Lesson Plans
Stage One: Investment Decision
Time:
noon
-
2 p.m.
(Eastern Time)
Add to Calendar
During this opening session, we'll explore all the factors involved in making the investment decision to proceed with a development project. This includes defining the development process and looking at real estate from an investment viewpoint. We will discuss real estate investment risks and explore the variables that accompany two different types of development projects: a site looking for a use or a use looking for a site.
Facilitator for this Lesson:
James T. Neyer
NAIOP Vice Chair, Membership and Chapter Relations
EVP, Real Estate Development | Al Neyer, Inc.
Cincinnati, Ohio
Subject Area: Essentials of the Development Process, Advanced Development Practices, Basic Real Estate Finance, Leasing, Marketing and Negotiations, Site Feasibility and Financial Analysis of Development Projects
Jim Neyer leads Al. Neyer's real estate development activities with a balanced focus on market driven investment. He has more than 25 years experience in commercial real estate, development, financing and construction. He is a principal and a member of the Al. Neyer Executive Team and has the hands-on expertise and strategic perspective to drive results for Al. Neyer and its investor partners. Neyer serves as a faculty member for NAIOP's Center for Education.
In addition to his work with NAIOP Corporate and NAIOP Cincinnati/Northern Kentucky, he is involved with Downtown Cincinnati, Inc. and several other professional and community organizations. Neyer received his Bachelor of Science degree in civil engineering from Marquette University.
Stage Two: Finding the Opportunity
Time:
noon
-
2 p.m.
(Eastern Time)
Add to Calendar
The second stage focuses on finding a feasible opportunity for development. We'll start by defining the investment objective(s). Then we'll discuss all aspects involved in selecting a site including financial analysis, cost estimates, valuation, governmental controls and infrastructure. We'll also explore the various purchase options available for development projects.
Facilitator for this Lesson:
Timothy Hennelly
President, Great Lakes Region
Ryan Companies U.S. Inc.
Naperville, Illinois
Subject Area: Advanced Development Practices
With more than 23 years experience in the real estate industry, Tim Hennelly has a well-established track record of performance in site selection, planning and design concepts, financial packaging, managing construction coordination and lease or sale negotiation. Having previous experience as an executive for several real estate and brokerage firms, Hennelly understands the challenges of the industrial marketplace.
Stage Three: Feasibility Analysis
Time:
noon
-
2 p.m.
(Eastern Time)
Add to Calendar
We'll begin this session by defining feasibility and then address how to initiate a feasibility study. We will define the due diligence process, along with the intended outcomes, players, final outcomes and budget resources. Lastly, we will examine the factors involved in conducting a property analysis, which include understanding environmental regulations and geotechnical areas of concern; identifying access and transportation issues; and assessing proximity to other uses.
Facilitator for this Lesson:
James T. Neyer
NAIOP Vice Chair, Membership and Chapter Relations
EVP, Real Estate Development | Al Neyer, Inc.
Cincinnati, Ohio
Subject Area: Essentials of the Development Process, Advanced Development Practices, Basic Real Estate Finance, Leasing, Marketing and Negotiations, Site Feasibility and Financial Analysis of Development Projects
Jim Neyer leads Al. Neyer's real estate development activities with a balanced focus on market driven investment. He has more than 25 years experience in commercial real estate, development, financing and construction. He is a principal and a member of the Al. Neyer Executive Team and has the hands-on expertise and strategic perspective to drive results for Al. Neyer and its investor partners. Neyer serves as a faculty member for NAIOP's Center for Education.
In addition to his work with NAIOP Corporate and NAIOP Cincinnati/Northern Kentucky, he is involved with Downtown Cincinnati, Inc. and several other professional and community organizations. Neyer received his Bachelor of Science degree in civil engineering from Marquette University.
Stage Three: Feasibility Analysis (continued)
Time:
noon
-
2 p.m.
(Eastern Time)
Add to Calendar
In this session, we'll provide an overview of real estate economics and macro level determinants of supply and demand. In addition, we'll discuss land use regulations and the impact of the political/legal environment. Course participants will learn to perform a highest and best use analysis and will demonstrate comprehension of information presented by reviewing a case study and completing assigned homework.
Facilitator for this Lesson:
Patricia M. Blasi
President
Borghese Investments, LLC
Aventura, Fla.
Subject Area: Advanced Development Practices, Essentials of the Development Process, Leasing, Marketing and Negotiation.
Patricia Blasi is the president of Borghese Investments LLC, a commercial developer and an advisor to commercial real estate owners, developers and investors. Previously, she was a partner at Panattoni Development Company, one of the nation's largest private commercial development firms, where she developed $100 Million of retail, industrial and land assets.
