The Fundamentals of Listing and Selling Commercial Real Estate [Paperback]

Loren K. Keim (Author)

Book Description

Publication Date: December 7, 2007

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.

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.

See all Editorial Reviews

Product Details

• Paperback: 230 pages
• Publisher: Infinity Publishing (December 7, 2007)
• Language: English
• ISBN-10: 0741443694
• ISBN-13: 978-0741443694
• Product Dimensions: 11 x 8.2 x 0.5 inches
• Shipping Weight: 1.2 pounds (View shipping rates and policies)
• Average Customer Review: 4.6 out of 5 stars  See all reviews (12 customer reviews)
• Amazon Best Sellers Rank: #33,312 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

33 of 35 people found the following review helpful:

3.0 out of 5 stars Small Niche, October 6, 2008

By 

Scott L. Miller (Baltimore, MD) - See all my reviews
(REAL NAME)   

This review is from: The Fundamentals of Listing and Selling Commercial Real Estate (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!

19 of 21 people found the following review helpful:

5.0 out of 5 stars Outstanding - A Must Read for Commercial Real Estate Brokers, January 1, 2008

By 

Timothy M. Mahon "Tim Mahon" (Bethlehem, PA) - See all my reviews
(REAL NAME)   

This review is from: The Fundamentals of Listing and Selling Commercial Real Estate (Paperback)

In the past, I had been disappointed when reading other books about Commercial Real Estate. I've seen real basic introduction books, books that define investment and commercial terms, but don't really explain them, and books that just paste together checklists about selling investment property or commercial property.

This book was totally different. "The Fundamentals of Listing and Selling Commercial Real Estate" was entertaining. It was understandable. And it helps lay out exactly what to do in order to succeed in commercial and investment real estate.

The Fundamental's part of the book is the best resource for commercial brokers I've ever seen. There are explanations of each subcategory of commercial property, not just the basics, and the terminology associated with each subcategory is in easy to understand language. There are wonderful explanations of all the various ways to calculate return on investment, why each one is preferred by some investors or commercial real estate buyers, and how to look outside the box for commercial financing sources. There's even a section on negotiating leases, the benefits of various types of commercial leases, and what clauses are practical to add.

The Practical part of the book lays out a complete game plan for success in your career, including step by step instructions for some prospecting and marketing methods, sample letters, and dialogues. It even lays out how to write a letter of intent and full contract.

I can't tell you how impressed I was with this book. If you're selling commercial real estate, this SHOULD be part of your library of information.

7 of 9 people found the following review helpful:

5.0 out of 5 stars Best Commercial Real Estate Book Available, December 30, 2007

By 

Robert Wilfinger "Bob W" (Whitehall PA) - See all my reviews
(REAL NAME)   

This review is from: The Fundamentals of Listing and Selling Commercial Real Estate (Paperback)

This is THE "how to" guide for a career in Commercial Real Estate sales, and it is also good for buyers and sellers of commercial property to understand pricing, positioning and investment strategies for their real estate.

The book is broken into two sections. The first section, titled "The Fundamentals" explains all the various forms and types of commercial property types and how each is analyzed, compared and evaluated. The rest of the section is dedicated to explaining the process of investment property analysis (in plain english), understanding commercial leases, understanding commercial mortgages, zoning issues, and market analysis techniques. This section includes examples, figures and tables, including step by step instructions in the use of Microsoft Excel and financial calculators (which I believe is missed by virtually every other commercial real estate text).

The second section of the book is called "The Practice" and it 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 many prospecting methods, creation of successful buyer presentation and listing or seller presentations, negotiation techniques, client servicing, property inspections, due diligence and sales contracts.

Overall, this is an exceptional book for real estate agents considering a change to commercial real estate, people just getting their licenses, or investors to understand the other side.