Commercial Property Inspectors Roundtable #35: Sales Strategies
2026-10-13 09:00 - 10:00 (America/Denver) | Online Meetup:, Zoom
Free, open to all. Monthly virtual meeting for new and experienced inspectors. No slides, just inspectors helping inspectors.
About the Roundtable
The Commercial Property Inspectors Roundtable Meeting is a monthly meeting hosted by CCPIA® for inspectors across the nation to gather and discuss business development opportunities and strategies. Join the virtual meeting to connect with fellow professionals, share insights, and stay current in commercial property inspections.
The meeting features open-floor discussions, and we sometimes prepare conversation topics in advance, along with resources and tips to share. Come prepared with something you’d like to discuss or tune in for a great conversation!
October’s Focus
Booking inspections is only part of the business. Building a firm that grows consistently requires actively selling your services, communicating your value and turning every conversation into an opportunity. This month’s conversation focuses on sales strategies that support the growth and profitability of your commercial property inspection business. Whether you are refining an approach that already works or looking for new ideas to try, it is an opportunity to exchange what is producing results. Learn how others are positioning their services, discover tactics that convert more calls into clients, share a strategy that has worked for you, or simply join the meeting to listen.

Host: Rob Claus, CCPIA® Director of Education and Lead Instructor
Location: Live on Zoom. Join from anywhere.
Who Should Attend: Inspectors performing commercial property inspections or those considering getting into the field.

To attend, please pre-register using the link below. Your confirmation email will contain the Zoom meeting access link. Free and open to all. No CCPIA® membership is required.

The Path to Winning Commercial Clients Fast-Track Course
2026-11-09 09:00 - 15:00 | Online Training:, Zoom
Commercial property inspections aren’t just a different type of inspection. It’s a specific industry, with different clients, different expectations, and a different sales process entirely. Inspectors and operations teams who understand this win more jobs.
Your inspection fee and proposal do not exist in isolation. They are one touchpoint in a sales process that has to be moved through deliberately.
The path to winning commercial clients includes both the client journey from first contact to signed contract and the behind-the-scenes steps that make it happen. Together, these touchpoints and processes form your company’s proposal workflow.
This course teaches both sides, so you know who your clients are, how they think, and exactly what to do at every stage to deliver a proposal that makes saying “yes” easy. By the end of the course, you will have analyzed your current process, identified areas for improvement, and be ready to implement them.
Key Topics
Register for the one-day session on Zoom to learn to:

The five client journey touchpoints from first contact to paying client
The three behind-the-scenes inspector workflow steps
Sales psychology and communication strategies for commercial clients
Basic and comprehensive proposal components to include
Proposal best practices that align client needs with fees and scope
Proposal approaches for tiered service levels and add-ons
Lead capture best practices for phone and online proposal request forms
Value-framing and service positioning skills for better client acquisition

Registration includes a Zoom training session, training certificate, and access to this event’s training portal with optional prep materials. You’ll also receive a proposal workflow guide, pre-inspection questionnaire template, lead capture guidebook, and five professional proposal templates (Word, Google Docs, and Canva).

Date: November 9, 2026
Time: 9:00 AM to 3 PM MST
Registration: $250

Cost to Remedy Fast-Track Course
2026-12-16 08:00 - 2026-12-17 11:00 | Online Training:, Zoom
Learn how to calculate repair estimates, form opinions of costs, and build cost tables. In two-half day virtual sessions, this fast-track teaches how to evaluate property conditions from a new perspective. It moves beyond identifying issues and focuses on determining whether work should be performed to keep the property operating effectively based on client objectives.
You will learn to distinguish repair from replacement, proactive maintenance from deferred maintenance, and to assess the remaining useful life of building systems. You will then apply this knowledge to develop cost to remedy tables. The course reviews practical methods to gather cost data and includes examples using cost estimating platforms and tools.
Students receive a certificate of completion along with a coursebook, cost calculator spreadsheet template, and cost to remedy report template.
How This Course Helps You
Those seeking to buy, lease, or optimize a property’s value and operations benefit from understanding the costs associated with immediate repairs and long-term expenses. This provides commercial property inspectors with the opportunity to turn their inspection report into an even greater capital planning tool. Using the items identified in an inspection report, this course provides step-by-step guidance to:

Distinguish repairs, replacements, and maintenance items
Use local and national data sources to calculate cost estimates
Formulate opinions of costs and build cost to remedy tables
Use a professional format for tables and present services as a value-add

Key Topics

Cost calculator template application
Cost to remedy report template usage
Immediate repairs and replacements compared to long-term expenses
Repair and replacement decisions based on observed conditions
Differences between deferred maintenance and preventive maintenance
Useful life and remaining useful life
Capital planning terminology (CapEx, OpEx, reserve forecasts)
Local and national cost data source options for inspectors
Inflation rates, tax adjustments, risk factors, and other cost variables
Marketing and selling cost to remedy services

Registration includes two Zoom-based training sessions, a certificate upon completion, and access to this event’s training portal with course materials.

Date: December 16-17, 2026
Time: 8 to 11 AM MST each day
Registration: $650
