Trump Never Give Up

by Donald J. Trump

  One thing that attracted me to Nakheel, aside from their proven record of success and expertise, was their innovative approach to whatever they did. Our original design for the hotel garnered a lot of publicity. It was a tulip design that would have a state-of-the-art exoskeleton frame. We were excited about this iconic design. The price tag would be $400 million to complete it.

  However, after reviewing the design, we realized there were some problems with it, and we agreed it looked a bit heavy. So we decided to start over. We just scrapped it. Don’t ever be afraid to change your mind about something. There is nothing wrong with that. Yes, we’d spent time and money on the first design, but when you’re going after the extraordinary, sometimes you have to take extraordinary pains to achieve it.

  The new design we came up with was stunning: a split tower, with an open core design. It would cost $600 million for 48 stories and would be constructed with glass, stainless steel, and stone. It would definitely be worth it. We expect the tower to be finished in 2009.

  There are considerations beyond the usual when you are developing internationally, and sure enough, in February 2006, we were hit with a political/global trade controversy involving Dubai that threatened the viability of the project. Major world events can crop up at any time, and sometimes I feel like saying, now what? However, that’s part of the deal. It can be a challenge—but it’s always enlightening.

  Anyway, the controversy was over the sale of shipping port management businesses in six major U.S. seaports to a company that was based in the United Arab Emirates. This received huge attention as a national security debate in the United States. The question was whether such a sale would compromise port security. This put Dubai in the national and international spotlight. For us, that could be good and that could be bad. The good news was that suddenly everyone knew where Dubai was. The bad news is that controversy, especially concerning national security, could work against spreading the message about Dubai being a fantastic destination. It took us time to fully comprehend the echo effect of this controversy.

  Dubai Sunrise

  I found it interesting that this development followed shortly after our deal went through in the United Arab Emirates, but all we could do was ride it out. I was relieved when it was resolved quickly and amicably. Eventually, U.S. security concerns were addressed, and Dubai demonstrated it understood the importance of security.

  We are looking forward to a 2010 opening in Dubai, and I already know it’s been worth every change and every challenge. There may be a few more challenges along the way but I’ll be ready for them.

  COACH TRUMP

  MAKE IT HAPPEN IN YOUR LIFE

  Be resilient. Sometimes a challenge will knock you down. Your plan may be a bust or your goal may be unattainable for a time; you may be stopped in your tracks. Get back on the horse! Deciding to try again is the first step toward getting it right the next time.

  22

  I TOLD MY FRIEND HE WAS A BIGTIME LOSER

  The Power of Focus

  I’m fortunate to have the capacity to change my thought patterns quickly—to focus on something new without a long adjustment period. For example, people have commented on how quickly I conduct meetings; I can lead effective and productive meetings one after another without any downtime between them. I credit this ability to knowing what focus really is and the ability to get to the point very quickly.

  My focus is always on the solution to whatever the problem—or challenge—might be. In contrast, I have met so many people who waste a lot of their time (and mine) talking about their problems. It becomes very clear to me that they are avoiding looking for a solution. They either like the drama of their situation or are too lazy to make the effort of using their brains to look at solutions.

  Thinking takes energy and it shouldn’t be wasted dwelling on the wrong things. For every problem there is a solution, and capable people will look for that solution. Make sure you’re one of the capable people.

  Getting to the point is sometimes just a matter of asking yourself the right questions and answering them honestly. I remember an old friend who was miserable in his work, going on about his travails, when I had repeatedly told him he was in the wrong profession to begin with. I finally became very abrupt with him and told him he was a big time loser. That was cutting to the quick, and I meant to—because I wanted to get him to change. In this case, it actually worked. I got him to focus on the solution, not his problems, and now he has a successful and happy life. Sometimes bluntness is necessary to make a point that isn’t being heard.

