Books About How to Sell Commercial Real Estate

The last four months I have been taking courses in accounting, marketing, finance, and management theory. All apply directly to what I can apply when selling commercial-investment real estate. However, finding a good book written by a practitioner about my line of work is rare to come by. I will share with you a rare gem of a book I found in my broker's office that satiates a long insatiable appetite, if you will write me a short note about your own search for such literature.

Motivation

What motivates a commercial broker? 1) They need loyalty and a promise that his or her time is going to be compensated for. 2) A driver which usually resides within a good broker and is closely tied to needs and incentives. 3) You will get more good work out of a broker if you are willing to offer an equal incentive for the amount of work that needs to be put into the task.

If you are a buyer or seller, in order to facilitate a successful exchange you will also have to be motivated. Ask yourself this question, "am I motivated, do I have a need, the drive and an incentive?" If the market value of your property is not motivating, are there other alternatives that would motivate you? If not then it may be a good reason not to sell until your motivation level increases.

Focus for 2010

It's now 2010 and I've developed a new marketing system which can be tailored to each individual property. I'm trying it on the properties I already have listed and am optomistic that the results will exceed expectations.

Advertising in the classifieds is very expensive and does not generate the right kinds of calls for a property. Defining the needs a particular property fills to derive a target market provides a good basis for developing a marketing system.

I've decided that I will continue to work with buyers in 2010, but must focus more attention on providing sophisticated marketing services for sellers in order to attract more listings. One reason is because all too often buyers don't pay, and I don't know many professionals who provide complicated services requiring high levels of skill without being hired do so. So in essence getting hired through listings will be my mainstay for 2010. I will focus on making sure that I will be paid for my services.

I appreciate any feedback from readers.