CCA 102: Listing and Selling Commercial Real Estate (Certified Commercial Advisor Series)


Listing and Selling Commercial Real Estate is the second manual in a series of twelve courses required to obtain the Certified Commercial Advisor (CCA) designation presented by the National Association of Real Estate Advisors (NAREA). These twelve courses teach real estate professionals and others how to identify, broker , list, sell, lease, market, finance, analyze, value, account for,  manage, and invest in commercial real estate.


Product Description

This manual is organized into seven sections each relating to listing and selling commercial real estate:

  • Section One describes the commercial real estate listing process and introduces the contracts and forms required to list commercial real estate.
  • Section Two addresses the importance of choosing a specialization and identifies various prospecting techniques and how to manage a database using a Client Relationship Management (CRM) system.
  • Section Three identifies the elements of a good commercial listing presentation.
  • Section Four explains the importance of commercial real estate research for a particular market area and identifies where to obtain the information for a market analysis.
  • Section Five explains how to prepare a property evaluation for both owner-occupants and investors and what considerations are important to each.
  • Section Six explains the different types of listing agreements and finally,
  • Section Seven explains the process of working with buyers and describes both the commercial real estate selling and closing processes.