Agent Training · Start here
Your first 90 days as a commercial agent
Six courses, in the order a new agent needs them: the rules, your operating system, prospecting, then leasing, listings and buyers. Built around the Central Florida industrial and NNN market, and free to read.
- courses
- 6
- courses
- lessons
- 42
- lessons
- of reading
- 9.3 hrs
- of reading
- checklists
- 6
- checklists
The path, in order
Take them in this sequence. Each course ends with work you do in your real market, not just reading.
Course 27 · 7 lessons · 91 min
Florida Commercial Real Estate Compliance & Ethics
Every call, letter, email and deposit you handle is regulated. Learn the rules before you start prospecting.
After this you can
- Write advertising with the correct licensed-name wording
- Handle earnest money, records and wire-fraud attempts correctly
- Explain agency and disclosure in commercial deals
Do this: Run the Compliance Self-Audit Checklist with your broker of record.
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Course 26 · 7 lessons · 88 min
The Rookie Commercial Agent Operating System
A commission-only career needs a budget, a calendar, a CRM and a deal file system before the first deal, not after.
After this you can
- Build a first-year budget and runway
- Set up a commercial CRM around owners, entities and deals
- Run every deal from one organized file with a deadline calendar
Do this: Finish the Business Setup Checklist: budget, calendar blocks, CRM, deal-file template.
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Course 23 · 7 lessons · 93 min
Commercial Prospecting & Business Development
Listings and clients come from owners you contact before anyone else does. This is the revenue engine.
After this you can
- Choose an industrial and NNN farm and size it
- Build a scored owner list from public records
- Call, mail and email owners within Florida rules
Do this: Build your first 100 tier-A owners and book your weekly call blocks.
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Course 24 · 7 lessons · 95 min
Commercial Leasing & Tenant Representation
Leasing cycles are shorter than sales cycles, so it is often where a rookie earns a first check and builds relationships.
After this you can
- Represent tenants and landlords on industrial and retail space
- Compute net effective rent and compare proposals
- Write an LOI and protect your commission
Do this: Write a tenant rep pitch and a one-page space spec sheet for your farm.
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Course 22 · 7 lessons · 93 min
Winning & Launching a Commercial Listing
Once prospecting produces conversations, you need to win and launch the listing with a real underwrite.
After this you can
- Assemble the pre-appointment packet
- Build the seller-side underwrite, BOV and net sheet
- Run the presentation, sign the agreement and launch
Do this: Prepare a practice packet for a real building in your farm using the prep checklist.
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Course 25 · 7 lessons · 98 min
Commercial Buyer Representation
Buyers are the demand that sells listings. Learn to represent them from buy box to closing.
After this you can
- Write a buy box for NNN and industrial buyers
- Underwrite, screen and structure offers
- Manage diligence, financing and a 1031 clock
Do this: Write a buy box for one 1031 buyer and one industrial owner-user.
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New to commercial? Read these alongside
The six agent courses assume you can read a rent roll and talk about cap rates. If not, take the foundations first or alongside the path.
Course 1
Introduction to Commercial Real Estate
What commercial real estate is and how investors make money
Course 2
CRE Terminology & Key Metrics
Cap rate, NOI, DSCR and the vocabulary every lesson uses
Course 3
Reading CRE Financial Statements
Rent rolls and T-12s, the documents behind every deal
Course 13
NNN & Net Lease Investing
Your NNN specialty: leases, tenants, credit and pricing
Course 17
Office & Industrial/Flex
Your industrial specialty: space types, markets and economics
A 12-week schedule
About 9.3 hours of reading across the path, so the real time goes to doing the work in your market. Adjust to your pace.
| When | Focus | Do this |
|---|---|---|
| Week 1 | Course 27: Compliance & Ethics | Complete the compliance self-audit with your broker of record |
| Week 2 | Course 26: Operating System | Set your budget, calendar blocks, CRM and deal-file template |
| Weeks 3 to 4 | Course 23: Prospecting | Pick a farm, build a 100-owner list, start two call blocks a week |
| Weeks 5 to 6 | Course 24: Leasing | Tour five spaces in your farm; write a tenant rep pitch |
| Weeks 7 to 8 | Course 22: Listings | Build a practice packet; ask your broker to review it |
| Weeks 9 to 10 | Course 25: Buyer Rep | Write a buy box and screen three live deals against it |
| Weeks 11 to 12 | Review and plan | Re-run the compliance audit; build your 12-month plan (Course 26, lesson 7) |
The toolkit: six printable checklists
One checklist per course. Work them on real deals and keep them in your deal files.
Commercial Agent Compliance Self-Audit Checklist
A quarterly compliance and ethics self-audit for newer Florida commercial agents: license and broker, agency and disclosure, conflicts, deposits and escrow, records, advertising and the licensed name, calls, texts and email, federal flags and a quarterly review.
Commercial Agent Business Setup Checklist
A first-year setup checklist for newer commercial real estate agents: budget and runway, weekly calendar, CRM, deal files, tech stack, broker and network, reputation and 12-month milestones.
Commercial Prospecting Weekly Plan Checklist
A weekly prospecting plan for new commercial agents: farm setup, a public-records owner list, compliance, call and mail blocks, referral touches, and a 90-day plan for industrial and NNN owners.
Commercial Leasing Deal Checklist
A start-to-finish checklist for commercial leasing agents: engagement and commission agreement, space specs, market survey, deal economics, LOI, lease negotiation, commission protection and possession handoff for industrial and retail deals.
Commercial Listing Appointment Prep Checklist
The 14-item packet for a commercial listing appointment: public-record research, the underwrite, the BOV and net sheet, the presentation, and the listing agreement.
Commercial Buyer Representation Checklist
A start-to-finish checklist for commercial buyer's agents: engagement and fee agreement, buy box, screening, underwriting, LOI, PSA, due diligence, financing, 1031 timing and closing for NNN and industrial buyers.
Ready to start?
Every lesson is free to read. Create a free account to track your progress through the path.
This training is education, not legal, tax or lending advice. Confirm compliance and legal points with your broker of record, a Florida attorney and a CPA. Fees, rates and income figures in the lessons are illustrations, not promises of results.