房地产经销商手册 A MASTER GUIDE TO INCOME PROPERTY BROKERAGE fb2 免费 lrf 下载 kindle azw3 pdf 阿里云

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

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 Benefi ts 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 Profi tably

　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 Effi ciency

　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’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

CHAPTER 5: 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

CHAPTER 6: 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

CHAPTER 7: How to Present the Unique Benefi ts of Investing in Income Property

　The Six Big Selling Points of Income Property

CHAPTER 8 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

CHAPTER 9: Proven Techniques for Qualifying Buyers

CHAPTER 10: How to Advertise Income Property—And Make It Pay Off Big

CHAPTER 11: How to Show Income Properties for Fast- Action Sales

CHAPTER 12: How to Master the Fine Points of Selling Income Property

CHAPTER 13: Condominium Conversion: An Exciting Wealth- Builder

CHAPTER 14: How to Sell Like a Giant Using Cyberspace Tools

CHAPTER 15: How to Make a Final Presentation That Clinches the Sale

CHAPTER 16: How to Keep the Ball Rolling and Put These Profi table Techniques Into Action Now

ABOUT THE AUTHOR

INDEX

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.

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