If You Don't Have Big Breasts, Put Ribbons on Your Pigtails (26 page)

136, 222 Durkin, Scott, 83 dyslexia, 30

early lead, taking, 82

Edge water, New Jersey, Corcoran

home in, xiii either an ass or a hero, 169-78 Elaine (associate), 102-4, 105 Elliman, Douglas, 199 e-mail, information via, 135 enthusiasm, 234-35 Equitable Life Insurance Societv.

158, 161 exit strategy, 144 expansion, 82-85, 226 expectations, 143, 144 experience vs. attitude, 65

failures, learning from, 67, 127, 221

fair play, 49, 105

Fatty Patty, 72-73

feedback, 231

filing systems, 45

fill in the blanks, 23-30

firing low producers, 137-39,

141-46 first bids, 238 first in your industry, 176 fitting in, 65 forms, 44, 46-47

Index

Fort Lee Diner, 1-2, 6 Fort Lee Pizzeria, 204-5 Friday rush hour, 238 fun, 86-98

ice-skating trip, 89-92

photos of, 98

resistance to, 95

themes for, 96-97

tips for, 94-98, 223

Gammerman, Ira, 194, 197 Giffuni, Joseph, 5-6, 7, 9, 13, 21 gifts:

giving, 50

special, xiv, 30, 67 Girl Scouts, pizza with, 204-5 Giuliani, Rudy, 209 "Give My Regards to Hoboken," 60 Gloria (waitress), 2, 6 gold, shining, 69 Good Citizen Award, 182-84 grandstanding, 131-35 grievances, 105 growing a business, 82-85

Hall, Tresa, 161-65 hanging up the phone, 229 Harrison, Kathy, 100-102 Harrison, Timmy Tom, 12, 72,

100-102, 171 having the right to be there, 179-91 helping out, 147-53 Henwood, Nana, xiii, xiv-xv, 122,

126 Higgins, Bill, 71, 77, 173-74 Higgins, Brendan, 196 hiring, 51-57

and firing, 143

jobs for people, 66

of leaders, 63-69

and making space, 78, 80-81, 82-85

office assistance, 226-27

and paying people, 69

want ads and, 51, 52-53, 54

Holy Rosary School, Edge water,

25-26, 108, 122 Homes on Tape (HOT), video,

169-70, 172-73 honesty, 77, 105, 136, 145, 222 hot button, identifying, 68, 236 housecleaning, 139-41, 142-46

ice-skating, 89-92

idea box, 45-46, 50

"I love me!" package, 234

image, importance of, 9-15

imagination, 23-30

information sources, 44-45, 47-48

innovation, 94, 175-78

Internet, 176-78

inviting yourself in, 190-91

James the butler, 200-204, 205 joy in getting there, 209-16 jumping out the window, 169-78

Kaplan, Esther:

business traits of, 36, 38

and Corcoran sale, 211

and costs, 147-48, 152

and firing low producers, 137-39, 141

ice-skating, 89-92

interview of, 60-63, 64

and One Day Sale, 161-65

roles of, 78

and"Trump commission; 193, 195 Kennedy, John F Jr. and Carolyn

Bessette, 134 knowing the cheers, 107-18

laughter, 93-98 leaders:

delegation by, 67

as expanders or containers, 65

firing low producers, 137-39, 141-46

hiring, 63-69

263

motivation by, 68-b9

pace set by. 65

qualities of, 65-68

substitute. l >4

support from. 67

women vs. men as, 65 Loman. Willy, 10b loyalty. 69, 232 luilabyes. 59-60

Madonna. 132

makeup artist. 136

making spaghetti. 99-106

making up the rules. 70-77

marketing. 158-68

competition and. 161. 166-68 One Day Sale, 166

marketplace, control of. 84-85

media attention, how to grab, 131-35

meetings, 43, 48

Mendik. Bernie. 158-59. 161

Mertz. Mean Michael, 72-73. 102-4. 171

Mertz. Stevie. 171-72

Milstein. Howard, 199-204, 205-6, 207

moms can't quit. 154-57

Moms Lessons:

alwavs room for one more,

78-35 be in two places at once, 58-69 bully a bully. 192-98 cover it with laughter, 16-22 everv dog is the pick of the litter.

158-68 everyone helps mash the

potatoes. 147-53 fill in the blanks. 23-30 go play outside. 86-98 joy is in getting there, 209-16 know the cheers. 107-18 make up your own rules. 70-77 moms cant quit. 154-57

never be ashamed of who you

are. 199-208 offer the bigger piece. 31-38 paint the rocks white. 9-15 put ribbons on your pigtails. 1-8 put socks in sock drawer, 39-50 see how big you are, 119-27 set up a routine, 51-57 sweep the corners, 137-46 they're not making spaghetti.

99-106 write vour name on the wall.

128-36 you have the right to be there,

179-91 you're either an ass or a hero,

169-78 motivation. 68-69. 230-32

negotiating a price. 68-69 negotiating the sale. 236—tO never be ashamed of who vou are.

