{"product_id":"introduction-to-listing-and-selling-loren-k-keim-9798182186391","title":"Introduction to Listing and Selling Commercial Real Estate","description":"\u003cp\u003eMost commercial real estate education stops at vocabulary. This book starts where that leaves off.\u003c\/p\u003e\u003cp\u003eBuilt for real estate professionals, brokers transitioning from residential to commercial, and anyone serious about a career in the field, this comprehensive guide walks through the entire arc of commercial real estate practice: from the fundamental property types and market analysis that ground every deal, through the investment math that determines what a property is actually worth, to the day-to-day skills of prospecting, listing, negotiating, and closing that define a working career.\u003c\/p\u003e\u003cp\u003eThe book is organized into 28 chapters across eleven parts, moving deliberately from foundation to practice: \u003c\/p\u003e\u003cp\u003e\u003cb\u003eProperty types and market intelligence.\u003c\/b\u003e Office, retail, industrial, multifamily, hospitality, data centers, life science, and the emerging asset classes reshaping the industry, paired with the data-gathering frameworks, GIS tools, and AI-assisted research methods used to evaluate any market.\u003c\/p\u003e\u003cp\u003e\u003cb\u003eInvestment and financial analysis.\u003c\/b\u003e A complete build of the commercial income statement from potential rental income through net operating income to after-tax cash flow, followed by the time value of money, IRR, NPV, sensitivity analysis, and capital stack structures that institutional investors use to evaluate real deals.\u003c\/p\u003e\u003cp\u003e\u003cb\u003eLeasing and financing.\u003c\/b\u003e Lease structures, negotiation strategy, and critical clauses on one side; commercial mortgages, qualifying ratios, and capital stack architecture-senior debt through common equity-on the other.\u003c\/p\u003e\u003cp\u003e\u003cb\u003eThe practice of commercial real estate.\u003c\/b\u003e What it actually means to work as a trusted advisor rather than a transaction facilitator, how to build a specialized practice and referral network, and the modern technology stack-CRM systems, data platforms, and AI tools-that defines a competitive practice today.\u003c\/p\u003e\u003cp\u003e\u003cb\u003eProspecting and business development.\u003c\/b\u003e A complete system for finding clients, from sphere of influence and geographic farming to cold calling, LinkedIn prospecting, and data-driven lead generation.\u003c\/p\u003e\u003cp\u003e\u003cb\u003eListings, marketing, and representation.\u003c\/b\u003e The full listing presentation process, marketing a property from brochure to digital OM to investor deal blast, and the parallel skills required to represent buyers, tenants, and investors with genuine advisory value.\u003c\/p\u003e\u003cp\u003e\u003cb\u003eTransactions, due diligence, and closing.\u003c\/b\u003e Broker cooperation, letters of intent, negotiation, physical and environmental due diligence, title insurance, and the settlement process-covering exactly what happens between a signed contract and a closed deal.\u003c\/p\u003e\u003cp\u003e\u003cb\u003eTax strategy.\u003c\/b\u003e Depreciation, cost segregation, the real estate tax shelter, and a complete treatment of the 1031 exchange, including the statutory requirements, identification rules, and exchange structures that let investors defer capital gains indefinitely.\u003c\/p\u003e\u003cp\u003eEvery chapter combines clear explanation with worked numerical examples, real-world case studies, and practical broker tips drawn from decades of transaction experience. Tables, formulas, and reference frameworks throughout make this as useful as a desk reference as it is a cover-to-cover read.\u003c\/p\u003e\u003cp\u003eWhether you are studying for a designation, building a specialty practice, or simply trying to understand what separates a competent commercial broker from an exceptional one, this book is designed to be the resource you return to at every stage of your career.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Loren K. Keim\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9798182186391\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Independently Published\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 06\/23\/2026\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 502\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 2.54lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 11.00h x 8.50w x 1.01d","brand":"Loren K. Keim","offers":[{"title":"Paperback","offer_id":48874758471935,"sku":"9798182186391","price":38.95,"currency_code":"USD","in_stock":true}],"url":"https:\/\/www.whiterainbookhouse.com\/products\/introduction-to-listing-and-selling-loren-k-keim-9798182186391","provider":"WR Book House","version":"1.0","type":"link"}