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.


Robin L. Webb, CCIM
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Robin Webb

Robin L. Webb, CCIM, CPM, MRICS, is Managing Director and Principal of NAI Realvest in Orlando, Fla. He has over 30 years of commercial real estate experience and a career of personal sales volume totaling over $1 billion.

Webb has been a CCIM Institute instructor since 2005 and previously taught real estate at the University of Central Florida and the Lorman Institute. He also provided training  for real estate franchises like Realty World and Century 21 Commercial.

Webb served as the CCIM Institute President in 2017.

Soozi Jones Walker, CCIM
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Soozi Jones Walker

Soozi Jones Walker, CCIM, SIOR, is President at Commercial Executives Real Estate Services in Las Vegas. She has 30 years of commercial real estate experience and specializes in the sale and leasing of office, retail, and industrial space, as well as the sale of investment properties and land.

Jones Walker has been a CCIM Institute instructor since 2002 and was recognized as Instructor of the Year in 2013 and 2013 by the Institute faculty. She has been highly involved in the institute and been part of the National Board of Directors since 2009.

Jones Walker earned her Nevada Real Estate License and Broker/Salesman License from Nevada School of Real Estate as well as her GRI Designation from Real Estate Institute.

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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.