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Your Partner in Growing Your Community

IEDC's Real Estate Development and Reuse

19 IEDC Real Estate Marketing PieceThis course will be held on Thursday, April 4 - Friday, April 5, 2019, at the Radisson Hotel in Lansing, Michigan.


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


April 4

8:00 - 8:30 a.m. Registration

8:30 - 9:00 a.m.  Welcome and Introductions

9:00 - 10:00 a.m. 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 the 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.
Instructor: James S. Russell, CEcD

10:00 - 11:00 a.m. 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.
Instructor: Rob Hunden

11:00 - 11:15 a.m. Break

11:15 - 12:00 p.m. 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.
Instructor: Deborah McGill Smith, CEcD, SIOR

12:00 p.m. - 1:30 p.m. Lunch on Your Own

1:00 - 3:00 p.m. 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.
Instructor: Rob Huden

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

3:00 - 3:15 p.m. Break

3:15 - 4:00 p.m. 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.
Instructor: James S. Russell, CEcD

4:00 - 4:30 p.m. Day One Summary Discussion

April 5

9:00 - 10:30 a.m. 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.
Instructor: Rob Hunden

10:30 - 10:45 a.m. Break

10:45 a.m. - 12:00 p.m. Brownfield 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.
Instructor: Deborah McGill Smith, CEcD, SIOR

12:00 - 1:30 p.m. Lunch on Your Own

1:30 - 3:00 p.m. Development Process Review & Interactive Case Study
In this session, participants will split into groups to tackle real-life development opportunities. Drawing on knowledge from the previous sessions, you will determine how a city should respond to a proposed development deal.
Instructor: James S. Russell, CEcD

3:00 - 3:15 p.m. Break

3:15 - 4:15 p.m. 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.
Instructors: Rob Hunden & James S. Russell, CEcD

4:15 - 4:30 p.m. Wrap-up and Certificates

*Agenda subject to change.

Attendance Policy

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.


Click here to visit the IEDC web page for this course and learn about the three speakers.

Registration Fees

You must pay before the course in order to attend.

MEDA will email invoices approximately 2 months before the course to anyone that has not paid by then via check or credit card. If you need an invoice before that, you can request one by contacting This email address is being protected from spambots. You need JavaScript enabled to view it.. If you register within the 2-month timeframe, you will receive an invoice in about 1 week via email.

IEDC/MEDA Members Non-Members Date Ranges
 $490  $640  By C.O.B. February 21
 $630  $780  February 22 - March 21
 $650  $800  After March 21

Cancellation Policy

Cancellations must be submitted in writing at least 10 days prior to the beginning of the course. An email to This email address is being protected from spambots. You need JavaScript enabled to view it. is acceptable. Participants registered for the course that do not cancel and who do not attend will be charged the full price for the course.

Hotel Reservations

Rooms are available for $129++/night. For a guarantee of that rate, reserve before March 13th. To reserve, call 800-333-3333 or visit www.radisson.com/lansingmi and use code MEDA19.

Recertification Credits

For currently Certified Economic Developers (CEcD's), this program qualifies for (3) Level 1 Recertification Points from the International Economic Development Council (IEDC).

This event has been approved for (2) continuing education credits for Economic Development Finance Professional (EDFP) certification from the National Development Council (NDC). Use the form on this page to claim your credit.


Corporate Sponsors

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Contact Us

Michigan Economic
Developers Association
P.O. Box 15096
Lansing, MI 48901-5096
PH: 517-241-0011

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