Real Estate Continuing Education

Introduction to Commercial Real Estate Sales - 7.5 hours  Course Objectives:
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                            This class will examine and explore the various types of commercial real estate, and identifying the important things that a real estate professional needs to know in order to competently work in the commercial area. Discussion will include  the process of locating commercial properties for various uses, the important features clients look for, and the process of showing the property and negotiating the business terms and leases and getting paid your commission.  In the same context, we will also examine the process of investment sales of commercial and mixed use buildings.

        

       Course Highlights:   

                .   An overview of the various types of commercial real estate.

                .   Discussing the various categories of commercial real estate and the basics                     you need to know about each.

                ·   Office, loft-studio and retail spaces.

                ·   Investment building sales.

                .   Key terms and concepts related to each category.

                .  Differences between residential and commercial real estate: features,                    procedures and representation.

                .   The "rules" of commercial real estate or the lack thereof.

                .   Landlord vs. tenant representation.

                ·   Landlord representation – finding landlords and getting them to list with you.

                ·   Tenant representation

                ·   Finding and working with tenants.          

                ·   Meeting special tenant needs– water, electric, elevators, building hours, etc.

                ·   Working with other brokers – referral fees and co-broking.                           

                .   Locating, obtaining and advertising for clients and properties.

                ·   Locating properties for lease and sale – using technology and "the old                     fashioned way".

                ·   Locating potential clients, finding out what they "really want"

                ·   Size (square footage), price range and features.

                ·   Arranging a building tour and preparing supporting documents.

                ·   The inspection tour.

                ·   Preparing, submitting and negotiating the business points of a proposal.

                ·   Working with the other side (landlord or prospective tenant) as well as other                     brokers.

                .   Getting Paid.

                ·   The various forms of commission and how they are paid.

                ·   Negotiating  your best commission arrangements.

                .   Real estate sales.

                ·   Financial elements involved in a sale/purchase.

                ·   Determining and establishing the market value of a building.

                ·   Calculating the return on a real estate investment.

                ·   Reviewing rent roll, other income and expenses.

                ·   Basics of 1031 exchanges and why they are beneficial to real estate brokers.

                ·   Listings and compensation.

                ·   Marketing concepts and the development of a marketing plan.

                ·   Showing a building to prospective buyers – what to do and what not to do.

                ·   Due diligence – researching zoning and building violations.

                ·   Working with attorneys, engineers and inspectors, and your role in                     negotiating and closing the transaction.

                

       Who is the instructor?

                            Steve Landfield has a BA in Urban Affairs from George Washington University and a JD/MBA from Washington University in St. Louis, MO.

                            He is the Director, Commercial Leasing, at Royalton Realty. He specializes in leasing retail, office and other commercial spaces in New York City. 

                            He has been involved in commercial and retail leasing and building sales for number years with various brokerage companies in Manhattan. Prior to that, he was engaged in private practice and in real estate related businesses.

                            Steve taught for 12 years as an Assistant Adjunct Professor in the Business and Public Service Department at Raritan Valley Community College, a county college in New Jersey.

                            He received a Certificate in Advanced Property Management Techniques from The City of New York, Department of Housing Preservation and Development, in addition to certificates evidencing completion of courses in many areas of building  operations and management, including Fair Housing, building finance, water and energy conservation, working with tenants and HUD Lead safe Work Practices.

                            He is a New York Accredited Realty Manager, as certified by the New York Association of Realty Managers (NYARM).

                            When not engaged in real estate matters, Steve is a freelance writer.

                            He was appointed by the NJ State Legislature to the New Jersey Human Relations Council, where he served for two years as Vice-Chairperson.  He remains as an Advisory Board Member to the Council.

                

               Steve Landfield
                (973) 960-4242 Mobile
                New York Accredited Realty Manager (NYARM)
                NY State Certified Real Estate Instructor
                slandfield@gmail.com
Also check out Steve's blog at commercialreal.blogspot.com

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