{"product_id":"a-master-guide-to-income-property-brokerage-boost-your-income-by-selling-commercial-and-income-properties-hardback-9780471749158","title":"A Master Guide to Income Property Brokerage; Boost Your Income By Selling Commercial and Income Properties (Hardback) 9780471749158","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eA Master Guide to Income Property Brokerage\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eBoost Your Income By Selling Commercial and Income Properties\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eJohn M. Peckham, III (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9780471749158, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 19 May 2006\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e384 pages\u003cbr\u003e24.4 x 20.2 x 3 cm, 0.857 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003eThe reliable, classic guide to INCOME PROPERTY BROKERAGE--now updated for the 21st century\u003cbr\u003e \u003cbr\u003e 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:\u003cbr\u003e * Profit from five quick ways to find property owners who will sell\u003cbr\u003e * Turn your leads into listings that sell\u003cbr\u003e * Nail down sales using today's new and ingenious ways to finance income properties\u003cbr\u003e * Price income property to sell quickly\u003cbr\u003e * Set up operating statements that promote sales\u003cbr\u003e * Present the unique benefits of income property\u003cbr\u003e * Access thirteen immediate sources of buyers\u003cbr\u003e * Easily qualify buyers\u003cbr\u003e * Advertise income property--and make it pay off big\u003cbr\u003e * Show income properties for fast-action sales\u003cbr\u003e * Master the fine points of selling income properties\u003cbr\u003e * Work on condominium conversions: an exciting new wealth-builder\u003cbr\u003e * Sell like a giant using online tools\u003cbr\u003e * Make a final presentation that clinches the sale\u003cbr\u003e * And much more\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003eA WORD FROM THE AUTHOR ix\u003c\/p\u003e \u003cp\u003eWHAT THIS GUIDE COVERS x\u003c\/p\u003e \u003cp\u003eINTRODUCTION Your Golden Opportunity for Big New Commissions and Profits in Income Property Brokerage xii\u003c\/p\u003e \u003cp\u003eWhy This Guide Is So Important to You xii\u003c\/p\u003e \u003cp\u003eA Word about Big Commissions xiii\u003c\/p\u003e \u003cp\u003eThe Unique Benefits of Income Property Brokerage xiv\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 1 How to Profit Most from Different Types of Income Property 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow an Income Property Differs from a Real Estate Investment 1\u003c\/p\u003e \u003cp\u003eTypes of Income Property 2\u003c\/p\u003e \u003cp\u003eHow to Use Your Efforts Most Profitably 8\u003c\/p\u003e \u003cp\u003eCyberspace Marketing Tips 9\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 2 Five Quick Ways to Find Property Owners Who Will Sell 10\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhere to Find Prospective Sellers 11\u003c\/p\u003e \u003cp\u003eHow to Find Out Who Owns the Building 37\u003c\/p\u003e \u003cp\u003eFinding Sellers at Cyberspace Speed 39\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 3 Turning Your Leads Into Listings That Sell 42\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePriority Checklist for Listing Efficiency 42\u003c\/p\u003e \u003cp\u003eHow to Handle the Owner Who Has Already Decided to Sell 44\u003c\/p\u003e \u003cp\u003eStep 1: Persuading the Owner to Sell 45\u003c\/p\u003e \u003cp\u003eStep 2: How to Persuade the Owner to Use Your Services 53\u003c\/p\u003e \u003cp\u003eStep 3: How to Gather the Necessary Information 55\u003c\/p\u003e \u003cp\u003eHow to Obtain and Record the Information 59\u003c\/p\u003e \u003cp\u003eFinancing: The Critical Part of the Listing Form 63\u003c\/p\u003e \u003cp\u003eCyber Assists for the Listing Process 69\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 4 How to Use Today’s New and Ingenious Ways to Finance Income Property 70\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Multiply Your Selling Chances 73\u003c\/p\u003e \u003cp\u003eSix Rules to Help Project Potential Financing 74\u003c\/p\u003e \u003cp\u003eWhen to Place a New First Mortgage 83\u003c\/p\u003e \u003cp\u003eCreating Maximum Leverage with Secondary Financing 91\u003c\/p\u003e \u003cp\u003eA Proven Method for Obtaining Low- Rate or No- Rate Mortgages 117\u003c\/p\u003e \u003cp\u003eFinding Income Property Financing in Cyberspace 118\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 5 How to Price Income Property to Sell Quickly 121\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Estimate Action Price Level 123\u003c\/p\u003e \u003cp\u003eHow to Put the APL Guides Into Action 131\u003c\/p\u003e \u003cp\u003eCyber Assists for the Pricing Process 134\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 6 Setting Up Operating Statements That Promote Sales 136\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSetting Up an Operating Statement 137\u003c\/p\u003e \u003cp\u003eHow to Prepare the Beginning of an Operating Statement 139\u003c\/p\u003e \u003cp\u003eHow to Construct the Middle Portion of an Operating Statement 141\u003c\/p\u003e \u003cp\u003eFinancing 142\u003c\/p\u003e \u003cp\u003eHow to Complete