Commercial and Property Management

Video · Worried that you don’t always understand the numbers? Worry no more. In this session, master various calculations essential to real estate investment, including investment returns, cap rates, mortgage payments, mortgage payoffs, leverage returns, and more. This session is your solution to truly knowing the numbers better than the vast majority of other agents. Requires download of a 10bii financial calculator; 4 hours; aka "Investment 3"

Commercial Investment Analysis 1, Part 1: Understand the Math Driving Decisions
Investors care about the numbers and for many agents the numbers are the very thing that trips them up. In this session, you'll find out how to use "the numbers" to make the case for your product and demonstrate your professional expertise. Gain confidence in analyzing cap rates, TVM (time value of money) calculations, internal rates of return, and net present values, enhancing your ability to quantify investment value for clients. 3-4 hours

Commercial Investment Analysis 1, Part 2: Understand Future Value, Rent Growth & IRR
The second part of Commercial investment Analysis 1 picks up right where part 1 leaves off and explains how to predict and value future growth of the customer's purchase. You'll learn how to create a pro forma and to do TVM (time value of money) calculations, internal rates of return, and net present values with confidence. Gain a deeper understanding of long-term product value and effectively convey it to clients. 3 hours

Commercial Investment Analysis 2: Evaluate Debt Use Over Time
This class builds on the analysis skills taught in Commercial Investment Analysis 1 by incorporating the use of debt, a powerful tool in real estate. The ability to know if - and to what extent - debt enhances investor capital performance is something every serious real estate professional must be able to do. In this session, we'll cover topics from cash on cash returns to internal rates of return with debt service, including the impact of tax benefits on returns. 3-4 hours

Commercial Investment Analysis 3: Real Properties & Real Problems
In this class, agents will put together all they've learned from previous sessions to help a customer chose from the available property options for a 1031 exchange. They will provide a full analysis of several different properties, the expected growth, the tax consequences, and benefits to their customer. This class takes the ideas from the previous classes and puts real world consequences on the table in order to show agents how to use their knowledge to close customers for life. 6 hours

Properties can face distress through various circumstances, whether it's an investor purchasing a distressed property or issues arising from tenants or owners. Effective property management involves anticipating investor needs and proactively addressing them with a plan already in place, fostering customer loyalty and attracting new clients who will never want to work with anyone but you. 3 hours

Video · Vacation rentals have taken the market by storm and consumers need expert guidance to determine if this is a property’s best use.Gain insight into short-term rental terminology, the financial differences between a long-term and short-term rental, and how to effectively communicate workload differences to investors. You, as the knowledgeable professional, will be able to present clear benefits and risks to clients, empowering them to make informed decisions. 4 hours; aka "Investment 7"

Video · Presented by Miami REALTORS® Commercial Instructor of the Year · In a shifting commercial market, your ability to interpret trends and communicate them clearly sets you apart. This session helps you break down national, state, and local market indicators—like inflation, wages, and consumer confidence—so you can guide your clients with confidence. You’ll gain insights on what really drives the market, how commercial real estate can build wealth even in uncertain times, and how to position yourself as the expert buyers, sellers, and investors trust. Leave equipped to explain the commercial market, earn loyalty, and protect your clients’ hard-earned money.

• Describe the impact of economic trends
• Decode the numbers & confidently deliver insights
• Provide clear wealth-building strategies
• Equip clients to avoid costly mistakes
• Become the trusted expert who can’t be replaced
More About this Session; 2-3 hours

Video · Commercial real estate is very different from residential, especially in the paperwork. In this session we'll examine LOI, the commercial contract, optional clauses, and the closing process, along with lender-related considerations. Knowing your contract is key. Learn the ins and outs of your contract and how to explain it effectively to your customer, ensuring you're their indispensable asset from start to finish. 1-3 hours

Video · What makes working in commercial real estate different from residential? Is the transition difficult or risky? Whether you're new to real estate or a seasoned residential agent seeking a new challenge, gain insights and guidance for a smooth transition into commercial real estate. 1-4 hours

Josh broke this broad topic (broader than most people realize) down into understandable sections. In each section he gave some detail about what was involved and how different situations connected with other situations, which showed us clearly how many people are involved in transactions. And he gave us a stories that beautifully showed us what he was talking about and how real life compared. I highly suggest this class for every conference to show people what can be done and what it takes to do it. Josh showed us both." Monica Neubauer, CSP

