Second only to the quality of your character, your success in commercial real estate brokerage depends on your ability to demonstrate expertise. Make no mistake about it, clients hire you for your expertise.

Unfortunately, most agents and brokers, especially those with less than five years in the business, are not perceived by their potential clients as being experts. This is usually due to four factors:

1. They do not know enough about a broad range of subjects related to Commercial Real Estate. You must have a good understanding of every major property type, every major transaction, and the people involved in the industry. If your eyes glaze over when they start talking about things that they think you should know, you’re in trouble.

2. They do not communicate their expertise effectively. There is a paradox here: When you try to talk about your expertise, people do not perceive you as an expert. What tells them you are an expert is your ability to ask the right questions about a subject. Unfortunately, most agents do not know the right questions to ask and are therefore branded as a rookie.

3. They are not specialists. Once you have a broad understanding of the market and the right questions to ask for each property or scenario, you must choose on aspect of the business in which to specialize. Clients want to work with specialist. Clients assume that if you do specialize, you must be an expert.

4. They lack the confidence. The worst part about not knowing what you need to know is that it affects your own confidence, which in turns affects your ability to get out and get the business you need.

Some realize the need to master the fundamentals and they go about obtaining the expertise, but unfortunately, they often take too long to do so. Some try and do it by being and apprentice to a veteran agent or broker. Other do it by taking classes that tend to be too deep, very convoluted, and too long. Still others try to read up on the subject. While all of these methods have merit, we have found that they generally prolong the time it takes to develop expertise.

All of this changed a couple of years ago when we released the Top Dogs course, entitled How to Fast-Track Your Expertise in Commercial Real Estate Brokerage. It uses accelerated learning techniques to help participants to quickly learn what is necessary to succeed in the business.

You may participate in this course through video, or, if you prefer, you may participate in each module by joining an on-line class each month in which one of the topics will be taught and explored.

Class Topics include:

• Office Space: 45 Questions You Must Ask

• Industrial Space: 15 Things You Must Know

• Retail Space: 29 Questions You Must Ask

• Multi-Family Residential: How to Stand Out As an Expert

• Land Brokerage: What You Need to Know to Profit From Vacant Land

• Investment Analysis: The Numbers Made Simple

• Property Valuation: How to Value Commercial Property

• Commercial Property Financing: How to Get a Deal Done

• Owner Representation: 8 Steps to Representing Owners

• Buyer Representation: Anatomy of a Commercial Sale

• Tenant Representation: 8 Steps to Representing Tenants

• Tools You Need to Have and People You Need to Get to Know

Each month, you’ll join the instructors and a small group of other emerging brokers to work on improving one aspect of your business. Each session will include written materials, and engaging, interactive presentation, an extensive Q & A session, a detailed list of actions to take in order to improve one aspect of your practice, and a money-back guarantee.

For more information on each session, including the upcoming schedule, click the link below or call 1-888-894-5772. You may register for each session, one at a time, for $89.00, or you can register for all 12 sessions, including the recordings of the sessions, for just $595.00.

To register for the entire series, simply register for one session. On the registration form, check the box indicating your desire to register for the entire series. Your card will be charged for the balance and you will receive confirmation of your registration in each of the next 12 sessions.

Click Here to Register

Answers to common questions:

Q. What is involved in the technology? Do I need special software or hardware to participate?

A. You will need a decent computer (younger than 5-7 years) and an internet connection that is high-speed (DSL or better). When you login to the presentation the first time, all of the necessary software is downloaded automatically. You will then be able to see, on screen, the power point presentation, the video feed from the presenters, and any additional materials used in the presentation. You will be able to listen to the presentation on your computer, through Voice-Over-IP, but it is also highly recommended that you call in to a conference call line that is provided for each session. This will allow you to interact with the presenters and ask questions verbally.

Q. How long are the sessions?

A. We are targeting between 1 ¼ and 1 ½ hours per session but if we need to go a bit longer we will.

Q. Will the sessions be recorded and/or; What happens if I miss a session?

A. Yes, and there is no charge for reviewing earlier sessions in which you were a participant.

Q. Will I be able to ask questions during the sessions?

A. Yes, participants are encouraged to do so. You will be able to click a button to “raise your hand”. When called upon, you will be able to ask your questions verbally and interact with the presenters. Alternately, you can type questions into a special place on screen. The presenters will be able to see the questions and respond to them.

Q. Will new people come in and re-hash old questions?

A. New participants might come in from time to time, but since all the sessions will be recorded, they will be directed to earlier sessions for repeat questions and topics.

Download a PDF of the Schedule