Leasing, Marketing and Negotiation
May 17-18, 2010
Hilton Garden Inn Atlanta Downtown
Atlanta, Ga.
The Leasing, Marketing and Negotiation course is designed for the entry-level to moderately experienced commercial real estate development professional. The content provides students with an overview of the commercial leasing process and marketing strategy and explores a range of negotiation strategies intended to maximize results. Topics include: leasing's role in the development process, economics and valuation, tenant evaluation and underwriting, legal issues, project marketing, managing brokers and agents and negotiations. This course will also familiarize participants with leasing issues surrounding office space, flex space, retail buildings and pad sites. Industrial property leasing, build-to -suits, commercial condos and sale/leasebacks are also addressed. Role playing and workgroup exercises are used to develop applied negotiation skills and facilitate interaction to enhance understanding of the concepts presented.
Leasing, Marketing and Negotiation's learning objectives include:
- Identifying the comprehensive role of the leasing professional in a development project
- Identifying the economic issues surrounding commercial leases
- Recognizing LOI and lease clauses which cause a developer to lose control of its real estate
- Applying new strategies for successfully negotiating LOI and non-legal lease clauses
- Identifying key aspects of marketing commercial space for lease
- Developing and applying strategies for successful outcomes in LOI and lease negotiations
Faculty: Michael Pelt, MDH Partners LLC
Professional Development Hours (PDH) - 16 hours
Continuing Education Units (CEUs) - 1.6 units
AIA/CES Learning Units - 14 units
Attendees may sign in on site to request transcripts for their coursework to submit to state or local licensing authorities.
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