Core Components of Commercial Brokerage

Course Length: 
4 days
Available Online: 
Additional Information: 

Required course for the SIOR designation

Earns continuing education credit in most states

For course dates and locations, go to SIOR Education (

Designation or Certification: 
Society of Industrial and Office REALTORS® (SIOR)

This comprehensive course covers fundamental elements of commercial real estate that every practitioner should know. The course is divided into mandatory topics and elective topics. 

Mandatory topics include:

  • Construction
  • Ethics & Professional Standards
  • Understanding the Lease Agreement

Course objectives:

  • Define terminology.
  • Understand construction techniques.
  • Identify what tenants are looking for in commercial facilities today.
  • Understand how ethics relates to business practices.
  • Differentiate ethical issues from legal issues.
  • Understand the due process available to a commercial real estate professional involved in an ethics dispute.
  • Understand lease clauses and their legal and negotiation implications.
  • Discuss the roles of all the parties in a lease negotiation process.

Elective topics include:

  • Advanced Sales Skills
  • Build-to-Suit Development
  • Consolidating a Business Strategy
  • Introduction to Real Estate Investment & Finance
  • Negotiation Skills
  • Tenant & Landlord Representation

Course objectives:

  • Learn how to executive a build-to-suit lease development.
  • Learn the land-use development process.
  • Structure a developer’s pro forma for a build-to-suit scenario.
  • Identify the skills and techniques in making people like you.
  • Learn how to differentiate yourself from the competition.
  • Recognize critical first steps in commercial real estate.
  • Develop an effective marketing plan and business strategy.
  • Understand the financial impact of a lease.
  • Determine the value of real estate and the impact a lease has on that value.
  • Learn how to read a financial statement.
  • Focus on ways to get to the Yes.
  • Learn how to achieve a win-win.
  • Define brokerage roles and assignments.
  • Understand advantages and disadvantages of both tenant representation and landlord representation.

Contact Information