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August 12, 2020
Learn and apply the CCIM Interest-based Negotiations Model to your most challenging transactions. Learn new, proven strategies to client acceptance that will get you out of the "high/low game" and other tactics that can derail a successful transaction.
Interest-based negotiation is a three-step process that brings discipline to your negotiation strategies. It involves identifying:
- What parties are involved in the negotiation, and what are they seeking?
- What can we do to get the other parties what they need, so that we can get what we want?
- What happens if there is no agreement?
Course Objectives
Through an interactive case study format and role play, you will learn to:
- Satisfy the interests of parties involved in the negotiation (without sacrificing yours)
- Develop strategies for identifying and addressing challenges in a principled, transparent manner
- Maintain a collaborative approach to negotiations
- Effectively communicate the consequences of not reaching an agreement
This workshop satisfies the Institute's 8-hour negotiation education requirement in earning the CCIM designation.
Wednesday, 12th August 10:30 AM – 7:00 PM
INSTRUCTORS:
Cliff Bogart, CCIM Robin Dyche, CCIM
The Vanguard Commercial Group RIO Real Estate Investment Opportunities LLC
President and Founder Managing Member
Wednesday, August 12, 2020 at 10:30 AMrsvpThis course takes place online. -
August 17, 19, 21, 24, and 26, 2020
Combine the personal attention of an instructor with the flexibility of online learning. Courses have one or more virtual sessions per week and defined start and end dates. All materials are provided online. Review the Schedule for specific session times.
Prerequisites:
- CI 101 - Financial Analysis for Commercial Investment Real Estate
- Completion of one of the following interest-based negotiations courses:
- Preparing to Negotiate (self-paced online)
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Commercial Real Estate Negotiations (1-day workshop)
CI 103: User Decision Analysis for Commercial Investment Real Estate
Linking a company's enterprise-level goals with their real estate strategy is key to offering the right space solution. Whether an investor, operator, or a broker, it's important to approach real estate problems from the perspective of the user/occupant. In CI 103, you'll learn such advanced skills as how to perform a comparative lease analysis between competing assets, analyze a sale-leaseback to help a client generate capital from their owned real estate, and advise a client on a lease vs. purchase decision to facilitate an expansion.
Incorporating the CCIM Decision-Making Model and the CCIM Communications/Negotiations Model, CI 103 explores new concepts regarding user discount rate selection, such as using multiple rates for some occupancy decisions based on perception of risk related to the various occupancy cash flows.
After completing this course, you will be able to:
- apply key occupancy decision-making skills such as comparative lease analysis, lease vs. purchase analysis, lease buyout analysis, and sale-leaseback analysis to optimize user space decisions;
- determine how the financial reporting requirements for real estate influence user decisions; and
- integrate negotiation skills with financial analysis skills to maximize user outcomes.
INSTRUCTIONS:
Jim Rosen, CCIM
Pace Properties|Vice President - Brokerage
Monday, August 17, 2020 at 12:30 PMThis course takes place online. -
August 18, 20, 25, 27, and 31 2020
Combine the personal attention of an instructor with the flexibility of online learning. Courses have virtual sessions and defined start and end dates. All materials are provided online. Review the Schedule for specific session times.
This two-day classroom or five-session online course provides agents, brokers, students, and allied professionals with an understanding of the skills, resources, and business practices that pave the way for success in commercial real estate. Through real-world case studies you will learn how to analyze leases and investment value, and develop a plan to kick-start your career.
After taking this course, you will be able to:
- Access and use demographic information as a decision-making tool
- Differentiate between the needs of the owners and tenants
- Develop a personal marketing plan
- Develop a property marketing plan
- Utilize basic financial analysis tools
- Solve investment problems using a financial calculator
- Perform basic mortgage calculations using compounding and discounting techniques
- Project income and expenses for a real estate property
- Calculate the yield on a potential investment
You will also receive the CCIM Financial Calculator, designed to effectively and efficiently provide investment scenarios for you and your clients.
Instructor:
Alec Pacella, CCIM
NAI Pleasant Valley|President
Tuesday, August 18, 2020 at 04:00 PMThis course takes place online. -
August 27, 2020
COVID-19 IMPACTS ON COMMERCIAL
REAL ESTATE FINANCING
The economic disruption caused by COVID-19 and the efforts to contain it will trigger a new cycle of rising defaults and losses in the commercial real estate lending sector. Hear from how the sector is performing YTD in 2020 from professionals in their field.PANELISTS & MODERATOR
Gilda Rivera - Senior Vice President
George Smith Partners, Inc.
PanelistMs. Rivera started her career in 1998 as a commercial real estate lender and broker. Gilda is responsible for the origination, analysis, structuring and placement of debt & equity for all income producing property types throughout United States. During her tenure at GSP, Ms. Rivera has structured complex transactions and facilitated, underwritten, and closed several billion dollars in commercial real estate financing. Gilda utilizes her outstanding lender relationships to provide certainty of execution and creative structured financings for her clients.
Gilda was selected by GlobeSt. for the 2020, “Women of Influence” award based on her career achievements, community outreach and mentorship within the commercial real estate industry.
