Leasing, Marketing and Negotiations On-demand

Leasing, Marketing, and Negotiation

Leasing, Marketing and Negotiations

The Leasing, Marketing and Negotiations course is designed for entry to intermediate-level commercial real estate development professionals. It is ideal for leasing agents, developers, asset managers and owners. The course provides learners with an overview of the commercial leasing process and marketing strategy, and explores a range of applied negotiation strategies intended to immediately maximize the value of every commercial lease. This course will expose learners to 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.

About On-demand Courses

This is an edited version of a previously recorded, live, online course. Student and instructor comments are the opinions of the individuals and do not necessarily reflect the views of NAIOP.

All handouts and resource materials are posted with the module to which they belong, as well as an evaluation and assessment at the end of the course.

To receive proof of attendance for this course, each student must attend/view all eight modules and complete the evaluation.

As a NAIOP Certificate candidate, you must complete all eight modules in the Leasing, Marketing and Negotiations On-demand course, submit the evaluation, and pass the end-of-course assessment with a score of 80 percent or better.

If you experience any difficulty with accessing this on demand course or its materials, please email education@naiop.org or call 703-904-7100, 8:30 a.m.–5:30 p.m. (ET), Monday–Friday. You can also view the FAQ here.

Lesson Plans

Module 1

Leasing's Role in the Development Process

This session will discuss when the leasing department should be brought in and identify the leasing agent's role in the development process. We'll also determine a projected timeline for a project lease-up and explore the involvement of leasing in the design and layout of a project. Lastly, we'll examine leasing's role in developing a project's proforma along with the leasing department's contribution when preparing a development project cost budget.

Module 2

Lease Types and Structures

In this session, we'll identify the various types of leases along with the different types of lease structures. Students will also gain an understanding of what is included in Common Area Maintenance (CAM) and learn the key provisions in CAM clause negotiations. In addition, we will discuss how project expenses and real estate taxes should be handled, identify the types of insurance that may be passed thru in a lease and define methods of measuring space for lease.

Module 3

Lease Economics and Valuations

The Lease Economics and Valuation session will illustrate how project rents are determined as well as how net effective rents are computed. We'll explain the key components of a percentage rent clause and define methods of determining the cost of landlord work. This session will also address the following: how to negotiate tenant improvement allowances; how to structure renewal options to maximize project value; identifying methods for new tenant qualifying and underwriting; how landlord delivery and tenant acceptance clauses should be written; and how early termination provisions affect lease value.

Module 4

Tenant Evaluation and Underwriting

This session will provide students with the necessary skills to successfully evaluate potential tenants and discuss the important process of underwriting. Among the topics that will be addressed are identifying key components of a tenant's business plan, determining whether or not a tenant has enough business experience and identifying key measures of a tenant's liquidity and net worth. Students will also identify ways in which the landlord can mitigate a lease's financial risk, gain an understanding of how various types of tenant uses impact a development project, and learn to define key provisions of a lease guaranty agreement as well as the various types of legal entities tenants may use. In addition, we'll discuss how to verify entity existence and good standing.

Module 5

Property Control Issues in Leasing

The Property Control Issues in Leasing session will examine the importance of use clauses and their key components as well as the assignment clause and its key components and issues. Students will learn the difference between assignment and subleasing and gain familiarity with anchor and co-tenancy clauses in retail leasing. We'll also discuss the importance of a tenant opening requirement, tenant go-dark provisions and recapture rights and define the key elements of a tenant relocation provision. Other topics that will be addressed include how to handle no build and tenant control area requests and understanding the importance of defining trade names within a lease.

Module 6

Legal Issues in Leasing for Non-Lawyers

The leasing process presents many legal issues for those involved in leasing a property. In this session, we'll define subordination and non-disturbance agreements, discuss the various types of tenant and landlord insurance requirements, identify the key elements of a casualty provision and explore the lease issues that arise from condemnation. Students will also learn the key language that is required in letters of intent, how to control the lease negotiation process with legal counsel and gain an understanding of lien waivers and tenant estoppel certificates and their significance.

Module 7

Real Estate Project Marketing

This session will explore various strategies to help you successfully market an available project. We'll help you create a marketing plan by answering these questions: What marketing materials are required before you can begin project leasing? What information do you need to gather for your marketing materials? What legal issues do you need to be aware of when preparing marketing materials? What are the methods available for reaching your target audience and are there online sources available for project marketing? We'll also discuss how marketing materials should be targeted to different types of tenants and their use of the project.

Module 8

Managing Real Estate Brokers and Leasing Agents

This informative session will explore the important topic of successfully managing brokers and leasing agents. We'll examine the role of role of a project's listing broker as well as that of in-house leasing when using a listing broker. Students will also gain a better understanding of the importance and key provisions of commission agreements, real estate broker licensing requirements and commission payments. We will outline the types of project feedback you should expect from brokers and discuss broker and agent interaction with the development team, in addition to identifying the written information you'll require brokers and agents to provide throughout the development process.

