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March | April | 2016 CCIM.com
working, and I stay busy and have a great
sense of accomplishment."
Help Your Community with New Busi-
nesses and Job Creation. In the tighter
lending environment, Russell Webb, CCIM,
expanded his business from leasing and land
sales to a new niche to set him apart from
other commercial real estate professionals.
"On of ce and industrial deals, mortgage
companies will give loans to owner-occu-
pants with good credit," says Webb, vice
president at Silver Oak Commercial Realty
in Flower Mound, Texas. "I know bankers
I can introduce to prospective buyers who
can persuade them of the value of owning
versus leasing."
By implementing these suggestions, those
seeking the CCIM designation or otherwise
working in small communities can fulf ll the
portfolio requirements more easily.
Sara S. Patterson is senior editor at Commer-
cial Investment Real Estate.
BOOSTING BUSINESS
Contrary to expectations, many CCIM candi dates close sales while taking CCIM
core courses for earning the designation. During the CI 102 course on market
analysis for commercial real estate investment in July 2015, Paula L. Bruns closed
one deal for nearly $100,000 in commission, signed three tenants for leases, and
proposed six new transactions.
"It has taken me a long time to realize that my deal fl ow increases when I sign
up for a CCIM class," says Bruns, vice president at Colville Offi ce Properties in
Houston. "Do not let your job be an impediment to taking CCIM courses."
Smartphones, emails, and texting have revolutionized the ability of CCIM students
to conduct business while taking classes. Breaks and lunch periods provide time to
manage clients, team members, and others involved in transactions.
While taking three of the four CCIM core courses for earning the CCIM
designation, Simon Ha works on his own business deals outside of the sessions.
In addition to deals, leases, and new business proposals, students meet their
peers in the classroom and at networking events that CCIM chapters host.
"I like being in the classroom because you never know when one of your
classmates might have a business opportunity for you or vice-versa," says Ha,
principal at Centric Commercial REA in Houston.
"Sign up for CCIM courses and deals fl ow in," Bruns says. "It sounds
counterintuitive, but it's commonsense. You know more and that will help you be
better at your job."
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