Commercial Development
Collapse Best Practices in Multifamily Marketing and Leasing
This new ULI webinar will give you practical insight into making the most of your multifamily marketing dollars and functional tools for improving the performance of your onsite leasing staff.  Developed over years of firsthand experience, data collection, and analyses, this program will offer concrete tools and actions to demonstrate where you should and should not be putting your resources. You will learn best practices that will not only attract, but, equally important, retain your residents. Performance metrics and management practices will help you field your most effective leasing staff and keep them on board as well.

Program highlights

  • Media investment
  • Top 10 sources of applications
  • Marketing expenditure analysis
  • Appropriate ad messaging
  • Retention statistics and the marketing plan
  • Performance metrics of leasing professionals
  • Aligning to the owner’s objectives
  • Onboarding, training, and career planning

Formats Available: Streaming
Original Program Date: February 04, 2015
On-Demand Release Date: Available Now
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Collapse Construction Contracting and Management for the Developer

Contracting for and managing the the design and construction process is among the most important facets of real estate development. But managing risks and relationships in this multifaceted endeavor is often not well-understood by real estate professionals. The half-day primer will provide you with a brief, but solid introduction to the process from the viewpoint of the real estate developer. You will acquire a better understanding of construction contracts, contract pricing, and considerations in hiring construction professionals. Learn the various players in the process and what you should and should not expect from them in their roles, including the public sector. And gain insight into how best to manage change within this complex and at times unpredictable process.

Program Highlights

  • Overview of the complex, multidisciplinary construction process
  • Introduction to the wide range of players and their roles
  • Contract types and their components
  • Construction management vs. general contracting
  • How projects are organized and bought out by construction professionals
  • Matching the timing and type of construction procurement and contracting with your project
  • How to price and structure the best construction contract to protect your interests
  • What to expect in terms of who actually does the work
  • Managing change and risk in the construction process

Original Program Date: February 23, 2016
On-Demand Release Date: Available Now
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Collapse Data Centers: A Foundational Primer
The advent of Big Data has more sharply focused attention on the development of Data Centers. Data centers are perhaps the most complex and sophisticated buildings being constructed today, requiring redundancies and resiliency well beyond other property types. Yet to many the precise function, components, users, and business models of data centers are not well known or understood. Held over two sessions, this new ULI online workshop will provide a functional introduction to the history, infrastructure, economics, and building technology that make up the modern Data Center. 
Formats Available: Streaming
Original Program Date: February 25, 2014
On-Demand Release Date: Available Now
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Collapse Hotel Pro Forma Development for the Beginner
Held over four sessions, this new online workshop will guide students step-by-step through the construction of a development pro forma for a mid-size hotel property. Beginning with a blank spreadsheet, the program will take students through the entire project from development through sale. Students will be instructed in the basic differences between a hotel pro forma model and other asset classes such as office or multifamily and the corresponding inputs and structure. At the end of the last session, participants will have completed their own hotel pro forma that will actively link to a cash flow page, allowing students to understand the basic valuation of a hotel and how investment decisions are made. 

Each session of the workshop is designed to build on the previous one with each participant having a completed pro forma model at the conclusion. Participants will use learned skills to independently build individual sections and maintain the pace of the workshop. However, to avoid the possibility of anyone falling behind, the completed stages will be distributed the evening of each completed workshop. At the conclusion of the workshop, the instructor’s copy will be distributed, which will provide, at a minimum, a working hotel pro forma model for each participant.
Formats Available: Streaming
Original Program Date: March 28, 2013
On-Demand Release Date: Available Now
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Collapse Managing the Land Development Process for a Small Scale Development
This new ULI webinar will offer a unique primer on the developer’s role in managing the site development process, also known as horizontal development. The program will provide an informative overview of this process, including experience-based best practices in engaging with the numerous consultants, contractors, designers, and utilities that are involved.

The program will include guidelines into preparing bid requests, as well as best way to compare and evaluate bids. Managing and working with public utilities will be addressed in detail, as well the developer’s interactions with lending sources, property owners associations, and project marketing. Concepts will be illustrated through real-world examples.

Program Highlights
  • Identifying the scope work
  • Letters of interest and why you should use them
  • Steps to bidding the project – accurately documenting the RFP
  • Managing consultants (engineers, architects, attorneys)
  • Finding and managing different types of contractors simultaneously
  • Managing the required entitlements
  • Coordinating with utility providers (gas, electric, phone, cable, etc.)
  • Monitoring the schedule
  • Handling pay requests
  • Turn-over of facilities
Formats Available: Streaming
Original Program Date: September 13, 2016
On-Demand Release Date: Available Now
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Collapse Multifamily Housing: Strategies for Integrating Management and Marketing into the Development Process
Fluid and collaborative communication among the developer, marketing, and management teams throughout the development process is critical for a successful, revenue-producing multifamily development.  The earlier the marketing and management teams are engaged and involved, the greater the opportunity for a successful lease-up.  

Strategic project planning by discipline and outlining key milestones is a standard protocol within the multifamily development industry.  However, the merging and realignment of key milestones across disciplines and at key decision points in the multifamily housing development process is often overlooked. This can result in a failure to optimize overall revenue potential. 
Using ULI’s eight stage model of real estate development, this  webinar will provide a practical guide to integrating management and marketing project plans at each stage to optimize operational efficiency, revenue generation, and lease-up.  

