The CCIM Institute at ICSC Las Vegas

As ICSC Las Vegas began this week, the energy was electric with retail commercial real estate professionals from across the globe gathered to connect, collaborate, and close deals. The CCIM Institute was excited to return to ICSC this year, not only to connect with members, candidates, and CRE professionals, but also to introduce three custom-made retail commercial real estate classes. These educational sessions, as part of a partnership with ICSC, were tailored to help retail CRE professionals sharpen their skills and take strategic steps forward in their careers. 

Lease Buyout Mastery: Tools for Strategic Terminations and Negotiations 
The sessions began with a forward-thinking course led by Soozi Jones Walker, CCIM, SIOR, CDEI, President and Broker at Commercial Executives Real Estate Services. With her signature clarity and depth of expertise, Jones Walker tackled one of the more complex but critical areas of commercial real estate—lease buyouts. She unpacked how, with the right analytical tools, lease terminations can shift from being a last resort to a strategic opportunity. Attendees learned how to assess the financial implications of lease obligations against current market conditions and how to structure negotiations that meet the needs of both landlords and tenants. By demystifying the process and offering a practical framework, Jones Walker empowered professionals to approach lease buyouts with confidence, whether the goal is to exit a disadvantageous position or capitalize on favorable market dynamics. Her course offered not just theory, but real-world strategies that can be applied across market cycles and client goals.  

Commercial Real Estate Negotiations: A Relationship-Focused Approach 
The next session was led by Jim Rosen, CCIM, Vice President of Brokerage at Pace Properties Inc., presenting a wealth of experience and clarity to the art of commercial real estate negotiations. Rather than viewing negotiation as a high-stakes showdown, Rosen introduced attendees to the CCIM three-step negotiation model, a method that emphasizes process control, mutual interests, and long-term relationship building. He challenged participants to rethink how they prepare for and approach negotiations, encouraging a mindset shift that puts collaboration over confrontation. Through real-world insights and practical strategies, Rosen demonstrated how professionals can improve outcomes by prioritizing the business relationship alongside the deal itself. Attendees walked away with a deeper understanding of how to apply the model in their daily practice and how approaching negotiations from an interest-based, people-first perspective ultimately leads to more successful and sustainable results. 

Build-to-Suit Success: Analyzing Profitable Development Strategies 
The sessions concluded with Will Curtis, CCIM, CPM, Managing Director at Browning Commercial, who delivered a comprehensive and timely exploration of Build-to-Suit (BTS) strategies. With retail markets facing low vacancies and a challenging lending environment, Curtis outlined why BTS projects are increasingly becoming a go-to solution for developers, investors, and end users alike. He walked the audience through the intricacies of aligning stakeholder priorities, navigating long-term operational planning, and evaluating site-specific opportunities. Drawing from his extensive background, Curtis also compared true ground-up BTS developments to redevelopment and “Conversion-to-Suit” strategies, helping attendees identify which paths make the most sense under different market conditions. He didn’t shy away from the tough stuff either, highlighting common challenges such as financing hurdles, lease structuring complexity, and site constraints. Ultimately, Curtis made a compelling case for how BTS, when done right, can create enduring value and mutually beneficial outcomes for everyone involved. 

Looking Ahead 
These sessions underscored The CCIM Institute’s commitment to delivering timely, practical education that meets the evolving needs of today’s retail CRE professionals. From strengthening negotiation skills to navigating development strategies and lease terminations, each class offered tools that can be applied immediately in the field. We’re proud to have partnered with ICSC to bring this focused curriculum to Las Vegas and look forward to continuing to empower the industry with high-impact learning opportunities.