Leasing, Marketing and Negotiations On-demand Course

The Leasing, Marketing and Negotiations course is designed for entry to intermediate-level commercial real estate development professionals. It is ideal for leasing agents, developers, asset managers and owners. The course provides learners with an overview of the commercial leasing process and marketing strategy, and explores a range of applied negotiation strategies intended to immediately maximize the value of every commercial lease. This course will expose learners to leasing issues surrounding office space, flex space, retail buildings and pad sites. Industrial property leasing, build to suits, commercial condos and sale/leasebacks are also addressed.

Learning Objectives

  • Identify the comprehensive role of the leasing professional in a development project
  • Identify the economic issues surrounding commercial leases
  • Recognize LOI and lease clauses that cause a developer to lose control of its real estate
  • Apply new strategies for successfully negotiating LOI and non-legal lease clauses
  • Identify key aspects of marketing commercial space for lease
  • Develop and apply strategies for successful outcomes in LOI and lease negotiations

Tuition & Register

Payment for a NAIOP on-demand course entitles access for one person only to the course and all materials.

Course Tuition

Member TypeUSDCAD
Member$795$1,040
Nonmember$995$1,300
Developing Leader$595$780
Student Member$95$125
Student Nonmember$145$190


How to Register

  • Register online: Click on the green Register button. You will need to log in or create a free account in order to see the Register button.
  • Fax: Complete the registration form for US  or for Canada  and fax to 703-904-7003
  • Mail: Send check payments to: NAIOP, CL500060, PO Box 5007, Merrifield, VA 22116-5007
  • Register over the phone/questions: 800-666-6780

Confirmation

All registrations processed online receive an automatic order confirmation and receipt. If you register via fax, mail, or phone, a receipt must be requested by contacting education@naiop.org.

Login instructions to access the on-demand course are sent under separate cover . If you do not received the login instructions, please check your spam folder. If the login email is still not there, please contact the NAIOP Education Department.

Cancellation Policy

No refunds will be issued.

Key:

