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...
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Tulsa
Mesa House
2005
|
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Summary: | 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 |
| Item Description: | Includes index |
| Physical Description: | V, 316 S. 23 cm |
| ISBN: | 0940352168 9780940352162 |
Staff View
MARC
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| 338 | |b nc |2 rdacarrier | ||
| 500 | |a Includes index | ||
| 520 | |a 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 | ||
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| 650 | 4 | |a Commercial real estate | |
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Record in the Search Index
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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 |
| subject_GND | (DE-588)4789126-9 (DE-588)4120474-8 (DE-588)4151278-9 |
| 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 |
| url | 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 |
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