Video · Looking to branch into property management? Learn to avoid common pitfalls, comply with laws, manage challenging tenants, and understand what you can and cannot charge a tenant for. and more. Develop an investor mindset to mitigate risk, enhance your representation of client properties, and build lifelong referrals with your expertise. 1-4 hours

Video · Lending, Syndication, & Capital Stacks This intensive 4-hour course equips agents with essential knowledge of capital stacks, syndication structures, and the full commercial lending landscape—expertise that separates true commercial professionals from amateurs. Learn how deals are actually financed through senior debt, mezzanine debt, and equity layers, understand how investors raise capital through syndication, and master the ability to match property types to the right lending sources. The course provides an in-depth exploration of lenders, typical lending terms they offer, and how they affect lending timelines. You'll learn to evaluate deals before writing offers, read sources and uses statements to verify adequate capitalization, and spot deal killers early in the process. Designed for agents working with investors at every level, this course provides practical, real-world knowledge to close more transactions and build lasting credibility with serious commercial clients. 4 hours

Video · Professional investors force appreciation through value-add strategies and stabilization — and they need agents who understand how. This course covers value-add execution, stabilization tactics, property-type-specific management, crisis handling, lease negotiation, and capital improvement prioritization. Stop watching investor clients walk to someone else. Four hours of practical training that builds a lucrative commercial niche and positions you as the advisor serious investors actually want. 2-4 hours

Video · Wealthy investors don't pay taxes like everyone else — and your clients don't have to either. Learn the exact strategies sophisticated investors use to defer, reduce, and eliminate capital gains: 1031 exchanges, cost segregation, Opportunity Zones, stepped-up basis, and more. Recognize opportunities, have intelligent conversations with high-net-worth clients, and become the advisor they actually need — not just another transaction facilitator.4 hours

Video · Artificial Intelligence or AI has been around for a long time, but with the emergence of OpenAI’s ChatGPT and Dalle, Google Gemini, Microsoft Co-Pilot, MidJourney, and others, plus so many other tools we already use and love like Office, Docs, RPR. Canva, Adobe, Grammarly, and more have incorporated AI into their offerings, it has finally reached the masses. By the end of this session, you will be more intelligent about this fast-emerging technology to ensure you stay ahead of the curve. Broker / Commercial / Property Management Versions Available; 1-4 hours

Artificial Intelligence or AI has been around for a long time, but with the emergence of OpenAI’s ChatGPT & Dalle, Google Gemini, Microsoft Co-Pilot, MidJourney, & others, plus so many other tools we already use and love like Office, Docs, RPR. Canva, Adobe, Grammarly, and more have incorporated AI into their offerings, it has finally reached the masses.In this session, we will explore what AI is, how it can be used in your commercial real estate business & everyday life, the legal & ethical
implications, and much more. 3 hours

Video · Artificial Intelligence or AI is the science of making machines that can think, act, process large amounts of data, perform, be artistic and creative, and more like humans. While this technology has been around for decades, it wasn’t readily available to most consumers and small business owners. But that all changed with the launch of ChatGPT.

This game-changing technology has many downsides that if not implemented properly can cause all kinds of legal, ethical, and compliance problems for you and your business. By the end of this session, you will be more intelligent about this fast-emerging technology to ensure you stay ahead of the curve, improve your life happiness, & boost your business efficiencies & customer service, all while using these tools in an ethical & compliant manner! · This Session Written to Meet the NAR Ethics Requirement; Broker / Commercial / Property Management Specific Versions Available; 3 hours

Everything went smoothly and we got GREAT feedback!! It was such an interesting class with great information. Our members really enjoyed the content, was super informative. All around a great class and he was so easy to work with.” Mallory Marshall, Education Coordinator, Lynchburg Association of REALTORS®

Video · This session received a 100% rating at the 2024 Florida REALTORS® Conference. With over half of all states decriminalizing cannabis, the cannabis industry and its real estate needs are growing – leaving agents and clients in a risky position. This course examines the potential pitfalls and associated risk reduction techniques for real estate professionals. What
Up in Smoke covers; Commercial or Residential Presentation; 60-90 minutes

