Learn to close commercial real estate deals
Six modules. The full CRE sales cycle — from your first cold call to a referral-driven book of business that pays you year after year. Built for people who are hungry, not just curious.
"I built this course so you learn in weeks what most brokers figure out the hard way over years — and so you actually get paid."— Dawn Olson
What you'll learn
What you'll be able to do
- Prospect and cold-call landlords, tenants, and investors using proven CRE outreach scripts and pipelines
- Read and interpret key commercial lease types (NNN, gross, modified gross) and explain their financial implications to clients
- Perform a credible property valuation using cap rates, NOI, and comparable sales analysis
- Qualify buyers, tenants, and investors quickly to prioritize high-value opportunities and cut wasted time
- Negotiate LOIs, lease terms, and purchase agreements to protect your client's interests and maximize your commission
- Build a repeatable, referral-driven book of business that generates consistent deal flow year after year
How it works
A school that adapts to you
This isn't a set of static videos. Every lesson is generated live and tuned to where you actually are.
We learn your level
A quick placement check tailors your starting point so you're never bored or lost.
Lessons adapt as you go
Each lesson is written for your pace and your goal, adjusting as your skills grow.
Your AI coach keeps you moving
Checkpoints, feedback, and gentle nudges turn progress into a real result.
The curriculum
What's inside your school
6 modules · 21 lessons
CRE Foundations & Industry Orientation
Establishes the structural, legal, and market-intelligence bedrock every CRE professional needs before touching a phone or spreadsheet. Students leave with a clear mental map of how deals flow, who the players are, and how the major lease types work — prerequisite knowledge for every module that follows.
- 1.1How the CRE Industry Is StructuredIncluded
- 1.2Essential CRE Vocabulary & Lease StructuresIncluded
- 1.3Reading the Market: Supply, Demand & Local IntelligenceIncluded
Prospecting, Cold Calling & Pipeline Building
Transforms market knowledge into a living, prioritized pipeline. Students master how to identify high-value prospects, open cold conversations without sounding scripted, run disciplined multi-touch outreach sequences, and plant the early seeds of a referral network — all skills that feed every downstream deal activity.
- 2.1Identifying & Targeting Your Prospect UniverseIncluded
- 2.2Cold Calling Scripts & Objection HandlingIncluded
- 2.3Email Outreach, Follow-Up Sequences & CRM DisciplineIncluded
- 2.4Canvassing, Networking & Building Your Referral Network EarlyIncluded
Qualifying Clients & Managing the Sales Process
Ensures students never spend weeks chasing a prospect who can't or won't do a deal. Students master rapid qualification frameworks for all three client types, learn to run property tours as deal-advancement tools rather than sightseeing trips, and gain a new prerequisite skill: structuring and presenting a formal broker proposal/pitch — essential before negotiation and closing.
- 3.1Qualifying Tenants: Space Needs, Budget & Decision TimelineIncluded
- 3.2Qualifying Buyers & Investors: Motivation, Capital & Deal CriteriaIncluded
- 3.3Running Property Tours That Advance DealsIncluded
- 3.4Presenting Your Value: Broker Proposals & Pitching for AssignmentsIncluded
CRE Valuation & Financial Analysis
Gives students the analytical toolkit to value any commercial asset credibly, underwrite investment deals, and present numbers in a way that builds instant trust with sophisticated buyers, sellers, and investors. This module is intentionally placed after qualifying so students know which deals deserve deep analysis.
- 4.1Net Operating Income & Cap Rate FundamentalsIncluded
- 4.2Comparable Sales & Lease Comp AnalysisIncluded
- 4.3Underwriting Investment Deals & Presenting the NumbersIncluded
Negotiation, LOIs & Closing Deals
Converts analysis and client trust into signed agreements. Students master the art of structuring LOIs that set favorable deal parameters, navigating lease and purchase negotiations for both sides of the table, protecting their commission, and getting deals across the finish line — the module where all prior skills converge.
- 5.1Crafting Letters of Intent That Set the Right ToneIncluded
- 5.2Lease Negotiation Tactics for Tenant & Landlord RepsIncluded
- 5.3Purchase Agreement Fundamentals & Investment Deal ClosingsIncluded
- 5.4Protecting Your Commission & Getting PaidIncluded
Building a Book of Business & Long-Term Career Systems
Shifts focus from individual deals to the sustainable business-building systems that separate top producers from one-deal wonders. Students design their personal brand, build referral engines, and create the planning and tracking infrastructure that drives compounding deal flow year after year.
- 6.1Your CRE Personal Brand & Market PositioningIncluded
- 6.2Client Retention, Repeat Business & Referral SystemsIncluded
- 6.3Deal Tracking, Business Planning & Income ForecastingIncluded
Who it's for
Is this you?
Aspiring CRE Brokers
You want to break into commercial real estate and need a clear, step-by-step roadmap from prospecting to closing your first deal.
Residential Agents Transitioning
You've got sales skills and a license — this course fills the CRE-specific gap: lease structures, cap rates, and commercial deal mechanics.
Early-Career Brokers
You've done a deal or two but need a repeatable system for prospecting, qualifying, and building a pipeline that doesn't depend on luck.
Commission-Driven Salespeople
You know how to sell and you want to apply that skill set to a high-ticket, high-commission industry with real earning potential.
Entrepreneurs Seeking Deal Flow
You're business-minded and want to understand how to find, evaluate, and close commercial real estate opportunities — for clients or yourself.
Career Changers Eyeing CRE
You're coming from finance, property management, or another field and want the practical sales and deal skills to make a confident industry switch.
Questions
Frequently asked
Your teacher
A note from your teacher
Dawn Olson
If you're reading this, you're probably somewhere between "I want to get into commercial real estate" and "I have no idea how the deals actually work." Maybe you've got a residential background and the commissions just aren't where you need them. Maybe you're coming from straight sales and you know you can close — you just need someone to show you the product. Either way, you're in the right place.
Here's what I've seen stop good people from breaking through in CRE: it's not confidence, and it's not work ethic. It's that nobody ever sat down and explained the full picture — how the industry is structured, who the players are, what a NNN lease actually means for a tenant's budget, how to value a property in a way that makes a landlord take you seriously, and how to get from a cold call to a signed lease agreement without losing the deal at the LOI stage. Most people learn this stuff by accident, over years, by getting it wrong in front of real clients. I built this course so you don't have to.
Close Commercial covers the whole cycle, and I mean the whole thing. Prospecting scripts. Qualifying calls. Property tours that move deals forward. Cap rates and NOI and how to present numbers without freezing up. Lease negotiation tactics — for both sides of the table. And then the part most training skips: how to build a book of business so that the deals start coming to you, not just from you grinding the phones every Monday morning.
I'm not going to dress this up. CRE is a grind at the start, and anyone who tells you otherwise is selling something. But it's also one of the few industries where a single transaction can change your income for the year — and where a well-built book of business becomes a genuine asset. This course is designed to compress your learning curve so you stop spinning your wheels and start closing.
If you're willing to show up and do the work, I'm going to show you exactly how to do it. Let's get to it.
— Dawn Olson
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- 6 modules, 21 lessons
- AI-adaptive lessons tuned to your level
- Quizzes & checkpoints to lock in progress
- Your own AI learning coach
- Learn on any device, at your pace
- Full access for as long as you're subscribed