This exciting set of 12 DVD's outlines a complete career in Commercial Real Estate. Available February 2008, the cost of the entire program is $499. For more information, email us at c21keim@yahoo.com
DVD 1 - Introduction to Commercial Property
1. Office Buildings / Office Space - Understanding Class A, B, and C. Hi Rise vs Low and Mid Rise, Measuring Office Space and More
2. Retail Buildings / Retail Space - Understanding the differences and terminology.
3. Shopping Centers - Differentiation
4. Industrial / Flexible Space
5. Hospitality Property - Hotels, Motels, Golf Courses, Resorts, Casinos and more. Understanding the terminology.
6. Multifamily Property
7. Farm and Ranch Property
8. Business Opportunity
9. Vacant Developable Land
10. Senior Housing / Long Term Care Facilities
DVD 2 - Data Gathering and Property Analysis
Gathering Data and Information, Zoning Data and Potential Uses. Zoning Regulations, Restrictions on Building, Setbacks, Maximum Height Restrictions, Site Coverage, Parking Restrictions, Improvements, Understanding the Market Area, Research Specific to the Property, Where to find Property Comparison Data, Comparisons for investment properties, office properties, Retail properties and Shopping Centers, Comparisons for Industrial properties and Warehouse properties, Research on the Marketplace, Finding and Compiling Market Data, Vacancy and Absorption Rates, Factors that affect vacancy rates, Calculating Vacancy Rate for a Marketplace, Understanding Absorption Rates
DVD 3 - Commercial Real Estate Investment Analysis
Investment Analysis 75 The Benefits to Owning Investment Real Estate 75 Types of Real Estate Investors: 76 Understanding Investment Income 78 Understanding Operating Expenses 81 Fixed Expenses 81 Variable Expenses 81 Reserves 82 Return on Investment 82 Cap Rate 84 Understanding Cash Flows 85 Calculating Annual Cash Flows 86 Accounting for Taxes 87 Complete Cash Flow Calculation 88 Calculating Property Sale Cash Flow 89 Multi Year Cash Flow Forecasts 90 Estimating Incomes and Expenses 91 Understanding Present Value 95 Discounted Cash Flows 95 Calculating Net Present Value Using Excel 97 Internal Rate of Return (IRR) 97 Calculating Internal Rate of Return Using Excel 98 Appraised Value VS Return on Investment 99 Appraised Value 99 Putting the Numbers Together 100 Evaluating and Price Investment Property 100
DVD 4 - Commercial Leases
Commercial Leases 104 What is a Commercial Lease? 104 End-User or Tenants Objectives in Leasing Property 105 Owner’s or Landlord’s Objectives in Leasing the Property 106 Points at which Tenants and Landlords Agree 106 Types of Lease Payments 106 Parts of a Commercial Lease 108 Common Lease Clauses 110 Term of a Lease 111 Quoting Rental Rates 111 Landlord and Tenant Improvements 112 Other Types of Leases 112
DVD 5 - Introduction to Commercial Mortgages
Introduction to Commercial Mortgages 116 Borrower’s Perspective VS Lender’s Perspective 116 Understanding Commercial Financing Terms 117 Important Terms 117 Closing Costs 119 Amortization 120 Fully Amortized VS Partially Amortized 121 Calculating Mortgage Payments 122 Using Microsoft Excel 123 Using a Financial Calculator 123 Calculating Maximum Purchase Price 123 Understanding the Loan Process 125 Types of Lenders 126 Types of Commercial Loans 127 Qualifying for a Commercial Loan 128 Loan to Value Ratio (LTV) 128 Debt Service Coverage Ratio (DSCR) 129 Debt Ratio 129 Commercial Loan Applications 130
DVD 6 - Understanding the Practice of Commercial Real Estate
The Practice of Commercial Real Estate 134 The Seller’s Side 134 The Buyer’s Side 135 The Sale 136
DVD 7 - Commercial and Investment Real Estate Prospecting Systems
Prospecting 137 Introduction to Prospecting 137 Long Term Prospecting Methods 139 Sphere of Influence 139 Client Gatherings 144 Farming for Business 144 Workshops 145 Networking Organizations 146 Other Networking 146 Short Term Prospecting Methods 146 Cold Calling 147 Vacant Property Owners 148 Expired Listings 149 Other Methods
DVD 8 - Commercial Real Estate Listing Presentation
The Listing Presentation 152 Introduction to Listing Commercial Properties 152 The Listing Track 153 Pre-Listing Package or Resume Book 155 Introductory Letter and Company Profile 156 Agent Credentials 156 Testimonials 156 Properties for Sale 157 Personalizing your resume 157 Working in Teams 158 The Presentation 159 Pricing the Property Correctly 161 Types of Listing Contracts 163 Exclusive Right to Sell, Exclusive Right to Lease 164 Exclusive Agency 164 Showing Agreement 165 Parts of a Listing Contract 166 Handling Objections 169 Real Estate Commission Objection 169 Price Objection 170 Listing Exclusions
DVD 9 - Marketing and Servicing Commercial Real Estate
Providing Service and Marketing to your Sellers 174 Introduction to Service 174 Feedback on showings 175 The Golden Rule 176 Staging and Showing the Property 176 Signs 177 Using MLS Systems 178 Internet Resources 179 Personal Web Site 179 Search Engines 179 Online Yellow Pages 180 Commercial Databases 180 Brochures 181 Faxing, Mailing and E-Mailing to Other Brokers 183 Broker’s Open Houses 183 Postcards 184 Local Newspaper Advertising 185 Asking your clients for Referrals 185
DVD 10 - Working with Commercial and Investment Property Buyers
Working with Buyers 188 Agency Relationships 188 Handling Incoming Calls 190 Switching Properties 190 Sign Calls 192 Newspaper and Magazine Advertisement Calls 194 Internet Calls 195 Follow Up, Follow Up, Follow Up 196 Alternate places to find buyers 197 Explaining Buyer Agency 198 The Buyer Presentation 198 Pre-Qualification / Pre-Approval 200 Handling Buyer and Tenant Objections
DVD 11 - The Commercial Real Estate Sales Process
The Sale 204 Broker Co-Operation Agreement 205 Letter of Intent 205 Negotiating 207 Due Diligence Periods 207 Property and Building Inspections 208 Environmental Testing 209 Verifying the Income and Expenses 209 Zoning Verification or Zoning Approvals 210 Negotiating Repairs 210 Parts of a Sales Contract 210 Contingency Clauses for a Sales Contract 213 Title Insurance 215 Types of Title Insurance Coverage: 216 Settlement
DVD 12 - 1031 Exchanges, Capital Gains and Other Commercial Issues
Depreciation and Cost Recovery Charts 221 Appendix B – 1031 Tax Exchanges 223 Avoiding Capital Gains 223 The Ground Rules 223 Calculating a Realized Gain for the IRS