ABOUT COMMERCIAL UNIVERSITY

Transcription

1 ABOUT COMMERCIAL UNIVERSITY COMMERCIAL UNIVERSITY A comprehensive training and development resource for Coldwell Banker Commercial affiliates and professionals

2 OVERVIEW The mission of Commercial University is to foster networking and deliver skill-based training that has a measurable, positive impact on our company and serves as a competitor differentiator. RICK DAVIDSON, President and COO, Coldwell Banker Commercial Affiliates Industry-leading training and development keeps the Coldwell Banker Commercial organization ahead of the curve. Now, Commercial University offers more learning programs and more ways to learn than ever before: GOALS OF COMMERCIAL UNIVERSITY Increase Revenue Grow Business Manage Efficiently TRAINING CUSTOMIZED BY ROLE: Principals & Senior Managers Experienced Sales/Lease Professionals Emerging Professionals Marketing Managers & Office Administrators VARIETY OF OPTIONS FOR DEMANDING SCHEDULES: Conference and Regional Event Seminars Traditional Classrooms Live-online Webinars Recorded Webinars On-Demand, Self-Paced Web Training Library of Training Materials, Manuals & Documentation SAMPLE COURSES & PROGRAMS: Recruiting Program (2 days) Emerging Broker Training (EBT) Program (4 months) Platinum Producer (2-3 days) Mike Lipsey Live Webinars & Replays Capital Markets and other Trends Webinars Coldwell Banker Commercial Tool Training Tenant Rep Videos Conference Seminars Element-K self-paced soft-skill courses: MicroSoft (Word, Excel, Powerpoint, Outlook, Front Page, Publisher, Access) as well as other Technical and Communication Skills. (Commercial University Site)

3 SELECT PROGRAMS EMERGING BROKER TRAINING (EBT) The Coldwell Banker Commercial Emerging Broker Training Program is a four month blended program for professionals with one year or less experience to speed progress to becoming a significant producer! WHEN THEY COMPLETE THE PROGRAM, STUDENTS WILL BE ABLE TO: Plan, organize and control business in selected territory / line of business RECRUITING PROGRAM The Recruiting Program is a 2 day class & one online class intended for Coldwell Banker Commercial principals and managers responsible for recruiting and selection. The mission of this course is to train to successfully recruit and interview existing top professionals from competitors or select new candidates who have the potential to become future stars in the business. Develop and implement personal business plans Identify and prioritize transaction development opportunities on a continuous basis Gain and conduct initial appointments Articulate their value proposition with confidence Prepare estimate of value / estimate of services required Obtain control of properties & tenants Find appropriate market opportunities Negotiate transactions representing the interests of all parties Gauge customer satisfaction and possibility of repeat business. Procure testimonials from satisfied clients MIKE LIPSEY WEBINARS One-hour phone/web interactive seminars. Scheduled periodically and available as a replay. I graduated EBT in St. Louis. I wanted to tell you how great it was. This is my first year and I have already made over $150,000 in gross commission with about another $170,000 scheduled to close before the end of the year. The lessons from EBT have been incredibly helpful in my career so far. Circle of Distinction here I come. Thanks!!! David Dirkschneider, Sales Professional Coldwell Banker Commercial Hocker & Associates, Oklahoma City, OK For dates/times and to sign up, go to Blueprint and click Commercial University. Need help accessing? Call prompt #2

4 OTHER OPTIONS PLATINUM PRODUCER The Platinum Producer Program is a 2-3 day class for producers who have either achieved Silver medal status at least once in the past four years, or Bronze medal three times. The mission of this course is to provide experienced commercial real estate associates the knowledge, attitude, skills and habits necessary to take their business to the next level. The course reinforces Commercial Real Estate Best Practices for sales, presentations, prospecting and keys to running a successful individual commercial practice. PROFESSIONALS WILL LEARN: Business Self-Evaluation & Improvement Action Plan Strategies for Growing Your Business 21st Century Consultative Selling The Art of Questioning Teaming OTHER OPTIONS AVAILABLE Objections Handling Self-paced Training CCIM Discounts Continuing Ed (CE) Discount Courses Franklin Covey Workshop Discounts Self Paced Element K Courses COMMERCIAL UNIVERSITY LIBRARY Downloadable Process Documents GCC Conference Seminar Slides & Handouts Regional Conference Seminars Slides & Handouts Mike Lipsey Webinar Documents Business Skill Documents Business Development Process COMMERCIAL UNIVERSITY PARTNERS WITH THE INDUSTRY S BEST ORGANIZATIONS AND VENDORS: ACCESSING COMMERCIAL UNIVERSITY All courses, class schedules, enrollments and registrations can be found on the Commercial University site accessed through Blueprint Need help? prompt #2

