Text by Alan Thompson and Brian Stephens with contribution from Rich Guzzi. All rights reserved. This material may not be reproduced in any form or by any means, or used for teaching purposes without the express, written permission of Thompson Education & Consultant Group, LLC Printed in the United States of America This material is designed to provide accurate information concerning the subject matter covered. The school, its consultants, or its employees do not provide any advice concerning legal, accounting, or any other professional services. If legal advice or other expert assistance is required, the services of a competent professional should be sought. References to Florida statutes and rules of the Florida Real Estate Commission, Florida Real Estate Appraisal Board, and the Florida Administrative Code are included in this text between brackets indicating the appropriate statute or rule. This Resimercial & Business Brokerage course is divided into four sections teaching each one of the disciplines needed to increase competence and confidence to better protect members of the public. Section one is an overview of the real estate industry, and highlights of what knowledge and skills it takes to be a better agent in each of the segments that a Resimercial and business Brokerage agent should possess. Section two covers Residential Real Estate, Section three covers Commercial Real Estate and Section four covers Business Brokerage. Let’s get started
Chapters
The Industry
How Do Residential, Commercial, and Business Sales Differ, and How Are They Alike?
Overview of market shifts and new trends in the real estate industry
How does keeping up-to-date with these trends help a Resimercial Real Estate Agent?
Valuation and Due Diligence Similarities from Comparable Market Analysis to Broker Opinion of Value
Comparable Market Analysis (CMA)
Broker Opinion of Value (BOV)
Understanding Residential, Commercial, and Business Sales
Identifying Commonalities between the Three Areas of Estate-Residential, Commercial,
and Business Brokerage
Licensing and Regulatory Requirements for Resimercial Agents
Understanding ethical and legal obligations in the real estate industry:
Fundamentals of Communication for Resimercial Agents
Preparing Compelling Presentations for Potential Buyers and Sellers
Leveraging Social Media, Podcasting, and Networking in Resimercial Real Estate as a Resimercial Real Estate Agent
Goal Setting and Productivity Strategies in Residential Real Estate in the Context of
Resimercial Real Estate Agents
Copyright © 2002 Thompson Education Group This publication may not be reproduced, in whole or in part, in any form or by any electronic, manual, or other method now known or subsequently invented, without the express written permission of Thompson Education Group. REALTOR® is a registered trademark of the National Association of REALTORS®. Written by Alan B. Thompson, Sr.
Foreword
Getting Ready to Sell
Knowing Who You Are and Where You are Going
Bob New Agent Single
Agent’s Tool Kit
Staying Motivated
Creating a Web and Social Media Presence
Ads for Listings
Representing and Working with Buyers
Negotiating
Energy Money E.M.T. Training Time
Remember to take time to smell the roses
Social Media Marketing
Mr. Emoto’s Experiment with Water Crystals
Gaining the
Competitive Edge
Try, Track & Modify
Don’t Cry Over Spilled Milk
Success and the Real Estate Agent
legacy business brokerage
Month One
Month Two
Month Three
Month Four
Prospecting / Goals / Scheduling & Measuring Results
Generalist or Specialist
The Deal Process
Crafting the Presentation
Negotiation Skills
Types of Leases
CRE Mortgage Finance & Terms
Real Estate Development Overview
Business Brokerage Overview
BUSINESS BROKERING
OVERVIEW AND INTRODUCTION
WHAT A BUSINESS BROKER / BROKER DOES FOR A SELLER
Scenario 1
CENTERS OF INFLUENCE (COI) & PROFESSIONALS REFERRALS
LEADS GROUPS / NETWORKING / REFERRAL GROUPS
Night Drop or Midnight Mailers
Converting Leads to Clients (P2)
WHAT DOES A BUSINESS BROKER TYPICALLY CHARGE?
AVERAGE SOLD PRICE TO GROSS SALES AND SDE BY INDUSTRY
MULTIPLE OF SELLERS DISCRETIONARY EARNINGS METHOD
Listings to Sales (P3)
LETTER OF ANNOUNCEMENT OF NEW LISTING TO SPECIFIC GROUPS
BUYERS - Generating Prospects (P4)
Converting Prospects to Customers (P5)
STAY IN TOUCH
REQUEST AND COPY I.D.S SAFETY OF THE SALES ASSOCIATE
BUYER – Getting to make a offer (P6)
THE SALE TO CLOSING PROCESS - P7
LETTER OF INTENT
Test
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