Presented in a succinct, easy-to-use format, this guide is an entire commercial real-estate seminar in book form, written by an expert with more than thirty years in the industry. From prospecting and presentations to negotiations and customer service, these instructions provide a clear map to success in today’s market.
The accent is on hands-on training as Mr. Lipsey demonstrates winning techniques for every stage of the deal, including identifying prospective customers, negotiating the deal, and handling client complaints. No detail is too small; there are chapters on everything from leaving an effective voice-mail message to planning a tenant luncheon—even “7 Tips for Remembering a Person’s Name.”
About the Author
A native of Lake Charles, Louisiana, Michael J. “Mike” Lipsey is the president and founder of the Lipsey Company. With over twenty-five years in the commercial real-estate industry, he is a nationally recognized leader in real estate training and consulting. He is also the author of Ethical Leadership of Robert E. Lee. In addition to appearing on the Financial News Network, Mr. Lipsey has also published numerous articles in NACORE’s Corporate Real Estate Executive and SIOR’s Professional Report, among others. Mike Lipsey maintains a busy speaking schedule, traveling the country conducting workshops and lectures. He currently resides with his wife in Longwood, Florida, and is the father of three sons.
SYSTEMS FOR SUCCESS
The Complete Guide to Selling, Leasing, Presenting, Negotiating, and Serving
in Commercial Real Estate
By Michael J. Lipsey, with Rusty Fischer and Karen L. Poirier
BUSINESS & ECONOMICS / Sales & Selling
BUSINESS & ECONOMICS / Real Estate
384 pp. 6 x 9
ISBN: 9781589803114 pb