Live Online programs provide the convenience of learning at your computer, with the benefit of real-time interaction with the instructor. Two-hour program sessions are delivered at specific days and times. Students may continue to review course sessions for up to 45 days after the program to solidify their learning, and all course materials are downloadable.

Upcoming Courses
Collapse Pro forma Modeling with Excel Part II: Construction Draws and Rent Roll (October and November 2018)


Formats Available: Streaming
Original Program Date: October 23, 2018
On-Demand Release Date: Available Now

Approved Credit:
  • ULI: 8.00 hours Attendance

  • MORE INFOMORE INFO Pro forma Modeling with Excel Part II: Construction Draws and Rent Roll (October and November 2018)
    Collapse Understanding and Using Real Estate Cap Rates

    Understanding and Using Real Estate Cap Rates

    November 28, 2018

    1:30 – 3:30 p.m. eastern time

    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 in”) and projections of future (“terminal”) 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: Webinar + Archive
    Original Program Date: November 28, 2018
    MORE INFOMORE INFO Understanding and Using Real Estate Cap Rates
    Collapse Retail and Mixed-Use Development:  A Primer
    HTML Editor - Full Version

    Retail and Mixed-Use Development:  A Primer

    December 19, 2018

    1:00-3:00 p.m. eastern time

    Developers can sometimes find themselves under pressure from public officials, residents, and neighborhood groups to see more mixed-use development featuring ground-floor retail. However, successful execution of a retail-oriented mixed-use development begins with a solid understanding of how retailers approach site selection, trade areas, traffic flow, and building design. A successful project must feature both favorable retail market attributes, along with a thoughtfully designed facility.

    Led by a 30-year veteran of corporate real estate and retail development, this new ULI webinar will begin with a solid overview of retailer economics and will shed light on where retail uses will and won’t work as part of a mixed-use development. Beyond satisfying fundamental trade-area economics and demographics criteria, a successful mixed-use development must also feature a design that accommodates the business and operational needs of retailers.

    Don’t miss this opportunity to better understand where and when retail makes sense in a mixed-use project.

    Program Highlights

    •Commodity and specialty retail

    •Active/non-active retail

    •Retail economics 101: How retailers make go-ahead decisions

    •Definition – types of MXD


    •Traffic patterns

    •Market share

    •Site attributes

    •Role of design

    •Store layout considerations

    •Mixed use and urban design

    •Best practices – Facades, corners, sidewalks

    •Best practices – layout, back of house

    •Best practices – Separation/compatibility of uses

    •Best practices – Access and parking

    •Best practices – Utilities and building systems

    •Best practices – lighting and signage

    •Issues that separate cities and property owners

    •Understanding where retail doesn’t work and why


    David Greensfelder

    Managing Principal

    Greensfelder Real Estate Strategy


    David Greensfelder is the founder and managing principal of Bay Area-based Greensfelder Commercial Real Estate LLC which provides strategic planning, market research/analysis, and real estate development services to communities, financial institutions and investors, and develops for its own account as well as for other property owners and partners.  As a developer, consultant, and an experienced corporate real estate executive, David has driven more than 325 projects spanning 6.5 million square feet with an aggregate acquisition and construction value exceeding $750 million (finish market value estimated at well over $1.25 billion). 

    David’s expertise ranges from market analytics and location intelligence to real estate economics, overseeing due diligence, acquisition, land-use and entitlements, mixed-use project implementation, project management (design, leasing, and construction oversight), and asset management (including administration of existing portfolios).  Significant assignments include developing comprehensive retail and economic development strategies for cities, providing fee development services to technology companies in pre-IPO fundraising rounds, managing national retail store development programs for Fortune 25 companies such as CVS/health, developing market strategies for retailers and institutional owners, and specialized expertise repositioning “dead” malls.

    Prior to forming his own firm, David was Director/VP and Principal of LandMark/NewMark's Northern California office and managed corporate real estate programs for publicly traded Fortune 500 companies.  David frequently speaks at national and regional conferences, and lectures at UC Berkeley’s Fisher Center for Real Estate and Urban Economics and Haas Graduate School of Business, USC’s Lusk Center for Real Estate Development, and ULI and ICSC education programs. He serves on Bay Area-based Satellite Affordable Housing Associates’ Board of Directors and CCLR’s Board of Directors, is an active member of the ULI (Urban Revitalization Product Council, Advisory Services, and UrbanPlan steering committee) and ICSC’s P3 National Steering Committee.  David graduated from Pitzer College (The Claremont Colleges) with a degree in Business Economics.



    Public Member: $100.00

    Member: $125.00

    Public Nonmember: $135.00

    Full Price: $165.00

    Formats Available: Live Webcast + Streaming
    Original Program Date: December 19, 2018
    On-Demand Release Date: Available Now
    MORE INFOMORE INFO Retail and Mixed-Use Development:  A Primer