the Final Segment of the Operating Statement 143\u003c\/p\u003e \u003cp\u003eHow to Use the Income Analysis Section 147\u003c\/p\u003e \u003cp\u003eCyber Assists for the Operating Statement Process 152\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 7 How to Present the Unique Benefits of Investing in Income Property 153\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Six Big Selling Points of Income Property 154\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 8 Thirteen Immediate Sources of Buyers—And How to Approach Them 183\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Amass a Huge File of Ready Investors 184\u003c\/p\u003e \u003cp\u003eFinding Buyers at Cyberspace Speed—The Huge Potential 195\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 9 Proven Techniques for Qualifying Buyers 198\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Classify Your Investors 201\u003c\/p\u003e \u003cp\u003eHow to Handle Your Initial Interview 205\u003c\/p\u003e \u003cp\u003eHow to Review and Summarize the Interrogation 213\u003c\/p\u003e \u003cp\u003eHow to Maintain Your Prospect Files 228\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 10 How to Advertise Income Property—And Make It Pay Off Big 230\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Write Ads That Build Sales 231\u003c\/p\u003e \u003cp\u003eAvoid These Pitfalls 237\u003c\/p\u003e \u003cp\u003eHow to Capitalize On Free Ads 239\u003c\/p\u003e \u003cp\u003eHow to Submit an Acceptable News Release 244\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 11 How to Show Income Properties for Fast- Action Sales 248\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSome Special Problems, and Strategies to Solve Them 249\u003c\/p\u003e \u003cp\u003eHow to Appeal to a Buyer’s Five Senses 260\u003c\/p\u003e \u003cp\u003eAn Action Memo 263\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 12 How to Master the Fine Points of Selling Income Property 264\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Answer Frequently Asked Questions 265\u003c\/p\u003e \u003cp\u003eHow to Answer Your Prospect’s Objections 269\u003c\/p\u003e \u003cp\u003eThe Seven Basic Objection Categories 271\u003c\/p\u003e \u003cp\u003eHow to Present the Plus Features Convincingly 278\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 13 Condominium Conversion: An Exciting Wealth- Builder 281\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCondominium Marketing: A Case History 281\u003c\/p\u003e \u003cp\u003eThe Profits of Condominium Conversion 283\u003c\/p\u003e \u003cp\u003eThe Mini-Checklist for Suitability 286\u003c\/p\u003e \u003cp\u003eEstablishing a Conversion Team 294\u003c\/p\u003e \u003cp\u003eThe Condominium Conversion Process 297\u003c\/p\u003e \u003cp\u003eThe Future of Condominium Conversion 299\u003c\/p\u003e \u003cp\u003eCyberspace Marketing Tips 301\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 14 How to Sell Like a Giant Using Cyberspace Tools 303\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Vision for Technology’s Impact on Real Estate 303\u003c\/p\u003e \u003cp\u003eTech Tools Evolving 304\u003c\/p\u003e \u003cp\u003eA Marketing Plan Evolves 305\u003c\/p\u003e \u003cp\u003eCreating Your Marketing Campaign in Cyberspace 306\u003c\/p\u003e \u003cp\u003eHow to Use E-Mail to Reach a Wide Network of Potential Buyers 310\u003c\/p\u003e \u003cp\u003eA Huge Online Source of Buyers, Sellers, and Tenants 321\u003c\/p\u003e \u003cp\u003eHow to Develop a Custom Presentation Template 325\u003c\/p\u003e \u003cp\u003eUse Cyber Marketing to Sell Anything—Including Yourself 327\u003c\/p\u003e \u003cp\u003eBuild a Following with a Monthly Customer E-Newsletter 330\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 15 How to Make a Final Presentation That Clinches the Sale 332\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Dramatize What the Property Will Do for Your Prospect 332\u003c\/p\u003e \u003cp\u003eThe Peckham Boston Analysis: A Powerful Wrap-Up 333\u003c\/p\u003e \u003cp\u003eHow the Analysis Worksheet Sells the Property and the Broker 340\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 16 How to Keep the Ball Rolling and Put These Profitable Techniques Into Action Now 349\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Get Into Income Property Brokerage—Step by Step 349\u003c\/p\u003e \u003cp\u003eYour 20- Week Timetable—A Road Map to Success 351\u003c\/p\u003e \u003cp\u003eHow an Income Office Operates 356\u003c\/p\u003e \u003cp\u003eFive Qualities That Spell Success 359\u003c\/p\u003e \u003cp\u003eABOUT THE AUTHOR 361\u003c\/p\u003e \u003cp\u003eINDEX 363\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Finance \u0026amp; accounting [\u003ca title=\"See our other books on Finance \u0026amp; accounting\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Finance%20\u0026amp;%20accounting%20%5BKF%5D%22\"\u003eKF\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52298050273560,"sku":"9780471749158","price":17.39,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9780471749158.jpg?v=1781732833","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/a-master-guide-to-income-property-brokerage-boost-your-income-by-selling-commercial-and-income-properties-hardback-9780471749158","provider":"Freshly Printed Books","version":"1.0","type":"link"}