A Master Guide to Income Property Brokerage: Boost Your Income By Selling Commercial and Income Properties (4th Edition)

A Master Guide to Income Property Brokerage: Boost Your Income By Selling Commercial and Income Properties (4th Edition)

By: John M. Peckham (author)Hardback

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The reliable, classic guide to INCOME PROPERTY BROKERAGE--now updated for the 21st century For more than thirty-five years, this guide has been the most reliable, trustworthy resource for real estate brokers and agents who want to increase their commissions and start selling income property. Now in a new Fourth Edition, A Master Guide to Income Property Brokerage is back and better than ever. With significant new material on the Internet and powerful, up-to-date tactics, brokers and agents alike will find in these pages all of the high-quality information they need to succeed. Sixteen power-packed chapters feature step-by-step income-building information that will help you: � Profit from five quick ways to find property owners who will sell � Turn your leads into listings that sell � Nail down sales using today's new and ingenious ways to finance income properties � Price income property to sell quickly � Set up operating statements that promote sales � Present the unique benefits of income property � Access thirteen immediate sources of buyers � Easily qualify buyers � Advertise income property--and make it pay off big � Show income properties for fast-action sales � Master the fine points of selling income properties � Work on condominium conversions: an exciting new wealth-builder � Sell like a giant using online tools � Make a final presentation that clinches the sale � And much more

About Author

JOHN M. PECKHAM III, CCIM, CIPS, RECS, is Chairman of the Peckham Boston Advisory Company, a commercial investment real estate brokerage firm founded in 1963. He has sold over a billion dollars of income property using the methods presented in this guide. In addition, he has shared these success-building techniques with over 100,000 real estate professionals in forty-four states and several countries. He is a former president of the Massachusetts Association of Realtors (R) and a former chairman of the Strategic Planning Committee for the National Association of Realtors (R). He has been honored as Realtor of the Year by both the Greater Boston Real Estate Board and the Massachusetts Association of Realtors (R). He is also the founder and Executive Director of the Real Estate Cyberspace Society (www.recyber.com), a 10,000-member organization that helps its broker/agent members leverage their effectiveness using many of the tools in this guide.


A WORD FROM THE AUTHOR ix WHAT THIS GUIDE COVERS x INTRODUCTION Your Golden Opportunity for Big New Commissions and Profits in Income Property Brokerage xii Why This Guide Is So Important to You xii A Word about Big Commissions xiii The Unique Benefits of Income Property Brokerage xiv CHAPTER 1 How to Profit Most from Different Types of Income Property 1 How an Income Property Differs from a Real Estate Investment 1 Types of Income Property 2 How to Use Your Efforts Most Profitably 8 Cyberspace Marketing Tips 9 CHAPTER 2 Five Quick Ways to Find Property Owners Who Will Sell 10 Where to Find Prospective Sellers 11 How to Find Out Who Owns the Building 37 Finding Sellers at Cyberspace Speed 39 CHAPTER 3 Turning Your Leads Into Listings That Sell 42 Priority Checklist for Listing Efficiency 42 How to Handle the Owner Who Has Already Decided to Sell 44 Step 1: Persuading the Owner to Sell 45 Step 2: How to Persuade the Owner to Use Your Services 53 Step 3: How to Gather the Necessary Information 55 How to Obtain and Record the Information 59 Financing: The Critical Part of the Listing Form 63 Cyber Assists for the Listing Process 69 CHAPTER 4 How to Use Today s New and Ingenious Ways to Finance Income Property 70 How to Multiply Your Selling Chances 73 Six Rules to Help Project Potential Financing 74 When to Place a New First Mortgage 83 Creating Maximum Leverage with Secondary Financing 91 A Proven Method for Obtaining Low- Rate or No- Rate Mortgages 117 Finding Income Property Financing in Cyberspace 118 CHAPTER 5 How to Price Income Property to Sell Quickly 121 How to Estimate Action Price Level 123 How to Put the APL Guides Into Action 131 Cyber Assists for the Pricing Process 134 CHAPTER 6 Setting Up Operating Statements That Promote Sales 136 Setting Up an Operating Statement 137 How to Prepare the Beginning of an Operating Statement 139 How to Construct the Middle Portion of an Operating Statement 141 Financing 142 How to Complete the Final Segment of the Operating Statement 143 How to Use the Income Analysis Section 147 Cyber Assists for the Operating Statement Process 152 CHAPTER 7 How to Present the Unique Benefits of Investing in Income Property 153 The Six Big Selling Points of Income Property 154 CHAPTER 8 Thirteen Immediate Sources of Buyers And How to Approach Them 183 How to Amass a Huge File of Ready Investors 184 Finding Buyers at Cyberspace Speed The Huge Potential 195 CHAPTER 9 Proven Techniques for Qualifying Buyers 198 How to Classify Your Investors 201 How to Handle Your Initial Interview 205 How to Review and Summarize the Interrogation 213 How to Maintain Your Prospect Files 228 CHAPTER 10 How to Advertise Income Property And Make It Pay Off Big 230 How to Write Ads That Build Sales 231 Avoid These Pitfalls 237 How to Capitalize On Free Ads 239 How to Submit an Acceptable News Release 244 CHAPTER 11 How to Show Income Properties for Fast- Action Sales 248 Some Special Problems, and Strategies to Solve Them 249 How to Appeal to a Buyer s Five Senses 260 An Action Memo 263 CHAPTER 12 How to Master the Fine Points of Selling Income Property 264 How to Answer Frequently Asked Questions 265 How to Answer Your Prospect s Objections 269 The Seven Basic Objection Categories 271 How to Present the Plus Features Convincingly 278 CHAPTER 13 Condominium Conversion: An Exciting Wealth- Builder 281 Condominium Marketing: A Case History 281 The Profits of Condominium Conversion 283 The Mini-Checklist for Suitability 286 Establishing a Conversion Team 294 The Condominium Conversion Process 297 The Future of Condominium Conversion 299 Cyberspace Marketing Tips 301 CHAPTER 14 How to Sell Like a Giant Using Cyberspace Tools 303 A Vision for Technology s Impact on Real Estate 303 Tech Tools Evolving 304 A Marketing Plan Evolves 305 Creating Your Marketing Campaign in Cyberspace 306 How to Use E-Mail to Reach a Wide Network of Potential Buyers 310 A Huge Online Source of Buyers, Sellers, and Tenants 321 How to Develop a Custom Presentation Template 325 Use Cyber Marketing to Sell Anything Including Yourself 327 Build a Following with a Monthly Customer E-Newsletter 330 CHAPTER 15 How to Make a Final Presentation That Clinches the Sale 332 How to Dramatize What the Property Will Do for Your Prospect 332 The Peckham Boston Analysis: A Powerful Wrap-Up 333 How the Analysis Worksheet Sells the Property and the Broker 340 CHAPTER 16 How to Keep the Ball Rolling and Put These Profitable Techniques Into Action Now 349 How to Get Into Income Property Brokerage Step by Step 349 Your 20- Week Timetable A Road Map to Success 351 How an Income Office Operates 356 Five Qualities That Spell Success 359 ABOUT THE AUTHOR 361 INDEX 363

Product Details

  • ISBN13: 9780471749158
  • Format: Hardback
  • Number Of Pages: 384
  • ID: 9780471749158
  • weight: 876
  • ISBN10: 047174915X
  • edition: 4th Edition

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  • Saver Delivery: Yes
  • 1st Class Delivery: Yes
  • Courier Delivery: Yes
  • Store Delivery: Yes

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