Time: 3 Hours

Location: 1070 White Street, Suite A, Atlanta, GA 30310

Course #: 77194

Cost: $30

 

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Commercial real estate presents significant opportunities, but success requires more than simply applying residential real estate practices to larger properties. Commercial transactions involve different clients, financial considerations, negotiation strategies, marketing methods, legal issues, and timelines. Professionals entering the field must understand these differences and develop a disciplined approach to building their business.

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This three-hour continuing education course provides an accessible, practical introduction to the strategies and tools used by successful commercial real estate professionals. Participants will explore the commercial transaction process—from identifying opportunities and evaluating properties to presenting solutions, negotiating terms, managing due diligence, and guiding clients toward closing.

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The course introduces key commercial property types, including office, retail, industrial, multifamily, mixed-use, hospitality, and land. Participants will examine how each asset class serves different users, generates value, and responds to market conditions. The course also addresses prospecting, client development, property positioning, market research, financial analysis, technology, and relationship building.

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Participants will learn how to evaluate commercial opportunities using essential financial concepts and property information. They will also explore the roles of owners, tenants, investors, lenders, attorneys, appraisers, government officials, and other professionals involved in commercial transactions. Special attention is given to developing credibility, communicating value, and avoiding common mistakes made by professionals transitioning into commercial real estate.

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Through practical examples and real-world applications, participants will learn to:

• Understand the major commercial property types and transaction structures.

• Recognize key differences between residential and commercial real estate.

• Identify potential clients, properties, and business opportunities.

• Develop effective prospecting and relationship-building strategies.

• Gather and interpret essential market and property information.

• Apply foundational financial concepts when evaluating commercial real estate.

• Market commercial properties to qualified buyers, tenants, and investors.

• Strengthen negotiation skills for commercial sales and leasing transactions.

• Understand important legal, ethical, and due-diligence considerations.

• Use technology to improve research, analysis, marketing, and client service.

• Build a professional network that supports long-term business growth.

• Create an actionable strategy for developing a commercial real estate practice.

 

Designed for new commercial real estate professionals and residential agents interested in expanding into commercial brokerage, this course provides a practical playbook for building knowledge, confidence, and professional credibility. Participants will leave with a clearer understanding of the commercial real estate industry and specific techniques they can use to identify opportunities, serve clients, reduce transactional risks, and grow their businesses.