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Zusammenfassung von The Heart of the Deal

Name: The Heart of the Deal
Rating: 3.7 (46 reviews)
Author: Anthony Lolli

Anthony Lolli

How to Invest and Negotiate like a Real-Estate Mogul

3.7 (46 Bewertungen)

14 Min.

Kurz zusammengefasst

The Heart of the Deal by Anthony Lolli is a memoir and business book that reveals the author's rise from poverty to real estate mogul. It provides insights into the real estate industry, entrepreneurship and achieving success despite challenges.

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The Heart of the Deal
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What’s in it for me? Become an honest salesperson.

Some professionals have a reputation for being dishonest and exploitative. These can include car dealers, infomercial hosts and real estate agents. What these three have in common is that they’re all trying to sell you something.

Many people believe that to become successful in these industries, you’ve got to do whatever it takes. This can sometimes even mean engaging in morally questionable practices. But what if there’s another way?

These blinks provide an alternative method for closing deals that’s based on honesty and positivity. Following the advice of one of America’s greatest property sales professionals will set you on the path to success, whether you’re in the real estate industry or not.

In these blinks, you’ll discover

the difference between the hard sell and the soft sell;
the three main goals you should set yourself; and
the importance of speaking second.

Set relevant targets to help you achieve success.

If you were to start a business, what would it do? Would you run a café? Or create your own clothing line? Or sell luxury homes as a real estate agent?

No matter what it is, ensure the success of your new business venture by adopting the right habits from the start.

Begin by getting into the routine of setting goals.

As a real estate investor with a broad portfolio encompassing New York City and beyond, Anthony Lolli knows a thing or two about success.

To achieve similar results in your career, there are three main types of goals you should always set yourself: Short, medium and long-term. If, for example, you want to increase your chances of becoming a successful investor in real estate, your short-term goal should be to obtain your sales license. For your medium-term goal, aim to buy your first investment property, while your long-term goal should be to earn $1 million. All these goals are related to one another – if you can reach the first one, it’ll set you up to reach the second, and then the third.

Having goals like these will help you to make decisions wisely. When faced with a difficult decision, you can always ask yourself: Will this bring me closer to my goals? This simple question will make it easier to respond to your toughest career dilemmas.

As a six-year-old boy, Lolli’s earliest long-term goal was to buy his mother a mansion. Thus, in early adulthood, when Lolli was deciding whether or not to continue with a job, he asked himself if that decision would bring him closer to purchasing the mansion. For example, he quit his job installing home security systems because he realized he couldn’t possibly get rich doing so.

Though Lolli’s goals are related to real estate, his method is something you can adapt to almost any situation to help set yourself up for success.

Hire people you can trust and place them in clearly defined roles.

It shouldn’t be a surprise that success requires the help of others. This was one of the toughest lessons Lolli learned on his path to becoming a successful business owner. Look at it this way: your business is something you built from the ground up and it’s incredibly hard if you have no one to help you look after it.

To develop a prosperous business, you need a trustworthy team around you. These people are your workplace family – folks you can entrust with your career mission and life’s dedication. Trust is important because the distribution of responsibilities isn’t easy.

A hard sell works only if there’s honest enthusiasm.

Imagine a beautiful four-bedroom house, located in a great neighborhood and surrounded by excellent local schools. To top it off, the price is significantly below market value. A property such as this doesn’t need any help in being sold – it basically sells itself!

The reality, however, is that most properties aren’t perfect, and this means you’ll need to consider how to make them more attractive to buyers.

Focus on the property’s positives to overcome typical objections from clients.

Want to know a secret about the perfect property? There isn’t one. Every house or apartment you sell could be a little better – whether by having more space, better natural light or being closer to public transport. Perfection doesn’t exist in the real world, and neither does the perfect home. Knowing this will help you develop the right mindset to deal with any doubts your client may have.

One of the most common objections from clients is that a property is too small. Fortunately, this doubt can be easily alleviated by focusing on the property’s upsides.

To succeed in a negotiation, be accommodating and speak second.

Negotiation is the bread and butter of real estate. A typical day as an agent involves you wanting something from your client, who also wants something from you. With a little discussion, bargaining and good will, both parties can walk away satisfied.

To obtain this win-win outcome, you need to hone your negotiation skills.

Anticipate the client’s needs by identifying their archetype.

After working long enough in the real estate business, you’ll start to see some familiarities between clients. Being able to identify a type of client as soon as they walk through the door will help you quickly determine the best way to help them.

One common client type is the out-of-towner.

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Worum geht es in The Heart of the Deal?

The Heart of the Deal (2017) offers ambitious real estate agents guidance on how to make it in the industry. It’s packed with examples from the author’s own experiences so that you too can learn how to win over clients and achieve similar levels of success.

We’re thrilled to announce that the author has worked together with Blinkist to create this book-in-blinks for you.

Bestes Zitat aus The Heart of the Deal

A boss has people who work under him, but a leader has a team.

—Anthony Lolli

Wer The Heart of the Deal lesen sollte

Agents in the real estate industry
Entrepreneurs who want to build their client base
People interested in improving their sales tactics

Über den Autor

Anthony Lolli is the founder and CEO of the Rapid Realty franchise – the fastest-growing real estate enterprise in New York. He also founded the Express Real Estate school, which has helped thousands of students gain their real estate licenses.

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