Courses authored and instructed by

Edward S. Smith Jr., CREI, ITI, CIC, GREEN, MICP, CNS

CIREC Program Developer

Also see other courses under Certification Programs.

Subject matter for most topics is available in 3 hour courses, or 7 hour or 7.5 hour expanded programs. Topics include: Investing in Real Estate, Commercial Real Estate Brokerage, Leasing Properties, Green Commercial Buildings, HP10BII calculator series instruction and multi course Certification programs. Courses may be delivered for continuing education credit or as seminars.

Courses are also available in Distance Learning format using Zoom Meetings.

Introduction to Commercial Real Estate Courses

“Getting Started in Commercial Real Estate”
Approved for 1 ½ hours of NY continuing education credit.

This course will…

·         Help you understand the Commercial side of Real Estate

·         Show you the Opportunities

·         Teach you some of the basics about buildings and leases

·         Provide a guideline of the things you need to learn to be successful

·         Give you over a dozen ways to start to build your Commercial Brokerage Business

“Commercial Real Estate Situations and Solutions”

Pending approval for 3 hours of NY and CT continuing education credit.

So many unique situations arise in Commercial Real Estate; we as Brokers and Agents need to understand the impact on Sellers, Buyers, Landlords, Tenants, and ourselves.

In this course we will discuss potential issues and suggest solutions. We will focus on solving the “What IF” circumstances that occur in our business. Having the correct language in our Listing Agreements and Leases can cover many of these contingencies.

“Understanding Commercial Real Estate”
Approved for 7.5 hours of NY continuing education credit, including 1 hour of Agency Training.

This course provides an overview of what you need to learn to do commercial real estate transactions. It will focus on what information needs to be gathered for each of the different types of commercial properties and for financial analysis. Then it explores
the basics of building a commercial real estate business.

Next, we look at the people side of the business, first by learning about negotiating with your client to get a listing or representation agreement and complying with NY Agency Law. The course then examines more negotiation concepts that are used when representing your client.

Real Estate Negotiations Course

"All About Negotiations"

Approved for 3 hours of continuing education credit in CT and NY.

Become a better Negotiator by learning about:

• Types of Negotiations and Negotiators
• Communication and Body Language
• Real Estate Negotiations Issues
• Direct Negotiations
• Overcoming Objections
• Third Party Negotiations
• Influence and Persuasion Concepts
• Negotiation Tactics

“Negotiating With and For your Clients”

Approved for 3 hours of NYS continuing education credit, including 1 hour of Agency training.

This course will:

• Examine define different types of negotiators
• Teach you direct negotiation concepts
• Provide methods to overcome price and commission objections
• Explain Commercial Agency requirements
• Focus on negotiating for your clients behalf
• Show you negotiation techniques and tactics

Investing in  Real Estate Courses

"Buy the  Numbers: Investing in Real Estate"
Approved for 3 hours of continuing education credit in CT and NY.

Learn what you need to know about investing in real estate.

• Basic investment concepts
• Financial analysis and financing
• Income taxes on investment properties
• Evaluating the business opportunity
• Selling your property -Capital Gains Taxes
• Comparing different types of investment properties

"Introduction to Commercial & Investment Real Estate: Concepts and Terms"
Approved for 7.5 hours of NY continuing education credit.
Approved for 7 hours of NJ continuing educational credit.

An introductory level course that offers a logical progression to learn Commercial and Investment real estate concepts and terminology through practical examples. Course highlights include:

- Learn the "Jargon" of Commercial Realtors
- Understand Investment Principals
- "User" vs. "Investor" Needs
- Basic Investment Analysis
- Spread Sheet Cash Flow Forecasting
- Learn Investment Formulas

Basic mathematical skills and the ability to use a calculator is required. Students must bring their own calculator to class.

Commercial Real Estate Brokerage

 “Building Your Commercial Real Estate Business”
Approved for 3 hours of CT and NY continuing education credit.

How to get started developing a Commercial Real Estate Business.

·         Planning your business -  understanding numbers
·         Developing listing presentation and your marketing plan
·         Foundations of your business – what you need to do!
-         Data sources – how to collect and record information
·         Prospecting, your daily activities for success

"Listing Commercial Properties: What the Buyer or Tenant will want to know"
Approved for 3 hours of CT and NY continuing educational credit.

What your buyers and tenants will want to know about your listed properties

• Learn to gather the information necessary for customers to evaluate a building or space
• Examine office, retail and industrial properties
• Understand space concepts: usable verses rentable
• Explore selling land; zoning and environmental issues

“Commercial Real Estate Ethics” Connecticut version

Approved for 3 hours CT continuing education credit; also suitable for compliance with National Association of Realtors® (NAR) mandatory Ethics course requirements

“Commercial Real Estate Ethics” New York version

Pending Approved for 3 hours continuing education credit, including 1 hour of Agency training; also suitable for compliance with National Association of Realtors® (NAR) mandatory Ethics course requirements.

