Education / Training

Commercial Real Estate Training for Organizations and Associations

Commercial Real Estate Advisors and Dan Andrews are proud to offer organizational and association level education and training courses for groups of 25 or more.

Dan’s course is a two-day intensive learning program which will and culminate with the attendees receiving the Accredited Commercial Professional™ (ACP) designation. This course explores the 6 modules in the Training and Resource Guide and covers 79 specific commercial real estate knowledge areas:

Day One


  • Comparing Residential and Commercial / Investment Real Estate

Module 1: Types of Commercial Real Estate

  • Business Opportunities
  • Farm and Ranch Property
  • Hospitality Property
  • Industrial / Flexible Space
  • Multi-Family Properties
  • Types of Multi-Family Properties
  • Classification by Quality of Space for Multi-Family Properties
  • Office Buildings / Office Space
  • Retail Buildings / Retail Space
  • Shopping Centers
  • Senior Housing or Long-term Care Facilities
  • Vacant Developable Land

Module 2: Estimating Market value

  • How to Estimate Value
  • Understanding the Market Area
  • Diverse Determinants of Property Value
  • Zoning Data and Usage
  • Types of Real Estate Zoning
  • Vacancy Rate and Absorption Rate
  • Direct or Sales Comparison Approaches
  • Replacement Cost Approach to Value
  • Income Capitalization Approach
  • Value Multi-Family Property
  • Value Office Property
  • Value Retail Property
  • Value Hotels /Motels
  • Value Industrial Property
  • Value Vacant Land
  • Gross Rent Multiplier

Module 3: Prospecting for Listings

  • Basics of Prospecting
  • What is Prospecting – and is Not?
  • Five Steps to Getting Commercial Clients
  • Build a Prospect Database
  • Use Your Sphere of Influence
  • Define Your Target Market
  • Decide Which Techniques to Use

Day Two

Module 4: The Listing Presentation

  • 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

Module 5: Servicing Your Sellers

  • Basic Services
  • Using Listing Services
  • Using Internet Marketing
  • The Impact of Technology
  • Social Media Profiles
  • Using Social Media Marketing
  • Social Network Marketing
  • Non-Social Media Marketing
  • Signage
  • Direct Mail and E-mail
  • Print Advertising
  • Social Functions/Word-of-Mouth

Module 6: Working with Buyers / Tenants

  • Agency Relationship
  • Buyer Brokerage
  • Buyer Agency Agreements
  • Property Analysis
  • Analyzing Market Data
  • Analyzing Property Data
  • Due Diligence
  • Analyze the Buyer’s Risk
  • How to Proceed with Due Diligence
  • Financing Commercial Real Estate
  • Analyzing Alternative Financing Sources
  • Government Sponsored / Backed Financing
  • Privately Funded by Investors
  • Inventory /Pledged Assets
  • Unconventional Funding
  • Working with Tenants
  • How to Negotiate Favorable Lease Terms
  • Seven Rules for Negotiating with Landlords

Book Dan Andrews for Your Next Event

If your group or organization would like to get more information about the education and training services offered by Commercial Real Estate Advisors, please use the contact button below to contact Dan Andrews. Dan can work with you to determine the feasibility and operational details necessary to bring the ACP™ designation to real estate agents in your area.

Contact Dan Andrews!