  For those of you who have watched The Apprentice, you know what goes on in the boardroom. Very often, it sounds like a revved up soap opera with everyone going at each other at once. What you don’t see is that sometimes it goes on for hours, and I mean hours. The number of stories, and opinions, and inside dramas that don’t make the final cut are truly unbelievable. When it’s been edited down enough to fit the hourly format, you see the most important points that were pivotal in allowing me and my advisors to make a decision. The rest of it becomes inconsequential, like background noise—very loud background noise. My point here is that we can all do a little editing ourselves (of our own unnecessary chatter) when it comes to making a decision.

  Stay focused on solutions to problems, not details. That’s the power of focus. Use it!

  23

  DO SOMETHING FOR YOUR COMMUNITY

  Trump on the Ocean

  People who live in New York City have all heard of Jones Beach. The beach and the boardwalk are part of a fabled history that began with the great Robert Moses—he considered this waterfront park on Long Island as his greatest achievement. I visited Jones Beach as a teenager, and it has always been a special place to me, as it is to thousands of people. So I was delighted when the opportunity came to renovate a major piece of it. When former parks commissioner Bernadette Castro reviewed my plans, she considered them “like a gift from God.” We announced this project in September 2006, with a proposed opening in the spring of 2009.

  There was opposition at first, from citizens complaining that “Trump was not fit for the Jones Beach scene,” and the Society for the Preservation of Long Island Antiquities made it clear they feared what the size of our new building would do to the visual balance of Jones Beach. When they realized how involved I was in the building plans and the fine details, and how concerned I was over the impact of the development on the community and the environment, they were reassured. I even brought out a piece of marble, Breccia Oniciata, to show them. I thought it would look great, and it will. It’s the same marble I used at 40 Wall Street; it’s sepia and really beautiful.

  There will always be naysayers to anything you try to do, but this is a good example of how you can help your community. When they realized how this project would revitalize the local economy, and how beautiful it would be, the negativity lightened up, and most people think it’s going to be fantastic. They’re right. It will be a win-win situation for everyone. I told people I wanted to bring this historic site up to the gold standard it deserves, to make it a destination point worthy of its amazing history.

  What we are doing is replacing the old Boardwalk Restaurant with a beautiful 36,000-square-foot facility that will have Atlantic Ocean and park views. There will be a catering hall and restaurant. We will have social and corporate catering, a restaurant, a lounge, and a ballroom. It will restore Jones Beach to prominence in the life of New York City. In fact, New York can expect to make around $75 million from it over the next 40 years. The building will belong to the state. Not a penny of tax-payer money will be spent.

  Our long-term lease required special legislation, which was not a surprise. We’re in good company, however—only one other New York parks contract has a term that long—and that’s Niagara Falls. We had to deal with a lot of roadblocks, but we prevailed, and it will be a fantastic site.

  Being in a position to help out at Jones Beach has been a tremendous feeling. I know detra
ctors will be pleasantly surprised when they see how well integrated the design will be with the environment and the park. In a way, I am paying tribute to Robert Moses—I’m sure he would be very proud—and so will the New Yorkers who have loved Jones Beach.

  24

  DEFENDING THE FLAG

  I have been fighting battles over flying the American flag. Can you believe it? At my California golf club, Trump National Golf Club/Los Angeles, I put up a big American flag and built a flagpole specifically for that purpose. Suddenly they were saying it was too big. Too big? Too big for what? It faces the Pacific Ocean! I think the Pacific Ocean can handle it. I never thought that flying the American flag on American soil would be considered subversive, but that’s what it amounted to. Although there will always be some small-minded people who have a complaint to make.

  They made their complaints, but then came the backlash. Everyone rallied to my side—in defense of keeping the beautiful American flag waving. The publicity was terrific, not only for patriotism but for my property. Suddenly everyone knew about this beautiful golf course that fronts the Pacific Ocean, and everyone knew that the American flag meant enough to me to go to battle for it. I didn’t have to do much persuading to keep the flag—the uproar that ensued did the persuading for me.

