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Certification Program

Commercial Real Estate is very different from residential real estate. Agents need to be properly trained to avoid liability issues and loss of potential profits. It is also a violation of the NAR Code Of Ethics to do commercial or investment transactions without proper training. "Realtors® shall not undertake to provide specialized professional services concerning a type of property or service that is outside their field of competence..."


"Commercial and Investment Real Estate Certification Program" 

This extensive program teaches the foundations needed to provide commercial and investment real estate brokerage services. This program includes topics from all of my courses and new material.

Successful completion of 22.5 hours of instruction (three 7.5 hour courses), is required for certification. Graduates will receive a Certificate of Completion and join over a 1,600 other professionals who are recognized as “Commercial and Investment Real Estate Certified” (CIREC) agents.

New York State Continuing Education approved for credit 22 ½ hours and includes the mandatory 3 hours of Fair housing/Discrimination and 1 hour of Agency training for license renewal. A second version excludes Fair Housing/Discrimination training with other material substituted.

Connecticut Continuing Education: elective credit for 6 hours towards licensing renewal and 15 hours elective credit towards Brokers application.

Rhode Island Continuing Education approved for 24 hours of CE credit.

There are slight variances in the programs to address laws in each State.


Overview - In this program you will learn:

  • What buyers and tenants expect you to know about various property types
  • How to do Financial Analysis and how investors compare opportunities
  • The tax ramifications of selling property and the benefit of 1031 exchanges
  • All about commercial leases, Requests for Proposal, Letters of Intent
  • Tenant and Buyer Representation
  • Discrimination issues and laws, Fair Housing, Americans with Disabilities Act
  • Green concepts and rating systems
  • To understand personalities and generational traits
  • Negotiating concepts and tactics
  • How to build your Commercial Brokerage Business


Specific description of each class:

CIREC 101- Working with Office, Retail and Industrial Buildings, Leases and Green Concepts

Course Description: Commercial buildings are unique and require understandings of how different types are measured and priced. A significant amount of commercial business is leasing properties. Today there is a tremendous concern on environmental issues and a renewed focus on Green buildings. In this course you will learn:

·        How to classify and list office space
·        Differences between Net Usable and Rentable square footage
·        The real cost of space
·        Leasing development, terms and issues
·        Types of leases
·        Retail Properties Characteristics
·        Industrial Properties Features
·        Environmental Issues
·        Working with other Brokers
·        What “Green” is all about
·        How the LEED Rating Systems works
·        The economic impact of green on commercial buildings

CIREC 102 –Working with Investment Properties: Financial Analysis, Taxes and Exchanges; Discrimination issues in Commercial Real Estate

Course Description: Selling investment real estate requires knowledge of investment terms, the ability to do a financial analysis and an understanding of available financing. How are Income and Capital Gaines Taxes calculated? Learn about 1031 tax deferred exchanges.

How do discrimination issues apply to commercial properties? What do you need to know about the Americans with Disabilities (ADA) Law? Learn about multicultural clients and customers and how to avoid inadvertent discrimination. In this course you will learn:

·        How to do a financial analysis
·        What today’s financing issues are
·        How investors compare investment properties
·        Tax ramifications of selling property
·        The benefits of 1031 Exchanges
-        Americans with Disabilities Laws
·        Discrimination Laws
·        About Multicultural Clients and Customers
·        The dangers of Inadvertent Discrimination

CIREC 103 – Land and Site Development, Tenant and Buyer Representation, Working with People, Agency Requirements, Negotiations and Building your Commercial Business

Course Description: Selling land requires knowledge of zoning, economics and being able to develop a site plan. Commercial agency requirements will be reviewed. People have different personalities which affect the way they evaluate opportunities and do their work. Today there are five different generations, each of whom communicates and make decisions differently. Working with people eventually leads to negotiations. Getting started by properly building your commercial real estate practice is essential. This course will look at all these issues you will learn:

  • What you need to know about selling land        
  • Agency Disclosures
  • Tenant and Buyer Representation
  • Understand Generational Traits and Buying Patterns
  • About your personality and your clients
  • Negotiations Concepts, Tactics and Tips
  • Business Building Concepts
  • Commercial Listing Presentation Development
  • Foundations of your Business
  • A Business Plan – How to Prospect

Smith Commercial Real Estate
Edward S. Smith, Jr.
Licensed Real Estate Broker in New York and Connecticut
Berkshire Road, Sandy Hook, CT
Berkshire Road, lLicensedL 

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