Partial Contents:

1. HOW TO PROFIT MOST FROM INCOME PROPERTY
Types of income property....why income property is so attractive to investors...why size and distance are so important...how to use your efforts most profitably.

2. HOW TO BUILD WEALTH FROM CONDOMINIUMS
Condominium conversion: 3 steps to six figure commissions...how to handle commercial conversions...how to evaluate suitability...how to generate community support...how to estimate costs...step-by-step conversion analysis chart.

3. HOW TO GET PROFITABLE LEADS
10 sure-fire leads to owners who will sell...how to amass a huge file of ready investors...how to get free leads fro mother brokers ads...what to do when you spot a likely building...5 time -saving shortcuts.

4. HOW TURN LEADS INTO HOT LISTINGS
How to persuade the owner to use your services...how to gather accurate financial statistics...how to handle the seller's most common objection...how to arrange for sale owner-financing...line-by-line sample listing form.

5. HOW TO FINANCE TODAY'S INCOME PROPERTY
OPM: A primary source of financing...how longer-term financing can increase cash flow...how to create maximum leverage with secondary financing...how to use "economic growth rate"...how to protect an existing low-rate mortgage.

6. PRICING TO SELL
How to estimate Action Price Level...how to adjust for inferior or superior construction..."per unit cost" and what is tells you..."equity return" and how to use it...how income-property location can boost APL.

7. HOW TO SET UP AN OPERATING STATEMENT
How to prepare the 3 parts of an operating statement...how to convert "seller's net" into "net operating income"... how to use the income analysis section...when and how to use the operating statement and analysis worksheet.

8. SELLING THE BENEFITS
The 6 big selling points...how leverage can create wealth...tax benefits...making depreciation work for you..."tax free exchange"...how real estate provides stability...unrivaled growth.

9. FINDING THE ACTION BUYERS
13 immediate sources of buyers-and how to approach them...how to approach a recent seller...how to approach organization members...joint ventures...how to approach buyers who advertise.

10.HOW TO QUALIFY BUYERS
How to handle your initial interview...9 basic buyer objectives...determining how much the buyer can invest...what to say to the prospect who won't act...8-point action checklist.

11.HOW TO ADVERTISE INCOME PROPERTY
How to emphasize the profit factor...42 proven "magic words" and phases...how to capitalize on free advertising...how to write an attention-grabbing news release...proven sample ads.

12.HOW TO SHOW-AND SELL
How to appeal to a buyer's 5 senses...how the emotional factor can make sales...how to get into the building...how to blunt tenant complaints...how to sell the profit potential of a "rough" building.

13.THE FINE POINTS OF SELLING
Presenting positive features convincingly...how to help the prospect make a decision...sample sales deliveries...25 features to stress.

14.THE FINAL PRESENTATION
How to dramatize what the property will do for your prospect...how to use the analysis worksheet as a powerful sales-clincher...Peckham's wrap-up strategy...line-by-line summary of income analysis worksheet.

15.GETTING STARTED NOW
How to get into income property brokerage-step by step...how an income office operates...working from your present setup...how commissions are split...20 week timetable to success.