How to Succeed in Commercial Real Estate » (New Edition)

The author has been active in commercial real estate for more than 30 years as a salesman, broker, manager, and owner. He started in his family's commercial real estate company, Bowman Company, located in Portland, Oregon, where he became sales manager, president, and a part owner. In 1983 Bowman Company joined forces with Portland's largest commercial firm, Norris, Beggs and Simpson, where the author spent 10 years as an industrial broker. He started his own commercial real estate company, John L. Bowman, Realtor in 1992. He was a member of the Society of Industrial and Office Realtors , president of the SIOR Oregon Chapter, member of the SIOR national board of directors, and board member of the Oregon and Southwest Washington Commercial Association of Realtors . He has also served on various association committees including Professional Standards. The author has represented many national companies in their real estate dealings including General Electric, Westinghouse, Coca-Cola, and Goodyear Tire and Rubber Co.

A How to Succeed in Commercial Real Estate is a comprehensive, practical book for those considering entering the field of commercial real estate, those just beginning in the business, as well as experienced brokers and sales managers who want to evaluate and strengthen their current strategies - especially those related to listings, negotiations, contracts, and sales. The author provides a straightforward overview of the business of selling commercial property, including coverage of the four main specialty areas - retail, office, industrial, and investment - as well as crossovers and emerging specialties. Rather than pumping a "get rich quick" approach to selling, the author shows brokers that they don't have to sacrifice integrity and ethics to remain competitive and deal oriented.

Introduction
Chapter 1         Getting Started

Chapter 2         Integrity and Ethics

Chapter 3         Contracts

Chapter 4         Technical Knowledge

Chapter 5         Salesmanship

Chapter 6         Organization

Chapter 7         Getting Prospects

Chapter 8         Marketing

Chapter 9         The Deal

Chapter 10       Practical Knowledge

Chapter 11       Professionalism

Chapter 12       Organizations

Chapter 13       Striking Out on Your Own

Appendix A      The National Association of Realtors Code of Ethics and
Standards           of Practice

Index