Leasing, Marketing and Negotiations On-demand

Leasing, Marketing, and Negotiation

Leasing, Marketing and Negotiations

The Leasing, Marketing and Negotiation course is designed for entry to intermediate-level commercial real estate development professionals. It is ideal for leasing agents, developers, asset managers and owners. The course provides learners with an overview of the commercial leasing process and marketing strategy, and explores a range of negotiation strategies intended to immediately maximize the value of every commercial lease. This course will expose learners to leasing issues surrounding office space, flex space, retail buildings and pad sites, industrial property leasing, and build to suits. Many valuable handouts are also made available to students.

About On-demand Courses

This is an edited version of a previously recorded, live, online course. Student and instructor comments are the opinions of the individuals and do not necessarily reflect the views of NAIOP.

All handouts and resource materials are posted with the module to which they belong, as well as an evaluation and assessment at the end of the course.

To receive proof of attendance for this course, each student must attend/view all eight modules and complete the evaluation.

As a NAIOP Certificate candidate, you must complete all eight modules in the Leasing, Marketing and Negotiations On-demand course, submit the evaluation, and pass the end-of-course assessment with a score of 80 percent or better.

If you experience any difficulty with accessing this on demand course or its materials, please email education@naiop.org or call 703-904-7100, 8:30 a.m.–5:30 p.m. (ET), Monday–Friday. You can also view the FAQ here.

Lesson Plans

Module 1

Projects and the Role of Leasing and Marketing

This module will discuss what projects are in the context of leasing, marketing and negotiation, and by understanding the origins, we can help to define the issues, opportunities and potential pitfalls that create project success or failure. We will go over the role that leasing and marketing plays in various types of projects and what a property owner should expect to gain from having leasing on the team from the beginning of a project, from site selection, site programming, design and project layout.

Module 2

The Importance of Leasing and Marketing in Creating Successful Projects

In this Module, we will take a much deeper look into the role of the leasing and marketing team and what makes the difference between basic job performance and truly being a respected leasing professional. We will then talk about how leasing helps with the development cost budget, the leasing assumptions, the project income expectations and the feasibility of projects.

Module 3

Project Economics and Why Leasing Should Understand the Details

The project economics Module will go into more detail about how project rents are determined as well as how net effective rents are computed. We will begin the process of dissecting various lease terms and conditions and how the negotiation of them can impact value, for better or worse.

Module 4

Tenant Evaluation and Underwriting

This module will provide students with the necessary skills to successfully evaluate potential tenants and discuss the important process of underwriting. Among the topics that will be addressed are identifying key components of a tenant’s business plan, determining whether or not a tenant has enough business experience and identifying key measures of a tenant’s liquidity and net worth. Students will also identify ways in which the landlord can mitigate a lease’s financial risk, gain an understanding of how various types of tenant uses impact a development project, and learn to define key provisions of a lease guaranty agreement as well as the various types of legal entities tenants may use. In addition, we’ll discuss how to verify entity existence and good standing.

Module 5

Project Marketing and Brokerage

This module will explore various strategies to help you successfully market an available project. We’ll help you create a marketing plan by answering these questions: What marketing materials are required before you can begin project leasing? What information do you need to gather for your marketing materials? What legal issues do you need to be aware of when preparing marketing materials? What are the methods available for reaching your target audience and are there online sources available for project marketing? We’ll also discuss how marketing materials should be targeted to different types of tenants and their use of the project. In the second half of this Module, we will talk about managing the leasing agents and brokers charged with leasing your development project. We will outline the types of project feedback you should expect from brokers and discuss broker and agent interaction with the development team, in addition to identifying the written information you’ll require brokers and agents to provide throughout the development process.

Module 6

Negotiations—Part One

This first module regarding negotiations will describe and examine the various types of leases and lease structures, examine the importance of use clauses and their key components as well as the assignment clause and its key components and issues. Students will learn the difference between assignment and subleasing and gain familiarity with anchor and co-tenancy clauses in retail leasing. We’ll also discuss the importance of a tenant opening requirement, tenant go-dark provisions and recapture rights and define the key elements of a tenant relocation provision. Other topics that will be addressed include how to handle no build and tenant control area requests and understanding the importance of defining trade names within a lease.

Module 7

Negotiations—Part Two

The leasing process presents many legal issues for those involved in leasing a property. In this Module, we’ll define subordination and non-disturbance agreements, discuss the various types of tenant and landlord insurance requirements, identify the key elements of a casualty provision and explore the lease issues that arise from condemnation. Students will also learn the key language that is required in letters of intent, how to control the lease negotiation process with legal counsel and gain an understanding of lien waivers and tenant estoppel certificates and their significance.

We will spend time examining why the operating expense provisions of leases can be heavily negotiated. In all cases, we will look at what is motivating the tenant to want certain things, and what motivates the landlord to resist.

Module 8

Negotiations—Part Three Plus Bonus Material

This final module will finish the topic of negotiations with a discussion of the various styles and traits of good negotiators, how to handle different types of negotiations, the importance of preparation and role play. Many tips will be shared and discussed. We will return to the subject of the leasing and marketing team and go into more depth on selecting and managing a listing broker. Students will also gain a better understanding of the importance and key provisions of commission agreements, real estate broker licensing requirements and commission payments. Finally, a number of helpful bonus items will be shared that should provide discussion framework to recap the entire course.

