Course Description

Linking a company’s enterprise-level goals with their real estate strategy is key to offering the right space solution. Whether an investor, operator, or a broker, it’s important to approach real estate problems from the perspective of the user/occupant. In CI 103, you’ll learn such advanced skills as how to perform a comparative lease analysis between competing assets, analyze a sale-leaseback to help a client generate capital from their owned real estate, and advise a client on a lease vs. purchase decision to facilitate an expansion.

Incorporating the CCIM Decision-Making Model and the CCIM Communications/Negotiations Model, CI 103 explores new concepts regarding user discount rate selection, such as using multiple rates for some occupancy decisions based on perception of risk related to the various occupancy cash flows.




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1650.00 / list price
1365.00 / member price
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Course Concepts

After completing this course, you will be able to:

  • Apply key occupancy decision-making skills such as comparative lease analysis, lease vs. purchase analysis, lease buyout analysis, and sale-leaseback analysis to optimize user space decisions;
  • Determine how the financial reporting requirements for real estate influence user decisions; and
  • Integrate negotiation skills with financial analysis skills to maximize user outcomes.


Steve Cannariato, CCIM Instructor

Steven Cannariato

Steve Cannariato, CCIM, is the Brokerage Manager at Hawkins & Cannariato in Boise, Idaho. During his 35 years in commercial real estate, Cannariato has negotiated transactions with clients such as Wells Fargo, American Express, and FedEx.

Cannariato has been a CCIM Institute instructor since 1986. He was recognized as Robert L. Ward CCIM Instructor of the Year in 1997,  CI 101 Instructor of the Year in 2012, and CI 103 Instructor of the Year three times.

Cannariato earned his master’s degree in educational technology from Boise State University.

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Lydia Bennett

Lydia Bennett, CCIM, is Principal at CRE West Coast LLC and Broker at Saratoga Commercial Real Estate in Bellingham, Wash. During her 23 years in commercial real estate,  Bennett has negotiated transactions with Salish Village, Port of Bellingham, Lummi Nation, and Avenue Bread.

Bennett has been a CCIM Institute instructor since 2008. She is also a commercial real estate guest lecturer at Western Washington University, a corporate trainer for the Emerging Broker Training Program at CBC, and a corporate trainer and program developer for the Commercial Investment Network at Century 21.

Bennett was recognized as one of BisNow’s 2016 Seattle Power Women.

Bennett earned her bachelor’s degree in economics and business administration from Western Washington University.

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We are here to answer all your questions about each course. Our solution center team is available Monday through Friday 8:30 a.m. - 5:00 p.m. at +1 (312) 321-4460, option 2, or courseinfo@ccim.com.
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Continuing education credits

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For more information about continuing education contact us at cecredit@ccim.com or +1 (312) 321-4460 ext. 8566.