Commercial Sessions

Berkshire Hathaway HomeServices is proud to share this year’s event with our Commercial Real Estate (CRE) professionals. As part of a Full Registration Package, Commercial brokers and sales professionals are invited to participate in all Sales Convention activities. We’ve designed a format that will give you Commercial-focused sessions that are targeted specifically for you and your business.

All Commercial Conference sessions will be held at the Grand Hyatt, adjacent to the Henry B. Gonzalez Convention Center.

Monday, March 5

Where We Came from, Where We’re Going and How We’ll Get There

  • Gino Blefari will open the session and will welcome all CRE Professionals to this year’s convention and lay out what his ‘Wildly Important Goal’ is for Commercial Real Estate brokerage services in 2018.
  • Mike Fields will recap the network’s performance in 2017, lay out our goal for 2018, our three-year plan for growth and talk about the tools and technology improvements we’ll implement to reach our 2018 goals.
Presenters: Gino Blefari & Mike Fields
Time: Monday | 1:00 PM – 2:00 PM

Leveraging the Power of Relationship in Negotiation

This highly interactive workshop features examples and exercises designed to help you learn three tactics to use in your next real estate negotiation. As a participant, you will see the way relationships drive decision making. Also, you will learn how decisions change based on relationship oriented requests and finally you will learn the core sources of power in relationship oriented decisions. At the end of this workshop you will have practiced new skills, and have a simple planning tool to use in your next negotiation.

Presenter: Dr. Gunter Wessels
Time: Monday | 2:15 PM – 3:15 PM

Bond Financing for Commercial Real Estate

Jim Swan will talk about tax exempt bonds as a funding mechanism for affordable housing projects. More specifically, he will broadly discuss tax exempt bonds and how private activity projects can be financed with tax exempt bonds. He will explain the different structures for affordable housing projects and their underwriting requirements and end with a few real-world examples.

Presenter: James Swan
Time: Monday | 3:15 PM – 4:15 PM

Leveraging the Power of Objective Value in Negotiation

This interactive workshop is designed to show you how to change the discussion around your commission and the value you bring to a new exclusive assignment. You will learn how value is determined in the eyes of your potential client, how they arrive at a number to quantify that value, and how you can influence the potential client’s value judgement. At the end of this session you will have reviewed an example and used a simple process to create a business case for an owner and client to invest in working with you.

Presenter: Dr. Gunter Wessels
Time: Monday | 4:30 PM – 5:30 PM

Tuesday, March 6

CRE Tools & Technology Update — Buildout, Reis & Fuel
Buildout — Buildout is the premier marketing software built specifically for commercial real estate brokerages. In this session, you’ll learn about the benefits of using a tool to automate your marketing, including: winning more listings with professional proposals, generating more leads through our website and building our brand with consistent materials

REIS — REIS is the nation’s most trusted source for property and market intelligence, including vacancy rates, rent levels, cap rates, new construction, rent comparables, sales comparables, valuation estimates, and capital market trends across nine major commercial real estate sectors. In this segment, you will be introduced to REIS and learn how leading CRE professionals around the country use this data source to better understand their markets, build more value for their clients and close more deals.

Fuel — During this Introduction course, you will learn and discover the many benefits of FUEL Valuation, a state-of-the-art, cloud-based technology platform that is powering the next generation of valuation and forecasting for the CRE industry. In this segment you will learn how user friendly it is and show you how high level CRE professionals are already using it to enhance their professional image, better advise their clients and close more investment deals. Please feel free to email  Christopher Perry ( with questions in advance!

Facilitator: Mike Fields
Presenters: Kris Krisco
Justin Cierello
Christopher Perry
Time: Tuesday | 1:00 PM – 2:15 PM

CRE Market Update & Forecast

In this Session Victor Calanog, a senior VP with our Market Research partner, REIS will update us on the 2017 CRE market performance and give us his ideas about where the market will go in 2018, which sectors will lead and which may lag. There will be plenty of time for Q&A.

Presenter: Victor Calanog
Time: Tuesday | 2:30 PM – 3:30 PM

Networking and Awards Recognition Reception

Commercial Top Five Sales Professional, Team and Company award-winners will be recognized during the Tuesday evening Commercial reception. Check in at the desk just outside your meeting location. By Invitation Only.

Recognition: Commercial Real Estate Awards Recognition Reception
Time: Tuesday | 6:00 PM – 7:30 PM
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