Leasing, Marketing and Negotiations Online Course

Recorded On: 03/06/2019

  • Registration Closed

Course Dates: 
Wednesdays, March 6 - April 24, 2019
Noon - 2:00 p.m. eastern time

The Leasing, Marketing and Negotiation 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 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, and build to suits. Many valuable handouts are also made available to students.

Learning Objectives

  • Identify the comprehensive role of the leasing professional in a development project and what differentiates a great leasing professional
  • Identify the economic issues surrounding commercial leases
  • Understand how to evaluate potential tenants for risk and methods for mitigating that risk
  • Recognize LOI and lease clauses that cause a developer to lose control of its real estate
  • Apply successful strategies for negotiating LOI and non-legal lease clauses
  • Identify key aspects of marketing commercial space for lease
  • Develop strategies for successful outcomes in LOI and lease negotiations
  • Learn from experienced practitioners what works and why and how to turn things around when they aren’t going as they should

Tuition & Register

Payment for a NAIOP online 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 at the top of the page. You will need to log in or create a free account in order to see the Register button.
  • Fax: Complete the PDF registration form 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 online course are sent under separate cover. If it is less than one week until the start of the course and you have not received the login instructions, please check your spam folder. If the login email is still not there, please contact the NAIOP Education Department at education@naiop.org.

Cancellation Policy

All cancellations must be in writing. Cancellations of registrants received after February 12, 2019, will be charged a fee of $100 per attendee. Cancellations received after February 26, 2019 will forfeit the registration fee. No refunds will be made for no-shows. Substitutions are permitted until February 26, 2019. Nonmembers substituting for members will pay the difference in fees. Cancellation/substitution notices should be sent to education@naiop.org or faxed to 703-674-1471.

Rick Chatham

Director of Global Sales & Marketing

  • Rick Chatham is Director of Global Sales & Marketing for Atisa Group.
  • Rick earned his MBA from Pepperdine University, during which time he consulted for Starbucks on a queuing efficiency problem that resulted in a yearly net savings of $4M.  He also helped create Disney Store’s first Earth Day campaign.
  • Since graduation, Rick has worked as the marketing rep for a chain of physical therapy clinics, was one of the top national salesmen for Sears Home Improvements, and created marketing programs for two tech start-ups.
  • As director of sales and marketing for Atisa, Rick is responsible for leading teams straddling three separate business units:  Atisa Industrial, Atisa Commercial, and Hacienda Agua Caliente. His main focus is using data-driven decisions to drastically increase the company’s top line sales and bottom line profit.
  • Rick is an associate member of NAIOP and SIOR, as well as San Diego Rotary, both the San Diego and Otay Mesa Chambers of Commerce, and the Western Maquiladora Trade Association.

Jerold P. Franke

Consultant

Jerry Franke retired in June 2017 following forty-four years of experience in community development and commercial real estate development, including:

  • Thirteen years of municipal government development and administrative experience in Des Moines and Waterloo, Iowa and Janesville, Wisconsin.
  • One and one-half years as a member of Governor Tommy Thompson’s administration responsible for marketing economic development opportunities throughout Wisconsin.
  • Twenty-nine years as a key member of WISPARK LLC, including the last seventeen as its President.  WISPARK, the real estate development arm of WEC Energy Group, has developed some of the largest and most complex business park and mixed-use settings in southeast Wisconsin representing more than three billion dollars in value.

After retirement, Jerry established Franke Development Advisors LLC, a commercial real estate consulting firm providing services to municipalities and commercial real estate developers.  He has served on the Johnson Bank and Johnson Financial Group board of directors since 1993.

Franke has been recognized for his contributions to the commercial real estate industry and economic development efforts by several national, regional and local publications and organizations.

Joan Woodard

Consultant

  • Joan Woodard has more than 45 years in the commercial real estate development and management business.
  • She is the former President and CEO of Simons & Woodard in Santa Rosa, CA., where she was responsible for overseeing architecture, marketing, leasing, property and financial management for twenty years.
  • Ms. Woodard began her career in real estate as a financial analyst and project manager in Atlanta with John Portman.
  • In 1985, she joined Walt Disney on the West Coast as vice president for Disney Development, where she developed short and long-term plans for the company's use of real assets, among which was the planning process that resulted in Disney's corporate headquarters in Burbank and Disney's California Adventure in Anaheim.
  • Ms. Woodard is semi-retired living in Coeur d’Alene, Idaho. She serves as a Hearing Examiner for Kootenai County along with consulting, mentoring and teaching in commercial real estate. She is also a volunteer Ombudsman for long-term care facilities.

