{"product_id":"a-master-guide-to-income-property-brokerage-isbn-9780471749158","title":"A Master Guide to Income Property Brokerage","description":"The reliable, classic guide to INCOME PROPERTY BROKERAGE--now updated for the 21st century\u003cbr\u003e \u003cbr\u003e 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:\u003cbr\u003e * Profit from five quick ways to find property owners who will sell\u003cbr\u003e * Turn your leads into listings that sell\u003cbr\u003e * Nail down sales using today's new and ingenious ways to finance income properties\u003cbr\u003e * Price income property to sell quickly\u003cbr\u003e * Set up operating statements that promote sales\u003cbr\u003e * Present the unique benefits of income property\u003cbr\u003e * Access thirteen immediate sources of buyers\u003cbr\u003e * Easily qualify buyers\u003cbr\u003e * Advertise income property--and make it pay off big\u003cbr\u003e * Show income properties for fast-action sales\u003cbr\u003e * Master the fine points of selling income properties\u003cbr\u003e * Work on condominium conversions: an exciting new wealth-builder\u003cbr\u003e * Sell like a giant using online tools\u003cbr\u003e * Make a final presentation that clinches the sale\u003cbr\u003e * And much more \u003cp\u003eA WORD FROM THE AUTHOR ix\u003c\/p\u003e \u003cp\u003eWHAT THIS GUIDE COVERS x\u003c\/p\u003e \u003cp\u003eINTRODUCTION Your Golden Opportunity for Big New Commissions and Profits in Income Property Brokerage xii\u003c\/p\u003e \u003cp\u003eWhy This Guide Is So Important to You xii\u003c\/p\u003e \u003cp\u003eA Word about Big Commissions xiii\u003c\/p\u003e \u003cp\u003eThe Unique Benefits of Income Property Brokerage xiv\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 1 How to Profit Most from Different Types of Income Property 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow an Income Property Differs from a Real Estate Investment 1\u003c\/p\u003e \u003cp\u003eTypes of Income Property 2\u003c\/p\u003e \u003cp\u003eHow to Use Your Efforts Most Profitably 8\u003c\/p\u003e \u003cp\u003eCyberspace Marketing Tips 9\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 2 Five Quick Ways to Find Property Owners Who Will Sell 10\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhere to Find Prospective Sellers 11\u003c\/p\u003e \u003cp\u003eHow to Find Out Who Owns the Building 37\u003c\/p\u003e \u003cp\u003eFinding Sellers at Cyberspace Speed 39\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 3 Turning Your Leads Into Listings That Sell 42\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePriority Checklist for Listing Efficiency 42\u003c\/p\u003e \u003cp\u003eHow to Handle the Owner Who Has Already Decided to Sell 44\u003c\/p\u003e \u003cp\u003eStep 1: Persuading the Owner to Sell 45\u003c\/p\u003e \u003cp\u003eStep 2: How to Persuade the Owner to Use Your Services 53\u003c\/p\u003e \u003cp\u003eStep 3: How to Gather the Necessary Information 55\u003c\/p\u003e \u003cp\u003eHow to Obtain and Record the Information 59\u003c\/p\u003e \u003cp\u003eFinancing: The Critical Part of the Listing Form 63\u003c\/p\u003e \u003cp\u003eCyber Assists for the Listing Process 69\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 4 How to Use Today’s New and Ingenious Ways to Finance Income Property 70\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Multiply Your Selling Chances 73\u003c\/p\u003e \u003cp\u003eSix Rules to Help Project Potential Financing 74\u003c\/p\u003e \u003cp\u003eWhen to Place a New First Mortgage 83\u003c\/p\u003e \u003cp\u003eCreating Maximum Leverage with Secondary Financing 91\u003c\/p\u003e \u003cp\u003eA Proven Method for Obtaining Low- Rate or No- Rate Mortgages 117\u003c\/p\u003e \u003cp\u003eFinding Income Property Financing in Cyberspace 118\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 5 How to Price Income Property to Sell Quickly 121\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Estimate Action Price Level 123\u003c\/p\u003e \u003cp\u003eHow to Put the APL Guides Into Action 131\u003c\/p\u003e \u003cp\u003eCyber Assists for the Pricing Process 134\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 6 Setting Up Operating Statements That Promote Sales 136\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSetting Up an Operating Statement 137\u003c\/p\u003e \u003cp\u003eHow to Prepare the Beginning of an Operating Statement 139\u003c\/p\u003e \u003cp\u003eHow to Construct the Middle Portion of an Operating Statement 141\u003c\/p\u003e \u003cp\u003eFinancing 142\u003c\/p\u003e \u003cp\u003eHow to Complete the Final Segment of the Operating Statement 143\u003c\/p\u003e \u003cp\u003eHow to Use the Income Analysis Section 147\u003c\/p\u003e \u003cp\u003eCyber Assists for the Operating Statement Process 152\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 7 How to Present the Unique Benefits of Investing in Income Property 153\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Six Big Selling Points of Income Property 154\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 8 Thirteen Immediate Sources of Buyers—And How to Approach Them 183\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Amass a Huge File of Ready Investors 184\u003c\/p\u003e \u003cp\u003eFinding Buyers at Cyberspace Speed—The Huge Potential 195\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 9 Proven Techniques for Qualifying Buyers 198\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Classify