Verfügbarkeit: How to succeed in commercial real estate

How to succeed in commercial real estate:

The author provides a straightforward overview of the business of selling commercial property, including coverage of the four main specialty areas -- retail, office, industrial, and investment -- as well as crossovers and emerging specialties. Rather than pumping a "get rich quick" approac...

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Bibliographische Detailangaben
1. Verfasser:	Bowman, John L. (VerfasserIn)
Format:	Buch
Sprache:	English
Veröffentlicht:	Tulsa Mesa House 2005
Schlagworte:	Real estate business Commercial real estate Small business / Management Immobilienökonomie Immobilienanlage Einführung
Online-Zugang:	Inhaltsverzeichnis
Zusammenfassung:	The author provides a straightforward overview of the business of selling commercial property, including coverage of the four main specialty areas -- retail, office, industrial, and investment -- as well as crossovers and emerging specialties. Rather than pumping a "get rich quick" approach to selling, the author shows brokers that they don't have to sacrifice integrity and ethics to remain competitive and deal oriented
Beschreibung:	Includes index
Beschreibung:	V, 316 S. 23 cm
ISBN:	0940352168 9780940352162

Internformat

MARC


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Datensatz im Suchindex

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adam_text	Table of Contents Acknowledgments ........................................... vii Introduction ................................................1 Chapter 1 Where to Start .....................................7 Is Commercial Real Estate for You? ............................8 Choosing a Firm .........................................12 Company Size ........................................12 Fee Splits ...........................................12 Listings and Projects ...................................13 Management .........................................13 Broker Experience .....................................13 Reputation ..........................................13 Area of Experience ....................................13 Training ............................................14 Salary or Draw .......................................14 Connections .........................................14 Benefits .............................................14 Personalities .........................................14 Staff Support .........................................15 National Company vs. Local Company ....................15 Employment Agreements ...............................16 Intuition ............................................17 Finding a Mentor .........................................18 Choosing an Area of Specialty ...............................18 Industrial ...........................................19 Office ..............................................20 Retail ..............................................20 Investment ..........................................21 Cross Overs and Special Considerations ....................22 Business Brokerage ....................................22 Books to Read ...........................................23 Farm Areas ..............................................25 Chapter 2 Integrity And Ethics ...............................27 Integrity ................................................28 Code of Ethics ...........................................29 Chapter 3 Contracts And Forms ..............................33 Earnest Money Agreement ..................................35 Standard Parts of Earnest Money Agreements ................35 Common Points of Negotiation in Earnest Money Agreements .. 37 ¡j ______________________________ HOW TO SUCCEED IN COMMERCIAL REAL ESTATE Offer to Lease ...........................................39 Standard Parts of an Offer to Lease ........................40 Common Points of Negotiation in Offers to Lease ............41 Leases ..................................................42 Standard Parts of a Lease ...............................44 Common Points of Negotiation for Leases ..................45 Rent ...................................................54 Triple Net and Modified Net Leases .......................56 Gross Leases .........................................56 Full Service Leases ....................................57 Some Final Words on Rent ..............................57 Options ................................................59 Options to Purchase ...................................59 Lease Options ........................................60 A Few Words About Options ............................61 Listings ................................................63 Listings for Sale ......................................64 Listings for Lease .....................................66 Common Concerns in Listings ...........................67 Counter Offers ...........................................68 A Few Tips for Counter Offers ...........................70 Fee Schedules ............................................71 Lease Fees ...........................................72 Sales Fees ...........................................73 Net Listings .........................................7 A Cooperating Brokers and Reduced Fees ....................74 Finder s Fees .........................................75 Chapter 4 Technical Knowledge ..............................77 Agency .................................................78 Law ...................................................79 Development ............................................82 Tide ...................................................84 Appraisal ...............................................89 Terms ..............................................90 Principles and Concepts ................................92 Leasehold Interest .....................................93 Some Final Comments on Appraisers and Appraisals ..........94 Mathematics ............................................95 Calculators ..........................................96 Taxation ................................................97 Property ............................................98 Personal ............................................98 Zoning and Land Use ....................................100 Environmental Issues .....................................104 Practical Suggestions for Environmental Investigations ........106 TABLE OF CONTENTS jjj Construction and Architecture ..............................107 Surveys ................................................112 Investment Analysis ......................................113 Risk Comparison ....................................116 Sale and Leaseback ...................................117 Office Management ......................................118 Exchanging ............................................120 State Licensing and Brokerage Requirements ...................123 Financing ..............................................127 Property Management ....................................131 Chapter 5 Salesmanship ....................................133 Basic Sales Strategies .....................................134 Common Sales Points ....................................146 Countering Other Brokers Sales Points .......................149 A Few Final Points on Selling ..............................150 Chapter 6 Organization ....................................153 Time Management .......................................154 Habits ................................................155 