The Fundamentals of Listing and Selling Commercial Real Estate (Paperback)

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Key Phrases: rental rate, effective gross income, net operating income, Fundamentals of Listing, Unit Information, Useable Square Footage (more...)

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

Product Description

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.

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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: 10.8 x 8.2 x 0.6 inches
• Shipping Weight: 1.2 pounds (View shipping rates and policies)
• Average Customer Review: 4.8 out of 5 stars  See all reviews (11 customer reviews)
• Amazon.com Sales Rank: #23,430 in Books (See Bestsellers in Books)

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Customer Reviews

Most Helpful Customer Reviews

15 of 16 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)

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.

9 of 10 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 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.

3 of 3 people found the following review helpful:

5.0 out of 5 stars Excellent Guide to Commercial Real Estate, December 31, 2007

By	Anita Schlosser - See all my reviews (REAL NAME)

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.