Attendee Takeaways:
  • Innovative and practical applications for each step of the process
  • Case study examples of successful and unsuccessful collaborations and their implications
  • Rule of thumb models for budgets and projections
  • A high-payoff collaborative activity checklist
  • Best practice collaboration methods 

Formats Available: Streaming
Original Program Date: December 19, 2013
On-Demand Release Date: Available Now
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Collapse Understanding and Using Real Estate Cap Rates


Understanding and Using Real Estate Cap Rates

Many real estate professionals regularly engage in conversation about real estate capitalization rates ("cap rates"). But how well do they understand where they come from, what they signify, and how they can be applied to understand real estate valuation across markets, over time and through the development process?  Part of the difficulty is that the cap rate reflects so many different components of a real estate project’s valuation.  It is, in effect, an "all in" index incorporating conditions in capital markets, investor perceptions of regional and sector differences, expectations on the stability or potential growth of cash flows, and projections about future market conditions.  There is a lot of information in one number.

This webinar explores the multiple inputs that determine a cap rate and explains how a developer, investor, lender, or broker can apply that understanding to making better, more informed decisions in the real estate market.  It also illustrates how to use the projected cap rate of a development project as a "hurdle" for determining the project's economic viability for attracting capital investment.

Program Highlights

A comprehensive understanding of how existing and anticipated capital and real estate market conditions, property characteristics and regional and sector differences determine a particular real estate capitalization rate. 

  • How real cap rates determine property value in investment decisions over a time horizon. 
  • How to evaluate the viability of a real estate development project by comparing its "development cap" to the current market cap rate. 
  • How to analyze and portray investment and development opportunities based on existing (“going inâ€) and projections of future (“terminalâ€) cap rates.




Charles A. Long
> Principal, Charles A. Long Properties, LLC
Principal, Junction Properties, LLC
Oakland, CA

Charles A. Long is a developer specializing in mixed-use infill projects, including acquisition, entitlement and public private partnerships.  He is currently developing two multi-family projects in Oakland, CA, one at 78 units, the other at 97 units. 

He served for eight years as city manager in Fairfield, California.  Since 1996, he has worked as a consultant to public and private clients on development and management.  He has held interim positions for several cities in finance, redevelopment and management, including Interim Town Manager of Mammoth Lakes and Interim City Manager of Pinole and Hercules, California.   His assignments have been diverse including negotiating development agreements, writing redevelopment plans, pro-forma analyses, strategic planning, economic development, organizational development, capital and financial planning, budget reform, base reuse and alternative energy development. He has overseen over $600 million of public financing in his career.

Mr. Long is a full member of the Urban Land Institute and, within ULI, a member of the Public Private Partnership Council. He is a faculty member of the ULI Real Estate School, teaching both in the US and internationally.  He has served on eighteen ULI Advisory Panels, chairing panels in Salem, OR, Boise, ID, Dallas, TX, Buffalo, NY Pasco County, FL and San Bernardino, CA.  He received the 2012 Robert M. O’Donnell Award for distinguished service in the advisory program.  He is the former co-chair of the Sustainability Committee for the San Francisco District Council and, in that capacity, initiated several reports including recommendations for streamlining California’s environmental review process, a directory of financing sources for building efficiency and a survey of resiliency best practices in the Bay Area.   He is the author of the book, Finance for Real Estate Development, published by ULI in April 2011 and winner of the 2012 National Association of Real Estate Editors Silver Award.

Mr. Long has a BA in economics from Brown University and a Masters of Public Policy from U. C. Berkeley.  He served in the U.S. Army as an infantry platoon sergeant.



Public Member: $100.00
Member: $125.00
Public Nonmember: $135.00
Full Price: $165.00





Formats Available: Streaming, Live Event + Archive
Original Program Date: November 28, 2018
On-Demand Release Date: Available Now
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Collapse Underwriting Office and Multifamily Real Estate Investments

Held over two sessions, this new online live program will introduce students to a process-oriented approach for evaluating office and multifamily investments from a physical and financial perspective. Each session will introduce theoretical investments and lead participants step by step through the areas of highest importance when evaluating these two product types for investment. Particular focus will be paid to underwriting the physical product, the surrounding market and existing tenancy, and the implications of these on the cash-flow development process. Instruction will be provided through case study materials that simulate the information and data one would receive in a typical transaction. Participants will conclude the workshop with a much more refined understanding of how to engage in a thoughtful process for evaluating an office or multifamily asset for acquisition. Each person will also receive a checklist of critical items to consider when underwriting an office or multifamily asset in the future.

Formats Available: Streaming
Original Program Date: August 09, 2016
On-Demand Release Date: Available Now
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Collapse Video: Real Estate Development Process: Part I
Real estate development is a complex and continually evolving business. To effectively develop, finance, or supervise a project, a person needs a fundamental understanding of the process and its many facets. To be successful, a developer must manage not only their own performance, but also the collaboration of numerous professionals representing multiple disciplines. Throughout this process, the developer also must continually identify and mitigate inherent risks that can threaten the viability of the project.

Designed for both public and private sector participants, this newly updated course follows the principal stages of the process chronologically and addresses how each team member’s actions and performance can affect the success and profitability of the project. Emphasizing the iterative and interactive nature of the real estate development process, the course combines a lecture and case study approach. Top industry professionals, drawn from ULI’s membership, serve as course leaders and guest speakers, sharing their insights, experience, and expertise with participants.

The course is broadly structured in three parts:

Preliminary considerations, market analysis, financial analysis, and strategic marketing; 

Site selection and due diligence, land acquisition and deal structure, and entitlements and permitting; and

Planning and design, construction management, and operations and property management.

Hands-on instruction in financial analysis provides students with a fundamental understanding of pro forma modeling basics.
Formats Available: Streaming
Original Program Date: December 05, 2012
On-Demand Release Date: Available Now
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