The Art of Strategic Negotiation

This chapter explores the complexities of buying and holding investments, focusing on key elements such as daily price evaluations and strategic selling approaches. It highlights a significant negotiation over the sale of Equity Office, detailing the tactics involved in fostering a competitive bidding environment and managing breakup fees. The speaker emphasizes the lessons learned from high-stakes transactions, reflecting on both financial outcomes and personal motivations behind their investment strategies.

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On today’s show, we have the honor of interviewing legendary real estate investor and entrepreneur, Sam Zell.

Sam Zell has an impressive background, having started his career in real estate in the late 1960s. He is the founder and chairman of Equity Group Investments, a leading private investment firm. Over the course of his career, Sam has made many bold moves and investments, earning him a reputation as a savvy and fearless investor.

One of Sam's most notable achievements was his role in creating the modern-day real estate investment trust (REIT) industry. He did this by founding Equity Office Properties Trust in 1997, which became the largest office REIT in the United States. In 2007, he sold the company for a record-breaking $39 billion.

Joining us today as a co-host is David Greene, an accomplished real estate investor, and host of the BiggerPockets podcast, one of the most popular and highly-rated podcasts in the real estate investing space.

IN THIS EPISODE YOU’LL LEARN:

00:00 - Intro.

04:49 - How Sam helped pioneer the REIT industry and what improvements he would like to see today

30:42 - What drives him to succeed at 81 years old

35:37 - Why Sam would raise interest rates further if he was the head of the Federal Reserve

49:36 - How Sam thinks through when to buy and when to sell

50:48 - A play-by-play breakdown of how he sold Equity Group Investments to Blackstone for nearly $40 billion dollars

1:06:08 - Why he says “liquidity = value”

Disclaimer: Slight discrepancies in the timestamps may occur due to podcast platform differences.

BOOKS AND RESOURCES

Join the exclusive TIP Mastermind Community to engage in meaningful stock investing discussions with Stig, Clay, and the other community members.
Am I Being Too Subtle by Sam Zell Book
Bigger Pockets Podcast
Trey Lockerbie Twitter

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