房地产经销商手册 A MASTER GUIDE TO INCOME PROPERTY BROKERAGE
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作者： John M. Peckham 著
出 版 社： 吉林长白山
出版时间： 2006-12-1字数：版次： 1页数： 369印刷时间： 2006/12/01开本：印次：纸张： 胶版纸I S B N ： 9780471749158包装： 精装内容简介
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
作者简介
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.
目录
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
