Introduction

In the competitive world of commercial real estate, successful property management is defined by more than just operational efficiency. It hinges on a strategic and proactive approach to leasing and tenant retention, which are the primary drivers of consistent revenue and sustained asset value. This comprehensive training course provides professionals with the advanced skills and modern techniques needed to attract and secure high-quality tenants while building long-lasting relationships that significantly reduce vacancy rates and enhance a property's long-term profitability.

This program is designed for a new generation of real estate experts who understand that a strong tenant base is the foundation of a thriving commercial asset. You will master the art of negotiation, learn to craft airtight lease agreements, and discover innovative strategies for creating a superior tenant experience. By the end of this intensive course, you will be equipped to transform your leasing activities from a reactive task into a strategic engine for value creation, securing a competitive edge in any market.

Duration

5 days

Target Audience

• Commercial property managers
• Commercial leasing agents and brokers
• Asset managers and portfolio managers
• Building owners and landlords
• Real estate investors
• Commercial property administrators

Objectives

• To develop a strategic and proactive approach to commercial leasing.
• To master advanced negotiation and deal-closing techniques.
• To understand and draft comprehensive commercial lease agreements.
• To implement effective tenant retention and relationship management programs.
• To enhance property occupancy rates and maximize rental income.
• To leverage technology to streamline the leasing and retention process.

Course Modules

Module 1: Foundations of Strategic Leasing

• Understanding the commercial leasing ecosystem and market dynamics.
• The role of a leasing professional in driving asset value.
• Key terminology: gross lease, net lease, and NNN lease.
• Developing a strategic leasing plan and setting rental rates.
• The complete leasing lifecycle from marketing to move-out.

Module 2: Marketing and Lead Generation

• Creating a targeted marketing strategy for commercial properties.
• Utilizing digital marketing platforms, virtual tours, and social media.
• The importance of professional branding and property imaging.
• Effective lead qualification and management techniques.
• Crafting compelling property marketing materials and presentations.

Module 3: Negotiation and Deal Structuring

• The psychology of negotiation in commercial real estate.
• Strategies for negotiating rent, escalations, and tenant improvements.
• Understanding the motivations and business needs of prospective tenants.
• Navigating common negotiation challenges and achieving win-win outcomes.
• Best practices for drafting and presenting a letter of intent (LOI).

Module 4: Commercial Lease Agreements

• The essential components of a commercial lease contract.
• Key clauses to negotiate: use clauses, assignment rights, and renewal options.
• Understanding legal terminology and its implications.
• The role of legal counsel in lease review and negotiation.
• Best practices for effective lease administration and compliance.

Module 5: The Tenant Experience and Retention

• Shifting from a reactive to a proactive tenant management model.
• Implementing a responsive and high-quality tenant service program.
• The importance of open communication and building strong relationships.
• Gathering and utilizing tenant feedback to improve services.
• Creating a sense of community and loyalty among tenants.

Module 6: Proactive Retention Strategies

• Developing a systematic approach to lease renewals.
• The importance of early communication and pre-renewal discussions.
• Using market data and property performance to justify rent increases.
• Offering incentives and value-added services to encourage renewals.
• Analyzing reasons for tenant turnover and creating action plans.

Module 7: Financial Analysis for Leasing Professionals

• The financial impact of leasing decisions on a property's value.
• Calculating and comparing different lease scenarios.
• Understanding the effect of concessions on a property's Net Operating Income (NOI).
• Budgeting for tenant improvements (TIs) and leasing commissions.
• Using financial metrics to justify leasing strategies.

Module 8: Technology and Innovation

• Utilizing property management and CRM software for leasing workflows.
• Leveraging data analytics to identify leasing trends and opportunities.
• The use of virtual reality and 3D modeling for property marketing.
• Implementing smart building technology to enhance the tenant experience.
• Exploring emerging PropTech tools that streamline the leasing process.

Module 9: Legal and Regulatory Compliance

• Understanding fair housing laws and anti-discrimination regulations.
• The legal process for lease termination and eviction.
• Complying with building codes, accessibility laws, and safety regulations.
• The importance of thorough record-keeping and data privacy.
• Mitigating legal risks through proactive and ethical management.

Training Approach

This course will be delivered by our skilled trainers who have vast knowledge and experience as expert professionals in the fields. The course is taught in English and through a mix of theory, practical activities, group discussion and case studies. Course manuals and additional training materials will be provided to the participants upon completion of the training.

Tailor-Made Course

This course can also be tailor-made to meet organization requirement. For further inquiries, please contact us on: Email: info@skillsforafrica.org, training@skillsforafrica.org Tel: +254 702 249 449

Training Venue

The training will be held at our Skills for Africa Training Institute Training Centre. We also offer training for a group at requested location all over the world. The course fee covers the course tuition, training materials, two break refreshments, and buffet lunch.

Visa application, travel expenses, airport transfers, dinners, accommodation, insurance, and other personal expenses are catered by the participant

Certification

Participants will be issued with Skills for Africa Training Institute certificate upon completion of this course.

Airport Pickup and Accommodation

Airport pickup and accommodation is arranged upon request. For booking contact our Training Coordinator through Email: info@skillsforafrica.org, training@skillsforafrica.org Tel: +254 702 249 449

Terms of Payment: Unless otherwise agreed between the two parties’ payment of the course fee should be done 7 working days before commencement of the training.