Training and Resource Guide

How to Successfully List and Sell Commercial Real Estate

How to List and Sell Commercial Real Estate

The Certified Professional Commercial course comes with a user-friendly, 250-page Training & Resource Guide. This softcover guide serves as a helpful ongoing resource to consult with and use again and again after you have earned the Certified Professional Commercial (CPC)™ certification. This is your road map to making MORE MONEY!

The Training & Resource Guide is Comprised of Six (6) Modules

  • Module 1: Types of Commercial / Investment Real Estate
  • Module 2: Estimating Market Value
  • Module 3: Prospecting for Listings
  • Module 4: The Listing Presentation
  • Module 5: Servicing Your Sellers
  • Module 6: Working with Buyers

The Training & Resource Guide will be your constant companion as you make the transition from residential real estate to commercial.

Learn More About the Training & Resource Guide!

The following module summaries will give you an idea as to what you will learn when you order the CPC designation course and receive the How to Successfully List and Sell Commercial Real Estate Training & Resource Guide.

How to List and Sell Commercial Real EstateModule 1: Types of Commercial/Investment Real Estate

Module 1 contains in-depth discussions and explanations of the following types of properties:

  • Business Opportunities
  • Farm and Ranch Property
  • Hospitality Property
  • Industrial / Flexible Space
  • Multi-family Properties


  • Office Buildings / Office Space
  • Retail Buildings / Retail Space
  • Shopping Centers
  • Senior Housing or Long-Term Care Facilities
  • Vacant Developable Land


How to List and Sell Commercial Real EstateModule 2: Estimating Market Value

Module 2 talks about one of the most important (and often misunderstood) activities of a commercial real estate agent: estimating market values. This module contains the following sections:

  • How to Estimate Value
  • Understanding the Market Area
  • Diverse Determinants of Property Value
  • Zoning Data and Usage


  • Types of Real Estate Zoning
  • Vacancy Rate
  • Absorption Rate
  • Approaches to Value


How to List and Sell Commercial Real EstateModule 3: Prospecting for Listings

Module 3 discusses the important process of prospecting for listings. From customer relationship management software to cold-calling, direct mail and more. This module has it all! Module 3 contains the following sections:

  • Basics of Prospecting
  • What is Prospecting? And what it is not.


  • Five Steps to Getting Commercial Clients
  • Summary


How to List and Sell Commercial Real EstateModule 4: The Listing Presentation

Module 4 walks you through the basics of acquiring inventory. This section includes discussions on the listing presentation, client interviews, types of listing contracts and more. Topics include:

  • The Age of Change is Here!
  • How to Thrive in Turbulent Times
  • The Listing Sequence
  • Listing Contracts


  • Types of Listing Contracts
  • Handling Fee Objections
  • Handling Price Objections
  • How to Ask for the Listing


How to List and Sell Commercial Real EstateModule 5: Servicing Your Sellers

Module 5 discusses the tools and techniques used by commercial real estate agents to service their clients. Topics include Internet resources and communication strategies. Sections included:

  • Basic Services
  • Using Listing Services


  • Internet Marketing
  • Social Media Marketing


How to List and Sell Commercial Real EstateModule 6: Working with Buyers/Tenants

Module 6 focuses on the relationship you will have with buyers and tenants. Topics include analysis reports, income statements, rent rolls and more. Learn about the different financing options available to commercial buyers and get an introduction on the important area of due diligence. Topics include:

  • Agency Relationships
  • Buyer Brokerage
  • Buyer Agency Agreements
  • Property Analysis


  • Due Diligence
  • Financing Commercial Real Estate
  • Working with Tenants
  • Summary of Buyers and Tenants