CCIM Feature

The ROI on CCIM Education

CCIMs in small markets and small firms initially may be attracted to the CCIM education program because it’s one more way to distinguish themselves in a limited market. Often, though, the education program ends up fundamentally changing the way they approach their business.

“My CCIM education has transformed formerly complex financial concepts into second nature analytical skills for me,” says Daren W. Hebold, CCIM, associate broker with Daigle Commercial Group in Portland, Maine. “It makes a tremendous difference in prospects' willingness to entertain follow up meetings.”

“I constantly use the financial analysis skills from CI 101,” saysDean Weitenhagen,CCIM, of Fleetwood Commercial Real Estate Services in West Des Moines, Iowa. “It is feeling competent in analyzing current and projected financial outcomes that most helps my clients.”

But in today’s challenging market, such confidence in financial analysis skills isn’t a value-add, it’s a necessity, says Tim B. Thompson, CCIM, of Deerfield Commercial Real Estate in Holyoke, Mass.

“Buyers are becoming more sophisticated, and many are looking for additional upside in every facet of the deal,” he says. “Factors such as hold period, taxation, set-aside for capital reserves, and others are principles that must be understood and taken into consideration. I use CCIM spreadsheets on a daily basis to chart out all the variables.”

Creditability is another attribute that clients look for in this market. And it can be especially difficult for young professionals to gain clients’ trust. “I am 26 years old so I am always trying to build credibility, and the designation is very helpful in doing that,” saysCasey Weiss, CCIM,principalofAccess Commercial Real Estate in St. Paul, Minn. “When I explain the process of obtaining the CCIM designation, my clients realize that I have experience and advanced knowledge of the industry.”

He adds that “When I started my business in 2007, the market was still great and properties were moving fast at high prices. Now, clients look to me as more of an adviser in today’s market, so having experience that they trust is very important.”

For more tips on how to survive challenging markets, read “Thinking Big” in the May/June 2011 issue of CIRE.


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