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The Basic
Types of Leases |
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Square Footage
Calculations |
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Information on
the Measurement of Building Space |
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Rent
Calculations |
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Pass Through
Expenses |
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Escalation
Clauses and more |
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Tenant Representation Knowledge Including: |
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Eight Steps to
Effective Tenant Representation |
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How to
Conduct a Comprehensive Needs Analysis |
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How to Ask for
an Exclusive Agreement |
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Understanding
Leasing Time Lines |
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How to Preview
Potential Locations |
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How to Conduct
Site Inspections with Your Client |
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How to Write
Winning Letters of Intent |
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Subleasing:
Risks and Drawbacks |
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How to Prepare
for a Space Plan Review Meeting |
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Economic Analysis of a Lease |
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How and Why to
Go After Listings |
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Steps for
Getting a Lot of Great Listings |
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Where to Look
for Listings |
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Scripts for
Setting Listing Appointments |
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What Information to Send About Yourself Before a
Listing Appointment |
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Tips for Your
First Meeting With a Property Owner/Manager |
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How To Do a
Great Listing Presentation |
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Basic Elements
of a Listing Proposal |
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How to Put
Together a Listing Proposal |
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Marketing the
Property |
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Typical
Reasons for Buying or Selling Commercial Real Estate |
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Different
Types of Buyers |
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Listing
Property for Sale |
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How to
Calculate and Use Cap Rates |
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How to
Calculate and Use Cash on Cash Returns |
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How to Explain
Correct Pricing to a Seller |
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Valuing
Vacant Property |
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Marketing / Lead Generation Skills: |
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Establishing
an Ideal Clientele, a Niche, Identity, or Area of Expertise |
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Steps for
Setting Up an Area of Responsibility |
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Owner
Prospecting Call Scripts |
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Tenant
Prospecting Call Scripts |
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How to
Pre-frame an Appointment and Build an Identity |
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How to
Establish Marketing Channels, or Pillars |
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How to Find
the "Back Door" |
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How to Set Up
a Leads Group |
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The Power of
Flow Charting |
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How to Predict
the Success of a Marketing Plan |
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The Power of
Testing |
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How to Manage
Your System |
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How to Write a
Business Plan |
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How to Set Up
and Use a Personal Web Site |
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How to Make
Sure People Return to Your Site |
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How to Create
a 30-Second Personal Commercial |
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Tips for
Effective Networking |
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How to Use
Direct Mail |
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Image-Building
Mail |
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Direct
Response Mail |
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Ideas of What
to Offer |
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Tips for
Getting Good Results from Direct Response Mail |
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The Elements
of a Great Sales Letter |
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How to Get
Testimonial Letters |
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Sales
Psychology |
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Steps to Lead
Conversion |
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How to Build
Rapport |
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Steps to
Effective Compliments |
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Matching, or
Mirroring |
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Steps to
Creating an Attention-Grabbing Statement |
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Probing &
Qualifying ? Information Gathering Questions |
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Emotion
Inducing Questions |
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The Principle
of Contrast |
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The Principle
of Commitment & Consistency |
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Ways to Pre-frame Objections |
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How to Deliver
a Dynamic Sales Presentation |
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The Key
Elements of a Great Sales Presentation |
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Test Closing |
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The Steps to
Handling Objections |
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Negotiating
Skills |
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How to Close
the Sale |
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Steps for
Transitioning to a Close |
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How to Assume
the Sale |
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Client
Follow-Up |
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Commitments
Necessary for Success |
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The Keys to
Behavioral Modeling |
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State
Management |
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The Importance of Your Mental and
Emotional State |
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How to Put a
Dollar Value on Your Time |
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The Power of
Goals |
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Using Flow
Charts to Help Achieve Goals |
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Time
Management Basics |
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The Necessary
Tools for Effective Time Management |
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The Planning
Ritual |
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A Key to
Success: Wealth is the Experience of Flow |
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The Importance
of Congruency |
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The Importance
of Beliefs and How to Adopt Empowering Beliefs |
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