Listing and Selling Commercial Real Estate


Course Rating:  4.1 of 5 stars (36 votes) 4.1

This course will introduce and explore the practical world of Commercial Real Estate. You'll be introduced to the difference between working with owners or sellers and buyers or tenants and what each wants from your relationship.

This course will introduce how to find different sources of business to prospect, how to present yourself to those prospects and how to determine the value of the property. We'll explain methods for marketing commercial and investment real estate, and how to truly service your owners or sellers. The last units will explain how to work with buyers, investors and tenants to locate the perfect property and how to negotiate the purchase or lease. Finally, we'll go through an outline of where you can find additional information.

Learning Objectives:

Upon completion of this course, the student should be able to understand:

  • The three basic components of working with property sellers and buyers
  • The importance and practicality of long and short term prospecting methods
  • The process of listing a property and how to handle objections
  • The benefits of working in teams
  • The components of pricing properties correctly
  • The importance of service as a commercial real estate broker
  • The importance and functions of staging and showing properties
  • The use of the MLS System and other sources for commercial real estate marketing
  • The relationship of working with buyers, buyer agency and buyer presentation
  • The differences in incoming calls and how to deal with them
  • The 10 steps to a sale
  • The letter of intent
  • Negotiating techniques and due diligence periods
  • The importance of title insurance and the identify the different types of coverage and the settlement process

Course Outline

  • Course Introduction
  • The Practice of Commercial Real Estate
  • Prospecting
  • The Listing Presentation
  • Providing Marketing Services
  • Working With Buyers
  • The Sale



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