Article · An “emotional support peacock”? Learn what are reasonable accommodations under the Fair Housing Act and what guidance HUD offers real estate agents and property managers who are addressing these issues. 1 hour

More than half of all Fair Housing Act complaints are filed on the basis of disability; many of these alleging a housing provider failed to provide a reasonable accommodation. This session examines Fair Housing Act protections for individuals with disabilities and how housing providers should navigate a reasonable accommodation request. You'll get guidance on differentiating between service and support animals, determining when an accommodation is necessary and what makes a request unreasonable. 1 hour

What goes into real estate? Dirt, bricks and other building materials, all placed on a site. What are the truths and myths about real estate? In this course, we’ll explore how to value land and buildings using appropriate techniques for both, with particular emphasis on developing a cost approach. We’ll review construction techniques and red flags, as well as identify sources of physical, functional and economic depreciation. Finally, we’ll explore some of the myths about real estate and real estate valuation. 3-7 hours

Video Explore the many facets of valuing land, from determining highest and best use to identifying relevant characteristics which affect value. Methodologies of valuing land and making adjustments will be investigated, including unit comparisons. We’ll discuss why land valuation can be one of the most complex appraisal assignments. 3 hours

To price that three bedroom ranch or two-story Colonial, you do a CMA—right? You compare the property to others like it which have sold. What do you do with an earth berm house? A geodesic dome? A “normal” house with one or more unusual features? What about pricing a non-residential property—a former church or school? There aren’t any comps, so what do you do? We’ll explore how to price that unusual property. You’ll learn more about:

• Determining highest and best use
• Identifying relevant characteristics
• Calculating the “plus” or “minus” of a feature
• Applying real estate valuation principles to everyday use

2-3 hours

‘Pricing the Oddball: Why Relevant Characteristics Matter’ presented by Melanie McLane was one of the best I've experienced. Melanie delivered organized, relevant and valuable information. She was entertaining and captivating.” Debra Lindsey, Broker, Better Homes and Gardens Real Estate Lindsey Realty

The most common disability types in the U.S. are ambulatory. or mobility. disabilities. It is important to understand the unique challenges facing this segment of the population and to address their needs as home buyers. In this session, you'll examine the key considerations and challenges for individuals purchasing or renting properties, particularly accessibility. You'll learn to identify architectural barriers, understand the legal requirements, and recognize inclusive residential design principles. We'll discuss accessible home features, navigating ADA regulations, and leveraging technology for accessibility. Whether you're a real estate professional, homeowner, or advocate, this session equips you to create more inclusive living environments and empower diverse communities. Property Management Version Also Available; 1-3 hours

I've heard nothing but kudos and ‘thank yous’ from the people who attended your talk ... great job, and thank you for being willing and available to help us break into this part of DEI.”
- Wayne Curtis, Chair, Maryland DEI Advisory Group

An estimated 1.3 billion people – 16% of the global population – experience a significant disability today. Now more than ever it is important for property managers learn a proper standard of practice and the ‘dos’ and ‘don’ts’ of serving clients with a disability. In this session, you will hear inspiring stories about everyday actions transforming lives through compassion, responsibility and service. Most importantly, your understanding of diversity will expand to include issues of accessibility, inclusion, compassion, and equity for ALL individuals. 1-3 hours

The success of your employees and the health of your business culture is your responsibility, and you can both lead and manage your team more easily than you think. We will discuss the difference between a leader and a manager, learn how to properly hire, train, motivate, compensate, evaluate, and hold your team members accountable, and . . . when and how to fire. Whether you have 1 or 100 employees, effective leadership, management, and company culture will be improved through this session. 1-3 hours

When the real estate sales market slows, there is one time-tested way for agents to not only survive in slow markets–but to thrive. Adding property management services for your clients gives you the benefits of residual income streams, new buyer and seller clients, increased company value, steady cash flow, and more. This fast-paced session breaks down all the pros — and the cons — of offering property management services. We’ll explore the risks and rewards of various business models used by property management firms and answer the most common questions. You’ll walk away with actionable steps and answers to the following questions:
• Won’t property management be a distraction to my brokerage business?
• What technology does a property management business require?
• What licensing is required?
• How can I market to my clients?
• What questions do landlords ask?
• What business models are available?
• What income streams are available?
• Do I have the personality to be a property manager?
• How is my relationship with a property management client different from that of my brokerage client?
• Where do I get the documents I need?
• What are the legal risks of property management?
• How hard is it to add property management services to a brokerage? 1-3 hours

