Making the broad leap from selling houses to brokering commercial/investment properties may seem daunting, if not discouraging, to those wanting to widen their real estate expertise and customer outreach.  Getting and assimilating the right information (minus the jargon and confusing math) is power, so are practical steps from bridging the gap between working with home buyers and real estate investors.  Discover the ever-widing world of commercial real estate - different property types; representing sellers, buyer, landlords and tenants; choosing an eventual area of specialization.  Learn basic pricing methods, simple and more complex rates of return, potential tax shelter opportunities...along with useful tools and techniques for prospecting, listing, consulting, negotiating and closing.  A conditional "commercial experience" that's informative, insightful, inspiring (2 - 3 days)

It takes more than a "commercial: sign and a one or two "resimercial" professionals to penetrate and capture the smaller, but highly competitive commercial real estate marketplace.  Like any successful business venture, commercial brokerage requires the right focus, operating systems, people and resources to make your commercial office (or division) a noticed, self-sustaining profit center.  Which commecial property "sectors" match your marketplace?  Which do not?  What resources are readily available?  Which system (programs, policies, procedures) need to be built and firmly implanted?  What kind of management team will be needed to recruit, train, grow and sustain a successful, distinctly "commercial" business operation?  

A traditional "analysis paralysis" course; you'll not only personally understand (for once) be able to explain to prospective investors and commercial property users?  Learn various investor motives, considerations, and criteria.  How does real estate compare against stocks, precious metals, commodities, and other kinds of investments?  Learn the four revenue sources of real estate as a competitive investment alternative.  Measure and analyize cash flow, potential tax savings, and other aspects of real estate evealuation.  Examine real estate from an appraiser'sl, lender's, seller's, and investor/user's perspective.  Learn the nuances of traditional vs. overall investment analysis, including more sophisticated methods of discouted cash flow analysis.

Real estate is unique because it often produces tax savings vs. significant tax liabilities common to other investment types.  Understanding how federal and state taxes impact real estate is important in working with investor clients and their advisers.  Learn the latest depreciation rules allocation techniques, tax credits deductions, and adjustments, and how these affect different tax "classes" of real estate.  How to anticipate likely capital gains and other taxes due upon property disposition.  Learn the "rules" for qualified tax-deferred exchanges and other lawful mechanisms for reducing or postponing capital gains and other "upon-disposition" taxes, thus widening the investor's future investment real estate choices.  A real tie-breaker is capturing lifelong clients!

As the real estate industry continues to be assaulted by the latest "interlopers" - new franchises, tech, companies, iBrokers, virtual brokers - the need to adapt and adopt is no longer optional.  Marty examines the immediate and extended effects of such dramatic (drastic) industry changes and challenges; their impact on traditional real estate brokerage, and how REALTORS must elevate and differentiate their expertise and service levels far above what's been customary or expected.  More than gadgets, gimmicky (and the latest app), there are social, political, and generational changes that call into question our commissions, "exclusives", and once sacrosanct role as real estate gatekeepers and deal makers.  Introspective, informative, and inspiring, Marty adds a wee dash of humor and extraordinary hubris to this brash real estate brokerage realty.  Everyone admits the problem, but are there practical solutions?  Learn several feasible ways to propel your business to even loftier heights!

Recruiting is still lifeblood of every successful business, but it's for many REALTORS that vital lifeline is often clotted from abuse, misuse or disuse!  There's no single right wy to recruit, but some methods work better than others, depending on your market, agent mix, company culture, and professional prospecting, selling and closing skills.  New agents or only "experienced"? Full time or part time?  What about splits?  These and other questions are discussed, dissected and directed into a full-blown business plan that restores agent-recruitment to its preeminet management responsibility; providing a vital system for sustained company growth and profitability (versus a knee-jerk's reaction to empty desks).  Marty takes a "soup to nuts" approach, from setting recruiting goals, crystalizing your value proposition, and other preliminary considerations to actual scripting, presenting, nurturing, closing and onboarding.

Are you still measuring brokerage success by shiny trophies and inflated dollar volume?  Is yours a real business, or an expensive hobby?  Are you the top producer in your office?  Marty takes on this oft-evaded, ever-sensitive topic with confidence, clarity, and a bit of controversy.  How much is your business worth?  Which business models work better (or not at all) in attaining and retaining monetary success?  How to best attack the financial elephant that infects and destroys so many businesses, large and small.  Examine each "line" of your profitability mix - from "top line" commissions and ancillary revenues.. to "middle line" splits and other deductions.. to monitoring and minimizing wasteful expenses.  How to separate company-generated business from transactions procured by your sales team? A practical, positive look at tackling a once-seeming impossibility - owning a business worth owning.

Intended for those familiar with commercial real estate, business brokerage training focuses primarily on non-real estate assets like inventory and equipment, on financial performance like gross revenues or net profits, on "intangibles? like goodwill and copyrights - much less on the business's physical space.  Business sales primarily deal with  personal property like equipment and inventory - or intangibles like goodwill and copyrights.  Training presumes basic understanding of retail brokerage and commercial leasing.  So, we've limited our topic to analyzing, pricing, listing, marketing, and selling ongoing business concerns - apart from any leased or owned real estate.  Learn about different types of business entities, their pros, and cons, how to read, analyze, and explain the traditional financial statement, make adjustments, analyze and reallocate business assets, and price various types of businesses where "rules of thumb: often prevail. (1 - 2 days)

A complete "how to" for building or improving new and existing retail centers. The program has two parts; Ground up development of a shopping center, Land acquisition, market study, pro forma, anchor store leasing, and small shop leasing techniques, selling out-parcels, understanding loans and financing, dealing with contractors, the role of an engineer, the due diligence process, proper design and layout of a shopping center, and much more.  Purchasing and redeveloping a shopping center, identifying properties to buy, analyzing the property, the due diligence process, the proper understanding of cap rate, how to review a rent roll, understanding REA agreements, reviewing site plans, how to renovate a shopping center, and much more.  In addition, students will prepare a mock development for "hands-on" shopping center development training.  Date:  Know the evolution of retail shopping centers, their various types, sizes, and layouts; the adaptive strategies to ensure their economic viability, and role in serving local neighborhoods, consumers, and potential workers.  Understand key principles for successfully brokering retail centers - building, repurposing, financing renovating, leasing, tenant retention, marketing, and selling.  Provide guidance and resources for various phases of new shopping center development, including investment analysis, financing assistance, pre-leasing, rezoning, and garnering community support. 

(2-days).