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Controlling the Deal Image for The CCIM Institute course

Controlling the Deal


The Course Will Teach You to

Course Objectives
  • Use psychological strategies of persuasion to control the deal
  • Access, understand, and utilize your persuasive power
  • Build trust and long-term, win-win relationships with customers and clients
  • Make yourself essential to the transaction
  • Influence your client's decision to complete the transaction

Course Description

Course Description

As a transaction professional, if you're not assuming a leadership role from due diligence to deal close, you may not end up with a role at all.

Owners, users, and investors are increasingly relying on technology and consultants for key transaction data and decision making, leaving fewer opportunities for anyone who's not essential to the deal.

This course is for commercial real estate professionals who want to use proven psychological and relational techniques to move up the value chain, build trust, and successfully manage every transaction.

The decision to act on a deal is influenced at every step of the transaction process. If the transaction is managed persuasively and ethically, there is no decision to be made at the end - it is already a "go."

Continuing Education (CE) Disclaimer

CE credit for courses by The CCIM Institute is granted through local commissions and national governing entities. It is available on a state-by-state basis for broker and sales real estate renewal as well as select appraisal and finance renewals. Our state approval schedule is monthly.

If you have questions, please email

Learn about CE requirements and courses available in your state

To obtain CE credit, during course registration you must: 

-Purchase CE credit for each course that needs CE credit, or you will not be able to access the CE certificate through your CCIM My Account.

Before the course starts:

-Complete your The CCIM Institute profile with your CE license information under the Professional Licenses tab in My Account. Enter the license type, number, state, and expiration date.

Please Note: All forms and requests must be submitted within 3 days of the course completion to ensure it complies with state requirements and deadlines. If forms and requests are not submitted within 3 days, your CE will not be processed.

If your real estate commission requires it, you must pass the course with the qualifying score.

Tech Requirements
Tech Requirements

This course may require the use of a laptop or desktop computer with full Excel capabilities. Mobile devices, like iPads, tablets, and cellphones, will not run The CCIM Institute's macro-enabled spreadsheets.

PC: Microsoft Office 2000 or higher is necessary to run The CCIM Institute macro-enabled spreadsheets.

Mac: Mac versions of Microsoft Office 2004, 2011, 2016, or 365 are required to run The CCIM Institute macro-enabled spreadsheets.

Browser: The CCIM Institute courses are optimized for use with the Google Chrome web browser.

Course Tuition
Member Price
For Members
Realtor Price
For Realtors®
Non-member Price
For Non-members
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Course Details and Register Start Date Format
Online September 26, 2024 Online - Instructor Led Register
Online December 17, 2024 Online - Instructor Led Register
Getting Started in Commercial Real Estate?

"It's a wonderful time to be new in commercial real estate ... and certainly organizations like The CCIM Institute can help train someone in the industry" - Jay Olshonsky, President of NAI Global