KTO / Commercial Real Estate
A commercial opportunity starts with better questions.
You do not need to have every answer in the first conversation. Start by understanding what the client needs, what is still unknown, and who can help verify it.
An open example
“I’m thinking about opening a café.”
A fictional practice scenario: a residential client mentions a café, asks for about 1,500 square feet, and hopes to open in six months. No property or budget has been confirmed.
Before sending listings
The size and opening date are starting points. Your first job is to understand the business well enough to identify what needs further review.
The useful outcome
A clearer brief and an agreed next conversation. Property suitability is still unverified.
What will the business actually do in the space?
Ask about the day-to-day operation, customers, equipment, and deliveries before narrowing a property search.
What does the space need to accommodate?
Separate essential requirements from preferences. Ask what is driving the requested size and location.
What is the total monthly occupancy budget?
A rent figure alone does not tell you the full budget. Ask what other occupancy costs have been considered.
What is driving the opening date?
Find out what is fixed and what can move. Do not assume that finding a space makes it ready to open.
Who else needs to be involved before a decision?
Identify the decision makers and the relevant professionals who need to verify property and business requirements.
What you can take forward
The client’s intended use, priorities, budget questions, decision makers, and timing. Keep their answers separate from your assumptions.
What still needs verification
Allowed use, approvals, build-out needs, total occupancy costs, and lease terms for an actual property. Bring the relevant broker, local authority, or qualified professional into those questions.
KTO Academy
Build on the fundamentals with CRE Transition.
CRE Transition covers commercial property types, basic analysis, due diligence, prospecting and the steps in a transaction.
Educational content. No continuing education credit or certification is offered on this page.
- Commercial property fundamentals
- Basic analysis and due diligence
- Prospecting and discovery
- A transition plan and next steps
CRE Transition
One-time course purchase. Includes the course and 90 days of Academy community access.
Keep a reference nearby
Learn the language before the next call.
Have an actual opportunity?
Talk through the deal before you begin.
Tell CGP Commercial what the client needs and where the deal stands. We can discuss who would handle the work and agree on the terms before moving forward.
CRE learning is part of coaching
Real Estate Coaching with Khai
For real estate agents · Google Meet · 30 minutes. Bring your question about learning commercial real estate. We’ll discuss a useful next step as part of coaching, with no separate CRE training appointment.
Prefer a group setting? Bring the question to Coaching Corner, open office hours every Wednesday from 12 to 1 PM Central.
Your next step
Learn here. Decide what comes next.
At any brokerage
Use the open examples or choose a course. Learning here does not require a brokerage move.
Considering eXp?
Explore sponsorship with Khai. Joining a CGP sales team is a separate conversation.