How to Succeed in Commercial Real EstateHow to Succeed in Commercial Real Estate is a comprehensive, practical book for those considering entering the field of commercial real estate, those just beginning in the business, as well as experienced brokers and sales managers who want to evaluate and strengthen their current strategies ? especially those related to listings, negotiations, contracts, and sales. 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. |
Contents
Integrity And Ethics | 27 |
Technical Knowledge | 77 |
Salesmanship | 133 |
Copyright | |
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agent agreement Amended appraisers arbitration attorneys better brochure brokerage building buyer buyer/tenant capitalization rate cash chapter clients Code of Ethics cold calls commercial brokers commercial real estate companies competition contingency contract cooperating broker cost counter offer deal depreciation discussed earnest money easements environmental escrow example exchange exclusive listings farm area financing firm important income industrial interest investment investors involved issues keep land landlord lender lessee listing broker listing property ment multi-tenant multiple listing services negotiations net operating income option owner parties Percentage lease principals problem professional property management prospects purchase real estate brokers rent rental requirements retail sales comparison approach sales points sell seller sometimes Standard of Practice success tenant improvements tend things tion title insurance transaction triple net lease usually zoning