Learn how to find, connect with, and win over commercial clients.
Register today for this Fast-Track Course, delivered live on Zoom as two half-day sessions.
This course will help you understand who your clients are, what each client type cares about, and how to position your inspection services to meet their goals. You’ll receive a thorough overview of various commercial client types—including owners, buyers, lessees, lessors, lenders, insurers, and public agencies—and how to tailor your process and messaging for each.
Through step-by-step instruction, takeaway guides, and real-world strategies, you’ll learn how to identify key stakeholders, speak your clients’ language, build trust through effective messaging, and confidently sell your services from the initial contact. By combining proven sales techniques with practical marketing tools, you’ll be equipped to reach more clients and book more commercial property inspections.
What You’ll Learn
- How to find and understand different commercial client types
- How to tailor your messaging and sales to meet client goals (ROI, risk, compliance, etc.)
- How to overcome objections with strategic, confident responses
- How to use commercial real estate (CRE) terminology effectively
- How to network and position your services on the right platforms
- How to use sales scripts and marketing templates to build your client base
Course Format
This Fast-Track Course is held live on Zoom and led by Lance Coffman, Director of Professional Development and Training at CCPIA®. You’ll explore a breakdown of key commercial client types and participate in breakout sessions to reinforce takeaways and apply effective sales and communication strategies.
Who Should Take This Course
You don’t need to be a CCPIA® member to register for this course. Non-members can sign up with a free Limited-Access Account. CCPIA® All-Access Members can register after logging into their account and will receive a member discount code to enter at checkout on the registration page.
- Commercial property inspectors looking to grow their client base
- New inspectors entering the commercial sector of the market
- Inspectors who work directly with clients or handle inspection inquiries
- Team members responsible for marketing or engaging with potential clients
Included Materials
- Client-type personas and messaging guides
- Sales scripts and marketing templates
- Sample objection-handling reference sheet
- Sample follow-up communication and pitch language
Upcoming Dates and Registration
Visit the Training Calendar to view upcoming dates and times. The course is delivered as two half-day live virtual sessions.
FAQs
How is this course delivered?
This is a live, instructor-led course held on Zoom. You’ll join remotely from your computer or device. You’ll also receive access to a course page through your account, where you can access pre-course, during-course, and post-course materials, including the final exam required to receive your certificate.
Who is the instructor for this course?
This course is led by Lance Coffman, Director of Professional Development and Training at CCPIA®. He’s an experienced commercial property inspector and inspection business owner with a strong background in training and professional development for the industry.
Is the course recorded?
No, this is a live-only training. Participation during the scheduled session is required.
Do I need any special software?
Just Zoom. Make sure it’s installed and updated on your device before the session.
Will I receive materials or templates?
Yep! You’ll get access to downloadable templates, actionable guides, and other course materials through the course page, accessible from your account. After you register, you’ll receive an email confirmation with access instructions and other key details.
How do I register?
Visit the Training Calendar to view upcoming dates and register. To sign up, you’ll need either a Limited-Access Account or an active CCPIA® All-Access Membership. For full registration instructions and links, visit the event page for the specific class.
What’s the difference between an All-Access and Limited-Access Account?
An All-Access Membership provides unlimited access to all on-demand resources, including the certification program to become a CCPIA® Certified Commercial Property Inspector, additional on-demand courses, inspection checklists, document templates, 1:1 Coaching Calls, and more. It is available for $399/year or $39/month. A Limited-Access Account is a free account that allows you to register for Fast-Track Courses and access their course pages.
Where can I find my All-Access Member discount code for registration?
The discount code for All-Access Members is always available here. It’s also linked on the course registration page—be sure to enter it at checkout, as the discount must be applied at the time of registration and isn’t applied automatically.