Complete
Failed
Available
Locked
LMNOD Module 1 - Projects and the Role of Leasing and Marketing
Module 1 - Projects and the Role of Leasing and Marketing Class Recording
Open to view video.
Open to view video. This module will discuss what projects are in the context of leasing, marketing and negotiation, and by understanding the origins, we can help to define the issues, opportunities and potential pitfalls that create project success or failure. We will go over the role that leasing and marketing plays in various types of projects and what a property owner should expect to gain from having leasing on the team from the beginning of a project, from site selection, site programming, design and project layout.
Module 1 Projects and the Role of Leasing and Marketing Presentation
Open to download resource.
Open to download resource.
Module 1 Homework - Keegan & Coppin Office Lease Transactions
Open to download resource.
Open to download resource.
LMNOD Module 2 - The Importance of Leasing and Marketing to Project Success
Module 2 The Importance of Leasing and Marketing in Creating Successful Projects Class Recording
Open to view video.
Open to view video. In this Module, we will take a much deeper look into the role of the leasing and marketing team and what makes the difference between basic job performance and truly being a respected leasing professional. We will then talk about how leasing helps with the development cost budget, the leasing assumptions, the project income expectations and the feasibility of projects.
Module 2 The Importance of Leasing and Marketing to Project Success Presentation
Open to download resource.
Open to download resource.
Module 2 Homework - Strategic Advantage Article
Open to download resource.
Open to download resource.
LMNOD Module 3 - Project Economics
Module 3 Project Economics Class Recording
Open to view video.
Open to view video. The project economics Module will go into more detail about how project rents are determined as well as how net effective rents are computed. We will begin the process of dissecting various lease terms and conditions and how the negotiation of them can impact value, for better or worse.
Module 3 Project Economics Presentation
Open to download resource.
Open to download resource.
Module 3 Exercise - Value Added Facts
Open to download resource.
Open to download resource.
Module 3 Exercise - Value Added Template
Open to download resource.
Open to download resource.
Module 3 Exercise - Value Added Answer Key
Open to download resource.
Open to download resource.
LMNOD Module 4 - Tenant Evaluation and Tenant Mix
Module 4 Tenant Evaluation and Tenant Mix Class Recording
Open to view video.
Open to view video. This module will provide students with the necessary skills to successfully evaluate potential tenants and discuss the important process of underwriting. Among the topics that will be addressed are identifying key components of a tenant’s business plan, determining whether or not a tenant has enough business experience and identifying key measures of a tenant’s liquidity and net worth. Students will also identify ways in which the landlord can mitigate a lease’s financial risk, gain an understanding of how various types of tenant uses impact a development project, and learn to define key provisions of a lease guaranty agreement as well as the various types of legal entities tenants may use. In addition, we’ll discuss how to verify entity existence and good standing.
Module 4 Tenant Evaluation and Tenant Mix Presentation
Open to download resource.
Open to download resource.
LMNOD Module 5 - Project Marketing and Brokerage
Module 5 Project Marketing and Brokerage Class Recording
Open to view video.
Open to view video. This module will explore various strategies to help you successfully market an available project. We’ll help you create a marketing plan by answering these questions: What marketing materials are required before you can begin project leasing? What information do you need to gather for your marketing materials? What legal issues do you need to be aware of when preparing marketing materials? What are the methods available for reaching your target audience and are there online sources available for project marketing? We’ll also discuss how marketing materials should be targeted to different types of tenants and their use of the project. In the second half of this Module, we will talk about managing the leasing agents and brokers charged with leasing your development project. We will outline the types of project feedback you should expect from brokers and discuss broker and agent interaction with the development team, in addition to identifying the written information you’ll require brokers and agents to provide throughout the development process.
Module 5 Project Marketing and Brokerage Presentation
Open to download resource.
Open to download resource.
Module 5 Homework - Community Foundation 120 SPR Proposal
Open to download resource.
Open to download resource.
Module 5 Homework - Federal Request for Lease Proposals
Open to download resource.
Open to download resource.
LMNOD Module 6 - Negotiations Part One
Module 6 Negotiations Part One Class Recording
Open to view video.
Open to view video. This first module regarding negotiations will describe and examine the various types of leases and lease structures, examine the importance of use clauses and their key components as well as the assignment clause and its key components and issues. Students will learn the difference between assignment and subleasing and gain familiarity with anchor and co-tenancy clauses in retail leasing. We’ll also discuss the importance of a tenant opening requirement, tenant go-dark provisions and recapture rights and define the key elements of a tenant relocation provision. Other topics that will be addressed include how to handle no build and tenant control area requests and understanding the importance of defining trade names within a lease.
Module 6 Negotiations Part One Presentation
Open to download resource.
Open to download resource.
Module 6 Homework - Flex Office LOI
Open to download resource.
Open to download resource.
Module 6 Homework - FlexOfficeLOI - Instructor Version
Open to download resource.
Open to download resource.
Module 6 Homework - Grocery Letter of Intent
Open to download resource.
Open to download resource.
Module 6 Homework - GroceryLetterofIntent - Instructor Version
Open to download resource.
Open to download resource.
LMNOD Module 7 Negotiations Part Two
Module 7 Negotiations Part Two Class Recording
Open to view video.
Open to view video. The leasing process presents many legal issues for those involved in leasing a property. In this Module, we’ll define subordination and non-disturbance agreements, discuss the various types of tenant and landlord insurance requirements, identify the key elements of a casualty provision and explore the lease issues that arise from condemnation. Students will also learn the key language that is required in letters of intent, how to control the lease negotiation process with legal counsel and gain an understanding of lien waivers and tenant estoppel certificates and their significance. We will spend time examining why the operating expense provisions of leases can be heavily negotiated. In all cases, we will look at what is motivating the tenant to want certain things, and what motivates the landlord to resist.
Module 7 Negotiations Part Two Presentation
Open to download resource.
Open to download resource.
LMNOD Module 8 Negotiations Part Three - Tips & Tricks
Module 8 Negotiations Part Three - Tips & Tricks Class Recording
Open to view video.
Open to view video. This final module will finish the topic of negotiations with a discussion of the various styles and traits of good negotiators, how to handle different types of negotiations, the importance of preparation and role play. Many tips will be shared and discussed. We will return to the subject of the leasing and marketing team and go into more depth on selecting and managing a listing broker. Students will also gain a better understanding of the importance and key provisions of commission agreements, real estate broker licensing requirements and commission payments. Finally, a number of helpful bonus items will be shared that should provide discussion framework to recap the entire course.
Module 8 Negotiations Part Three - Tips & Tricks Presentation
Open to download resource.
Open to download resource.
End of Course Items
LMNOD Exam - Required for Certificate Candidates
# of Questions: 30 | Total Points: 30 | Passing Score:  24
# of Questions: 30 | Total Points: 30 | Passing Score:  24 If you are a NAIOP certificate candidate, the test is required. You must get 24 out of 30 questions correct in order to pass the test. You have five attempts to pass the test.
LMNOD Skipping the Exam Acknowledgement
Agree to terms to continue.
Agree to terms to continue. If you are not planning on taking the test, please click the Read Terms button. Then you will be able to complete the Evaluation and print your transcript.
LMNOD Evaluation
7 Questions
LMNOD Transcript
16.00 PDH, AIA Learning Units credits  |  Certificate available
16.00 PDH, AIA Learning Units credits  |  Certificate available