Module 9

Negotiations

The final session revolves around the all-important topic of negotiation. We'll start by identifying the various styles of negotiations and traits of successful negotiators and discuss the importance of determining desired outcomes before negotiations begin. The differences between face-to-face and telephone negotiations will also be addressed. In addition, we'll discuss who should negotiate on behalf of a landlord, how negotiations are impacted by the size of the group at the negotiating table, who should throw out the first number to establish a position and the importance of thorough preparation prior to taking a seat at the negotiation table.

Education Credits

Education Credits

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Leasing, Marketing and Negotiations is approved for the following Education Credit:
16 hours credit toward the Certificate of Advanced Study in Commercial Real Estate Development.

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15 AIA/CES Learning Units
16 Professional Development Hours (PDH)
1.6 Continuing Education Units (CEUs)

Learning Objectives

Learning Objectives

  • Identify the comprehensive role of the leasing professional in a development project
  • Identify the economic issues surrounding commercial leases
  • Recognize LOI and lease clauses that cause a developer to lose control of its real estate
  • Apply new strategies for successfully negotiating LOI and non-legal lease clauses
  • Identify key aspects of marketing commercial space for lease
  • Develop and apply strategies for successful outcomes in LOI and lease negotiations

Tuition & Register

Tuition & Register

Payment for a NAIOP on demand course entitles access for one person only to the course and all materials.

Course Tuition

  • Member: $795
  • Nonmember: $995
  • Developing Leader: $595
  • Student Member: $95
  • Student Nonmember: $145

How to Register

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 NAIOP at (703) 904-7100 to verify enrollment.

Cancellation Policy

No refunds will be issued.

FAQs

FAQs

Are the course materials accessed through the NAIOP website?

No. The only way to access the course materials is through the login email you will receive once payment is processed. The course materials are hosted on the GoToTraining website.

Can I access and view the recordings and materials on an iPad, iPhone, iPod or other iOS device?

At this time, no. Once that is available, all students will be notified of the improved functionality. We recommend accessing recordings on a desktop computer until that time.

Can I repeat a module?

Yes. You may repeat any module as many times as you’d like during the 3 months you have access to the course materials.

Can I retake the assessment/test?

Yes. Students can take the assessment/test up to 3 times. Please contact education@naiop.org to schedule a re-test.

Can I share this on-demand course with anyone else?

No. Payment for a NAIOP On-demand course entitles access for one person only to the course and all materials.

Do I have to view the modules in order?

No. You can take view the modules in any order you choose; however, depending on the course, some modules might build upon the one previous to it.

Do on-demand courses count towards the Certificate Programs?

Yes, all 16-hour on-demand courses count towards the Certificate Programs. NAIOP Certificate candidates must also take the assessment/test for each course and pass it with a score of 80% or better. Please review the Certificate Programs webpage to see what courses count towards each Certificate.

I’m having problems accessing the on-demand course.

If you experience any difficulty with accessing an on demand course or its materials, please email education@naiop.org or call 703-904-7100 between 8:30 a.m. and 5:30 p.m. Eastern time, Monday-Friday.

How do I ask a question?

Please send any question you have regarding content to education@naiop.org. We will forward it to an instructor for a response. Please allow up to a week for a response.

How do I receive my proof of attendance upon completion of the on-demand course?

Email education@naiop.org once you have attended/viewed all nine modules, and completed the evaluation and passed the assessment/test (where applicable) to receive your transcript as proof of completion. Please allow 30 days to receive your transcript.

How long do I have to complete the on-demand course?

You will have access to all handouts and resource materials for 3 months from your enrollment date.

Is there a required live component to the on-demand courses?

No. Students are not required to attend any live sessions. The system will require you to enter your First Name, Last Name and email address when viewing module recordings. We will track your attendance this way. Students can ignore the “Join” button and class dates that will appear in the confirmation email.

What is required to receive credit/proof of attendance for an on-demand course?

Students must attend/view all recorded modules in an on-demand course and complete the evaluation. NAIOP Certificate candidates must also take the assessment/test and pass it with a score of 80% or better.

What program do I need in order to view the recordings?

A: At this time, the recordings are .WMV files and are accessed through Microsoft Windows Media Player. If your system doesn’t have Windows Media Player, or it is out of date, please download it directly from Microsoft. Videos are also viewable using the VLC Media Player, which is downloadable at http://www.videolan.org/vlc/index.html.

Links: links to third party pages are provided for convenience only. We do not express any opinion on the content of any third party pages and expressly disclaim any liability for all third party information and the use of it.

Will I have instant access to all course materials upon registration?

Yes. Assuming you register via the NAIOP website, you will receive an email with login instructions within minutes of the payment being processed online. If you register via fax or check, it can take up to three (3) business days from receipt of payment for you to receive your login instructions. Please note, check payments can take up to 2 weeks to process through the bank. Online registration is the preferred and fastest method.