Our mission is to provide the highest level of training for the commercial real estate industry. Our goal is to deliver quality training, skills and systems designed to address today's opportunities.
Set in a pristine learning environment at some of this nation's top universities, the 2009 LSRE Series focuses on Real Estate Solutions and Back to Basic key skills, core competencies, and best practices for the commercial real estate industry.
Training material will be e-mailed upon receipt of tuition payment. There will be no paper handout. Participants are responsible for bringing course material with them to class-feel free to print out the material provided or bring a laptop to class with course material preloaded.
HP10BII Financial Calculators are required for class.
Tuition includes training and course material. There will be no paper handout. Training material will be e-mailed upon receipt of tuition payment. Participants are responsible for bringing course materail with them to class - feel free to print out the material or bring a laptop to class with course material preloaded.
Michael J. Lipsey, CCIM, CPM, CRB, MCRS
Mike Lipsey's keen insight into the business of commercial real estate spans over 35 years of active involvement in the industry. Mike Lipsey presents over 250 training programs, workshops, seminars and keynote addresses per year and works with corporate real estate executives, institutional owners, property managers, asset managers, brokers and leasing associates to improve performance, streamline operations and generate more business.
8:30am - 9:30am | Financial Literacy - The "Basics" of the HP10BII:
This is a brief overview of key functions of the HP10BII financial calculator. Students must bring (purchase if necessary) the HP10BII financial calculator.
9:30am - 10:30am | Real Estate "Work-Out" Finance:
Today there is a need for a different set of financial tools. In this session we are not talking about comparing leases, we are talking about rewriting leases - not closing traditional loans - we will discuss sitting down with lenders and trying to show, mathematically, what's in their best interest to recast a mortgage in midstream. This is an essential session for today's market.
10:45am - 12:00pm | Restructuring Leases and Lease Buy-Outs:
This session is about being able to value the user's contract based on the market conditions specific to the user's submarket so that leases can be restructured accordingly. We will also discuss how to negotiate the buy-out of a lease when there is a remaining term from a corporate user who deems the space 'surplus', or from a tenant who can no longer afford the space - we will discuss the range of techniques.
1:00pm - 2:30pm | Mortgage "Haircuts" Renegotiating Loans and Mortgages:
What happens when the lender shows no early willingness to renegotiate terms, the lender is entrenched and your client has personally guaranteed the debt. Your client is still solvent but loan to value is off, it's no longer at 70% - it's now 115%. How can you help your client stem the slow bleed that will eventually lead to insolvency? In this session we will discuss the changing cap rates, predicting where cap rates will be 2 years out, determining if this is a short-term downturn or does your borrower need to get ready for the long haul. We will discuss amorization, reduction of interest, reduction of principle, extending term, interest only, and outright debt relief.
2:45pm - 4:00pm | Painless Cram Downs:
Your client has waited too long. In this session we will assume you are representing a client who is out of options - he has liquidated his net worth and needs you more than at any time during the business relationship. Bankruptcy is an unpleasant option. How do you intervene to communicate to the lender and propose a reasonable mathematical alternative to avoid financial collapse?
8:30am - 9:30am | Business Development:
9:30am - 11:00am | Team Brokerage:
11:15am - 12:15pm | Negotiating Skills to Close More Deals:
Since more and more negotiations may end in deadlock under current market conditions, this session teaches ways around a deadlock with strategies that work focusing on the benefits of thorough preparation; identifying needs and anticipating questions to ask while negotiating.
1:00pm - 4:00pm | Presentations that Win:
Learn the five key components of a winning presentation. Understand what information to include in each phase and why. This session will focus on individual and team presentation skills using the five components and will include the effective use of visuals and other presentation media.
Call The Lipsey Company at 407.774.2558 to Register, or Complete the Registration Form above and fax, mail or e-mail to:
Accommodation is not included in the registration fee. The following hotels are within close proximity to training locations. Participants are required to make their own travel and accommodation plans.
We kindly request that participants remain in class until the conclusion of the final session on Day Two. Please allow 2-3 hours before departing flights, depending on distance to airport.
Thank you!