Prior to joining George Smith Partners in 2004, Gilda was employed as an analyst and underwriter for Washington Mutual Bank (now JP Morgan Chase), closing $2 billion of “on-book” multi-family & commercial real estate loans and commercial mortgage backed securities (CMBS).
Ms. Rivera holds Master of Business Administration and Bachelor of Science degrees from University of California Los Angeles.
She is an avid scuba diver and enjoys traveling.
Professional and Academic Affiliations:
- Global Green USA
- National Business Development Assoc. (NBDA) – Board Member (2013 – 2018)
- Commercial Real Estate Women
- Asian Professional Exchange
- Urban Land Institute
- Asian Real Estate Association of America
Michael Kaplan - President
Barry Slatt Mortgage Co.
PanelistMichael Kaplan started as an analyst with Slatt Capital in 1998. After working his way through the ranks, Michael expanded the Slatt footprint from the Bay Area into Southern California. Working full time out of the San Francisco office as the company's President, Michael continues to manage the Los Angeles office as well as oversee the entire company’s team of producers. He continues to actively originate, negotiate and structure both debt and equity transactions for institutional and individual property owners across the country. Having financed well over $1 billion of commercial and multi-family mortgages in his career, Michael is considered one of the leading originators of single tenant net lease properties nationwide.
William Wang - Vice President
JP Morgan Chase
PanelistSpecialize in short term and long term financing needs for small and mid-size businesses, including owner-user commercial real estate, C&I and Capital Expenditures. Expert in business industries are Import & Export Wholesale Distribution, Inter Continental Logistics Companies, Defense Contractors and Aerospace. William grew up in Arcadia, CA, and has been in the finance industry since 2008. He office in Pasadena, CA, however often closes deals in the greater SoCal area as well as Colorado and Georgia. He’s closed over $100,000,000 in Commercial Loans and continues to increase his production year over year.
The key to William’s success is simple: Perseverance and genuine passion with ambitious enthusiasm exercising his duties of a finance professional to help businesses to grow and prosper by bridging cashflow timing differences and necessary capital for business continuity. William strives to build a long lasting relationship with his clients by providing continuing professional guidance and education with business owners for all their business financing needs. Customer Service is of utmost importance, persistent and transparent communication is vital. He prides himself on being available whenever needed. Outside of being a Finance Professional, William is honored to pursue his MBA at Purdue University with the support and sponsorship from the JPMC Purdue Global Grant. He also is a huge advocate to outdoor activities, like running and hiking to cope with day to day stress and mental wellbeing. Since 2014, he’s been running at least 5k a day and has also participated in numerous public races like the Rose Bowl Half Marathon.
Francisco Williams, CCIM - CEO
Williams Capital Group
ModeratorAs the founding member of the Williams Capital Group, Francisco has been responsible for establishing the foundation for the firm’s core investment philosophy. Under Francisco’s leadership, Williams Capital Group has launched its first fund vehicle in addition to structuring a strategic partnership to provide deal origination and loan servicing to institutional investors with Capital Direct Funding. As Williams Capital Group’s CEO, Francisco is responsible for oversight of all aspects of the firm and is embedded in the capital formation and execution of each of the strategies the firm undertakes.
Francisco began his career in Mortgage Banking origination at Capital Direct Funding, Inc., as part of a team that serviced real estate principals throughout California. In 2015, Francisco transitioned into Commercial Real Estate Brokerage working as an Investment Analyst. While expanding his expertise, Francisco has completed and advised an excess of $100 M in CRE transaction volume.
Francisco is an active member of the Certified Commercial Real Estate Member Institute (CCIM), Urban Land Institute (ULI), and the International Council of Shopping Centers (ICSC). Francisco currently sits on the board of CCIM Greater Los Angeles Chapter. He previously held a seat on the board of the National Association of Hispanic Real Estate Professionals (NAHREP-LA) and East Valley Boys and Girls Club. Francisco graduated from the University of California, Irvine with a Bachelor of Arts degree in International Studies. He holds global designations of the Certified Commercial Investment Member (CCIM), Associate of the Royal Institute of Chartered Surveyors and is a California Licensed Real Estate Broker.
Thursday, August 27, 2020 at 11:00 AMrsvpVirtual -
August 31, 2020
Learn and apply the CCIM Interest-based Negotiations Model to your most challenging transactions. Learn new, proven strategies to client acceptance that will get you out of the "high/low game" and other tactics that can derail a successful transaction.
Interest-based negotiation is a three-step process that brings discipline to your negotiation strategies. It involves identifying:
- What parties are involved in the negotiation, and what are they seeking?
- What can we do to get the other parties what they need, so that we can get what we want?
- What happens if there is no agreement?
Course Objectives
Through an interactive case study format and role play, you will learn to:
- Satisfy the interests of parties involved in the negotiation (without sacrificing yours)
- Develop strategies for identifying and addressing challenges in a principled, transparent manner
- Maintain a collaborative approach to negotiations
- Effectively communicate the consequences of not reaching an agreement
Instructor:
Jim Rosen, CCIM
Pace Properties|Vice President - Brokerage
Non-Member Rate: $375.00
REALTOR Rate: $355.00
Member Rate: $335.00Monday, August 31, 2020 at 10:30 AMThis course takes place online.