The Fundamentals of Commercial Real Estate for Residential Agents
3 hours of TREC CE elective credit. Lunch included. No charge. Fifty seats.
A residential agent in this market collected $22,500 for about an hour of work.
Her client was selling a California rental with roughly $1.3M in equity and wanted to shield the gain. She didn't know how a 1031 exchange worked. She didn't know how to value a commercial building. She didn't need to. She made an introduction, sat in one discovery meeting, and kept her client. The property closed ninety days later.
We'll walk that entire deal in class — including exactly where she could have lost the fee.
You already have commercial clients. You just haven't called them that.
Somewhere in the database you've spent years building:
• A client who owns a business and is tired of writing a rent check
• One selling a rental who has never heard the words "1031 exchange"
• A family that inherited land and has no idea what it's worth
• A seller relocating who mentions, in passing, that they're also buying a building
• A small business that just outgrew its space. Again.
Every one is a transaction you're currently not paid on — not because you did anything wrong, but because nobody taught you to hear it.
What we cover
The Commercial Landscape — five asset classes, and how commercial really differs in Texas: no MLS, no promulgated contracts, no option period.
Spotting It in Your Pipeline — the seven client signals. You'll audit your own database in the room and leave with names on paper.
The 1031 Exchange — like-kind rules, the 45- and 180-day clocks, qualified intermediaries, and how boot triggers tax.
Reading the Numbers — NOI, cap rate, GRM and cash-on-cash, run live on the actual building from the case study.
Referrals, Ethics & Getting Paid — who may legally pay you, written referral agreements, and how the client comes back to you.
The schedule
Lunch is served at 11:30. Class starts at 12:00 sharp — TREC credit requires the full instructional period, so we begin on the hour. Come early and come hungry.
Bring your TREC license number. We can't report your credit without it.
Your instructor
Greg Cooper, J.D. — Commercial Real Estate Advisor, Kuper Sotheby's International Realty. $2B+ in career transaction volume, $650M in institutional investment sales, twenty years of commercial transactions, more than a thousand agents trained. I built my commercial practice largely on referrals from residential agents. This is the class I wish somebody had handed them twenty years ago.
3 hours of TREC CE elective credit provided by Impact Leadership Group, TREC Course #39782-RECE.