Systems for Success 4.0 is the most extensive video training series
ever developed for the Commercial Real Estate Industry!


40 Modules of HD Video focused on delivering best practices for Business Development, Closing More Transactions, Deal Making Finance and Industry Fundamentals. SFS 4.0 is truly a training tool for the entire office – early in development we set out to create a learning system that would elevate experience and capability, regardless of background or previous skill set.

With this series, you have the option of purchasing all 40 Modules (The Entire Series) or one of the three different segments. Once purchased, modules will be made available for download or online viewing. Watch anywhere, on any device.

SFS 4.0 Entire Series

40 modules – Investment of $1,995


sfs-entireThe Entire SFS 4.0 Series is made up of 40 HD Training Videos and is broken up into three parts. The first set of modules are completely focused on Business Development and Transaction Management. The Business Development section includes topics such as Identifying Emerging Markets, Building the Right Database, Steps to a Successful Call Day Routine, Client Discovery & Needs Analysis, Top Strategies for Landlord (Agency) and Tenant Rep, Approach to Giving a Memorable Tour, Negotiating Techniques and Best Practice for Winning More Presentations.

The second part of the series is all about Deal Making Finance. These are the training modules that will help improve upon your ability to make the appropriate Commercial Real Estate Calculations. This portion of the series is dedicated to topics such as the Necessary Steps to Calculating a Cap Rate, Process to Valuating Investment Properties, Understanding Different Lease Types, The Lease vs. Own Calculation using the IRR and NPV Method, Introduction to Investment Analysis and Understanding the makeup of a 1031 Exchange.

The third portion of the series is dedicated to Commercial Real Estate Fundamentals. Topics such as Overview of Product Types, Necessary Professional Skill Sets, Industry Terminology and Measurements, Introductory Calculations and Valuation. Those who purchase the entire series will receive all 40 modules.

40 Modules of HD Video focused on delivering best practices for Business Development, Closing More Transactions, Deal Making Finance and Industry Fundamentals. SFS 4 is truly a training tool for the entire office – early in development we set out to create a learning system that would elevate experience and capability, regardless of background or previous skill set.

With this series, you have the option of purchasing all 40 Modules (The Entire Series) or one of the three different segments. Once purchased, modules will be made available for download or online viewing. Watch anywhere, on any device.

Instant Access to Systems for Success 4.0 Entire Series

sfs-entire Systems for Success 4.0 Entire Series
40 modules – Purchase Today for $1,995

The Entire SFS 4.0 Series is made up of 40 HD Training Videos and is broken up into three parts. The first set of modules are completely focused on Business Development and Transaction Management. The Business Development section includes topics such as Identifying Emerging Markets, Building the Right Database, Steps to a Successful Call Day Routine, Client Discovery & Needs Analysis, Top Strategies for Landlord (Agency) and Tenant Rep, Approach to Giving a Memorable Tour, Negotiating Techniques and Best Practice for Winning More Presentations.

The second part of the series is all about Deal Making Finance. These are the training modules that will help improve upon your ability to make the appropriate Commercial Real Estate Calculations. This portion of the series is dedicated to topics such as the Necessary Steps to Calculating a Cap Rate, Process to Valuating Investment Properties, Understanding Different Lease Types, The Lease vs. Own Calculation using the IRR and NPV Method, Introduction to Investment Analysis and Understanding the makeup of a 1031 Exchange.

The third portion of the series is dedicated to Commercial Real Estate Fundamentals. Topics such as Overview of Product Types, Necessary Professional Skill Sets, Industry Terminology and Measurements, Introductory Calculations and Valuation. Those who purchase the entire series will receive all 40 modules.

Instant Access to Systems for Success 4.0 Entire Series

sfs-entire Business Development
8 modules – Purchase Today for $1,295

Modules Included: Client Discovery & Needs Analysis, Selling by Phone, Winning Tenant Rep Assignments, Presentations that Win, Performance Leasing, Giving a Memorable Tour, Strategies for Capital Markets, Negotiating to win

Instant Access to Business Development Modules

sfs-entireDeal Making Finance
6 modules – Purchase Today for $995

Modules Included: Intro to Investment Analysis, 1031 Exchange, Present Value of a Lease, Establishing Value, Lease vs. Own, Review of Lease Types

Instant Access to Deal Making Finance Modules

sfs-entireFundamentals of Commercial Real Estate
6 modules – Purchase Today for $695

Modules Included: Characteristics of Product Types, Intro to Commercial Calculations, Professional Skill Sets, Calculations for Agency & Tenant Rep, Real Estate Terminology, Intro to Property Valuation

Instant Access to Fundamentals of Commercial Real Estate Modules

Business Development

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Client Discovery & Needs Analysis
Preview Video
Learn to use and form the right Introductory Benefit Statements and begin differentiating between IIBS and VIBS. Begin incorporating the four questioning types (CPT, OPT, CPS, OPS) and identify the appropriate time to use each one. Interview with RUN CLEAR and begin qualifying prospects.


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Selling by Phone
Preview Video
It’s no surprise that High Performing Brokers are comfortable with making a number of calls. Implement the right routine and “Just Make the Call”. Understand your call ratio and how it effects the number of calls you should be making. Relieve call reluctance by providing something of value.


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Winning Tenant Rep Assignments
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We’ll discuss the characteristics that make-up high performing Tenant Rep Brokers. Learn to articulate the way you’re going to represent a client and outperform the competition. Do more than just show space and evaluate the subjectives – begin giving an economic overview.