5 GCC CONFERENCE TRAINING GCC CONFERENCE The GCC event is the premier forum for all Coldwell Banker Commercial professionals to expand their knowledge through a wide-range of educational workshops and network with colleagues from across the country. It s also an opportunity to honor the peak performers in our company who have driven themselves to the highest levels of success. The event takes place between February-March at a different location each year and offers a series of unique seminars. SEMINARS TRACKS The classes at GCC are divided into several different tracks: Pre-Conference Seminars Principals & Managers Trends Professionals Skills & Knowledge Special Investment Topics Marketing & Administrators SAMPLE SEMINARS OFFERED: Each year, the classes offered are altered depending on feedback from those that attended. Here are some sample classes: Real Estate Economic Market Cycles Capital Markets Outlook Presentation Skills Human Element of Negotiating Understanding International Markets Specialty Trends (Land, Office, Industrial, Retail, Multi-Family) CCIM: Lease vs. Own Effectively Coaching and Mentoring of New Associates Marketing Listings SIOR: Understanding Debt Business Planning Trends in Commercial Real Estate Law & Litigation For dates/times for the GCC, go to and click on news & events 2008 Coldwell Banker Real Estate LLC. All Rights Reserved.

6 STUDENT REFERENCE CARD LEARN HOW TO USE COMMERCIAL UNIVERSITY REGISTER FOR TRAININGS TRACK YOUR PROGRESS HOW TO ACCESS COMMERCIAL UNIVERSITY 1. Log in to Blueprint Click on the Learning Tab On the Learning Tab, Click on the start using button 4. A new window will open; you should now be on Commercial University FIND COURSES BY JOB CATEGORY, & REGISTER Follow the steps below to find courses by your job category 7. Click on the Preview Schedule button for the Class you wish to attend. (There may be more than one date listed.) 8. Click Select Start Date. Tip: Once you have followed above Steps #1-8, you should see Class Registered in red at top of screen (unless the class is full). Tip: Even if a course is FREE, you will still need to register for the class. Tip: The class will show up under My Courses tab after enrolling Click on Course Catalog You will see a list of job categories at the bottom of the screen: JOB CATEGORIES: Office Administrator/Marketing Manager Principal / Manager Rookie and Emerging Professional Sales / Lease Professionals (Experienced) Click on a job category Peruse the courses. There are three types of training deliveries: WHAT IS THE DIFFERENCE BETWEEN COURSE AND CLASS? A course is a training title. A class is a specific date and time for a course. Instructor Led Training (ILT) or WebEx Course can have many available Classes (dates) to choose from. SEARCH FOR A COURSE To search the entire catalog, you must first click the Course Catalog link on the main navigation. Then use the search box. VIEW YOUR REGISTERED CLASSES From the My Courses tab, click the Registered Training sub-tab. Instructor-led Training Course (ILT) Online Training Course (OLT) WebEx Live Session or Recording Choose a course. (Scheduled or anytime self paced courses). Scheduled courses require you to select a specific class (date / time)

7 LAUNCH AN OLT (SELF-PACED) COURSE (E.G. ELEMENT K, LIPSEY REPLAY ETC.) 1. From the My Courses tab, click the Online Courses sub-tab. Scroll through the list of Online Courses. To launch the course, click the course name link. TIP: To launch a course, you may need to disable any popup blockers by holding the CTRL key while launching the course. THE INSTRUCTOR 1. Navigate to My Courses Find your class Click View Summary. (Summary window will open in a new window) 4. Click the contact hyperlink. VIEW YOUR TRANSCRIPT TIP: You must register for the course (Course Catalog) before you launch it from My Courses LAUNCH A LIVE WEBEX SESSION 1. From the My Courses tab, click the Registered Training sub-tab or click My Courses in the Quick Links bar in the upper right corner From My Courses, click the Student Transcript tab. Select a Report Format (PDF, Excel, RTF or Word). Click the View Report button. Report will open in a new window. Scroll down to ILT Schedule. To launch the class, click the course name link. Tip: WebEx Live Sessions will have a WebEx icon. Tip: You must register for a WebEx before launching the session. TIP: To launch a course, you may need to disable any popup blockers by holding the CTRL key while launching the course. LIBRARY RESOURCES 1. Click on Library Tip: You cannot access a WebEx Live Session until it is started by the host, so you won t be able to log in before the instructor. Click on Online Resources Select one of the resources, PDF or Word NEED ASSISTANCE? Call Select option 2 Monday Friday 8:30am 8:00pm (EST) To access training or for additional information, go to Commercial University or call Coldwell Banker Real Estate LLC. All Rights Reserved.

8 Coldwell Banker Real Estate LLC. Coldwell Banker Commercial is a registered trademark licensed to Coldwell Banker Real Estate LLC. An Equal Opportunity Company. Each Office Is Independently Owned And Operated.