Stage Four: Contract(s) Negotiation
Time:
noon
-
2 p.m.
(Eastern Time)
Add to Calendar
In this session, we'll discuss the process that commences once the developer enters into contracts with various development team members. We'll examine the eight steps in the acquisition process agreements, which include: offering the property for sale; agreement of business terms/Letter of Intent (LOI); definitive agreements; due diligence agreements; feasibility approvals; the pre-closing; the closing; and the post-closing.
Facilitator for this Lesson:
Barry Trilling
Partner
Wiggin and Dana, LLP
Stamford, Connecticut
Subject Area: Essentials of the Development Process and Site Feasibility
Barry J. Trilling is a partner at Wiggin and Dana LLP. He leads the Climate Change and Sustainable Development group. He is also a member of the Real Estate, Environmental, and Energy Department and both the Clean Tech and Insurance practice groups. Clients call on him to assist on a wide variety of matters with regard to the environment and "green" business and real estate issues. These include business and real estate transactions, due diligence investigations, site remediation, brownfields development, wetlands, insurance transactions and claims, regulatory compliance counseling, mold and asbestos issues, governmental relations, legislation, rule making, National Environmental Policy Act (NEPA) matters, and both administrative and judicial litigation.
Stage Four: Contract(s) Negotiations (Continued)
Time:
noon
-
2 p.m.
(Eastern Time)
Add to Calendar
This segment focuses on the roles and responsibilities of each team member and presents examples of effective negotiations strategies.
Facilitator for this Lesson:
George Pincus, J.D.
Shareholder
Stearns, Weaver et al
Ft. Lauderdale, Florida
Subject Area: Essentials of the Development Process, Basic and Advanced Real Estate Finance, Real Estate Law and Land Use Policy, and Leasing, Marketing and Negotiations
George Pincus is a Shareholder in the Real Estate Department. His practice focuses on office, industrial, retail and build-to-suit leasing, real estate finance and loan work-outs, acquisition and sale transactions and real estate private equity matters, including the formation of real estate investment funds and negotiation of joint venture agreements. Well versed in representing landlords, tenants, lenders, borrower, buyers, sellers, funds and investors in real estate and private equity transactions, Pincus is a solution-driven attorney who recognizes the importance of getting deals closed for his clients.
Pincus has been actively involved with NAIOP for many years and has served in a variety of leadership positions in NAIOP's local, state and national organizations. Pincus has published a number of articles on commercial leasing topics. He is often asked to participate as an instructor in continuing education programs sponsored by the Florida Bar, NAIOP, IREM and other real estate professional organizations.
Stage Five: Formal Commitments
Time:
noon
-
2 p.m.
(Eastern Time)
Add to Calendar
We will identify the various formal commitments entered into following the negotiation process. Contracts that are finalized at this stage may include joint venture agreements, construction loan agreements, permanent loan commitments, construction contracts, exercise of land purchase options, purchase of insurance and pre-lease agreements. We'll also define the elements of a contract and identify standard language and clauses frequently used in real estate contracts. Finally, we will discuss loan documents and look at several standard contracts seen in development deals.
Facilitator for this Lesson:
George Pincus, J.D.
Shareholder
Stearns, Weaver et al
Ft. Lauderdale, Florida
Subject Area: Essentials of the Development Process, Basic and Advanced Real Estate Finance, Real Estate Law and Land Use Policy, and Leasing, Marketing and Negotiations
George Pincus is a Shareholder in the Real Estate Department. His practice focuses on office, industrial, retail and build-to-suit leasing, real estate finance and loan work-outs, acquisition and sale transactions and real estate private equity matters, including the formation of real estate investment funds and negotiation of joint venture agreements. Well versed in representing landlords, tenants, lenders, borrower, buyers, sellers, funds and investors in real estate and private equity transactions, Pincus is a solution-driven attorney who recognizes the importance of getting deals closed for his clients.
Pincus has been actively involved with NAIOP for many years and has served in a variety of leadership positions in NAIOP's local, state and national organizations. Pincus has published a number of articles on commercial leasing topics. He is often asked to participate as an instructor in continuing education programs sponsored by the Florida Bar, NAIOP, IREM and other real estate professional organizations.
This session will explore the three primary influences on the construction process: cost, schedule and quality. We’ll define the developer’s role and the roles of other project team members during the construction phase and discuss general contractors versus construction managers. We will learn how to develop a project timeline using the “Critical Path Method” and strategies for keeping a project on schedule. Students will also become familiar with vital construction documents along with pertinent building codes and regulations.
