CI 104 Investment Analysis Comes to San Francisco @ Conference Center
Oct 29 @ 8:00 am – Nov 1 @ 5:00 pm

CI 104 encompasses the entire life cycle of an investment, from refinancing to capital improvements to disposition. Within each case study, you will encounter a key investor decision: Should a non-taxable investor acquire an investment with or without debt financing? What if the investor is taxable? During the holding period of an investment, should an investor make a discretionary capital expenditure or not? How does an investor evaluate disposition alternatives?

CI 104 uses advanced analyses to build on the core CCIM concepts. Sensitivity analysis allows you to pinpoint exactly how slight changes in market fundamentals affect investment goals. Risk analysis uses past performance to anticipate how an investment is exposed to external and internal threats. Plus, learn how to mitigate those threats through smart planning and negotiation.

This course will teach you how to:

  • Apply key investor decision-making analyses to optimize investment returns;
  • More effectively forecast investment performance by quantifying real estate risk; and
  • Leverage CCIM analytical tools to improve decision making.


William Mohr is CEO of Mohr Financial, a real estate investment company in Oakland, California. Bill specializes in real estate group investments. His skills are in acquisition, disposition, arranging equity and debt, exchanging, design, construction, development, and management for mixed use, retail, industrial, senior housing and multi-family.  Bill teaches a number of courses for CCIM, including CI 101 and CI 104, Negotiations and Commercial Real Estate Tools.



Live STDB Training Nov. 6 & 7 @ Nov. 6 Sequaoyah Country Club, Oakland -- Nov. 7 SCCAOR San Jose
Nov 6 @ 10:00 am – Nov 7 @ 4:00 pm

The Site To Do Business (STDB) is Commercial Real Estate’s most valuable and comprehensive suite of online tools and apps. A member service of the CCIM Institute, STDB is also available by subscription. These back-to-back courses will add tremendously to your professional skill set.

Basic Training
This course will introduce you to the tools of STDB and provide instruction on how the majority of users utilize the tools.
Learn how to:

  • create study areas,
  • create comparison reports,
  • map a business,
  • run infographics,
  • create basic suitability analysis,
  • use smart mapping,
  • create prospecting lists,
  • gather high-quality aerial imagery, and
  • conduct basic exercises from retail, office, industrial and multifamily CRE disciplines.

The goal of Basic Training is to provide you with a fundamental understanding of the STDB tools and apps.

Advanced Topics
This hybrid STDB course uses a more case-driven approach with the emphasis on using the analysis tools of STDB to solve real world problems. The class will largely cover the same tools as in Basic Training, but with much more emphasis on ArcGIS Online, Story Mapping and Suitability Analysis. If you have not spent a significant amount of time in STDB or other GIS programs, you may find this course to be quick moving and challenging. The goal of this class is to teach you how sophisticated users are using the site to solve problems.

Take Both Courses
If you are new to STDB, or you have not used it often, you should consider taking both courses. The Advanced Topics course assumes that you have a working knowledge of the tools. Practice using the apps the night before the Advanced Topics class so that you won’t be frustrated with the complexity of the applications.

I use these powerful tools to help build marketing packages as a multifamily listing agent. As a private investor, I use ArcGIS Online to analyze remote investment markets. My remote investing business would be far more speculative and higher risk without access to this critical information. Shane Clark, CCIM | TRI Commercial

About the Instructor
Ben Wilson has worked in a number of different capacities since joining the STDB team in 2008. His expertise is in working with site users to gain a better understanding of the capabilities of STDB and creating relevant case studies and real-life examples of the kinds of problems that can be solved using STDB. He conducts online, in-person, and one-on-one training.


@ Sacramento Assn. of Realtors
Nov 6 @ 11:30 am – 1:30 pm

The influence of women in commercial real estate promises to increase dramatically as more women assume leadership roles.  Join us for lunch on Wednesday, Nov.6 as our panel explores a range of topics under the theme “Looking Into the Future – Visualize Tomorrow.”