Both courses will explore:

• Defining Ethics
• Real Estate Guidelines – Fiduciary Duties
• Real Estate Rules – Agency Laws
• Business Ethics
• Real Estate Consumers
• NAR Code of Ethics with Case Studies
• Qualities of Ethical People

"Introduction to Commercial Real Estate: Tools of the Trade"
Approved for 7.5 hours of NY continuing education credit.
Approved for 7 hours of NJ continuing education credit.

An introductory level course that teaches how to gather the basic information your customers will want to know about the different types of properties. How to market this information and get paid! The course focuses on:

- Understanding Different Types of Properties
- Information gathering - Listing Checklists are Provided
- Listing Agreements and Commercial Clauses
- Commercial Marketing Practices

• American Disability Act (ADA) laws and compliance
• Fair Housing laws
• Discrimination laws
• Types of bias
• Inadvertent discrimination

"Selling Commercial and Investment Properties: Issues, Money and Laws"
Approved for 7.5 hours of NYS continuing education credit. This course also satisfies the NYS requirement for 3 hours of Fair Housing and /or Discrimination training for license renewals.
Approved for 7 hours NJ continuing education credit.

This course explores important considerations in brokering real estate including:

• Building issues such as environmental concerns, fair housing and ADA laws and compliance
• Methods of determining property values
• Financing – mortgages, loan-to-value, debt service ratio
• Cash flows and the impact of taxes
• Sale of property – capital gains taxes, 1031 Exchanges
• Discrimination laws, types of bias, inadvertent discrimination

Leasing Properties

"All About Leases"
Approved for 7.5 hours of NY continuing education credit.
Approved for 7 hours of NJ continuing education credit.

Explore the many different types of commercial property leases and the various issues that they need to cover. In this course you will learn the terminology and key clauses found in most leases and examine the entire leasing process.

- Understand Space Definition from Everyone's Perspective
- Learn all of the Monetary Issues in Lease Negotiations
- Identify the Broker's Key Issues in Leasing
- Explore the "Standard" Lease
- Letters of Intent and Requests for Proposal
- Understand the Steps From Listing to Lease Signing

Green Commercial Buildings

"Green Commercial Buildings: Issues, Systems and Savings"
Approved for 3 hours CT and NY continuing education credit.

Learn all about Green concepts and construction.

• Why greening buildings is so important
• The Real Estate Professionals role
• Building rating systems, Energy Star, Green Globes and LEED
• Specific issues and solutions
• The economics, Return on Investments

"The Evolution of Green Commercial Buildings"
Approval for 7.5 hours of NY continuing education credit.

This comprehensive course explains how the green movement developed, where it is today and what the future may hold. Topics include:

• Earth issues and their effect on real estate
• Features of green buildings
• Green rating systems: Energy Star, Green Globes and LEED
• The economics, costs and paybacks
• Understanding the new green leases
• Future trends and smart growth

HP10BII Calculator Series Instruction

"Real Estate Formulas and Calculations"
Approved for 7.5 hours of NY continuing education credit.
Approved for 6 hours of CT continuing education credit.
 

This course is designed to provide an understanding of the various formulas used in real estate brokerage. Learn to use the Hewlett Packard HP10BII  (or HP10BII+) Financial Calculator to perform calculations used in residential, commercial and investment real estate. New and experienced agents will learn through practical examples the basic keys, memory functions, and formula adaptations.

- Understand Various Forms of Commission Calculations
- Learn to Determine Market Value of Investment Properties
- Calculate Mortgage Payments
- Learn about Amortization and Balloon Mortgages
- Internal Rate of Return
- Understand Cash Flows and Net Present Value

Students are required to bring a Hewlet Packard HP 10BII or HP10BII+ calculator to class (the calculatior is also available as a phone app).

Combined Course 15 Hours

"What you need to know about Selling and Leasing Commercial Real Estate"
Approved CT continuing education credit.

Course is designed to satisfy one of the 15 hour Elective Course requirements for the Connecticut Real Estate Brokers application and for Continuing Education credits. Material is applicable to all States. Course includes:

- Building and Environmental Issues
- Financial Analysis
- Financing Today
- Income Taxes on Investment Properties
- Evaluating the Business Opportunity - IRR and NPV
- Selling Property - Capital Gaines Taxes and 1031 Exchanges
- Types of Leases
- Lease Issues and Clauses
- The "Standard" Lease
- The Leasing Process
- Lease Forms, RFP, LOI
- Lease verses Purchase Analysis

Commercial and Investment Real Estate Certification Program

See Certification Program page for details.
 

Ed Smith may be contacted at: CRETeach@charter.net