Education Credits

Education Credits

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Leasing, Marketing and Negotiations is approved for the following Education Credit:
16 hours credit toward the Certificate of Advanced Study in Commercial Real Estate Development.

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15 AIA/CES Learning Units
16 Professional Development Hours (PDH)
1.6 Continuing Education Units (CEUs)

Learning Objectives

Learning Objectives

  • Identify the comprehensive role of the leasing professional in a development project
  • Identify the economic issues surrounding commercial leases
  • Recognize LOI and lease clauses that cause a developer to lose control of its real estate
  • Apply new strategies for successfully negotiating LOI and non-legal lease clauses
  • Identify key aspects of marketing commercial space for lease
  • Develop and apply strategies for successful outcomes in LOI and lease negotiations

Tuition & Register

Tuition & Register

Payment for a NAIOP on demand course entitles access for one person only to the course and all materials.

Course Tuition

Member Type USD CAD
Member $795 $1040
Nonmember $995 $1300
Developing Leader $595 $780
Student Member $95 $125
Student Nonmember $145 $190

How to Register

  • Register online.
  • Fax: Complete the registration form for US  or for Canada  and fax to 703-904-7003
  • Mail: Send check payments to: NAIOP, CL500060, PO Box 5007, Merrifield, VA 22116-5007
  • Register over the phone/questions: 800-666-6780


All registrations processed online receive an automatic confirmation. If you register via fax, mail or phone, the confirmation emails will be sent to you after your payment is received and processed. If you do not receive the confirmation emails within two weeks, please contact NAIOP at (703) 904-7100 to verify enrollment.

Login instructions to access the on-demand course are sent under separate cover from customercare@gototraining.com within 2 days. If you do not receive the login instructions, please check your spam folder. If the login email is still not there, please contact the NAIOP Education Department at education@naiop.org.

Cancellation Policy

No refunds will be issued.



Are the course materials accessed through the NAIOP website?

No. The only way to access the course materials is through the login email you will receive once payment is processed. The course materials are hosted on the GoToTraining website.

Can I access and view the recordings and materials on an iPad, iPhone, iPod or other iOS device?

At this time, no. Once that is available, all students will be notified of the improved functionality. We recommend accessing recordings on a desktop computer until that time.

Can I repeat a module?

Yes. You may repeat any module as many times as you’d like during the 3 months you have access to the course materials.

Can I retake the assessment/test?

Yes. Students can take the assessment/test up to 3 times. Please contact education@naiop.org to schedule a re-test.

Can I share this on-demand course with anyone else?

No. Payment for a NAIOP On-demand course entitles access for one person only to the course and all materials.

Do I have to view the modules in order?

No. You can take view the modules in any order you choose; however, depending on the course, some modules might build upon the one previous to it.

Do on-demand courses count towards the Certificate Programs?

Yes, all 16-hour on-demand courses count towards the Certificate Programs. NAIOP Certificate candidates must also take the assessment/test for each course and pass it with a score of 80% or better. Please review the Certificate Programs webpage to see what courses count towards each Certificate.

I’m having problems accessing the on-demand course.

If you experience any difficulty with accessing an on demand course or its materials, please email education@naiop.org or call 703-904-7100 between 8:30 a.m. and 5:30 p.m. Eastern time, Monday-Friday.

How do I ask a question?

Please send any question you have regarding content to education@naiop.org. We will forward it to an instructor for a response. Please allow up to a week for a response.

How do I receive my proof of attendance upon completion of the on-demand course?

Email education@naiop.org once you have attended/viewed all nine modules, and completed the evaluation and passed the assessment/test (where applicable) to receive your transcript as proof of completion. Please allow 30 days to receive your transcript.

How long do I have to complete the on-demand course?

You will have access to all handouts and resource materials for 3 months from your enrollment date.

Is there a required live component to the on-demand courses?

No. Students are not required to attend any live sessions. The system will require you to enter your First Name, Last Name and email address when viewing module recordings. We will track your attendance this way. Students can ignore the “Join” button and class dates that will appear in the confirmation email.

What is required to receive credit/proof of attendance for an on-demand course?

Students must attend/view all recorded modules in an on-demand course and complete the evaluation. NAIOP Certificate candidates must also take the assessment/test and pass it with a score of 80% or better.

What program do I need in order to view the recordings?

A: At this time, the recordings are .WMV files and are accessed through Microsoft Windows Media Player. If your system doesn’t have Windows Media Player, or it is out of date, please download it directly from Microsoft. Videos are also viewable using the VLC Media Player, which is downloadable at http://www.videolan.org/vlc/index.html.

Links: links to third party pages are provided for convenience only. We do not express any opinion on the content of any third party pages and expressly disclaim any liability for all third party information and the use of it.

Will I have instant access to all course materials upon registration?

Yes. Assuming you register via the NAIOP website, you will receive an email with login instructions within minutes of the payment being processed online. If you register via fax or check, it can take up to three (3) business days from receipt of payment for you to receive your login instructions. Please note, check payments can take up to 2 weeks to process through the bank. Online registration is the preferred and fastest method.