CCA 204: Brokering & Leasing Industrial Properties

CCA 204 – How to Broker Industrial Properties is the fourth elective course in the Certified
Commercial Advisor (CCA) designation program. The CCA designation program requires a
Candidate to take 12 required courses and meet an experience requirement of participating in
three commercial transactions within a twelve-month period. If a Candidate has no commercial
brokerage experience, the requirement can be waived by taking four elective courses, of which
CCA 204 is the fourth in the series.

This course is organized into seven section each relating to How to Broker Industrial Properties.
Section One provides an overview of industrial brokerage and identifies the various types of
industrial properties. Section Two addresses how to list and lease industrial properties. It reviews
both the Listing Process and the Leasing Process. Section Three addresses how the market
industrial properties. It reviews the various syndication companies that provide a platform to
market industrial properties to buyers and also gives an in-depth overview of the Marketing
Process. Section Four addresses how to sell industrial properties and goes through both the
Selling Process and the Settlement Process. Section Five presents how to work with sellers and
buyers by preparing a Property Financial Analysis which demonstrates how to do a comparative
market analysis and how to calculate a capitalization rate. Section Six addresses the Buying
Process and how to work with buyers, specifically focusing on investors. Section Seven uses the
case study method to introduce Investment Analysis of Industrial Properties. It demonstrates how
to prepare a Property Investment Analysis which includes calculating Gain on Sale, Internal Rate
of Return (IRR) and Net Present Value (NPV).