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Commercial Real Estate Training

April 26-30, 2021

This includes a certificated 3-day program facilitated by the National Commercial Real Estate Association (NCREA). 

Register now for this FREE training.

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Commercial Real Estate Training Program


All times are in PST

8:00 a.m. PST
Welcome and Introductions by the eXp Commercial Team 

Special Guests:

  • Jason Gesing, CEO, eXp Realty
  • Jeff Whiteside, CFO, eXp Realty

8:30 a.m.
Coaching vs. Mentoring vs. Learning by Yourself for Commercial Real Estate.

Have you ever considered doing commercial real estate but didn’t know what would be the best approach?

Learn the pros and cons for each different ways to be a commercial real estate agent.

  • Robert Creamer, Founder, 7 Stream Commercial

9:00 a.m.
Commercial Product Types: Multifamily, MHP/RV/SS, Industrial & Office, Leasing and International Investment

Understand the different products types of commercial real estate and the nuisances of each product type. You will get years of experience and knowledge from our product experts.

  • Calvin Wong, CCIM, Associate Broker, eXp Commercial
  • Charles Swanberg, AREAA
  • James Davis, eXp Commercial
  • Keith Andrews, CCIM, TRC, Broker/Advisor, eXp Commercial
  • Lauren A. Cohen, Esq., Founder & President, e-Council Global
  • Rich Enderlin, Broker/Associate, eXp Commercial

10:00 a.m.
What Commercial Trade organizations can you join to excel your career?

Learn how to take your commercial real estate business to the next level by joining commercial real estate organizations/universities. You can learn, lead and land opportunities through being involved with trade organizations.

  • Timothy Blair, CCIM, President
  • Mark Duclos, SIOR, President
  • Mary Peralta, Program Manager, USC Ross Minority Program in Real Estate
  • Tawnya L. Gilreath, JD, CM&AP, CExP, CFE, CBI, M&A Advisor / Business Broker, LA Business Pros, IBBA
  • Mark E. Hoffman, FRICS
  • Marty Borko, Executive Director, ULI
  • Rebecca Martinez, Membership Co-Chair, ULI

11:00 a.m.
Thinking Outside the Commercial Box (Technology Series)

Our world is changing so quickly with technology. You will learn and find new ways that commercial technology can help you be more effective and productive.

  • Rudy Caamano, CEO, WindWater powered by eXp, Technology Chair
  • Ardian Zagari, Co-Founder, Brevitas
  • Bill Okun, CEO, Reonomy
  • Craig Kaplan, Chief Customer Officer, Virbela
  • Jayson Siano, CEO, Sabre.Life

12:00 p.m.
It’s Not What You Make; It’s What You Keep.

How do you keep more of what you make? We will have experts speaking about taxes, legal structure, and other ways to make sure your personal, business and investing is done the correct way to maximize your return.

  • James Huang, President, eXp Commercial
  • Gene Trowbridge, Managing Partner, Trowbridge Siodoti LLC
  • Doug Blackwell, Vice President, Investment Property Exchange Services, Inc. 
  • Philip Hu, CFP, Owner, Transglobal Holding and Transpacific Financial Inc.

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

Many commercial real estate firms are always telling you to cold call. As it is a great way to get business, another way is to become an influencer in the virtual world.

  • Daniel Eng, Partner, Broker Associate, ENGVEST Group powered by eXp Commercial
  • Chirag Sagar, Co-founder, Mission Matters Media
  • Adam Torres, Co-Founder, Mission Matters Media
  • Marshall Hatfield, CEO, Revas powered by eXp Commercial
  • Tracee Jones, Co-Founder, QualifiedAgent

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

Many real estate projects that encounter problems need more than just a broker but a team of professional consultants to help find a solution or plan. You can be part of that team.

  • GauRav Khanna, Val-Add Partners
  • Stephen Hopkins, CEO, Hopkins Real Estate Group
  • Tom Nguyen, Esq, Managing Director, Hopkins Real Estate Group
  • Colin Jacobs, eXp Realty

3:00 p.m.
Ancillary Services/Strategic Partners

Learn the Resources to excel your Commercial Knowledge and Career.

In commercial real estate, you are always working with a team of professionals. You need to surround yourself with experts from all different disciplines to help you close the transaction.

  • Tommy Thompson, eXp Commercial
  • Mitch Ginsberg, CEO, CommLoan
  • JonPaul Cirrelli, Co-founder, Southeast Director at Fortitude Investment Group, LLC.
  • John Tavarez, Vylla Title
  • Philip Hu, CFP, Owner, Transglobal Holding and Transpacific Financial Inc.

4:00 p.m.
International Fireside Chat with Meghan Kelley and Global Leaders

Commercial Real Estate is not just in the United States, but it’s all over the world. Understanding other countries and how they operate is essential to learn how to do international real estate and represent international investors.

  • Meghan Kelley – Senior Director Global Operations – eXp Realty, MODERATOR
  • Andrew Thompson, Designated Managing Broker, South Africa
  • Shashank Vashishtha, International eXpansion Market Leader, India
  • Andrea Garretta, Onboarding Specialist, Italy
  • Santiago Carrizosa, Broker of Record, Colombia

5:00 p.m.

eXp Commercial eXplained with Stephanie Gilezan, Director of Brokerage Operations, eXp Commercial

Understanding the eXp Commercial platform from why we are called the “Amazon of Real Estate” to what the eXp Commercial can offer you to grow your business to unlimited possibilities.

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

Watch Us Grow

With over 50,000 agents and brokers choosing to ‘hang their license’ at eXp Realty and eXp Commercial, we have become one of the fastest-growing real estate brokerages in North America. And, with almost 1,000 new agents joining every month, this is just the beginning. 

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