The Master Guide to Income Property Brokerage: Boost Your Income By Selling Commercial and Income Properties » (Revised Edition)

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.

Income property brokerage is one of the most exciting and profitable specialties in the real estate field because it gives brokers and investors the chance to make big commissions and locate and invest in highly profitable properties. For real estate brokers who really want to increase their profits beyond what single-family homes are capable of generating, A Master Guide to Income Property Brokerage shows the way.

For more than thirty-five years, this classic has been the go-to resource for brokers who want a reliable and comprehensive guide that helps them profit quickly from income property brokerage. Now updated and more comprehensive than ever, it gives brokers and sales associates all the basic information they need to get up and running with income property brokerage, as well as the practical tools they need to make bigger commissions. This edition has been updated for today's real estate professional, giving the reader new and powerful ways to use technology to close more sales. This revised guide includes new examples, updated information, and entirely new material on Internet marketing that no broker will want to go without.

Income properties can bring brokers much bigger commissions because the built-in cash flow allows buyers to acquire significantly larger properties and makes it easier for buyers to obtain maximum favorable financing. Brokers who want to maximize their commissions shouldn't hesitate to get involved with income property, but they'd better be prepared. A Master Guide to Income Property Brokerage shows brokers how to list, finance, and sell any kind of income property—apartments, office buildings, retail blocks, shopping centers, industrial buildings, and other, more specialized properties.

The classic guide on the subject, A Master Guide to Income Property Brokerage offers the same solid, step-by-step advice readers have profited from over the years, plus new and updated material that makes the guide a comprehensive resource for any real estate broker or salesperson who wants to get started selling income properties today.

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.

How to Classify Your Investors.

How to Handle Your Initial Interview.

How to Review and Summarize the Interrogation.

How to Maintain Your Prospect Files.

CHAPTER 10: 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.

CHAPTER 11: 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.

CHAPTER 12: 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.

CHAPTER 13: Condominium Conversion: An Exciting Wealth- Builder.

Condominium Marketing: A Case History.

The Profi ts of Condominium Conversion.

The Mini- Checklist for Suitability.

Establishing a Conversion Team.

The Condominium Conversion Process.

The Future of Condominium Conversion.

Cyberspace Marketing Tips.

CHAPTER 14: 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.

CHAPTER 15: 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.

CHAPTER 16: How to Keep the Ball Rolling and Put These Profi table 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 Offi ce Operates.

Five Qualities That Spell Success.

ABOUT THE AUTHOR.

INDEX.