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Presentations that Win
Preview Video
This is our Newest Strategy to Winning Presentations. Learn the Process that’s successfully helped Power Brokers around the World win major assignments. We’ll review our traditional 5-step method and the reasoning behind moving to the new 6-step “Yellow Pad 50/50”.

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Performance Leasing
Preview Video
Never lose another Listing Presentation. Landlords want accountability and reporting – we’ll show our measurable approach to provide this valuable service. Begin measuring Business Development and Transaction Management to positively affect the Net Operating Income.

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Giving a Memorable Tour
Preview Video
Be more than a tour guide. Begin incorporating modern technologies. Build rapport inside of the Brokerage Community to increase the number of prospects visiting the space. Use Lipsey’s 10 Step Approach to better understand the prospect’s needs and show off feature and benefits.

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Strategies for Capital Markets
Preview Video
Stop getting stuck in the BOV box. Bring 5 Hurdles to your next presentation, give the client a value range and articulate how this will help create buyer stretch. Understand how Grave Dancers, REITS, Private Investors, Institutions, Sovereigns and Black Swans will all evaluate properties differently.

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Negotiating to win
Preview Video
The goal is to close the deal. We’ll learn to perform, recognize and neutralize a number of Negotiating Tactics. We’ll review the role of emotion and how it’s the most influential factor determining the success or failure of your next negotiation. Learn the difference between Tactics and Conditions.

  • Included in Systems for Success 4.0 Entire Series

  • Included in Business Development

Business Development Modules are included inside of the “Entire Series”. You also have the option of purchasing this portion of the SFS 4.0 Series separately.

Deal Making Finance

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Intro to Investment Analysis
Value is unique to each individual investor. We’ll start by introducing the T-Bar and run through the characteristics that go into the time value of money. We’ll define Periods, Interest Rates, Present Values, Future Values, Net Present Values, Gross Rent Multipliers and Internal Rates of Returns.


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1031 Exchange
We’ll discuss basis, cost recovery, appreciation, depreciation, Boot, Internal Revenue Codes and several other key concepts relative to 1031 Exchange. We’ll have an in-depth conversation on Simultaneous, Deferred, Reverse and Construction Exchange Types.


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Present Value of a Lease
Using a Discount Rate determine the Net Present Value of a Lease. Learn how Rent Concessions, Tenant Improvements, Square Footage and other factors affect the economics of a lease. Begin giving the client a “Target” Net Present Value and help them understand and compare leases.


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Establishing Value
Learn the 6 Step Process to identify the right Cap Rate. It’s not one, but multiple different factors that are used in this calculation. Scrub the NOI, establish the Loan Constant, Determine the WAD and WAE and ultimately arrive at the Cap Rate. Once established, determine the property’s value.


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Lease vs. Own
We’ll take a look at the numbers, select the appropriate discount rate and use the IRR and NPV to establish the appropriate financial decision. More than numbers there’s a multitude of other factors and preferences that will ultimately make the decision of whether the client should lease or buy.


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Review of Lease Types
We’ll take a look at several different lease types. Learn the positives and negatives of a sub-lease and recognize the leverage that the Landlord has. We’ll review contracts and make note of provisions to pursue and others to avoid.


 
  • Included in
    Systems for Success 4.0 Entire Series

  • Included in
    Deal Making Finance

 

Deal Making Finance Modules are included inside of the “Entire Series”. You also have the option of purchasing this portion of the SFS 4.0 Series separately.

Fundamentals of Commercial Real Estate

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Characteristics of Product Types
We’ll review a detailed list of the different Commercial Real Estate Product Types. We’ll begin with Office, move to Industrial and finish with Retail. We’ll differentiate building classes and discuss the varying factors that play a role in ultimately determining a user’s location.


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Intro to Commercial Calculations
We’ll discuss the drivers of Commercial Real Estate Value and the role square footage plays inside of the calculation. We’ll have an exercise and review the thought process that building owners have when determining the “Tenant Mix”.


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Professional Skill Sets
This is a look at the personality traits embedded inside of different Commercial Real Estate Practitioners. We’ll review the roles and responsibilities of Landlord Rep Brokers, Tenant Rep Brokers, Investment Sales Brokers, Property Managers, Asset Managers and Building Engineers.


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Calculations for Agency & Tenant Rep
A module reviewing the calculations that Landlord and Agency Brokers face on an everyday basis. We’ll calculate Square Footage, Rental Rates, Load Factor, Occupancy, Net Operating Income and Operating Expenses. We’ll also develop a leasing plan and determine a Tenant’s budget for a new space.


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Real Estate Terminology
Talk the language of the Commercial Real Estate Industry. In this module we’ll review, define and explain terms such as Building Measurement, Building Systems, Green Initiatives, Tenant Credit Underwriting, BOMA Standards, Different Lease Types (NNN, Full Service, Gross) and Operating Expenses.


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Intro to Property Valuation
A discussion of different buyer types and how their return profiles and buying criteria effects value. We’ll develop an understanding of Cap Rate, Loan to Value Ratios, Cash-on-Cash Return. We will also learn to calculate the Internal Rate of Return and Net Present Value using Excel.


 
  • Included in
    Systems for Success 4.0 Entire Series

  • Included in
    Fundamentals of Commercial Real Estate

 

Fundamentals of Commercial Real Estate Modules are included inside of the “Entire Series”. You also have the option of purchasing this portion of the SFS 4.0 Series separately.

Performance Leasing

Winning Tenant Rep Assignments

Client Discovery & Needs Analysis


Exclusive Program from the International Leader in Training for the Commercial Real Estate Industry

Focused on

Existing Customers

Watch anywhere, on any device.

Join LipseyCo Today!

Instant Access to SFS 4.0 Modules.