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The Fundamentals of Listing and Selling Commercial Real Estate Paperback – December 31, 2014

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Editorial Reviews

Review

Commercial Real Estate training and Real Estate Investment Training has just taken a leap forward with this new book. -- Real Estate Investment Digest, January 2, 2008

From the Back Cover

The Fundamentals of Listing and Selling Commercial Real Estate provides a complete foundation for a career in the Commercial Real Estate Industry. The text contains a comprehensive study of property and investment analysis, mortgages and leases, as well as practice techniques such as prospecting, presentations, and negotiating.

The Fundamentals section includes a comprehensive study of commercial property types, analysis of each type, investment analysis methods, the fundamentals of commercial leases, commercial mortgages, zoning issues, and techniques for market analysis, including step by step instructions in the use of Microsoft Excel and financial calculators.

The Practice section integrates the foundation learned in the first section with training in the sales process and specific techniques used by successful commercial Realtors. This section includes prospecting methods, creation of successful buyer and seller presentations, negotiation techniques, client servicing, property inspections, due diligence and sales contracts.

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Product Details

  • Paperback: 230 pages
  • Publisher: Infinity Publishing (December 7, 2007)
  • Language: English
  • ISBN-10: 0741443694
  • ISBN-13: 978-0741443694
  • Product Dimensions: 8.5 x 0.5 x 11 inches
  • Shipping Weight: 1.5 pounds (View shipping rates and policies)
  • Average Customer Review: 4.0 out of 5 stars  See all reviews (21 customer reviews)
  • Amazon Best Sellers Rank: #194,326 in Books (See Top 100 in Books)

More About the Author

Loren Keim is a national authority on real estate and the housing market. Keim is the author of several best selling how-to books about real estate, including "How to Sell Your Home in Any Market", "The Fundamentals of Commercial Real Estate", "Compelling Buyers to Call", "Life Lessons from the Back Seat of My Car" and "Real Estate Prospecting: The Ultimate Resource", and training systems for Realtors. Keim is also the editor-in-chief of Real Estate Investment Digest, and is a real estate broker and president of Century 21 Keim Realtors in Pennsylvania.

Keim is an adjunct Professor of Real Estate at Lehigh University's Goodman Center and each year he performs an economic analysis and housing projections. Keim's publication, Real Estate Investment Digest, is read by tens of thousands of investors across the United States. Keim writes blogs for BrokerAgentSocial and ActiveRain.

Customer Reviews

Most Helpful Customer Reviews

61 of 65 people found the following review helpful By Scott L. Miller on October 6, 2008
Format: Paperback
There has been no shortage in books on the topic for investors in commercial real estate, unfortunately, it does not seem as if many books have been written about the brokerage aspect of the business. I did a little research before I purchased this one, and have even read a couple that focus on the industry in general.
When I saw "The Fundamentals of Listing and Selling Commercial Real Estate' by Loren Keim, I ordered it immediately. I thought, "finally, a comprehensive resource that I can use to develop a base knowledge of the industry while I continue to learn and grow; this is fantastic!" I even read some of the passages online before I even purchased it, and was thoroughly impressed with its level of sophistication.
What sold me were the other reviews that I read before I ordered. They were all great, and the authors even shared some of the same problems that I had with regards to the other commercial real estate books. They had actually established a common ground with me.
Then I received it and began reading immediately. The level of detail is something I appreciated, but emphasizing every single type of retail opeations almost put me in a coma. Also, the quality of writing left much to be desired. I suddenly became suspicious about the rave reviews that I had read on this very website, and lo and behold, they were all written by people from Pennsylvania, the same area that the author is from. Pure coincidence? I doubt it, because all of the reviews were truly exaggerated.
I did provide three stars, just because of the pure limited availability of books on commercial real estate brokerage. So, if anyone is reading this and is an experienced commercial real estate broker with strong writing ability, there is absolutely an opportunity for you to enter this book niche!
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14 of 16 people found the following review helpful By DanOfEarth on February 1, 2011
Format: Paperback Verified Purchase
Fundamentals...yes. Informative....no. Relaying the marketing strategy of "calling other brokers" and other basics was I thought....and I say this knowing "fundamental"....common sense.

If the property is a class "A" property with tripe "A" credit tenants, why not mention that insurance companies and hedge funds would love to buy them and who to talk to at these companies. And again, mention that Class "A" can be sold at 6%-7% market cap instead of a higher 10%+ because they are way less risky. And how about Class "B" and "C" apartment complexes....who would like to buy those? Etc, etc. etc.

And....way more about purchase/leaseback programs. This stuff REALLY needed to get into the book.

Leasing commercial retail....did you mention how to get the specs from national chains (Starbucks) or the national convention every year? How about preparing a package for those chains for their feasability studies, creating a 5, 10, and 15 mile radius market analysis?

Sticking your listing in "Loopnet" is not what I call a marketing stategy. Great reading for a residential agent who knows NOTHING about commercial. And then just enough knowledge to embarris himself in a presentation.
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7 of 8 people found the following review helpful By Mariusz Skonieczny on August 12, 2009
Format: Paperback
I read this book when I was involved in commercial real estate brokerage because I wanted to learn how to be a better broker. There was almost nothing available on this topic so I was glad to find this book. It talks about how buyers and sellers engage in commercial real estate for different reasons than buyers and sellers of residential real estate. Therefore, brokers need be equipped with a different skill set designed to service these clients.

The book starts off with description of different types of commercial property ranging from office, retail, hospitality, multi-family, to senior housing. Then, it goes on to teaching readers how to prepare an investment analysis and listing presentation. It also educates about commercial leases, commercial mortgages, prospecting, and working with buyers. Commercial real estate brokers are likely to find this book helpful.

- Mariusz Skonieczny, author of Why Are We So Clueless about the Stock Market? Learn how to invest your money, how to pick stocks, and how to make money in the stock market
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6 of 7 people found the following review helpful By Anita Schlosser on December 31, 2007
Format: Paperback
The Fundamentals of Listing and Selling Commercial Real Estate

This commercial real estate guide is exceptional. It's very good for realtors or investors just starting their careers selling or investing in commercial real estate or any investment real estate. It's just as good for seasoned professionals.

The sections on the "Basics" of commercial real estate really outline the various ways investors and commercial property buyers look at the value of different kinds of property, and why the writer believes some are strong methods of evaluation, and why some are very weak. He covers everything from cap rates and gross rent multipliers to an in depth look, in plain English, at Internal Rate of Return and Present Value calculations, making them understandable to the lay person.

Keim also explores all the various types of commercial property found on Loopnet, which is lacking in other texts which limit the reader's scope to just commercial, industrial and multifamily. He takes time to explain the pros and cons of business brokerage, hospitality properties and hotels, senior care property development, property management systems and even explains how developers might consider a property for multifamily vs hotel vs timeshare development.

What I thought was the best part of the book for new and advanced commercial realtors, though, was the outline of how to proceed in a career, including scripts, dialogues and even samples.

Simply the best read for the commercial real estate industry.
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