Most property management companies struggle to be profitable – but that should not be the case! With proper planning, you can use your property management business as a platform to create multiple streams of income. In this fun and inspiring session, we discuss over 20 specific income streams proven to increase income & you learn how to easily implement them. 1-3 hours

What's the real purpose of your lease and management agreement? Using risk, profit, and ease as guiding principles, we'll discuss 10 essential clauses for each. These agreements define your relationship with tenants and owners. Incomplete or poorly written agreements cause confusion. Learn how to implement effective changes for current and future agreements, enhancing business practices, reducing liability, and increasing income. 1-3 hours

Complying with fair housing isn't just a good business practice; it's the law. Fair housing starts with the Federal Fair Housing Act and continues through state and local regulations. This course isn't just a fair housing overview, it will educate property managers on what they should and should not be doing in their day-to-day business operations. We'll keep it practical and address current fair housing hot topics in the property management world such as how to handle service animal requests. 1-3 hours

The success of your property management business is largely dependent on who you allow into your owner-client group. In this fast-moving session, we will focus on how to improve your professionalism to attract GREAT owner-clients including:

• What should be the proper mindset of a successful PM?
• What is the difference between an owner transaction and an owner relationship?
• Three words you should never use in your advertising (but most PMs do!)
• How to qualify prospective owner-clients
• Should you negotiate your management agreement terms?
• How to never get sued

This session will empower you to stop asking owners to ‘choose’ you, and instead position yourself as the professional so owners are asking YOU to ‘choose’ them! 1-2 hours

The most successful companies don’t rely on people for their success - they rely on systems. Systems are simply road maps or instructions that allow your processes to be repeated, duplicated, and run by anyone. Systems will make your property management business scalable, increase the value of your company, take pressure off your team members, protect you from liability, reduce the dependence on any one employee, create clarity, and give you a way to hold your team members accountable. We will walk through the step-by-step process of creating and implementing a System Manual specific to each position in your company. System Manuals have changed our business, and they can change yours too! 1-3 hours

When it comes to operating a property management company, many decisions have an operational impact. In this session we will share 10 principles of property management and explain how each principle can be implemented through the daily operation of the company. These principles will answer many questions, including:

• What clients should you NOT work with?
• Should you manage every type of property?
• How many points of contact should an owner-client have?
• How involved should owner-clients be in decision making?
• How can boundaries be set around your business?

This session will give attendees an understanding of how to make your principles flow through the entire operation of a property management business. 1.5-3 hours

Are you happy with how you interact and respond to prospective owner clients? How do you respond, or do you freeze up when they ask questions like?

• Why do you charge for additional maintenance?
• I would like to be contacted before any repairs are made.
• Is your management fee negotiable?
• Can I be involved in selecting the tenant?
• Why should I choose you?

In the session, Marc shares exactly how their company responds to these questions (and many others) as we talk about how to respond to the top 12 prospective owner client objections every property manager faces. 1-2 hours

Keynote The property management industry is changing in dramatic ways due to new legislation, industry trends, rental demand, and real estate investor demand. During this session, we will discuss current trends impacting the industry and help property managers make a game-plan to proper during the next 10 years. 45-60 minutes

When it comes to pricing and profit considerations, most of us simply ask, "What should my pricing be?" when we should be asking, "What should be my pricing strategy?" In this fun and fast-moving presentation, we discuss the nine categories every property manager must understand in order to create a comprehensive business pricing strategy that is both competitive and legally compliant. For example:
• Why client stickiness matters most
• Dynamic pricing and when to use it
• Attractional vs. objectional pricing
• Junk fees vs. fee simplicity
• Measuring business risk
• Ensuring legal compliance and transparency
This session will give attendees a framework to create and implement a business specific pricing strategy that is attractional, legally compliant, and profitable. 1 hour; 2-3 hours (recommended)