CCA Course Descriptions

CORE COMPONENTS OF COMMERCIAL BROKERAGE -
COURSE DESCRIPTIONS

The Center for Career Advancement courses provide the industry's best training programs to learn the fundamentals of commercial real estate brokerage from seasoned practitioners and enhance professional skills. Whether you are working towards earning the SIOR designation or seeking commercial real estate education on your own, you will benefit from the information, practical insights, and case studies that comprise the Center for Career Advancement Courses as well as the opportunities to make lasting networking resources. There are no prerequisites to any course and everyone is welcome.

SIOR MANDATORY COURSE TOPICS

Construction
The construction course is very technical and incorporates construction terminology and building structure techniques. Students are expected to have a basic understanding of construction prior to the course and should come prepared for a heavy technical review. Topics covered include: site development, electrical systems, mechanical systems, contract terminology, and construction scheduling. Upon completion of the course, the successful learner will:
     1) Understand the deal structure and the role of construction in the process.
     2) List project team alternatives.
     3) Understand the client's needs analysis.
     4) Recognize the financial implications of the construction process.
     5) Define the role of site selection and due diligence.
     6) Describe the construction process from the bottom up.
     7) Understand green building and LEED certification.

Ethics & Professional Standards
This module fulfills the requirement to understand SIOR ethics, mediation, and arbitration practices. Topics covered include: values, principles and ethics, ethical and legal standards, ethical problem areas in commercial real estate, and the SIOR Code of Ethics and Standards of Professional Practice. Upon completion of the course, the successful learner will:
     1) Define ethics terms and how ethics relates to business practices.
     2) Differentiate ethical issues from legal issues.
     3) Recognize situations where issues may arise in practice.
     4) Know how to manage a business practice to avoid ethical and professional conflicts of interest.
     5) Understand the due process available to a commercial real estate professional within SIOR involved in
         a business dispute.

Understanding the Lease Agreement
Team taught by a real estate broker and a real estate attorney, this module offers a detailed definitional review of each commercial lease clause and its corresponding legal/business implications. Topics covered include: parties in a transaction, the lease negotiation process, lease types, lease clauses, and tenant and landlord rights. Upon completion of this course, the successful learner will:
     1) Understand the lease process from RFP to final lease.
     2) Define the terminology used in a lease agreement.
     3) Understand the importance of the lease in relation to the transaction.
     4) Describe the roles of all parties in a lease negotiation and transaction.
     5) Identify market and financial trends that affect the lease negotiation process.

SIOR ELECTIVE COURSE TOPICS

Advanced Sales Skills
This module is a sold training for new brokers, as well as a back-to-basics refresher that many experienced brokers will also appreciate. Topics covered include: listening skills, leadership and salesmanship, teamwork, relationship maintenance, and the buying cycle. Upon completion of this course, the successful learner will:
     1) Define salesmanship and identify the skills and techniques needed to influence people.
     2) Renew knowledge and use of leadership skills.
     3) Understand the power of differentiating yourself from the competition.
     4) Identify methods to be a successful leader.
     5) Understand the importance of relationship development and maintenance.

Build-to-Suit Development
This module provides an executive level of material at a fast-moving pace with intensive algebra and math as well as heavy use of a business calculator (HP12C or HP10BII). This module is designed for students with seven or more years of experience, but anyone is welcome. Topics covered include: concepts of wealth building, asset allocation, types of developers, pro formas, soft and hard costs, and financial analysis. Case studies and student negotiations are also incorporated. Upon completion of this course, the successful learner will:
     1) Understand how to execute a build-to-suit lease development, either as a broker or a broker/consultant.
     2) Understand the land-use development process, starting with site constraints, construction costs,
          build-out.
     3) Analyze a project with reference to borrowing capabilities, needed equity, and rates of return.
     4) Identify how to reduce risks and discover new development opportunities.
     5) Understand how to structure a developer's pro forma for a build-to-suit scenario and to understand
          the first year rental rate per square foot.
     6) Understand the general processes involved in speculative and build-to-suit development decisions.

Consolidating a Business Strategy
This module will provide the newer broker with an understanding of macro-marketing issues and methods for building a successful real estate business. The module also provides a solid review for more senior brokers. Topics covered include: creating an individual business vision, the buying cycle, short- and long-term prospecting techniques, and marketing plans. Upon successful completion of the course, the successful learner will:
     1) Define "marketing."
     2) Recognize critical first steps in creating a marketing and business plan.
     3) Understand macro-marketing issues.
     4) Identify ways to build a real estate business.
     5) Review the elements of a quality proposal, marketing plan, and activity report.
     6) Create a personal business plan.
     7) Identify elements of a successful listing presentation.

Introduction to Real Estate Investment and Finance
This module requires a basic understanding of the use of a business calculator (preferably the HP10BII) and business financial terms. Topics covered include: tenant cost analysis, cash flows and investor behavior, compounding and discounting, computing loan balance, interest and principle, internal rate of return, sources of income, net operating income, cash flow mode, and real estate taxation. Upon completion of the course, the successful learner will:
     1) Understand the financial impacts of a lease.
     2) Identify the benefits and disadvantages of owning versus leasing.
     3) Review the methods to determine the value of real estate and the impact of a lease on that value.
     4) Evaluate and analyze a corporate financial statement.

Negotiation Skills
This module offers three phases of the negotiation process that can assist a broker with a commercial lease negotiation. The module is geared toward students with less than 10 years experience, but senior brokers will also refresh their knowledge of negotiation fundamentals and learn new tips and tricks to supplement their negotiation prowess. Topics covered include: key elements in the negotiation process, win/win, setting the stage, and closing techniques. Upon completion of the course, the successful learner will:
     1) Understand preparation "secrets" for use before a negotiation session.
     2) Understand how to read motive.
     3) List successful negotiation techniques, including the "power variable."
     4) Discuss the appropriate time to walk away from a commercial lease negotiating table.
     5) Recall ways of getting to "yes."
     6) Identify negotiation tactics and counter-tactics.

Tenant and Landlord Representation
This module provides a review of the legal and ethical issues involved in tenant and landlord representation. A review of compensation strategies is also provided. Topics covered include: agency law, dual agency, advocacy, and tips to increase the probability of receiving broker compensation. Role playing may be used. Upon completion of this course, the successful learner will:
     1) Define brokerage roles and assignments from both the tenant and landlord perspectives.
     2) Address legal, practical, and ethical issues in representation.
     3) Describe the advantages and disadvantages of tenant representation.
     4) Understand tenant and landlord representation strategies.

Course Questions?
Contact Lizzy Koenst, Director of Education at 202.449.8222 or lkoenst@sior.com

Registration Questions?
Contact Erin Stephens, Education Program Coordinator at 202.449.8206 or estephens@sior.com

Admissions Questions?
Contact Taylor Miller, Admissions Manager at 202.449.8234 or tmiller@sior.com