Marty Rueter | Real Estate Speakers Connection

MARTY RUETER: The Commercial Experience - New 2022

Making the broad leap from selling houses to brokering commercial/investment properties may seem daunting, if not discouraging, to those wanting to widen their real estate expertise and customer outreach. Getting and assimilating the right information (minus the jargon and confusing math) is power; so are practical steps for bridging the gap between working with home buyers and real estate investors. Discover the ever-widening world of commercial real estate - different property types; representing sellers, buyers, landlords and tenants; choosing an eventual area of specialization. Learn basic pricing methods, simple and more complex rates of return, potential tax shelter opportunities… along with useful tools and techniques for prospecting, listing, consulting, negotiating and closing! A foundational “commercial experience” that’s informative, insightful, inspiring. (2-3 day)

MARTY RUETER:Establishing a Commercial R.E. Division

It’s takes more than a “commercial” sign and a one or two “resimercial” professionals to penetrate and capture the smaller but highly competitive commercial real estate marketplace. Like any successful business venture, commercial brokerage requires the right focus, operating systems, people and resources to make your commercial office (or division) a noticed, self-sustaining profit center. Which commercial property “sectors” match your marketplace? Which do not? What resources are readily available? Which systems (programs, policies, procedures) need to be built and firmly implanted? What kind of management team will be needed to recruit, train, grow and sustain a successful, distinctly “commercial” business operation?

MARTY RUETER:Fundamentals Of Real Estate Investing

A traditional “analysis-paralysis” course you’ll not only personally understand (for once), but (for once) be able to explain to prospective investors and commercial property users! Learn various investor motives, considerations, and criteria. How does real estate compare against stocks, precious metals, commodities, and other kinds of investments? Learn the four revenue sources of real estate as a competitive investment alternative. Measure and analyze cash flow, potential tax savings, and other aspects of real estate evaluation. Examine real estate from an appraiser’s, lender’s, seller’s, and investor/user’s perspective. Learn the nuances of traditional vs. overall investment analysis, including more sophisticated methods of discounted cash flow analysis.

MARTY RUETER:Taxation Of Real Estate

Real estate is unique in that it often produces tax savings vs. significant tax liabilities common to other investment types. Understanding how federal and state taxes impact real estate is important in working with investor-clients and their advisers. Learn the latest depreciation rules, allocation techniques, tax credits, deductions, and adjustments -- and how these affect different tax “classes” of real estate. How to anticipate likely capital gains and other taxes due upon property disposition. Learn the “rules” for qualified tax-deferred exchanges and other lawful mechanisms for reducing or postponing capital gains and other “upon-disposition” taxes, thus widening the investor’s future investment real estate choices. A real tie-breaker in capturing lifelong clients!

MARTY RUETER:Higher, Faster, Farther!

As the real estate industry continues to be assaulted by the latest” interlopers” – new franchisers, tech companies, iBrokers, virtual brokerages – the need to adapt and adopt is no longer optional. Marty examines the immediate and extended effects of such dramatic (drastic) industry changes and challenges; their impact on traditional real estate brokerage, and how REALTORS® must elevate and differentiate their expertise and service levels far above what’s been customary or expected. More than gadgets, gimmicky (and the latest app), there are social, political, generational changes that call into question our commissions, “exclusives,” and once sacrosanct role as real estate gatekeeper and deal maker. Introspective, informative and inspiring, Marty adds a wee dash of humor and extraordinary hubris to this brash real estate brokerage reality. Everyone admits the problem, but are there practical solutions? Learn several feasible ways to propel your business to even loftier heights!

MARTY RUETER:Ready to Recruit

Recruiting is still the lifeblood of every successful business, but it’s for many REALTORS®, that vital lifeline is often clotted… from abuse, misuse or disuse! There’s no single right way to recruit, but some methods work better than others, depending on your market, agent mix, company culture, and professional prospecting, selling and closing skills. New agents or only “experienced?” Full time or part time? What about splits? These and other questions are discussed, dissected and directed into a full-blown business plan that restores agent-recruitment to its preeminent management responsibility; providing a vital system for sustained company growth and profitability (versus a knee-jerk reaction to empty desks). Marty takes a “soup to nuts” approach, from setting recruiting goals, crystalizing your value proposition, and other preliminary considerations, to actual scripting, presenting, nurturing, closing and onboarding.

MARTY RUETER:Profit Is Not A Four-Letter Word!

Are you still measuring brokerage success by shiny trophies and inflated dollar volume? Is yours a real business, or an expensive hobby? Are you the top producer in your office? Marty takes on this oft-evaded, ever-sensitive topic with confidence, clarity, and a bit of controversy. How much is your business worth? Which business models work better (or not at all) in attaining and retaining monetary success? How to best attack the financial elephant that infects and destroys so many businesses, large and small. Examine each “line” of your profitability mix – from “top line” commissions and ancillary revenues… to “middle line” splits and other deductions… to monitoring and minimizing wasteful expenses. How to separate company generated business from transactions procured by your sales team? A practical, positive look at tackling a once seeming impossibility… owning a business worth owning.

Marty Rueter: Foundations of Business Brokerage -New 2022

Intended for those familiar with commercial real estate, business brokerage training focus primarily on non-real estate assets like inventory and equipment, on financial performance like gross revenues or net profits, on “intangibles” like goodwill and copyrights – much less on the business’s physical space. Business brokers facilitate the sale of small to medium sized, usually privately held businesses. Business sales primarily deal with personal property like equipment and inventory – or intangibles like goodwill and copyrights. Training presumes basic understanding of retail brokerage and commercial leasing. So, we’ve limited our topics to analyzing, pricing, listing, marketing, and selling ongoing business concerns – apart from any leased or owned real estate. Learn about different types of business entities, their pros and cons, how to read, analyze and explain traditional financial statements, make adjustments, analyze and reallocate business assets, and price various types of businesses where “rules of thumb” often prevail. (1-2 day)

Marty Rueter: Developing and Brokering Retail Shopping Center

A complete “how to” for building or improving new and existing retail centers. Program has two parts:  Ground up development of a shopping center: Land acquisition, market study, pro forma, anchor store leasing and small shop leasing techniques, selling out-parcels, understanding loans and financing, dealing with contractors, the role of an engineer, the due diligence process, proper design and layout of a shopping center and much more.  Purchasing and redeveloping a shopping center: Identifying properties to buy, analyzing the property, the due diligence process, understanding a cap rate, how to review a rent roll, understand REA agreements, reviewing site plans, how to renovate a shopping center and much more. In addition, students will prepare a mock development for “hands on” shopping center development training. Date: Know the evolution of retail shopping centers, their various types, sizes, and layouts; the adaptive strategies to ensure their economic viability, and role in serving local neighborhoods, consumers, and potential workers. Understand key principles for successfully brokering retail centers – building, repurposing, renovating, financing, leasing, tenant retention, marketing and selling. Provide guidance and resources for various phases of new shopping center development, including investment analysis, financing assistance, pre-leasing, rezoning, and garnering community support. 2 Day Seminar