  So I decided to put up the American flag on my Mar-a-Lago estate in Palm Beach, Florida. I would love to tell the story, but I’ve agreed with the town not to do so. But I’m pleased to report that the town is happy, I’m happy, and most importantly of all, the flag flies proudly. Always remember—some things are worth fighting for. The American flag is one of them.

  25

  WHEN YOUR WARDROBE MALFUNCTIONS IN FRONT OF 10,000 PEOPLE, MAKE IT PART OF YOUR ACT

  Two Public Speaking Screwups

  Everyone gets egg on his face sometimes, including me. Screwups may not seem so funny at the time, but at least they make life interesting. Fortunately, in almost every instance, even big goofs can work out for the best. I know that sounds clichéd but it happens to be true.

  I was scheduled to speak in Dayton, Ohio, and about 5,000 people were waiting. I was flying in from New York City along with a camera crew, who would be filming the speech for footage on The Apprentice. Just as we were ready to take off, my jet stopped. My pilot said there was something wrong with the brakes, and he didn’t think it was safe to proceed. So we tried to get a commercial flight—but there weren’t any that could accommodate the large group we had. I started to wonder if I might have to cancel the speech. However, when I give my word that I’ll be somewhere, I do my best. So what I did was to call all my friends and ask if anyone had a private jet we could borrow. Sure enough, someone had a jet at LaGuardia that wasn’t being used. So we all piled out of my jet and into another jet, and finally took off for Dayton. I figured it would all go well from then on.

  THE LOW POINT

  When we landed in Dayton, it was pouring, just pouring buckets of rain, plus it was rush hour. It was such a mess that they arranged a full police escort for me and my entourage to get from the airport to the arena where I’d be speaking. It still took a long time. This was beginning to seem like a trip to China, not Ohio. To top it off, it was also Melania’s birthday, and I had planned to get back to New York City in time to take her out for dinner and to celebrate. Unless she was ready for some midnight supper at a local deli, those plans were about to be scrapped, too. The audience had the worst of it. They had been waiting patiently for several hours at this point.

  When I finally arrived, I told the patient folks in Dayton that they’d had their own reality show that day. They were impressed that I had finally made it there despite several major deterrents, and we all had a great time despite the delays, the rain, and the malfunctions. In fact, they sang happy birthday to Melania while they were waiting for me to show up. When I finally arrived, someone gave the heads-up that “Mr. Trump has entered the building”—shades of the days of Elvis. I had a good laugh, and we all had a day to be remembered. The point is, even big goofs can (and often do) work out for the best.

  A WARDROBE MALFUNCTION

  Another time I was scheduled to speak in Las Vegas in front of approximately 10,000 people, and I flew in from California with about half an hour to spare before going on. Since I had been traveling, I asked a young woman who was the backstage coordinator to have my jacket pressed. So she took my jacket, and I waited in the green room chatting with visitors and with Keith, my bodyguard. When it was time to go on, I started looking for my jacket. It was nowhere to be found. I had 10,000 people waiting for me and no jacket.

  The young woman appeared and told us she’d sent my jacket out to a nearby hotel to get pressed, and it wasn’t back yet. We were astonished—with a half hour to go before stage time, no one sends a jacket out to be pressed. We thought she’d have it steamed or pressed on the premises, but she was obviously new at this job. I wasn’t happy about it, but what could I do? I borrowed Keith’s jacket, even though Keith is a bit larger than I am. It had to suffice. I was a few minutes late getting to the stage, but the crowd didn’t seem to mind too much. I told them about what had happened backstage, and apologized for a jacket that neither fit nor matched my suit. They didn’t seem to mind that either. The speech went well despite the backstage commotion, and they seemed to enjoy the spontaneity that was created by someone’s mistake. I still wasn’t happy about it, especially since I spend a lot of time preparing to make sure my presentations are seamless, but I figured “what’s over, is over,” and I let it go.

