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

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

• A Word from the Author
• What this Guide Covers
• Introduction: Your Golden Opportunity for Big New Commissions and Profits in Income Property Brokerage
• Why This Guide Is So Important to You
• A Word about Big Commissions
• The Unique Benefits of Income Property Brokerage
• How to Profit 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
• 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
• 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
• How to Use Today's New and Ingenious Ways to Finance Income Property
  • How to Multiply Your Selling Chances
  • Six Rules to Help Project Potential Financing
  • When to Place a New First Mortgage
  • Creating Maximum Leverage with Secondary Financing
  • A Proven Method for Obtaining Low- Rate or No- Rate Mortgages
  • Finding Income Property Financing in Cyberspace
• How to Price Income Property to Sell Quickly
  • How to Estimate Action Price Level
  • How to Put the APL Guides Into Action
  • Cyber Assists for the Pricing Process
• Setting Up Operating Statements That Promote Sales
  • Setting Up an Operating Statement
  • How to Prepare the Beginning of an Operating Statement
  • How to Construct the Middle Portion of an Operating Statement
  • Financing
  • How to Complete the Final Segment of the Operating Statement
  • How to Use the Income Analysis Section
  • Cyber Assists for the Operating Statement Process
• How to Present the Unique Benefits of Investing in Income Property
  • The Six Big Selling Points of Income Property
• Thirteen Immediate Sources of Buyers-And How to Approach Them
  • How to Amass a Huge File of Ready Investors
  • Finding Buyers at Cyberspace Speed-The Huge Potential
• Proven Techniques for Qualifying Buyers
  • How to Classify Your Investors
  • How to Handle Your Initial Interview
  • How to Review and Summarize the Interrogation
  • How to Maintain Your Prospect Files
• How to Advertise Income Property-And Make It Pay Off Big
  • How to Write Ads That Build Sales
  • Avoid These Pitfalls
  • How to Capitalize On Free Ads
  • How to Submit an Acceptable News Release
• How to Show Income Properties for Fast- Action Sales
  • Some Special Problems, and Strategies to Solve Them
  • How to Appeal to a Buyer's Five Senses
  • An Action Memo
• How to Master the Fine Points of Selling Income Property
  • How to Answer Frequently Asked Questions
  • How to Answer Your Prospect's Objections
  • The Seven Basic Objection Categories
  • How to Present the Plus Features Convincingly
• Condominium Conversion: An Exciting Wealth- Builder
  • Condominium Marketing: A Case History
  • The Profits of Condominium Conversion
  • The Mini- Checklist for Suitability
  • Establishing a Conversion Team
  • The Condominium Conversion Process
  • The Future of Condominium Conversion
  • Cyberspace Marketing Tips
• How to Sell Like a Giant Using Cyberspace Tools
  • A Vision for Technology's Impact on Real Estate
  • Tech Tools Evolving
  • A Marketing Plan Evolves
  • Creating Your Marketing Campaign in Cyberspace
  • How to Use E- Mail to Reach a Wide Network of Potential Buyers
  • A Huge Online Source of Buyers, Sellers, and Tenants
  • How to Develop a Custom Presentation Template
  • Use Cyber Marketing to Sell Anything-Including Yourself
  • Build a Following with a Monthly Customer E- Newsletter
• How to Make a Final Presentation That Clinches the Sale
  • How to Dramatize What the Property Will Do for Your Prospect
  • The Peckham Boston Analysis: A Powerful Wrap- Up
  • How the Analysis Worksheet Sells the Property and the Broker
• How to Keep the Ball Rolling and Put These Profitable Techniques Into Action Now
  • How to Get Into Income Property Brokerage-Step by Step
  • Your 20- Week Timetable-A Road Map to Success
  • How an Income Office Operates
  • Five Qualities That Spell Success
• About the Author
• Index