Commercial Real Estate CORE: This intensive 5-session master class will equip Realtors with the critical skills they need to develop a sustainable, ethical, successful career in commercial real estate. This is the perfect course for Realtors looking to launch a thriving commercial career. It is offered both virtually and in person and portions can be qualified for Continued Education if requested.

Topics Covered
Day 1
The Commercial Landscape – Residential vs. Commercial
Commercial Real Estate Brokerage Models
Know Your Numbers – Understanding Market Viability
Building a Database – From Micro to Macro
Monetizing Your Database – Put the Plan in Action
Prospecting Calls – Make the Phone Your Cash Register
Day 2
Industrial Deep Dive
Multi Family Deep Dive
Retail Deep Dive
Office Deep Dive
Land Deep Dive
Day 3
Fundamentals of Leasing
Fundamentals of Sales
Representing Buyers
Representing Tenants
Marketing Commercial Real Estate
Day 4
Breaking It Down – The Science & Art of Underwriting
Depreciation – Why Losing Money Is Awesome!
The 1031 – Vanilla Ice Time
The Escrow Process
Case Study – Multi-Family & Retail
Case Study – Office & Industrial
Day 5
Must Have Tech Tools
The 1st Appointment
The 2nd Appointment
The Commercial Positioning Analysis
Specialization vs. Generalist Careers
Developing Your Long-Term Career Playbook
Now What? – Putting It All Together

This introductory course is perfect for Realtors looking to better understand the commercial real estate landscape. Students will learn the various types of commercial real estate, common terms, and some of the risks and challenges that are unique to the commercial real estate marketplace. We compare a residential and commercial transaction to explore the differences in timelines, pursuit costs, and processes. Next, we touch on the world of commercial leasing and wrap up with a discussion on Article 11 and methods to generate commercial referrals.

This class can run 2-4 hours and is perfect for residential agents, “resi-mercial” agents, and managing brokers who are looking to better understand the commercial real estate business. Available virtual or in person.

This is the perfect class for Realtors who want to understand the real-world application of cash-flow metrics in investment real estate. We start with a review of the metrics that are the foundation of investment real estate including GRM, cap rate, and cash on cash. Then we explore the nuances of buyers and sellers of investment real estate, with a focus on agency and representing the client’s best interests. Next we look at the powerful effect that various factors can have on the final pricing of investment real estate including: mortgage, vacancy, property taxes, and depreciation. In the full segment of this course (4 hours) students complete a hands-on underwriting and negotiation exercise in groups to be sure they master the skills while achieving their client’s goals.

This class can run 2-4 hours and has both a commercial and residential variant. Available virtual or in person.

Join us as we dive deeply into all the nuances of a commercial sale, from initial pricing, marketing, and negotiation, all the way through due diligence to closing. Students learn the critical terminology and best practices for all phases of the sale transaction including: earnest money procedures, environmental reports, ALTA surveys, title endorsements, post-closing agreements, settlement procedures, where Fair Housing does and DOESN’T apply, and more. This class is perfect for both new and experienced commercial Realtors as everybody comes away with new knowledge.

This class can run 2-4 hours is available virtual or in person.

The world of commercial leasing can seem daunting and this course will walk students through a lease transaction from market positioning of a lease property to property tours, negotiations, lease execution, move-in, and beyond. Together we will discuss the critical terms and their effect on both the tenant and the landlord, including: lease structures, rent abatement, buildout allowances, lease buyout options, and more. Students will leave the class with a firm working knowledge of how to effectively and ethically represent their clients on either side of a lease negotiation. This class is perfect for both new and experienced commercial Realtors as everybody comes away with new knowledge.

This class can run 2-4 hours is available virtual or in person.

This is the perfect class for Realtors new to the world of “being their own boss.” The market is shifting rapidly, and this session will prepare students be ready for any market. Attendees will learn ways to set up business accounts, prepare for life as an independent contractor, build business credit, plan effectively for retirement, and explore alternative income streams to diversify and bulletproof their business. Additionally, we will explore the unique advantages that Realtors have when investing in real estate for their own account. This is the class agents wish they had taken before they were licensed to set them on the path to success.

This class can run 2-4 hours and has both a commercial and residential variant. Available virtual or in person.

This introduction to the B.S.A.B.T.G. metric will give agents a powerful framework for their client interactions. Attendees will learn the six critical questions they need to better meet client needs and drive successful sales while more effectively representing their clients. They will then participate in extensive role play, with peer analysis, of various listing and buying scenarios to create a positive environment for sales skill development. Everybody will participate in this fun and high energy session.

This class can run 2-4 hours and has both a commercial and residential variant. Available virtual or in person.

The Home Finance Resource Certification course is designed to teach REALTORS® how to explain key pieces of the loan origination process to clients and confidently answer questions about mortgage options. With the skills learned by earning this certification, Realtor members will be equipped to provide guidance on navigating mortgage applications and alternative financing options for all types of buyers.

Other benefits include:

• Access to the HFR logo

• Personalized certificate

• Marketing materials

• Credit toward the ABR® designation

This class is 1 day in length. It can be delivered virtually or in person.

The Seniors Real Estate Specialist® (SRES®) designation is for REALTORS® who want to be able to meet the special needs of maturing Americans when selling, buying, relocating, or refinancing residential or investment properties. By earning the SRES® designation, REALTORS® are prepared to approach mature clients with the best options and information for them to make life-changing decisions.

What Students Gain:

• Access to the online SRES® member database

• Access to the members-only section of the SRES® web site

• Consumer marketing materials

• Quarterly newsletter

• Marketing letters

• Scripts and concepts for contacting clients age 50+

This class is 2 days in length. It can be delivered virtually but is much more interactive when in person.

The RENE course is an interactive experience to help residential negotiators elevate their game. Students will examine all types of negotiation formats and methods including virtual. A full spectrum of tips, tools, and techniques are provided so that RENE students can produce effective results for their clients.  Topics covered include:

– Process phases of a negotiation
– Developing a negotiating plan
– Understanding the influence of personality styles in the negotiating process
– Understanding conflict behavior types
– Establishing a strong bargaining position
– Venues for negotiation – text, email, phone, virtual
– Understanding and application of the Code of Ethics

This class is 2 days in length.  It can be delivered virtually but is much more interactive when in person.

As a Commercial Realtor since 2005, John deeply understands the unique needs and nuances of Commercial Realtors. He will work with you to create a comprehensive multi-year strategic plan for your overlay board/committee/council. We begin with an analysis of your organizational history, then look at current membership, leadership, and resources; and finally look to the future to determine where your organization needs to be to stay relevant to your Commercial Realtor members.

This can run anywhere from ½ day to 2 days, please reach out for a detailed proposal.

Thanks to John’s affiliation with Dynamic Directions, we offer a wide range of strategic planning and association development opportunities. As a group we have facilitated plans for State, Local, and Provincial Associations from 300 to 68,000 members, and can work with you to develop an effective program. Due to their custom nature, these programs are individually priced with full proposal
References and testimonials happily provided

These planning sessions can run anywhere from ½ day to 2 days, please reach out for a detailed proposal.