Find out how you can boost your income by selling commercial and income properties with this master guide!
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. 384 pp.
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
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