房地产经销商手册(英文原版进口)

内容概要

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.

书籍目录

A WORD FROM THE AUTHORWHAT THIS GUIDE COVERSINTRODUCTION:  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 BrokerageCHAPTER 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 TipsCHAPTER 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 SpeedCHAPTER 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 ProcessCHAPTER 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 CyberspaceCHAPTER 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 ProcessCHAPTER 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 ProcessCHAPTER 7: How to Present the Unique Benefi ts of Investing in Income Property　The Six Big Selling Points of Income PropertyCHAPTER 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 PotentialCHAPTER 9: Proven Techniques for Qualifying BuyersCHAPTER 10: How to Advertise Income Property—And Make It Pay Off BigCHAPTER 11: How to Show Income Properties for Fast- Action SalesCHAPTER 12: How to Master the Fine Points of Selling Income PropertyCHAPTER 13: Condominium Conversion: An Exciting Wealth- BuilderCHAPTER 14: How to Sell Like a Giant Using Cyberspace ToolsCHAPTER 15: How to Make a Final Presentation That Clinches the SaleCHAPTER 16: How to Keep the Ball Rolling and Put These Profi table Techniques Into Action NowABOUT THE AUTHORINDEX

作者简介

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

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