  The next day, on the front page of the major Las Vegas newspaper was a photo and story about me. I shared the front page with a story on Jay Leno. Due to the “wardrobe malfunction” that occurred the night before, they decided to give me more coverage because it ended up being a funny story to them—the billionaire loses his jacket! So, this goof ended up being in my favor in the long run after all.

  COACH TRUMP

  MAKE IT HAPPEN IN YOUR LIFE

  Take blips in stride—instead of trying to deflect problems or obstacles and send them off in another direction, try to embrace them. Turn them into something positive. You can often disarm people this way and get them on your side. Don’t get too attached to your ideas. Adjust, adapt, and take things in stride.

  26

  DON’T GET COMPLACENT—THINKING YOU’RE FOOLPROOF IS A GOOD WAY TO SET YOURSELF UP FOR A BIG MISTAKE

  How New Trump Projects Happen

  The Trump Organization currently has 33 real estate projects in development worldwide. That’s a lot of buildings, and managing these projects requires a lot of travel. I’m very grateful that my three eldest children, Don Jr., Ivanka, and Eric are on board now to help out and take trips to places like India, China, Dubai, and Istanbul. My schedule is ballistic enough without those long trips added to it.

  DJT and Kids

  Many of these projects are the very desirable Trump International Hotel & Tower combos that incorporate both condominium and hotel accommodations. People often wonder how these buildings get built, and it’s a good question since we are the only hotel company that also serves as the developer. If the Trump name is going on a building, there is a huge amount of preliminary due diligence and ongoing management work to be done. The only way to ensure quality is to stay on top of all the issues.

  This process is a complex jigsaw puzzle, and there are a lot of factors to consider because we don’t allow the Trump name to be associated with anything that hasn’t been carefully considered and scrutinized. We receive proposals constantly, all of which are evaluated, but we will not be interested in 99 percent of them. We are also approached by over 300 developers per year who want to partner with us. So we have to take an aggressive approach to evaluating deals. We vet each proposal, analyze the deal, and check out the sites personally. When something is a “go,” we review budgets, do predevelopment planning, and then start the bid process. We deal with contractors, subcontractors, and we negotiate the final price. Every con
struction document has to be reviewed by our team. Next, we start weekly construction meetings and sales and marketing meetings. We speak to representatives on our job sites every single day. Nothing is left to chance. That’s one reason for our success.

  Because we have many international developments now, one thing we deal with is securing financing in foreign countries. This can sometimes be complicated if the country has a track record of political instability. If we get in at the right point in a real estate growth cycle, it may still be relatively inexpensive to build there, but with good growth potential, so we will take advantage of the opportunity. It would be easy to get complacent because we’ve had a lot of successes, but we know there is always risk around the corner. We avoid being complacent by being diligent in our preparations. Thinking you’re foolproof is a good way to set yourself up for a big mistake.

  We very often become interested in a site because I’ve been there and I see the potential. That happened when I visited Panama City for a Miss Universe Pageant in 2003. I remember saying, “this is a beautiful city, a fantastic place, and I’d like to build something here some day.” Well, some day has happened, and the Trump Ocean Club is underway—a 2.4-million-square-foot, 65-story hotel and condominium tower. It’s the first time the Trump Organization has invested in Central America, and it’s a terrific choice.

  As fate would have it, the unveiling of the plans for the Trump Ocean Club, in April of 2006, occurred the same day that Panamanian President Martin Torrijo asked voters to approve a multibillion dollar project to expand the Panama Canal. This would be the canal’s biggest modification since 1914, the year it opened, and would enable large, modern cargo ships to navigate the canal. The growth potential was obviously there, and this was a good indication that the city was on the verge of a great surge of interest and activity. The design of the Trump Ocean Club tower is remarkable as well—it appears as a very tall sail, and the units will have flow-through panoramic views—truly spectacular.