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Award Programs ICSC offers its members the opportunity to seek deserving professional recognition by entering their projects in both regional and international competitions.

Leasing I Institute

General Information & Registration Details

Leasing Shopping Centers: The Overview:
In this course attendees will learn a fresh perspective of what it means to be a leasing representative in today’s climate. Individuals working in a corporate brokerage house or retail real estate company will learn how to define the leasing team (landlord rep, tenant rep) using demographics to make decisions. Attendees will also learn how to create the ideal tenant mix by determining rental rates and creating value. While the trends in retail leasing are ever changing, this course will provide an overview of leasing encompassing ownership trends, rehabilitation of centers, mixed-use, freeway retail, ethnic centers and the use of internet.

Basics of Leasing:
The principal elements of this course will help you identify your goal though understanding a lease plan, merchandise plan, N.O.I. objectives, owners criteria and components of terms. Attendees will also learn to identify the tenant by understanding, prospecting, qualifying the merchant, on-site visit, sales information-market demographics, deal parameters-ethics and negotiating and closing the deal. Making the deal can be a win-win for both sides of the deal making parties. Attendees will also learn about triggering tenant allowances in various situations and future plans in order to determining limits.

Specialty Leasing and Alternative Revenue:
This class is guaranteed to bring a deeper understanding of specialty leasing and alternative revenue streams for your shopping center or assets. Learn how program development from owner expectations, income vs. image balance, expenses, personnel, strategic plans and revenue streams are all intrinsic facets of understanding specialty leasing and keys to success. Attendees will also learn about program administration, deal documentation, revenue collection, operating, controls, visual presentation and resources for making contacts. When it comes to making the deal it is important to understand prospecting, deal terms, risk reward, insurance as well as termination rights.

Tenant Coordination:
In this course attendees will learn from the developer’s perspective as well as the tenant’s perspective. Topics will include lease agreement of demised premises, inspecting the space, meeting with tenant’s leasing agent to discuss deal, working with your own leasing agent to determine scope of work, the tenant coordination process close-out procedures and reporting requirements.

Lease Administration:
Through this course attendees will learn how to define the team responsibilities while understanding the leasing person’s role in enforcing the lease. Subjects include understanding the lease summary, auditing the tenant, responsibility of monitoring the tenant, billings and collections, enforcing lease provisions, management’s power in enforcing the lease, administration of additional charges and options including common area maintenance, real estate taxes, insurance, renewals and security deposits.

Retailing Basics and Tenant Productivity:
After attending this class, you will have a greater understanding of the retailer business structure as well as types of retailers and how to best align their business models with your goals to increase overall productivity. Topics of focus will center around fundamentals of retail merchandising, retail math, economics of retailing and retail and real estate (economics of retail types such as; retail site selection, store planning and merchandising of product). Understanding the lease, basic communication between landlord and retailer, retailer retention, and how management and leasing team’s roles can increase productivity by working together will also be covered.

Prospecting for Tenants: Sources, Trends and Negotiations:
This course will help attendees understand how to analyzing the market by defining the trade areas, determining the competition, performing rent analysis of competition and evaluating the lease plan. The art of finding and identifying prospects through advertising, publicity, brokers and trade shows are just a few of the subjects which will be discussed. Attendees will also learn negotiations, lease summaries, pro-formas, demographic packages, construction and design criteria, CAM estimate and tax estimate and how to negotiate the deal.

Making the Deal: Salesmanship and Structuring Special Deals:
Attendees will take in in-depth look at the art of salesmanship while understanding the deal and the deal presentation. Topics will include closing the deal (written proposals, responsibilities, techniques), moving existing tenants, replacing weak tenants, introducing new tenants and applying basic principles to create the best merchandise mix. Attendees will also work through a case study to bring a fresh perspective and angle of understanding to this subject.

The Lease Language and Applications of Law (On-Line Course):
This course will bring a greater understanding of lease language and how law functionalities pertain to common applications. Focuses of study will include letters of intent, general tenant lease form, basic lease provisions (exhibits, lease term, options, rent, common areas and facilities, lease assignments and sublease), affirmative covenants between the landlord and tenant, tenant negative comments, bankruptcy, and liens. Additional topics will include other documents and assignments such as reciprocal easement agreements, construction, operations and reciprocal easement agreements, conditions, covenants and restrictions, estoppels, subordination, non-disturbance and atonement.

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