Work .................................................157 Goals .................................................157 Tickler File .............................................158 Chapter 7 Getting Prospects ................................161 Sources of Business ......................................162 Cold Calls .............................................165 Large Property Owners ...................................166 Community and Professional Organizations ...................166 Self-Marketing ..........................................168 Knowing Your Market ....................................170 Creating and Maintaining a Contact List ......................172 Chapter 8 Marketing ......................................175 Know Your Listings ......................................176 Marketing Property ......................................176 Brochures ..........................................177 Signs ..............................................179 Multiple Listing Services ...............................180 Key Contacts .......................................181 Personal Calk .......................................182 Neighbors ..........................................183 Advertising .........................................183 Mailing ............................................184 News Releases .......................................184 Other Brokers .......................................185 jy _________________________________ HOW TO SUCCEED IN COMMERCIAL REAL ESTATE Open Houses .......................................186 Auctions ...........................................187 Range of Value ..........................................188 Rifle vs. Shotgun ........................................191 Types of Prospects: Users and Investors .......................192 Showing Property ........................................194 Reporting to Clients .....................................195 The Economy and Its Impact ..............................196 Chapter 9 The Deal .......................................201 Negotiations ............................................202 Common Mistakes in Negotiation .......................205 Proposals, RFPs, and Multiple Offers .........................208 Assembly ..............................................210 Credit ................................................213 Attention to Detail .......................................214 Chapter 10 Practical Knowledge .............................217 Office Politics ..........................................218 Attitude ...............................................218 Vacations ..............................................219 No Work at Home .......................................220 Cell Phones ............................................220 Health ................................................221 Focus on Listings ........................................221 The Advantages of Exclusive Listings .....................222 Getting the Listings ..................................224 Some Final Words on Listings ..........................229 Leasing versus Sales ......................................231 Tenant Representation ....................................231 The Site Search ......................................233 Comparing Rents ....................................235 Working Smart .........................................236 Large Deals and Rich People ...............................238 Keep Learning ..........................................239 Silence is Golden ........................................239 Technology ............................................241 Consulting and Appraising (Opinions of Value) ................243 Things to Avoid .........................................244 Helpful Hints and Things to Know ..........................250 Chapter 11 Professionalism .................................255 Relations with the Public ..................................256 Relations with Clients ....................................256 Relations with Other Realtors* ..............................258 Attorneys, Accountants, and Appraisers .......................261 TABLE OF CONTENTS Chapter 12 Organizations ..................................265 The National Association of Realtors* (NAR) ..................266 Commercial Investment Real Estate Institute (CIREI) ........267 Counselors of Real Estate (CRE) ........................267 Institute of Real Estate Management (IREM) ...............267 REALTORS Land Institute (RLI) .......................267 Society of Industrial and Office Realtors* (SIOR) ............268 State and Local Boards ....................................268 Other Organizations .....................................269 Chapter 13 Striking Out On Your Own .......................271 Independent or Not ......................................272 Advantages of Being Independent ........................273 Disadvantages of Being Independent .....................274 Other Considerations ....................................275 Sales Points for Independents and Small Brokerages .............276 Conclusion .............................................280 Appendix The Realtor s* Pledge .....................................285 Code of Etliics and Standards of Practice ......................286 Index ....................................................309
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spelling	Bowman, John L. Verfasser aut How to succeed in commercial real estate John L. Bowman Tulsa Mesa House 2005 V, 316 S. 23 cm txt rdacontent n rdamedia nc rdacarrier Includes index The author provides a straightforward overview of the business of selling commercial property, including coverage of the four main specialty areas -- retail, office, industrial, and investment -- as well as crossovers and emerging specialties. Rather than pumping a "get rich quick" approach to selling, the author shows brokers that they don't have to sacrifice integrity and ethics to remain competitive and deal oriented Real estate business Commercial real estate Small business / Management Immobilienökonomie (DE-588)4789126-9 gnd rswk-swf Immobilienanlage (DE-588)4120474-8 gnd rswk-swf (DE-588)4151278-9 Einführung gnd-content Immobilienökonomie (DE-588)4789126-9 s Immobilienanlage (DE-588)4120474-8 s b DE-604 Digitalisierung UB Regensburg application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=025218088&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis
spellingShingle	Bowman, John L. How to succeed in commercial real estate Real estate business Commercial real estate Small business / Management Immobilienökonomie (DE-588)4789126-9 gnd Immobilienanlage (DE-588)4120474-8 gnd
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title	How to succeed in commercial real estate
title_auth	How to succeed in commercial real estate
title_exact_search	How to succeed in commercial real estate
title_full	How to succeed in commercial real estate John L. Bowman
title_fullStr	How to succeed in commercial real estate John L. Bowman
title_full_unstemmed	How to succeed in commercial real estate John L. Bowman
title_short	How to succeed in commercial real estate
title_sort	how to succeed in commercial real estate
topic	Real estate business Commercial real estate Small business / Management Immobilienökonomie (DE-588)4789126-9 gnd Immobilienanlage (DE-588)4120474-8 gnd
topic_facet	Real estate business Commercial real estate Small business / Management Immobilienökonomie Immobilienanlage Einführung
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