Commercial Sales Essentials Program

Michelle Davis

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.

Robert Dunne

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 invested $1bn to create Brisbane Quarter. 

Students must hold a Real Estate Registration or Full Licence to enrol into this program.

Students will require:

• A computer to access online learning materials and undertake online assessments.

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.

Introduction to Commercial Real Estate 

'Introduction to Commercial Real Estate' provides a solid foundation of knowledge of the commercial sector, and of the unique nature of commercial transactions. The commercial property market is now very accessible to private owners and investors.

This course allows you to understand the mindset of your clients, which in turn enables you to establish how to best service
those clients.

The course explains:

- Who chooses to invest in commercial property
- Why do they choose to invest in commercial property
- How do these investors make money from their commercial property investment

Attendees will gain an understanding of key terminology and processes connected to:

• The Market;
• The investors objectives;
• Terminologies;
• Commercial Precinct.

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.

$1,000