The Fundamentals of Listing & Selling Commercial Real Estate by Loren K. Keim (2007, 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.