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Training Course: Real Estate Development & Reuse

Date: November 30 - December 1, 2017

Location: San Diego, CA

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This course clearly articulates the eight stage process for real estate development and reuse. Specifically, course participants will learn the fundamentals of market and site analysis, financial feasibility, and what political considerations are required to move a development project from conception to realization. Additionally, this course will cover a wide variety of financing tools that are available at the local, regional, and state levels, including tax increment financing, bond financing, tax credits, tax abatements, land assembly, and brownfield redevelopment. Multiple in-class case studies will be used to help participants work through actual financial and regulatory problems.


Course Highlights:

• Housing, retail, office, industrial, hotel, and mixed use development
• The regulatory and approval process including zoning and permitting
• Assessing community involvement and political feasibility
• Public, private and nonprofit financial modeling
• Understanding the pro forma operating statement structure
• Property valuation and capitalization rates
• Brownfield redevelopment phase structure and liability
• Request for qualification/proposal process



November 30

8:00 - 8:30 am


8:30 - 9:00 am


9:00 - 9:45 am

Overview of Real Estate Development & Reuse
During this session, attendees will be introduced to the basics of real estate development and reuse. Participants will be introduced to development process and the roles of the private and public sector and non-profits. Expectations and objectives will be set for the next two days and attendees will be given the opportunity to introduce themselves to the class.

9:45 - 10:45 am

Market and Site Analysis
In this session, participants will learn about two key aspects of development feasibility: market and site analysis. Taking place before a development project is underway, these studies help determine whether a project is a “go” or “no-go.” Participants will look at the various assumptions and inputs that make up a market analysis. The session will also examine how site features and constraints can affect a development project.

10:45 - 11:00 am


11:00 - 11:45 am

The Real World
During this session, participants will learn how the current economic climate is affecting real estate development projects. Interest rates, rental rates and equity requirements will be examined.

11:45 am - 1:00 pm

Lunch on your own

1:00 - 2:15 pm

Financial Feasibility*
This session continues the morning feasibility session with an in-depth look at how to analyze the financial feasibility of a development project. Specifically, participants will learn about the various elements of an operating pro forma, including calculating net operating income and cash flow. Participants will also look at debt and equity financing, as well as how to evaluate a project’s return to the investor(s). This session will be very interactive, with participants applying these tools to an actual case study.

*Participants are asked to bring a calculator to this session.

2:15 - 2:30 pm


2:30 - 4:00 pm

Local Financing and Local Tools for Development
This session provides an overview of local development financing such as tax abatements, bond financing, tax increment financing, special improvement districts and the provision of public infrastructure. In this session, participants will gauge the strengths and weaknesses of these various mechanisms. It will also include redevelopment areas, land assembly, sale-leasebacks and density bonuses.


December 1

9:00 - 10:00 am

Regulatory and Approval Process
Economic developers are often called upon to facilitate or expedite the public approval process. This session will explore the public sector’s regulatory role in land development, focusing on zoning, subdivision and other regulatory constraints and hurdles.

10:00 - 10:45 am

Political Feasibility and Community Involvement
While a proposed project may meet market and financial tests, it is not truly feasible unless it has political and community support. In this session, participants will tackle how to assess political support, involve the community and promote the project’s value to stakeholders.

10:45 - 11:00 am


11:00 am - 12:00 pm

Brownfields Redevelopment
Land contamination, whether real or perceived, is a major reason many properties are not being put to their highest and best use. During this session attendees will be introduced to brownfields assessment and regulation and various programs and incentives for brownfields redevelopment.

Noon - 1:30 pm

Lunch on your own

1:30 - 3:00 pm

Interactive Case Study
In this session, participants will split into groups to tackle real life development opportunities. Drawing on knowledge from the previous sessions, attendees will determine the best practices for approaching a real estate deal.

3:00 - 3:15 pm


3:15 - 4:15 pm

Developer Solicitation, Selection and Agreements
This session provides an in-depth look at developer Request for Proposals (RFP). Participants will discuss proposal evaluation, negotiations and the development and disposition agreement.

4:15 - 4:30 pm

Wrap-up and Certificates


* Agenda subject to change

**PLEASE NOTE: In order to receive full IEDC certification credit for this course and a certificate indicating course completion, participants must attend the entire course and stay through the final session on the last day. Please make travel plans accordingly.**



Rob Hunden
Hunden Strategic Partners

Mr. Hunden and his Chicago-based firm offer extensive experience in the economics and strategy of developing transformative real estate projects. He has provided economic development, finance, feasibility, impact, developer selection and planning expertise for more than 300 projects and studies over the past 20 years, totaling more than $3.1 billion in developed real estate.

His expertise has helped communities and developers understand, develop and successfully open catalytic economic development projects, including entertainment districts, conference and convention centers, and compelling boutique, waterpark and convention hotels like the 21c Museum Hotels, Key Lime Cove and Omni in Fort Worth. Hunden recently completed a high profile study regarding the proposed San Diego Chargers’ Convention Center and Stadium project. Hunden has also consulted on major and minor league sports facilities like Bankers Life Fieldhouse in Indianapolis and a new football stadium for the University of South Alabama, more than twenty youth sports complexes, unique tourism attractions including distillery visitor experiences at Maker’s Mark, Jim Beam and Wild Turkey.

He has also worked on destination-changing projects, such as the new Chicago Riverwalk and redeveloped Navy Pier, the Power & Light District in Kansas City, theme parks like Kentucky Kingdom and the Ark Encounter, the Newport Aquarium, and racetracks such as the Laguna Sega Raceway. He also specializes in conducting selection processes for public projects like hotels and facility management companies.

