Chapter Resources

The SIOR Chapter Seminar Program is intended to provide SIOR-produced educational programs to SIOR chapters at a low cost. This gives SIOR chapters the opportunity to bring a professional SIOR instructor to support the chapter’s educational mission. 


Hosting a seminar will allow you to leverage SIOR’s vast knowledge pool and provide value-added programming that is unparalleled in the marketplace. In many states, SIOR is able to apply for CE for most topics and credit toward the education requirement will be provided for prospects and applicants who attend.

Seminar Topics

Mandatory Topics

  • SIOR Ethics & Professional Standards +/-

    Meet the SIOR ethics education requirement while learning more about SIOR’s ethics, mediation, and arbitration practices. This class provides a broad understanding of the generalities in real estate ethics and professional standards as well as completes NAR’s REALTOR Quadrennial Ethics Training Requirement.

    Instructors: C. Robert Percival II, SIOR, CPM  and William Burgess, SIOR, CCIM

  • Construction & Development +/-

    Delve into site development, electrical systems, mechanical systems, contract terminology, and construction scheduling. This course module is designed for participants with a basic understanding of construction. Explore the creation of a building from the ground up as well as gain an understanding of the US Green Building Council’s Leadership in Energy Efficient Design (LEED) program through case studies.

    Instructor: Don Ossey, SIOR

  • Understanding the Lease Agreement +/-

    Gain valuable insight into lease agreements by reviewing commercial lease clauses and their corresponding legal and business implications from the perspectives of a commercial real estate broker and a commercial real estate attorney. This course module focuses specifically on parties in a transaction, the lease negotiation process, lease types and clauses, and tenant and landlord rights.

    Instructors: J. Michael Boyd, SIOR, CRE, Andrew B. Zezas, SIOR, and James A. Hochman, Esq.

Elective Topics

  • Advanced Sales Skills +/-

    The material will take the professional from the historical concept of selling to learning Socratic selling. The broker will learn to “think outside the box” in terms of differentiating his/herself from the competition and develop long-term revenue producing relationships.

    Instructors: David C. Blanchard and Robert J. Nahigian, SIOR, CRE, FRICS

  • Build-to-Suit Development +/-

    Designed to assist real estate professionals in becoming more knowledgeable professionals in the areas of leasing, consulting, and development, students will learn how to maximize profits and analyze projects before a commitment is made, enabling you to “walk away” from a deal, if necessary, to eliminate a possible loss of money and time. This seminar is truly a course on “wealth building” and understanding speculative and build-to-suit development. Your skills in tenant and landlord representation, financial analysis, negotiations, and group dynamics will be challenged.

    Instructor: Robert J. Nahigian, SIOR, CRE, FRICS

  • Consolidating a Business and Marketing Strategy +/-

    Quality marketing is far more than an attractive brochure and a mass mailing. It begins with a vision. Once you ask yourself several critical questions you can begin to focus your marketing efforts to achieve greater productivity and results and ensure recognition in your market. This course will provide you with the skills you need to create an executable personal business plan, a value-add report, and a quality marketing proposal.

    Instructor:  David C. Blanchard

  • Negotiation Skills +/-

    Never hear “no” again! This course offers three phases of the negotiation process that can assist a broker with a commercial lease negotiation. Attend this seminar to refresh your knowledge of negotiation fundamentals and learn new tips and tricks to supplement your negotiation prowess.

    Instructors: William Burgess, SIOR, CCIM and Robert J. Nahigian, SIOR, CRE, FRICS

  • Introduction to Real Estate Investment and Finance +/-

    Empower yourself by mastering the complexities of the financial aspects of real estate transactions. Learn how to read and interpret financial statements, decipher loan terminology and money rates, understand investor behaviors, and perform a variety of financial calculations that will enable you to better serve your clients.

    Instructors: Paul B. Kluck, SIOR, RPA and Garry Weiss, SIOR, CCIM

  • Tenant and Landlord Representation +/-

    Gain a dual perspective into the legal and ethical issues involved in tenant and landlord representation. Learn strategies for interacting with listing agents. Through role plays and discussion master the basics of tenant and landlord representation and dual agency and enhance your value as either a tenant representative or a listing broker.

    Instructor: C. Robert Percival, II, SIOR, CPM

Tools and Tips for Hosting a Seminar

Chapter Responsibilities

In hosting a seminar, SIOR chapters are responsible for:

  • Overall marketing and local promotion
  • Site arrangements and logistics
  • Registration administration
  • On-site administration
  • All meeting and instructor expenses (to include the instructor honorarium)

Seminar Resources

When planning your seminar, the following resources may be helpful:

Interested in Hosting a Seminar?

To discuss options, processes and costs, please contact Jana Hummel, Manager of Meetings & Events, at 202.449.8218 or

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