|
|
|
Leasing, Marketing and Negotiation
November 18 - 20, 2008
Crowne Plaza Old Town
Alexandria, Va.
NAIOP's Leasing, Marketing and Negotiation course is designed for entry to intermediate-level commercial real estate development professionals seeking a broader scope of fundamentals. This course is ideal for leasing agents with less than 3 years experience, new development managers, owners, development team members, appraisers, lenders, non-leasing attorneys or anyone who desires to expand their basic competencies.
This comprehensive and highly interactive course provides participants with the knowledge necessary to immediately increase the value of every commercial lease. The course objective is to provide aspiring professionals with the breadth of knowledge necessary to both manage the risk of a project, and increase value, through lease structure. Topics include: managing the leasing process, lease terms and economics, tenant underwriting, landlord/tenant control issues, project marketing and lease negotiations.
Course Learning Objectives:
- Understand the leasing agent's role in the development process
- Identify the different types and provisions of lease structures
- Understand how to negotiate tenant improvement allowances
- Illustrate how to structure renewal options to maximize project value
- Identify key measures of a tenant's liquidity and net worth
- Define key provisions of a lease guaranty agreement
- Define the various types of tenant and landlord insurance requirements
- Understand how to control the lease negotiation process with legal counsel
- Determine what marketing materials are required before beginning to lease a project
- Identify legal issues to be considered when preparing marketing materials
- Define the role of in-house leasing when using a listing broker
- Identify traits of successful negotiators
- Understand how negotiations are impacted by the size of the group at the negotiating table
|
|