2023 Commercial Sales Program

2023 Commercial Sales Program


The REIQ offers the Commercial Sales Program to both newcomers and existing professionals seeking to establish and continuously

develop their skills as commercial specialists. The Commercial Sales series is designed to provide a solid basis of skills and knowledge that can be used as a reference guide for your career in the commercial sector.   

Commencing with the foundation course ‘Introduction to commercial and industrial property management’, this series encompasses
Prospecting, Inspecting, Proposals, Submissions, Pricing, Marketing, Appointment Form 6, Lease negotiation, Sales, Contracts and Client Communication.

The course is delivered in a total of three days over two parts. Part 1 on 3 August 2023 and Part 2 on 10 and 11 August 2023.


Robert Dunne
Robert is the commercial real estate agent in Brisbane people know they can rely on to achieve the best outcome when selling their properties. When many of the best real estate agents in Brisbane are seeking the resources and global reach of a commercial agency, they choose Robert because he is able to use his trusted relationship with the premium buyers to build confidence in a transaction.

He is the leading development land salesman in Brisbane. He set the record for the highest price ever paid for development land in the Brisbane CBD with the sale of the Supreme Courtsite at 300 George St to a Taiwanese Billionaire who is investing $1bn to create Brisbane Quarter. 

Michelle Davis
Michelle has held senior commercial property management roles with Jones Lang LaSalle and Colliers International & DTZ.
She has excellent insight into the needs of her clients and their customers. She is highly regarded for her industry knowledge and expertise in commercial, industrial and retail property management. Michelle holds certifications with Property Council of Australia, Institute of Public Accountants and QLD Building Services Authority. 

Part 1: 3 August 2023 with Michelle Davis

The Role as a Commercial Specialist 
As a salesperson or leasing professional in commercial real estate you will need to understand the unique skills and knowledge that is involved with this particular property type as well as understanding the day-to-day fundamentals of leases as part of a sale.

Introduction to Commercial Real Estate 
'Introduction to Commercial Real Estate' provides a solid foundation of knowledge of the commercial sector, and of the unique nature of commercial transactions. The commercial property market is now very accessible to private owners and investors.

This course allows you to understand the mindset of your clients, which in turn enables you to establish how to best service
those clients.

The course explains:
- Who chooses to invest in commercial property
- Why do they choose to invest in commercial property
- How do these investors make money from their commercial property investment

Attendees will gain an understanding of key terminology and processes connected to:

  • The Market;
  • The investors objectives;
  • Terminologies;
  • Commercial Precinct.

Part 2: 10 and 11 August 2023 with Robert Dunne

Prospecting and Networking 
Prospecting is all about looking for opportunities while networking by definition is a supportive system of sharing information and services among individuals and groups having a common interest. This half day module provides information and skills you will need in commercial sales and leasing such as:
• prospecting for listing
• developing your client base
• defining your market opportunity

Enhancing your inspection skills
This half day module deals with effective listing techniques from the general base facts through to lease monitoring and income and expense analysis including.
• assessing outgoings in your commercial property
• supply and demand factors
• market study
• importance of local precinct assessment

Creating winning proposals
Do you dread the thought of generating another marketing proposal? Fear no more. Preparing and presenting presentation, steps to creating effective proposals and submission planning are just some of the topics included in this module. Provided as an Appendix is a working example of a ‘Marking Proposal’ which you can keep on hand as a valuable resource to refer to when making your own proposals.

Program Information:

Dates and time:
Part 1: 3 August 2023 | 9am to 4pm
Part 2: 10 and 11 August 2023 | 9am to 4pm
Eatons Hill Hotel - 646 S Pine Road, Eatons Hill QLD 4037
$700 members | $900 non-members 
           Includes morning tea and lunch
Parking: On-site parking available
CPD: 80 points
Accommodation: Available at the venue. Secure your reservation early to avoid disappointment. Brisbane North Accommodation - Eatons Hill Hotel

* Click here to read our full terms and conditions

Instructions to Book:

* Registrations are non-refundable from the time of purchase
* Prices are inclusive of GST. 
* Please ensure you log in using an individual log in, not an agency log in
* We do not raise invoices for event bookings. Payment via credit card is required at time of booking. A tax invoice will be issued upon receipt of payment
* Tickets will not be issues for this event, your name will be on the guest list at registration
* Please email events@reiq.com.au should you wish to be seated with another individual registration 
* To book multiple tickets, first click 'Register Myself' and then to book others in your agency click on 'Register Someone Else' before proceeding to checkout

If you have any questions or need assistance booking, please contact events@reiq.com.au or call 1300 MYREIQ (1300 697 347)

3/08/2023 8:00 AM - 11/08/2023 4:00 PM
Eatons Hill Hotel 646 S Pine Road Eaton Hills 4037