Mr. Hunden received his degree in Finance from Indiana University in Bloomington, Indiana. He began his career managing similar projects for the Indianapolis Bond Bank and the Indianapolis Mayor’s Office before financing and brokering projects for Landauer and Grubb & Ellis in Chicago. He then consulted on more than 100 projects for Johnson Consulting for six years before starting his firm.

He is continually sought after for teaching and speaking engagements at conferences and within organizations to which he belongs, such as the International Society of Hospitality Consultants (ISHC), ULI, IEDC, IDA, GFOA and IAVM. In addition, Rob sits on the advisory board for DePaul’s School of Hospitality and the Indiana University Real Estate Club.

Bob Lewis, AICP, CEcD
Principal and President
Development Strategies

Bob is both an urban planner and economic de-veloper. His passion is evaluating the economic feasibility of development projects within the con-text of the city or corporate planning processes. Bob also conducts economic development strate-gic plans, housing strategic plans, economic and fiscal impact studies, attitudinal surveys to support market-based development, and real estate gap financing analysis using public incentives.

Sustainable development does not succeed in a vacuum. Instead, it is a function of the complex relationships between the quality of nearby devel-opment, market demographics that the project can attract, supply and demand factors in the local economy, achievable rents and prices for the real estate, available capital financing, and the desires of the community itself.

Research and analysis of these relationships yields strategic recommendations for clients seeking to maximize economic value. Public sector clients want high quality development that supports a fair tax base. Property owners and developers also want high quality projects that are profitable. In-stitutional clients want developments that further their missions while paying for themselves and attracting donations. Non-profits frequently want projects that affordably serve the community and directly benefit individuals.

A native of Glencoe, Illinois, in the Chicago area, Bob holds a master's degree in city and regional planning from Southern Illinois University at Ed-wardsville (1976) and a bachelor's degree in business economics from Miami University in Oxford, Ohio (1973). He is a member of the Leadership St. Louis class of 1986-1987.

He is a certified economic developer (CEcD) within the International Economic Development Council (IEDC), where he serves on the Public Policy Advisory Committee. He is also a member of the College of Fellows of the American Insti-tute of Certified Planners (FAICP) of the Ameri-can Planning Association (APA). He is a former president of APA’s Missouri Chapter and is a past chair of the Economic Development Di-vision of APA. He was given the Out-standing Lifetime Achievement in Plan-ning by the St. Lou-is Section of the APA in 2015.

Bob co-teaches the real estate devel-opment course for IEDC and teaches real estate development and finance at Washington Universi-ty in St. Louis. He also taught the economics course for DeVry University’s Keller Graduate School of Management from 1995 to 2010.

Bob is a member of the National Association for Business Economics (past St. Louis president) and the Urban Land Institute. He chaired a St. Louis ULI Technical Assistance Panel (TAP) in 2011 and has served on five Advisory Service Panels for the national ULI.

Major civic contributions include the boards of directors of the Missouri Main Street Connection (elected 2012), Saint Louis University Urban Plan-ning & Development master’s degree advisory board (since 2010), Citizens for Modern Transit (2003-2010), FOCUS St. Louis (1995-2001), and the New City School in St. Louis (1987-1991). He continues to serve on the transit oriented devel-opment committee of CMT. He is a member of the Talent and Education Committee of the St. Louis Regional Chamber and recently served on the Citizens and Business Advisory Committee for establishment of a bike-sharing program in met-ropolitan St. Louis.

Deborah McGill-Smith, CEcD
Vice President - Industrial Brokerage and Consulting
Cushman & Wakefield/EGS Commercial Real Estate

Deborah joined Cushman and Wakefield | EGS Commercial Real Estate (C&W | EGS) in 2008 and is an active member of the C&W | EGS Industrial Brokerage Tenant Representation Team for Alabama. She specializes in industrial and land brokerage, real estate consulting and leasing and brings a unique skill set to her clients due to her extensive background in the public sector and economic development.

Since Joining C&W | EGS, Deborah has been involved in the disposition of over three million SF of industrial buildings and worked on several high profile site selection requirements. Deborah also uses her land expertise to help clients with industrial and retail land development.

Prior to joining C&W | EGS, Deborah spent seventeen years in economic development, This included her position as Executive Director of the Jefferson County Economic and Industrial Development Authority (JCEIDA) where she led the development of the McCalla and Lakeshore Jefferson Metropolitan Parks, creating close to $1 billion in capital investment and securing numerous companies including OfficeMax, Home Depot, McKessen Pharmaceuticals, and Magna, as well as data centers for Wells Fargo (formerly Wachovia), Southern Company and Blue Cross / Blue Shield.

Deborah is a Certified Economic Developer and has recently completed two terms as a national Board member for the National Association of Industrial and Office Properties (NAIOP).



  CEcD logo

This course meets the professional development requirements for the Certified Economic Developer (CEcD) exam. CEcDs earn recertification credits for participation.


Accommodations/Training Location

DoubleTree San Diego Downtown
1646 Front St.,
San Diego, CA 92101

Room Rate: $158
Cutoff date: November 8, 2017

Group Code: RE1 or “IEDC Real Estate




By Oct 20

Oct 21 - Nov 17

*After Nov 17

IEDC Member








Full Time Student**




*Walk-in registrations will be accepted. Full payment must be made on-site in order to attend the course.

** Copy of current transcript required.

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Refunds less a $60 cancellation fee will be issued for all cancellations received in writing to fax: (202) 223-4745 or email: prodev@iedconline.org at least 10 business days prior to the course - please allow 3-4 weeks. All registrations regardless of payment status are subject to the $60 cancellation fee. No refunds or credit transfers to a future course will be issued for cancellations received within 10 business days of the course. Telephone cancellations are not accepted. Attendee substitutions for a course may be made at any time prior to the course.