Resources: For Affiliates: Training Programs

Training Programs

Contact information:
Helen Jackson
Director, Training & Consulting
Tel: (617) 945-0675
Fax: (617) 945 0830

We encourage training and continued skill-building activities to keep sales professionals and managers on the cutting edge of the commercial real estate profession. Renewing and refreshing skills can add new ideas and sharpen techniques which can save time and money, as well as increase sales and productivity. Though many training programs available provide certain levels of information and expertise, we support and sponsor those that complement the business system that we have found to be the most successful for the largest number of companies, the CRES MOST System.

CRES MOST SYSTEM™

The MOST (Management, Operations, Sales Training) SYSTEM addresses the needs of today's markets in the most comprehensive and efficient way. Its principles are easily adapted to a wide variety of situations, and offer a degree of flexibility that allows application to virtually all companies. Through teambuilding and territory management, strategic planning, objective analysis, and skilled use of the business planning process, personal goals and company goals become one. Effective management combined with ambition, accountability and integrity play key roles in the success of the MOST SYSTEM.

Basic Training Programs

CRES MOST Live Seminar

(Management, Operations, Sales Training)
View Training Schedule

An integrated approach for sales professionals to find business, manage it, and increase revenues in the commercial real estate business. Dynamic teaching techniques using classroom activities, visual aids, written material and structured role-play, teach and illustrate proven business methods. Focus is on the "how to" stressing process, procedures, and products that assist sales professionals and managers in becoming the dominate player in their market, capturing the lead, and keeping it. Emphasis is placed on team building, territory management, cold-calling, effective presentations, business planning and interactive discourse.

Length: 12-16 Hours (1 1/2-2 days) (varies according to size of class and location)
Materials: Pen, Paper, lap top computer (optional)
Pre-requisites: Full-time commercial sales professionals. This course is especially valuable to newer sales professionals and those wishing to sharpen their techniques and acquire new ones.
Description: All facets of commercial real estate will be presented and discussed by professionals with minimum 20 years experience in commercial real estate. Specific topics covered include cold calling, market penetration and control, team building, territory management, letter writing, due diligence, working with other brokers, technology and new products. Role-playing and mock presentations will be given by attendees and analyzed by CRES staff.
Notes: This course has been certified by Prudential Commercial Services and is offered free of charge to all PCS affiliated sales professionals. Enrollment is Limited and Registration is required. See Training Schedule for locations and dates.

CRES MOST DVD Set

Filmed highlights of live training session interspersed with Power Point and Review. This set is intended for sales professionals or trainers who have participated in a CRES MOST live training session and is a useful tool for teaching and reference, however, the DVD is not intended to replace the live CRES MOST training.

DVD/CD Set: Consists of two DVD's excerpted from live training session. Study materials may be downloaded from accompanying CD.

Contents: The four chapters detail the most important aspects of CRES MOST and include: ColdCalling; Teams/Territories; Listing Presentations; Deal File/Files/Filing System and Supplemental Forms and Materials which may be downloaded and reprinted for personal and company use.

DVD Sets must be purchased; however, special pricing is available for all Prudential affiliates.

Other Training Opportunities

CRES Regional Seminars

One-day seminars are offered periodically throughout the year on topics of interest to commercial sales professionals and managers. Topics will vary from year to year and all are taught by experts in their field. See Training Schedule for current listings.

These seminars are offered free to all PCS affiliates, however, enrollment is limited and Registration is required.

ORION (On-line Real Estate Interactive Office Network)

ORION is web-based interface through which select users may access self-study programs as well as a host of other programs. These programs are not readily available to all PCS affiliates, and are part of the larger program, On-line Real Estate Interactive Office Network.

For information regarding ORION please contact ingridvanarnhem@prudentialcres.com or call 310.205.3823.

The two self-study programs contained in ORION are:

CREST (Commercial Real Estate Success Training)
A 26-module self-study program which offers step-by-step guidance in office process and procedure, strategies in negotiation, handling problems and building relationships, and information specific to transaction management and the business of commercial real estate. It is extremely useful for managers integrating new sales professionals into a Prudential CRES Commercial Real Estate company as it can be utilized as self-study or in a mentoring or in-house training program. An accompanying textbook for purchase, is required. Worksheets and review material is included.

Four Weeks Toward Success
A 30-day step-by step program which lays out a daily schedule for a new sales professional. The ABC's of 'what do I do today?' this program leaves nothing to the imagination with a description of not only what to do each day, but why you do it and why it is important. Worksheets and Forms are included.

Please Note: These programs are available only to Prudential companies using ORION.

Additional Resources for Self-Study and Training

PREA Center

A limited number of self-study programs (PCS e-Library) are available through the PREA Center.

The e-Library contains training modules for new sales professionals and in-house training. Materials may be downloaded and copied for personal and company use.

The Audio/Video Lending Library

The Library is extensive and all items are available for affiliates to check out. Rules and regulations regarding length of time allowed and responsibilities for materials apply. These items are free to all PCS affiliates.

Contact ingridvanarnhem@prudentialcres.com or 310.205.3823 for information and Lending Library Forms.