Comemrcial Sales Management Program 2023

Commercial sales program

The REIQ offers the Commercial Sales Program to both newcomers and existing professionals seeking to establish and continuously develop their skills as commercial specialists. The Commercial Sales series is designed to provide a solid basis of skills and knowledge that can be used as a reference guide for your career in the commercial sector.

Commencing with the foundation course  ‘Introduction to commercial and industrial  property management’ , this series encompasses Prospecting, Inspecting, Proposals, Submissions, Pricing, Marketing, Appointment Form 6, Lease negotiation, Sales, Contracts and Client Communication.

The course is delivered in a total of three days over two parts. Part 1 on 22 March and Part 2 on 18 and 19 April 2023.


2023 Program

Dates and time:
Part 1: 22 March 2023 | 9am to 4pm
Part 2: 18 and 19 April 2023 | 9am to 4pm
Royal Queensland Yacht Squadron | 578 Royal Esplanade, Manly 4179
Price: $695 members | $895 non-members
Includes morning tea and lunch
Parking: On-site and street parking available
CPD: 80 points

* Click here to read our full terms and conditions



Robert is the commercial real estate agent in Brisbane people know they can rely on to achieve the best outcome when selling their properties. When many of the best real estate agents in Brisbane are seeking the resources and global reach of a commercial agency, they choose Robert because he is able to use his  trusted relationship with the premium buyers to build confidence in a transaction. He is the leading development land salesman in Brisbane. He set the record for the highest price ever paid for development land in the Brisbane CBD with the sale of the Supreme Court-site at 300 George St to a Taiwanese Billionaire who is investing $1bn to create Brisbane Quarter.


Michelle has held senior commercial property management roles with Jones Lang LaSalle and Colliers International & DTZ. She has excellent insight into the needs of her clients and their customers. She is highly regarded for her industry knowledge and expertise in commercial, industrial and retail property management. Michelle holds certifications with Property Council of Australia, Institute of Public Accountants and QLD Building Services Authority.

Part 1 with Michelle Davis
The Role as a Commercial Specialist
As a salesperson or leasing professional in commercial real estate you will need to understand the unique skills and knowledge that is involved with this particular property type as well as understanding the day to day fundamentals of leases as part of a sale.

Part 2 with Robert Dunne
Prospecting and Networking
Prospecting is all about looking for opportunities while networking by definition is a supportive system of sharing information and services among individuals and groups having a common interest. This half day module provides information and skills you will need in commercial sales and leasing such as:
• prospecting for listing
• developing your client base
• defining your market opportunity

Enhancing your inspection skills
This half day module deals with effective listing techniques from the general base facts through to lease monitoring and income and expense analysis including;
• assessing outgoings in your commercial property
• supply and demand factors
• market study
• importance of local precinct assessment

Creating winning proposals
Do you dread the thought of generating another marketing proposal? Fear no more. Preparing and presenting presentation, steps to creating effective proposals and submission planning are just some of the topics included in this module. Provided as an Appendix is a working example of a ‘Marking Proposal’ which you can keep on hand as a valuable resource to refer to when making your own proposals.