Key:

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LMN Modules and Learning Objectives
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LMN19 Module 1 - Projects and the Role of Leasing and Marketing
Module 1 - Projects and the Role of Leasing and Marketing Live Course
03/06/2019 at 12:00 PM (EST)   |  135 minutes
03/06/2019 at 12:00 PM (EST)   |  135 minutes 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 Class Recording
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Open to view video.
Module 1 Projects and the Role of Leasing and Marketing Presentation
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Open to download resource.
LMN19 Module 1 Verification Code
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Module 1 Homework - Keegan & Coppin Office Lease Transactions
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Open to download resource.
LMN19 Module 1 Evaluation
1 Question
LMN19 Module 2 - The Importance of Leasing and Marketing to Project Success
Module 2 - The Importance of Leasing and Marketing to Project Success Live Course
03/13/2019 at 12:00 PM (EDT)   |  120 minutes
03/13/2019 at 12:00 PM (EDT)   |  120 minutes 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 Course Recording
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Open to view video.
Module 2 The Importance of Leasing and Marketing to Project Success Presentation
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Open to download resource.
LMN19 Module 2 Verification Code
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Module 2 Homework - Strategic Advantage Article
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Open to download resource.
LMN19 Module 2 Evaluation
1 Question
LMN19 Module 3 - Project Economics and Why Leasing Should Understand the Details
Module 3 Project Economics and Why Leasing Should Understand the Details Live Class
03/20/2019 at 12:00 PM (EDT)   |  120 minutes
03/20/2019 at 12:00 PM (EDT)   |  120 minutes 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.
LMN19 Module 3 Class Recording
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Open to view video.
Module 3 Project Economics and Why Leasing Should Understand the Details Presentation
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Open to download resource.
LMN19 Module 3 Verification Code
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Module 3 Exercise - Value Added Facts
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Module 3 Exercise - Value Added Template
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Module 3 Exercise - Value Added Answer Key
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Open to download resource.
LMN19 Module 3 Evaluation
1 Question
LMN19 Module 4 - Tenant Evaluation and Underwriting
Module 4 Tenant Evaluation and Underwriting Live Class
03/27/2019 at 12:00 PM (EDT)   |  120 minutes
03/27/2019 at 12:00 PM (EDT)   |  120 minutes
Module 4 Class Recording
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Open to view video.
Module 4 Tenant Evaluation and Underwriting Presentation
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Open to download resource. 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.
LMN19 Module 4 Verification Code
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LMN19 Module 4 Evaluation
1 Question
LMN19 Module 5 - Project Marketing and Brokerage
Module 5 Project Marketing and Brokerage Live Class
04/03/2019 at 12:00 PM (EDT)   |  120 minutes
04/03/2019 at 12:00 PM (EDT)   |  120 minutes
Module 5 Value Add Investment Class Recording
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Open to view video.
Module 5 Project Marketing and Brokerage Presentation
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Open to download resource. 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.
LMN19 Module 5 Verification Code
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Module 5 Homework - Community Foundation 120 SPR Proposal
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Open to download resource.
Module 5 Homework - Federal Request for Lease Proposals
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Open to download resource.
LMN19 Module 5 Evaluation
1 Question
LMN19 Module 6 - Negotiations—Part One
Module 6 Negotiations Part One Live Class
04/10/2019 at 12:00 PM (EDT)   |  120 minutes
04/10/2019 at 12:00 PM (EDT)   |  120 minutes
Module 6 Negotiations Part One Class Recording
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Open to view video.
Module 6 Negotiations Part One Presentation
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Open to download resource. 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.
LMN19 Module 6 Verification Code
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Module 6 Homework - Flex Office LOI
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Open to download resource.
Module 6 Homework - Grocery Letter of Intent
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Open to download resource.
LMN19 Module 6 Evaluation
1 Question
LMN19 Module 7 - Negotiations—Part Two
Module 7 Negotiations Part Two Live Class
04/17/2019 at 12:00 PM (EDT)   |  120 minutes
04/17/2019 at 12:00 PM (EDT)   |  120 minutes
Module 7 Negotiations Part Two Recording
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Open to view video.
Module 7 Negotiations Part Two Presentation
Open to download resource.
Open to download resource. 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.
LMN19 Module 7 Verification Code
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LMN19 Module 7 Evaluation
1 Question
LMN19 Module 8 - Negotiations—Part Three Plus Bonus Material
Module 8 Negotiations Part Three Live Class
04/24/2019 at 12:00 PM (EDT)   |  120 minutes
04/24/2019 at 12:00 PM (EDT)   |  120 minutes
Module 8 Negotiations Part Three Live Class Recording
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Open to view video.
Module 8 Negotiations Part Three Presentation
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Open to download resource. 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.
LMN19 Module 8 Verification Code
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End of Course Items
LMN19 Module 8 Evaluation
1 Question
LMN19 Exam - Required for Certificate Candidates
30 Questions  |  5 attempts  |  24/30 points to pass
30 Questions  |  5 attempts  |  24/30 points to pass 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.
LMN19 Skipping the Exam Acknowledgement
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LMN19 Full Course Evaluation
7 Questions
LMN19 Transcript
16.00 PDH, AIA Learning Units credits  |  Certificate available
16.00 PDH, AIA Learning Units credits  |  Certificate available