房地产经销商手册 A MASTER GUIDE TO INCOME PROPERTY BROKERAGEpdf/txt下载_在线阅读全文

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

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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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.

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

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

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房地产经销商手册 A MASTER GUIDE TO INCOME PROPERTY BROKERAGE

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