A Master Guide to Income Property Brokerage – Boost Your Income By Selling Commercial and Income Properties 4e

<p>A WORD FROM THE AUTHOR ix</p>
<p>WHAT THIS GUIDE COVERS x</p>
<p>INTRODUCTION Your Golden Opportunity for Big New Commissions and Profits in Income Property Brokerage xii</p>
<p>Why This Guide Is So Important to You xii</p>
<p>A Word about Big Commissions xiii</p>
<p>The Unique Benefits of Income Property Brokerage xiv</p>
<p>CHAPTER 1 How to Profit Most from Different Types of Income Property 1</p>
<p>How an Income Property Differs from a Real Estate Investment 1</p>
<p>Types of Income Property 2</p>
<p>How to Use Your Efforts Most Profitably 8</p>
<p>Cyberspace Marketing Tips 9</p>
<p>CHAPTER 2 Five Quick Ways to Find Property Owners Who Will Sell 10</p>
<p>Where to Find Prospective Sellers 11</p>
<p>How to Find Out Who Owns the Building 37</p>
<p>Finding Sellers at Cyberspace Speed 39</p>
<p>CHAPTER 3 Turning Your Leads Into Listings That Sell 42</p>
<p>Priority Checklist for Listing Efficiency 42</p>
<p>How to Handle the Owner Who Has Already Decided to Sell 44</p>
<p>Step 1: Persuading the Owner to Sell 45</p>
<p>Step 2: How to Persuade the Owner to Use Your Services 53</p>
<p>Step 3: How to Gather the Necessary Information 55</p>
<p>How to Obtain and Record the Information 59</p>
<p>Financing: The Critical Part of the Listing Form 63</p>
<p>Cyber Assists for the Listing Process 69</p>
<p>CHAPTER 4 How to Use Today s New and Ingenious Ways to Finance Income Property 70</p>
<p>How to Multiply Your Selling Chances 73</p>
<p>Six Rules to Help Project Potential Financing 74</p>
<p>When to Place a New First Mortgage 83</p>
<p>Creating Maximum Leverage with Secondary Financing 91</p>
<p>A Proven Method for Obtaining Low– Rate or No– Rate Mortgages 117</p>
<p>Finding Income Property Financing in Cyberspace 118</p>
<p>CHAPTER 5 How to Price Income Property to Sell Quickly 121</p>
<p>How to Estimate Action Price Level 123</p>
<p>How to Put the APL Guides Into Action 131</p>
<p>Cyber Assists for the Pricing Process 134</p>
<p>CHAPTER 6 Setting Up Operating Statements That Promote Sales 136</p>
<p>Setting Up an Operating Statement 137</p>
<p>How to Prepare the Beginning of an Operating Statement 139</p>
<p>How to Construct the Middle Portion of an Operating Statement 141</p>
<p>Financing 142</p>
<p>How to Complete the Final Segment of the Operating Statement 143</p>
<p>How to Use the Income Analysis Section 147</p>
<p>Cyber Assists for the Operating Statement Process 152</p>
<p>CHAPTER 7 How to Present the Unique Benefits of Investing in Income Property 153</p>
<p>The Six Big Selling Points of Income Property 154</p>
<p>CHAPTER 8 Thirteen Immediate Sources of Buyers And How to Approach Them 183</p>
<p>How to Amass a Huge File of Ready Investors 184</p>
<p>Finding Buyers at Cyberspace Speed The Huge Potential 195</p>
<p>CHAPTER 9 Proven Techniques for Qualifying Buyers 198</p>
<p>How to Classify Your Investors 201</p>
<p>How to Handle Your Initial Interview 205</p>
<p>How to Review and Summarize the Interrogation 213</p>
<p>How to Maintain Your Prospect Files 228</p>
<p>CHAPTER 10 How to Advertise Income Property And Make It Pay Off Big 230</p>
<p>How to Write Ads That Build Sales 231</p>
<p>Avoid These Pitfalls 237</p>
<p>How to Capitalize On Free Ads 239</p>
<p>How to Submit an Acceptable News Release 244</p>
<p>CHAPTER 11 How to Show Income Properties for Fast– Action Sales 248</p>
<p>Some Special Problems, and Strategies to Solve Them 249</p>
<p>How to Appeal to a Buyer s Five Senses 260</p>
<p>An Action Memo 263</p>
<p>CHAPTER 12 How to Master the Fine Points of Selling Income Property 264</p>
<p>How to Answer Frequently Asked Questions 265</p>
<p>How to Answer Your Prospect s Objections 269</p>
<p>The Seven Basic Objection Categories 271</p>
<p>How to Present the Plus Features Convincingly 278</p>
<p>CHAPTER 13 Condominium Conversion: An Exciting Wealth– Builder 281</p>
<p>Condominium Marketing: A Case History 281</p>
<p>The Profits of Condominium Conversion 283</p>
<p>The Mini–Checklist for Suitability 286</p>
<p>Establishing a Conversion Team 294</p>
<p>The Condominium Conversion Process 297</p>
<p>The Future of Condominium Conversion 299</p>
<p>Cyberspace Marketing Tips 301</p>
<p>CHAPTER 14 How to Sell Like a Giant Using Cyberspace Tools 303</p>
<p>A Vision for Technology s Impact on Real Estate 303</p>
<p>Tech Tools Evolving 304</p>
<p>A Marketing Plan Evolves 305</p>
<p>Creating Your Marketing Campaign in Cyberspace 306</p>
<p>How to Use E–Mail to Reach a Wide Network of Potential Buyers 310</p>
<p>A Huge Online Source of Buyers, Sellers, and Tenants 321</p>
<p>How to Develop a Custom Presentation Template 325</p>
<p>Use Cyber Marketing to Sell Anything Including Yourself 327</p>
<p>Build a Following with a Monthly Customer E–Newsletter 330</p>
<p>CHAPTER 15 How to Make a Final Presentation That Clinches the Sale 332</p>
<p>How to Dramatize What the Property Will Do for Your Prospect 332</p>
<p>The Peckham Boston Analysis: A Powerful Wrap–Up 333</p>
<p>How the Analysis Worksheet Sells the Property and the Broker 340</p>
<p>CHAPTER 16 How to Keep the Ball Rolling and Put These Profitable Techniques Into Action Now 349</p>
<p>How to Get Into Income Property Brokerage Step by Step 349</p>
<p>Your 20– Week Timetable A Road Map to Success 351</p>
<p>How an Income Office Operates 356</p>
<p>Five Qualities That Spell Success 359</p>
<p>ABOUT THE AUTHOR 361</p>
<p>INDEX 363</p>