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eXp Commercial Training 

April 26 – 30, 2021

Introduction to Commercial Real Estate which includes a certificated 3-day training program facilitated by Michael Simpson, of the National Commercial Real Estate Associations (NCREA). 

Register now for this FREE training.

Register here


All times are in PST

8:00 a.m. PST
Welcome and Introductions
eXp Commercial Team
Glenn Sanford and Jason Gesing

8:30 a.m.
Coaching vs. Mentoring vs. Learning by Yourself

9:00 a.m.
Commercial Product Types
Multifamily, NNN, Retail & Office, Land, Leasing and Business Opportunity

10:00 a.m.
What organization can you join to be the best?
Commercial Trade Organization

11:00 a.m.
Thinking outside the Commercial Box

12:00 p.m.
It’s not what you make, It’s what you keep!!

1:00 p.m.
Don’t like Cold Calling? Be an influencer

2:00 p.m.
Opening doors with Consulting; Being an Advisor

3:00 p.m.
Ancillary Services

4:00 p.m.
International Real Estate

5:00 p.m.
Putting it all together and making it work

7:00 – 9:30 a.m.
Commercial RE Fundamentals
Introduction to The NCREA, Michael Simpson

  • Terminology, Language,
  • ScriptsCorrectly Approaching CRE Brokers
  • Set-up and Marketing Package Review
  • Rent/Lease Surveys
  • Formulas, Calculations, GRM, ROI, Cap Rate, NOI, SGI, Vacancy Expense
    Factors, Debt service, Debt Coverage Ratio, Proforma,
  • Seller Financing

9:30 – 10:15 a.m.
Buyer Analysis

  • Buyer ROI Practical Application Exercises & Homework
  • Understanding Cap Rate, ROI, is it a good deal
  • Costar Comps, what to pull from comps, LOI,
  • Confidentiality Agreements
  • Determine Value using Income Approach
  • Raising Value using Forced Appreciation
  • 3 different types of ROI
  • 5 Benefits of Owning Investment Property

10:15 – 11:15 a.m.

Case study, homework, volunteer math practice with Steven

11:15 a.m. – 1:00 p.m.

Test your knowledge (just for fun) Determine value using income approach, homework review

1:15 p.m. – 3:00 p.m.

  • CRE Systems for Success
  • How to Find, Screen and Work with Investors (Buyers)
  • 3 Different Types of Investors
    Investor Scripts

Day 1 Closing Thoughts and Considerations for Day 2

7:00 – 9:00 a.m.
The NCREA Patented GRID System
(heavy math warning)

  • Seller Financial Analysis: ROE vs ROI
  • Seller Listings!
  • Determining Seller Motivation Scripts
  • Understand Diminishing ROE & When is the Right Time to Sell

9:00 – 10:00 a.m.
SBA Lending

10:00 – 11:00 a.m.
Case Study, Homework, Volunteer Math Practice

11:00 a.m. – 1:00 p.m.
5 Pillars of The Grid System
TheNCREA Coaching Programs
CRE Marketing, The Importance of 2 Step Listing Process, Seller Scripts

1:15 – 3:00 p.m.
Prospecting/Marketing How to Stand Out to Obtain More Exclusive
CRE TOOLS & Reports

Brief Overview of Marketing Sites, Comp Sites, Set up Package Tools – Loopnet, AIR, Buildout, Realnex, RPR Commercial, REIS, Costar, Prospect Now, Catalyst etc.

Case Study, Homework and close

7:00 – 9:00 a.m.
The GRID System
Why Investors Buy and Sell
Understanding Diminishing ROE
The Grid Criteria

9:00 – 10:00 a.m.
Cold Calling with Expert Rich Enderlin
Becoming a Market Expert
Prospecting for Exclusive and Pocket Listings

10:00 – 11:00 a.m. (Lunch)
Case study, homework, volunteer math
practice with Steven

11:00 a.m. – 1:00 p.m.
The Grid System 4 Step Overview
The Grid Criteria
Income and Outgoing Call Scripts for Sellers

1:00 – 2:00 p.m.
NCREA & CREIPS Designation Certification Testing

2:00 – 3:00 p.m.
CRE TOOLS – Resources for Phone #’s, email addresses CRM’s etc.
More Income and Outgoing Call, Scripts, Objection Handling for Sellers
Investment Planning Strategies
Obtaining the Signature
Scheduling & Suggested Plan of Action, Class & Material Review
Demo Listing Presentation

Closing Thoughts

10:00 a.m.
Introduction and Welcome by Jeff Whiteside

10:15 – 10:45 a.m.
Rich Enderlin
Accountability, Calendar, Scorecard

10:45 – 11:00 a.m.
Broker Continuum
What is the Broker Continuum?

11:00 – 11:45 a.m.
Creating a Database – Part 1
Relational Database, CRM, Farm Package

11:45 a.m. – 12:00 p.m.
Guest Speaker – Andy Rowley, Fidelity Title

12:00 – 12:15 p.m.
Create a Database – Part II

12:15 – 1:00 p.m.

1:00 – 1:15 p.m.
Guest Speaker (to be announced)

1:30 – 1:45 p.m.
Create a Marketing Package
Review of BC, Define Marketing Package/Listing Proposal, Turning Marketing Package into an OM

1:45 – 2:15 p.m.
Guest Speaker – AlysseGryzwa, BuildOut

2:15 – 3:00 p.m.
1st & 2nd Meetings – Objectives

3:00 – 3:30 p.m.
Finance & Debt

3:30 – 5:00 p.m.
Closing out with Recruiting, Referral,
and Replicating

*Schedule Subject to Change 
Register here

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