199-208 new ideas. 94. 175-78 news, making. 131-36 New York City:

apartment sales in. 23-24. 26-29

condosin. 90-91. 107-8. 112-17, 126

co-ops in. 26-29. 133

highest-priced sale in. 135

JFK Jr.'s loft in. 134

overbidding in, 8b

real estate contracts in, 167-168

rent control laws in. 26

September 11 attack on, 209

Yanderbilt Mansion in, 133-34 New York magazine. 192-93, 195.

196 New York Observer, 1 l) ~ New York Post. 213 New York Times. 75—76, 212

Index

New York University School of Continuing Education, 123-25, 126

Norma (salesperson), 36-37

objections, answering, 167-68,

236-37 offer the bigger piece, 31-38 office sharing, 83-84 office wall, painting of, 136 One Day Sale, 161-65 online advertising, 178 opportunity, finding, 16-22, 167 organization, 39-50

color coding, 43-44, 49-50

and fair play, 49

filing systems, 45

forms, 44, 46-47

idea box, 45-46, 50

information sources, 44-45, 47-48

meeting schedule, 43, 48

routines, 51-57

and teamwork, 48-49 O'Rourke, Mr. (super), 11, 21-22 O'Shay, Maggie, 11-13 overbidding, 239 overhead, 144

painting the office wall, 136 paint the rocks white, 9-15 Palisades Amusement Park, 2 perception, reality created by, 15 perfection, as lost hope, 65 personality, letting it shine, 1-8 phone techniques, 228-29 pick of the litter, 158-68 Pickpocket, 104-5 Pink Elephant, 132 plain talk, 135-36 planning, 223, 224-27 play your hand, 240 Polylinks Corporation, 184-89 positive, maximizing, 8, 219 preparation, 107-18, 120-21, 222

presenting, 233-35 procrastination, 242 public relations, 70-71, 75-76, 116-17

dealing with reporters, 135-36

as getting noticed, 131-35

makeup artist for, 136

self-promotion, 108

third-partv endorsement in, 76, 134 public speaking, 119-21

raises vs. bonuses, 69

Rather, Dan, 134

real estate contracts, 167-68

referral base, building, 223

referral directors, 84-85

rejection, handling, 221

rent control, 26

reporters, dealing with, 135-36

responsibility, sharing of, 63-64

ribbons on your pigtails, 1-8

risks:

growing a business, 82-85

and happy endings, 168

having fun, 97

and innovation, 175-78

jumping out the window, 169-78 road maps, 223, 224-27 Roane family, xiii Rocciano, Rocky, 114 room for one more, 78-85 Rosenthal, Irvin, 2 Rossi, Ron, 91

routines, hiring, 51, 52-53, 54-57 rules for sales, 222-23

St. Cecilia's Catholic High School,

108-9 salesmanship:

competition in, 57

handling rejection, 221

maximizing the positive in, 8, 219

as outside activity, 222

265

sales manual. 217— Vl closing, 236-40 custorners, 226, 230-32

phoning. 228-29

planning, 224-2T 7

presenting. 233-35

rules, 222-23

slumps, 241-42

traits, 220-21,225 sales partners, 234 sales presentation, 233-35 sales training, 58-59 satellite offices, 84 see how big you are. 119-27 self-doubt, 118 self-esteem. 199-208 sellers market, 219 Seltzer, Richard, 196, 197 sharp-shooting, 242 show high. 231 Showing Heinies Club, 101-2 Simon, Vicki, 31-32 Simone, Ramone (Rav Simon),

1-6,31-38,207 simplicity, 76 slumps, 241-42 small business, 176 smudging, 132-33 Snail Game, 72-73 snow day, 87-89 socializing, 93 socks in sock drawer, 39-50 Solomon, Steve, 71 somebody, becoming, 75-76 Sotheby's, 134

South China Morning Post, 197 space, expanding, 82-85 spaghetti, making, 99-102 splitting the pie, 31-38 standing tall, 126-27 statistical reports, creating. 73-75.

76-77, 114-15 Stella Marie. Sister. 24-26, 30, 32, 108

Stfflwell, Linda, 172

success, temporal) nature of, 221 surprise, 94-95 sweeping the corners, 137—K) synergism. 202-3, 205

teamwork, 48-49. 65. 93, 102-4.

147-53 telephone tips. 228-29 thank-you notes, 235 third-party endorsements. 76. 131.

234 $35 million fixer-upper. 1/J3-34 time management, 222, 226 traits for success, 220-21. 225 trouble, discovering, 104-5 Trump. Donald:

and commission doily, 186-87.

192-97 and condo report, 108. 112-

118 and Polylinks, 184-89 truth, 77./105, 136, 145. 222 two places at once, 58-69

uncertainly. 239

vacation time. 86-98, 242 Vanderbilt Mansion, New York.

133-34 video idea. 169-70, 172-73

virtual offices. 84

Wall Street Journal. IK). 1 1<). 1%.

213 Ward. Grandpa, 159-60 winging it. 1 18 winning in court. 198 Women's Business, 2 15 women vs. men as leaders. 65 World Wide Web. 174 writing your name on the wall.

128-36 written contracts. 240 written offers. 238