Class Time: Daytime
Member | Advanced Registration: 49.00
Non Member | Advanced Registration: 59.00
Location: Atlanta REALTORS® Center
Duration: 04/21/2025-04/21/2025
Instructor: Ed Riggins
04/21/2025
Mon
9:00 AM - 12:00 PM
This program uses the start-up phase of a brokerage practice as a framework to demonstrate the principal that trust-based relationships with clients form the foundation of a successful long term commercial real estate career. Attendees will gain a "big picture" understanding of where brokers fit into the overall real estate community and financial system. The priorities that have led to success are discussed, as well as how to manage time and qualify clients. This program also offers an approach to personal financial management that provides for not only surviving during the start-up phase but also thriving over the course of a long career. CRE brokerage veterans often comment that they wish they'd had this course earlier in their lives, and rookies are provided the client-oriented foundation that is required for a long and successful career.
A Message from Ed Riggins
Known simply as "Riggo" to the thousands who have laughed and learned while attending his programs, Ed Riggins has had a career that proves you can enjoy serious success without taking it all too seriously. He learned from doing stand-up comedy that if you want to find the truth, look for the funny. He learned from improv comedy to find the natural flow and go with it. Before becoming a national top producer, being named "Who's Who of Commercial Real Estate" by the Atlanta Business Chronicle and recognized as a "Power Broker" by Costar, Riggo mowed lawns, customized cars, drove a forklift, and was a small engine mechanic, on his way to becoming a first- generation college graduate. Ed is among less than 1% of practitioners nationally to have earned both the SIOR and CCIM designations. More info »
Member | Advanced Registration: 185.00
Non Member | Advanced Registration: 210.00
Duration: 04/21/2025-04/24/2025
1:00 PM - 4:00 PM
04/22/2025
Tue
04/23/2025
Wed
04/24/2025
Thu
Whether you are an experienced and proficient veteran or are just beginning your career, this eight-class series will provide a high ROI for your investment of time and money. Course 1 - Starting Out Right, provides a success template. Course 2 - Negotiating UP, gives you skills for client expectation management, one of your hardest professional tasks. Courses 3 and 4 - Closing the Sale and Executing the Lease, shows you how to navigate toward success in these two very different types of negotiating environments. Course 5 - Your Money Matters, closely connects the dots between financial success and doing the right thing for clients. Course 6 - Selling Dirt, provides a step-by-step approach to the complicated process of selling land. Course 7 - Dealing Skillfully with Emotions, speaks directly to the reality that deal making requires skills far beyond the numbers. And, finally, Course 8 - Hard Won Relationship Lessons, describes a dozen high-level lessons that will provide milestones along the road to professional success.
It's a given that slogging through deal points with the "other side" is no easy task, but for real estate brokerage professional's client expectation management on our own side of the negotiating table is often an even more challenging issue. Gaining client trust is often an uphill battle, and real estate's at-risk compensation model doesn't make this any easier. There is also a natural fear that clients will "shoot the messenger" when the need arises to deliver bad news.
This program acknowledges these and may other challenges and offers specific strategies to develop relationships with clients based on mutual trust. The ideas discussed in the program are brought to life with real world stories of negotiations involving leases and sales for clients, large and small.
Duration: 04/22/2025-04/22/2025
Veterans who attend this program will come away with language that will help them to win their next sales assignment, and CRE newbies will learn critical skills that will help them to be better client advocates. It's not uncommon for a contract between Buyer and Seller to run for dozens of pages. And yet there are only a handful of key deal point categories that matter the most. In this program attendees learn how to get into the details without being distracted by extraneous issues. In this program we discuss the 3 main phases of a sale and look at the "typical" sales process from the initial introduction of the parties through closing. We then discuss lessons learned by walking step by complicated step through several real-world examples.
Duration: 04/23/2025-04/23/2025
Duration: 04/24/2025-04/24/2025
Cost: $0.00
Credit Hours:
Student Center