Notes on Reading This Book

Numerous photos are included in this book to illustrate properties being discussed or points being made. Because of printing constraints, these photos are reproduced in black and white. Full- color versions of these photos, as well as other supporting documentation, photos, andnewspaper articles, can be found on the web site www.dolfderoos.com. Many examples of real estate bought or negotiated are discussed, ranging in value from $59,000 to hundreds of millions of dollars. As this book is intended for those who are relatively new to commercial real estate, an emphasis has been placed on using modest examples of properties that hopefully are within the comfort zone of most readers. Bear in mind, however, that the effort required to complete an $80,000 deal is about the same as that required to complete an $80 million deal, so do not intend to focus on smaller properties forever. Finally, please accept that any instances of words like he, she, his, or her, unless specifically referring to a person of known gender, are generic. Sometimes it is too cumbersome to write “he or she” or“his or her portfolio,” but the points being made apply to anyone. If you think commercial real estate is just like residential real estate except that you need more capital to get started, you are in for a surprise. Commercial real estate is completely different and often requires little or no capital. If you think, like the masses, that commercial real estate is risky because you have often seen vacant commercial premises and thanked your lucky stars that you are not the owner, you are in for a shock. For reasons that I am excited to share in this book, I seek out vacant commercial buildings, as I have figured out a way of making money, huge sums of it, seemingly out of thin air, by doing something very straightforward with these vacant buildings— something that you cannot do with residential buildings. If you think

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