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Curriculum

Module 1 Legal Courses for Specialty Leasing Managers
Number of Courses: 3 | Total Credits: 6

Understanding The Legal Documents Of Specialty Leasing
Learn about license agreements, short term agreements, perm leases, partnership/sponsorship agreements, pad site leases and which legal instrument to use for which deal.
(2 credits)

Legal Terms And Definitions
This course examines use clauses, reciprocal easements, terminations, addendums, writing amendments, evictions, personal and corporate guarantees, rent relief requests, small claims court, understanding insurance documents and protections from the legal world.
(2 credits)

Skills Training
Negotiation is an important process when collaborating on a lease for a space in a shopping center. Through this session you will learn how to prepare for what you want and understand what your prospective tenant needs to get to create a win-win deal.
(2 credits) Offered as a SUMMIT 2011 Course
This course is available online. Please click here to purchase and attend now.

Module 2 Deal Making Courses for Specialty Retail
Number of Courses: 3 | Total Credits: 6

Leasing And Dealmaking
Learn about the different types of deals a Specialty Leasing Manager typically makes: temp, perm and conversions for carts, kiosks, display and outdoor. Discover the art of creative deal making and different approaches to closing the deal. You will learn about deal structure through examples, and come away from this class with the tools of how to work with a perm leasing team.
(2 credits)

Prospecting And Canvassing
Effective canvassing strategies–including use of cold-calling techniques, and when to approach retailers–is an essential tool in the specialty leasing manager’s tool kit. Session also includes email marketing ideas, social media marketing, tips on improving online searches, how to follow up and make deals.
(2 credits) Offered as a SUMMIT 2011 Course
This course is available online. Please click here to purchase and attend now.

Setting Rental Rates For A Property
Do you know how to price/value leasable space? Knowing the value of space, how to value it in comparison to your competition; understanding healthy margins, rent-to-sales ratios and how to develop proforma rents will be taught in this course.
(2 credits)

Module 3 Sales and Marketing Courses for Specialty Leasing
Number of Courses: 3 | Total Credits: 6

Selling To Prospective Retailers
As a Specialty Leasing Manager, you have to sell your property every day to prospects and renew tenants. In this course, you will identify your center’s selling points; the sales pitch; the retailer’s needs; handling objections; getting to “yes”; how to understand your market and the customer’s needs; and writing proposals for tenants.
(2 credits) Course offered September 2011

Networking For Deal Making
It takes a wide net to capture the right retailers for your shopping center. Learn where to prospect; peer centers, competition, Chamber of Commerce, SBA, crafts shows, trade shows, subscriptions, trade magazines, and the yellow pages to name a few.
(2 credits)

Marketing Specialty Leasing Opportunities
There are new technologies for marketing your program and there are internal marketing opportunities too. Learn the difference between web sites, social media, Google, Craigslist, Twitter, and promotional in-house displays.
(2 credits)

Module 4 Sponsorship Courses for Specialty Leasing
Number of Courses: 2 | Total Credits: 4

What Is Sponsorship And Alternative Revenue
Learn how to create an inventory of marketable assets for sponsorship and ancillary income. Discover its components and the expectations of corporations buying sponsorships. You will learn how to develop a sponsorship strategy; identify mall inventory from floor graphics to banners; schedule tours and sampling; pricing and how to write a sponsorship proposal. (2 credits) Offered as a SUMMIT 2011 Course
This course is available online. Please click here to purchase and attend now.

The Mall As An Advertising Medium
Learn why certain brands want to be associated with your center; what type of brand exposure they are seeking; how does the consumer experience the brand; how to deliver value to a sponsor and how to measure the results.
(2 credits)

Module 5 Retail Courses for Specialty Leasing
Number of Courses: 3 | Total Credits: 6

How To Develop A Strategic Merchandising Plan For The Common Area
Before a top-notch Specialty Leasing program can be realized, a strategic plan must be developed. In this session, learn the science behind setting rents and identifying tenant locations that offer the most prominent exposure that leads to greater sales. Discover how to set merchandising targets that complement your shopping center’s tenant mix.
(2 credits) Offered as a SUMMIT 2011 Course
This course is available online. Please click here to purchase and attend now.

Retailer Math
Making a good deal with a retailer is not simply about getting the rent you need to make your budget. The right deal considers what the retailer can afford. This session gives you the opportunity to understand the retailer’s financial picture. In this session you will learn about cost of goods, margins, categories, inventory, operating expenses and occupancy costs.
(2 credits) Offered as a SUMMIT 2011 Course

Visual Merchandising and RMU/Kiosk Design
Learn the importance of good visual merchandising and understand how to direct the design of an RMU or kiosk to optimize sales and profits.
(2 credits) Offered as a course June 2011
This course is available online. Please click here to purchase and attend now.

Module 6 Documentation Courses for Specialty Leasing
Number of Courses: 1 | Total Credits: 2

Documentation Process—A Completed Deal
A deal is not really a deal until all the “i’s” are dotted and “t’s” are crossed. In this course you will gain an understanding of the typical process a signed lease/license agreement follows. This session explains insurance requirements, sales reporting requirements, operations manual, merchandise manual, violations, and, signage. In addition, you will learn how to write introduction letters, deal offers and follow-up letters.
(2 credits)

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