Our panel, representing four industry specialties, will be moderated by Olivia DeGennaro of Fox 40 News.  Together they will engage in a discussion of where the CRE market is heading and how it will be impacted by social media and technology.  They will discuss trends in leasing, sales, construction, planning and architecture. Career opportunities in these fields will also be examined.

Panelists include:

Christina Synder, Vice President, Tri Commercial
Kelly Rule, VP of Leasing,  Pappas Investments
Allison Paul, Chair, CBIA-PWB, and
Heather Kampa, Principal, HGA Architectural Firm


Nov. 12, 2019 Meetings in Oakland @ Sequoyah Country Club
Nov 12 @ 10:00 am – 1:30 pm

Plan to join us on Tuesday, Nov. 12 for our monthly double-header programs and marketing session. Between these programs you can share information about your listings and investors and learn what new offerings are on the market.

Luncheon (12:00-1:30)
Luncheon Speaker Dr. Larry Souza, CCIM will share his updated Real Estate and Economic Forecast for 2020-2025. The popular economist will share his research on a variety of economic trends, including inflation expectations, occupancy and rental growth rate trends, sales and prices, and new construction and net absorption.  Monetary and fiscal policy updates are also among the takeaways.

Dr. Souza has 26 years of experience in the commercial real estate industry.  Prior to forming Johnson Souza Group, Inc. and Pillar6 Advisors, LLC, he worked for Charles Schwab Investment Management as Managing Director – Index Services, was Chief Economist – Managing Director with Global Real Analytics; and Investment Advisor for Quantum Financial Network.  He is Adjunct/Visiting Professor Real Estate, Finance, Economics, Financial Analytics at Saint Mary’s College of California, San Francisco and San Jose State University, University of San Francisco and Golden Gate University.




Mentoring Session (10:00 am)
Online Presence Expert Italina Kirknis is back for our 10:00 Mentoring Session to share her experience leveraging LinkedIn for Leads.  Italina is passionate about online branding and marketing and her lively presentation style is entertaining and inspiring. You will walk away with many new ideas for generating new business through your expanded LinkedIn network.

Italina helps the real estate community’s professionals upgrade their presence online via LinkedIn, Facebook, and Email Newsletters. Trained as an attorney; she has a Juris Doctorate Degree and has a legal background. However, like many recovering attorneys, Italina is now practicing her passion, online branding & marketing. She speaks on National stages such as Inman Connect, and she is an Contributor.

Have/Want Marketing Session (11:00 am)
Have a commercial property that you want to buy, sell or trade? Bring it to the Marketing Session to share with your colleagues. Email a Powerpoint slide or pdf to upload your information here.


CI 101 Course in San Francisco Nov. 19-22 @ Conference Center
Nov 19 @ 8:00 am – 5:00 pm

IRR, NPV, GRM, LTV, PV, ADS, DSCR, Cap Rate – How many of these acronyms can you calculate and apply to a commercial real estate transaction?

“CI 101 was a real career changer for me. I was able to use the analysis I learned from this class, and I applied it in my career immediately.  My clients were extremely impressed as the analysis gave them a complete and full picture of what their expectation should be in different scenarios,” Helen Chong, CCIM, San Jose, CA.

CI 101 is a bedrock class for real estate practitioners at a time when risk mitigation, pricing, and cycle assurance have become critical to investors. CI 101 introduces the CCIM Cash Flow Model, a tool for ensuring your investment decisions are based on wise finance
fundamentals. During the course, you will learn to use key financial concepts such as Internal Rate of Return (IRR), Net Present Value (NPV), Cap Rate, Capital Accumulation, and Annual Growth Rate of Capital to
compare different types of commercial real estate investments.

This course will teach you how to:

  • Make informed investment decisions using the CCIM Cash Flow Model;
  • Measure the impact of federal taxation and federal leverage on the cash flow from the acquisition, ownership, and disposition phases of real estate investment; and
  • Use real estate analysis tools to quantify investment return.

“There is no doubt in my mind that CCIM’s CI 101 course was the best investment in time and money that I could ever make. It gave me the self-confidence I needed to be comfortable in the world of commercial real estate, and to pursue the advanced courses,” Rosanna Souza, CCIM Candidate, Vallejo, CA.