when applied to any deal, will significantly increase your chance of success, and make you the master negotiator your clients need you to be. Sample rules include:

• Rule #1: Don’t Sell Garbage- you are what you sell.
• Rule #2: You Only Have One Client- focus on the one you’re with.
• Rule #3: Up Your Attitude- be the person people want to represent them.
• Rule #8: Play the Psychologist- you are your client’s best friend.
• Rule #10: Know Your Worth- you are your best advocate.

If you want to be the best, you have to look and act like the best. Josh learned this rule young and has applied it to every client relationship he has ever had. He began his real estate career as a student at Beverly Hills High School—swung big and hit—landing him in the perfect position to take on some of LA’s largest, most exclusive real estate listings and, eventually, a spot on Million Dollar Listing Los Angeles. Apply the lessons in the book to become the negotiator who closes million-dollar deals.

Product Details

ISBN-13:	9781400230433
Publisher:	HarperCollins Leadership
Publication date:	10/04/2022
Pages:	240
Sales rank:	1,060,357
Product dimensions:	6.00(w) x 9.00(h) x 1.20(d)

Table of Contents

Foreword Josh Altman xi

Preface: Welcome to Your Million-Dollar Mindset xiii

Part 1 Don't Sell Garbage

1 Let's Talk About Sets, Baby 3

2 The Ten-Thousand-Hour Rule 8

3 525,600 Minutes 13

4 Garbage? Nope, Don't Sell It 19

5 You Cant Sell It If You Don't List It 25

Part 2 You Have Only One Client

6 Selling Los Angeles 35

7 Come and Knock on Our Door 38

8 Get Your Mind on Your Marketing and Your Marketing on Your Mind 41

9 Demented and Sad, but Social 45

10 Who's on Your Hit List? 48

11 Prequalify Your Clients 51

12 The Art of the Steal 53

13 Maintaining Client Relationships in Transactional Sales 55

14 The Converse Is Don't Let Them Buy Trash 57

15 The Salesman's Psychology 59

16 Sell to the Man in Sweatpants 63

17 The Personal Touch 66

18 A Convenient Woman 69

19 No Easy Day 74

Part 3 Up Your Attitude

20 Confidence Begins with a C and Ends with You 85

21 Credibility Builds Confidence 90

22 Membership Has Its Privileges 92

23 Make an Entrance 94

24 Let Me (E)state My Case 97

25 Age, Attitude, and Arrogance 102

26 My Go-To Attitude Adjustment 108

Part 4 Be the Billionaire

27 My Favorite Billionaire 115

28 It Takes a Village 118

29 The Billionaire's Network 122

30 Spend Money to Make Money 125

31 Enjoy Your Money, but Spend Where You Can Make More 129

Part 5 When to Say No

32 Nancy Reagan Made It Sound So Easy, Right? 133

33 Draw the Line … Even When It Hurts 140

34 Gatekeeping Is Another Way to Say No 143

35 When No Becomes Yes 147

Part 6 Know the Playing Field

36 Know Your Shit 153

37 Don't Keep It to Yourself 157

38 The Art of Storytelling 159

39 Brokers' Price Opinion 161

40 Help Me Help You (with Marketing) 165

41 Create Case Studies 169

42 Use Your Knowledge to Be a Trusted Advisor 171

43 Son of a Sailor 176

Part 7 Don't let Little Problems Affect Big Deals

44 A Little Face Time Goes a Long Way 183

45 Change Management 186

46 The Wrong Way and the Right Way 189

47 A Group of Two or More Joshes Is Called a Mogul 194

48 Professor Edith's School of Hard Knocks 198

49 Rubber Chicken 205

Part 8 Play the Psychologist

50 Power Struggle 213

51 Be the Jedi 215

Part 9 Never Take the First Offer

52 Another Satisfied Customer 221

53 Be Cool, Don't Be All, Like, Uncool 229

54 It's All Negotiable 233

55 Never Say No 237

Part 10 Realize Your Worth

56 The White Whale 241

Acknowledgments 247

Index 249

About the Author 257