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

Product Details

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.

Biographical Note

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® and a former chairman of the Strategic Planning Committee for the National Association of Realtors®. He has been honored as Realtor of the Year by both the Greater Boston Real Estate Board and the Massachusetts Association of Realtors®. 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.

Table of Contents

• A WORD FROM THE AUTHOR.
• WHAT THIS GUIDE COVERS.
• INTRODUCTION: Your Golden Opportunity for Big New Commissions and Profi ts in Income Property Brokerage.
• Why This Guide Is So Important to You.
• A Word about Big Commissions.
• The Unique Benefits of Income Property Brokerage.
• CHAPTER 1: How to Profi t Most from Different Types of Income Property.
  • How an Income Property Differs from a Real Estate Investment.
  • Types of Income Property.
  • How to Use Your Efforts Most Profitably.
  • Cyberspace Marketing Tips.
• CHAPTER 2: Five Quick Ways to Find Property Owners Who Will Sell.
  • Where to Find Prospective Sellers.
  • How to Find Out Who Owns the Building.
  • Finding Sellers at Cyberspace Speed.
• CHAPTER 3: Turning Your Leads Into Listings That Sell.
  • Priority Checklist for Listing Efficiency.
  • How to Handle the Owner Who Has Already Decided to Sell.
  • Step 1: Persuading the Owner to Sell.
  • Step 2: How to Persuade the Owner to Use Your Services.
  • Step 3: How to Gather the Necessary Information.
  • How to Obtain and Record the Information.
  • Financing: The Critical Part of the Listing Form.
  • Cyber Assists for the Listing Process.
• CHAPTER 4: How to Use Today