Your Investors 201\u003c\/p\u003e \u003cp\u003eHow to Handle Your Initial Interview 205\u003c\/p\u003e \u003cp\u003eHow to Review and Summarize the Interrogation 213\u003c\/p\u003e \u003cp\u003eHow to Maintain Your Prospect Files 228\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 10 How to Advertise Income Property—And Make It Pay Off Big 230\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Write Ads That Build Sales 231\u003c\/p\u003e \u003cp\u003eAvoid These Pitfalls 237\u003c\/p\u003e \u003cp\u003eHow to Capitalize On Free Ads 239\u003c\/p\u003e \u003cp\u003eHow to Submit an Acceptable News Release 244\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 11 How to Show Income Properties for Fast- Action Sales 248\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSome Special Problems, and Strategies to Solve Them 249\u003c\/p\u003e \u003cp\u003eHow to Appeal to a Buyer’s Five Senses 260\u003c\/p\u003e \u003cp\u003eAn Action Memo 263\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 12 How to Master the Fine Points of Selling Income Property 264\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Answer Frequently Asked Questions 265\u003c\/p\u003e \u003cp\u003eHow to Answer Your Prospect’s Objections 269\u003c\/p\u003e \u003cp\u003eThe Seven Basic Objection Categories 271\u003c\/p\u003e \u003cp\u003eHow to Present the Plus Features Convincingly 278\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 13 Condominium Conversion: An Exciting Wealth- Builder 281\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCondominium Marketing: A Case History 281\u003c\/p\u003e \u003cp\u003eThe Profits of Condominium Conversion 283\u003c\/p\u003e \u003cp\u003eThe Mini-Checklist for Suitability 286\u003c\/p\u003e \u003cp\u003eEstablishing a Conversion Team 294\u003c\/p\u003e \u003cp\u003eThe Condominium Conversion Process 297\u003c\/p\u003e \u003cp\u003eThe Future of Condominium Conversion 299\u003c\/p\u003e \u003cp\u003eCyberspace Marketing Tips 301\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 14 How to Sell Like a Giant Using Cyberspace Tools 303\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Vision for Technology’s Impact on Real Estate 303\u003c\/p\u003e \u003cp\u003eTech Tools Evolving 304\u003c\/p\u003e \u003cp\u003eA Marketing Plan Evolves 305\u003c\/p\u003e \u003cp\u003eCreating Your Marketing Campaign in Cyberspace 306\u003c\/p\u003e \u003cp\u003eHow to Use E-Mail to Reach a Wide Network of Potential Buyers 310\u003c\/p\u003e \u003cp\u003eA Huge Online Source of Buyers, Sellers, and Tenants 321\u003c\/p\u003e \u003cp\u003eHow to Develop a Custom Presentation Template 325\u003c\/p\u003e \u003cp\u003eUse Cyber Marketing to Sell Anything—Including Yourself 327\u003c\/p\u003e \u003cp\u003eBuild a Following with a Monthly Customer E-Newsletter 330\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 15 How to Make a Final Presentation That Clinches the Sale 332\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Dramatize What the Property Will Do for Your Prospect 332\u003c\/p\u003e \u003cp\u003eThe Peckham Boston Analysis: A Powerful Wrap-Up 333\u003c\/p\u003e \u003cp\u003eHow the Analysis Worksheet Sells the Property and the Broker 340\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 16 How to Keep the Ball Rolling and Put These Profitable Techniques Into Action Now 349\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Get Into Income Property Brokerage—Step by Step 349\u003c\/p\u003e \u003cp\u003eYour 20- Week Timetable—A Road Map to Success 351\u003c\/p\u003e \u003cp\u003eHow an Income Office Operates 356\u003c\/p\u003e \u003cp\u003eFive Qualities That Spell Success 359\u003c\/p\u003e \u003cp\u003eABOUT THE AUTHOR 361\u003c\/p\u003e \u003cp\u003eINDEX 363\u003c\/p\u003e   \u003cp\u003e\u003cb\u003eJOHN M. PECKHAM III, CCIM, CIPS, RECS,\u003c\/b\u003e 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\u003csup\u003e®\u003c\/sup\u003e and a former chairman of the Strategic Planning Committee for the National Association of Realtors\u003csup\u003e®\u003c\/sup\u003e. He has been honored as Realtor of the Year by both the Greater Boston Real Estate Board and the Massachusetts Association of Realtors\u003csup\u003e®\u003c\/sup\u003e. 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.      \u003c\/p\u003e\u003cp\u003e\u003cb\u003eThe reliable, classic guide to INCOME PROPERTY BROKERAGE— now updated for the 21st century\u003c\/b\u003e  \t\u003c\/p\u003e\u003cp\u003eIncome 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, \u003ci\u003eA Master Guide to Income Property Brokerage\u003c\/i\u003e shows the way.  \u003c\/p\u003e\u003cp\u003eFor 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.  \t\u003c\/p\u003e\u003cp\u003eIncome 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. \u003ci\u003eA Master Guide to Income Property Brokerage\u003c\/i\u003e 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.  \t\u003c\/p\u003e\u003cp\u003eThe classic guide on the subject, \u003ci\u003eA Master Guide to Income Property Brokerage\u003c\/i\u003e 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.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47988638515429,"sku":"NP9780471749158","price":32.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780471749158.jpg?v=1761781072","url":"https:\/\/k12savings.com\/es\/products\/a-master-guide-to-income-property-brokerage-isbn-9780471749158","provider":"K12savings","version":"1.0","type":"link"}