Facilitator for this Lesson:
Matthew O’Malley
Vice President
Clark Construction Group, LLC
Bethesda, Maryland
Subject Area: Essentials of the Development Process, Construction Management (NAIOP’s Continuing Education Programs)
Matt O'Malley is a vice president with Clark Construction Group, LLC, where he helps lead the acquisition of work efforts for the Mid Atlantic Region. Mr. O'Malley also works closely with the Preconstruction Services Group that provides budgeting and scheduling, as well as other project planning services during the design phase to institutions, public entities and private developers in the Washington, D.C. area. Mr. O'Malley joined Clark Construction Group, LLC in 2000 where he began working with the Clark estimating department. Mr. O'Malley moved on to serve as the project manager for the construction of the new International Monetary Fund Headquarters in Washington D.C., before joining the Preconstruction Services department in 2005.
Mr. O’Malley received a bachelor’s degree in architecture from the University of Virginia, a master of business administration from the University of Maryland and has completed the degree requirements for the master of science in real estate at The Johns Hopkins University.
Mr. O'Malley teaches Essentials of Design and Construction at the University of Maryland graduate real estate program, as well as two courses at Georgetown University's graduate real estate program: Introduction to Construction Management and Construction Estimating and Procurement. He is a LEED Accredited Professional, and a member of several professional organizations in the DC area including NAIOP, ULI, the Washington Building Congress and the DC Building Industry Association.
Stage Seven: Completion and Formal Opening/Stage Eight: Property, Asset and Portfolio Management
Time:
noon
-
2 p.m.
(Eastern Time)
Add to Calendar
In this final session, we’ll discuss the last two stages of a development project: completion and formal opening, and property, asset and portfolio management. In the timeframe leading up to the completion and formal opening of a project, we’ll look at the importance of having a project timeline for operations, drawing up a property management contract and creating a manual of standard operating procedures. In addition, we'll discuss the roles and responsibilities of the property asset team and talk about how developing a thorough marketing plan increases advertising for the completed project. Other aspects involved in preparing for the formal opening include obtaining local approvals for occupancy, ensuring that all necessary utilities are connected and, finally, facilitating tenants’ move in. In the property, asset and portfolio management phase, we’ll discuss ensuring the construction loan is paid off, obtaining permanent loan financing, maximizing investment objectives, overseeing leasing activity and property management, and reconfiguring remodeling and remarketing space as necessary to extend its economic life.
Facilitator for this Lesson:
Joan Woodard
President & CEO
Simons & Woodard Inc
Santa Rosa, Calif.
Subject Area: Essentials of the Development Process, Advanced Development Practices, Leasing Marketing and Negotiation, Site Feasibility and Financial Analysis of Development Projects
Joan Woodard has more than 35 years in the commercial real estate development and management business. She is currently the president and CEO of Simons & Woodard, Inc. in Santa Rosa, Calif. Ms. Woodard is responsible for overseeing architecture, marketing, leasing, property and financial management. Ms. Woodard began her career in real estate as a financial analyst and project manager in Atlanta with John Portman. She worked on architectural and development projects all over the world. In 1985, she joined Walt Disney on the West Coast as vice president for Disney Development, where she developed short and long-term plans for the company's use of real assets, among which was the planning process that resulted in Disney's corporate headquarters in Burbank and Disney's California Adventure in Anaheim.
Education Credits
Education Credits
Essentials of the Development Process is approved for the following Education Credit:
16 hours credit toward the Certificate of Advanced Study in Commercial Real Estate Development.
15 AIA/CES Learning Units
16 Professional Development Hours (PDH)
1.6 Continuing Education Units (CEUs)
Tuition & Register
Tuition & Register
Payment for a NAIOP Online Course entitles access for one person only to the course and all materials.
Course Tuition
Early Bird Deadline – January 14, 2013
Member Early: $795
Member Regular: $945
Nonmember Early: $995
Nonmember Regular: $1,145
Developing Leaders (NAIOP Members age 35 and under) Early: $595
Developing Leaders (NAIOP Members age 35 and under) Regular: $745
How to Register
- Register online
- Fax: Complete the PDF form and fax to 703-904-7003
- Mail: Send check payments to: P.O. Box 333354, Chantilly, VA 20153
- Register over the phone/questions: 800-666-6780
Confirmation
All registrations processed online receive an automatic confirmation. If you register via fax, mail or phone, the confirmation emails will be sent to you after your payment is received and processed. If you do not receive the confirmation emails within two weeks, please contact bell@naiop.org.
Cancellation Policy
All cancellations must be in writing. Cancellations of registrants received after January 2, 2013 will be charged a fee of $100 per attendee. Cancellations received after January 16, 2013, will forfeit the registration fee. No refunds will be made for no-shows. Substitutions are permitted until January 17, 2013. Non-members substituting for members will pay the difference in fees. Please fax all cancellation/substitution notices to (703) 904-7003.