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How to Succeed in Commercial Real Estate, by John L. Bowman
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How 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. The book includes detailed coverage of
• Choosing a company and a specialty that’s a good fit for you.
• Sales strategies and sales points specific to commercial real estate, including practical suggestions for countering other brokers.
• The importance of focusing on exclusive listings, how to find and get the best prospects, and the most effective strategies for marketing the property.
• Standard parts and points of negotiation for contracts and forms, including earnest money agreements, leases, options, listings, counter offers, and fee schedules.
• Rent and how it is calculated and quoted, including triple net, modified net, gross, and full service leases.
• Technical knowledge including agency, law, appraisal, taxation, zoning, surveys, environmental investigations, investment analysis, risk comparison, exchanges, financing, and property management.
•The pros and cons of going independent and how to decide if it’s the right move for you.
Written in an engaging, straight-talk style, the author shares a wealth of other practical knowledge reaped from 30 years in the business.
- Sales Rank: #254787 in Books
- Published on: 2004-10
- Original language: English
- Number of items: 1
- Dimensions: .80" h x 6.00" w x 8.90" l, 1.17 pounds
- Binding: Paperback
- 316 pages
Most helpful customer reviews
19 of 19 people found the following review helpful.
A great introduction to commercial real estate
By Andrew Rice
I purchased this book along with another one,(...) I feel even better about this subject and gaining even more confidence when I'm practicing my profession. This is the reason I'm sending in my review as well.
This book is great if you're getting into the world of commercial real estate and need to have someone explain the myriad areas of general knowledge to you. It's basically what you might expect if you had a mentor or coach to help you get started, which is hard to come by in the competitive real estate environment. It won't tell you the "nuts & bolts" that are part of the nitty-gritty side of the business.
It was useful in that it helped me to "fill in the blanks" where I had a few questions about the commercial side of real estate. Since I'm already a practicing residential real estate and have a corporate/financial background, the book didn't dazzle me with things I carried over from my residential or business experiences.
In short, I recommend it to someone who is new to the business or if you're a residential agent who occasionally dabbles into it. It will give you a good, general overview and suggest areas where you can establish sound fundamentals that are required for a success career.
14 of 14 people found the following review helpful.
Good Commercial RE Primer
By Arizona Cowboy
How to Succeed in Commercial Real Estate is a very good book that will give aspiring Comm RE professionals more than enough information to:
1) Determine if the career may be a good fit
2) Evaluate which specialty may be the best fit
3) Determine the type of Office to work for
4) Develop and maintain a "prospect" base
5) Avoid pitfalls that will cause loss of favor with clients, prospects, and fellow professionals
Most of the things that the book is light on (like where to get the prospect lists) need to be worked out with the training broker. Doesn't seem like the author has held much back.
By studying this book you will not feel like a Commercial Broker however you will feel like you can identify the qualities of a Commercial Broker and thus aspire to be one in an effecient manner.
0 of 0 people found the following review helpful.
Informative
By Bradley D. Larson
I would say the book was pretty informative and relatively insightful. It seems there are very few good books on commercial real estate brokerage - and I would recommend this one.
The book is a good broad brush of concepts...if you hunger for knowledge about commercial real estate, this is a good book.
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