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Sales Management Specialist

Accelerate Your Career...

A professional achievement for highly qualified commercial real estate practitioners with a strong transactional history in brokerage, fee-based services, or executive management. The designation is an accomplishment with incomparable benefits. It's more than a designation, it's the standard of excellence in CRE.

Minimum Experience for Sales Management Specialists:

Has a minimum of five years active engagement in managing 10 or more brokers or salespersons.

 
 

Maintain a minimum production per year as measured by Gross Fee Income (GFI) and a minimum number of transactions within the standards set by the local Chapters.

GFI is the fee income directly attributable to the applicant that the applicant’s firm receives before splits. GFI requirements are set by the local Chapter and range from $200,000 to $500,000 per year in $50,000 increments. View GFI Requirements by Market.

Sales managers must fulfill the following:

  • Multiply the GFI requirement by 10 and take 75% of the resulting figure. This is the annual GFI requirement;
  • In three out of the four most recent 12-month periods, the sum of the top 10 industrial and/or office brokers supervised by the applicant must meet the annual GFI requirement*.

* Applicants must submit the most recent 48 months of production, with respect to their application date. For example, an application submitted in June will have a 12-month period starting in June and ending in May.



Provide formal endorsements from two Active Designee Members in the applicant’s Chapter there are outside the applicant’s firm or firm's network.

Exception: If 50 % or more of the applicant’s business is outside of the Chapter, one of the two endorsements can be from an SIOR Member outside of the Chapter.



Prove to be a knowledgeable professional in the industrial and/or office real estate market as evidenced by completing one of the following three options.

1. Core Components of Commercial Brokerage Coursework through SIOR Education.

Applicants complete three (3) mandatory courses:

  • Ethics & Professional Standards
  • Construction & Development
  • Understanding the Lease Agreement

Applicants complete a minimum of three (3) of the following six (6) elective courses:

  • Advanced Sales Skills
  • Build-to-Suit Development
  • Consolidating a Business Strategy
  • Introduction to Real Estate Investment and Finance
  • Negotiation Skills
  • Tenant and Landlord Representation

Alternative ways to earn elective course credit:

  • CCIM Designation – three (3) elective courses, fulfills elective requirement
  • CCIM Courses: 101, 102, 103, or 104 - one (1) elective course each, for a maximum of two (2) elective courses
  • Graduate Degree in Real Estate, Business or Law from an accredited college or
  • university – two (2) elective courses
  • CPM Designation – two (2) elective courses
  • RPA Designation – two (2) elective courses
  • FRI Designation – two (2) elective courses

Note: An applicant can submit an application without having completed the education requirement. If the application is approved subject to education, the applicant has 12 months from the approval date to complete the education requirement.

View course calendar.


2. Comprehensive Membership Entrance Exam: pass SIOR’s comprehensive membership entrance exam and online ethics course.

The paper-based exam is 200 multiple choice questions plus five short essays. The exam is a basic-knowledge exam primarily based on professional experience. For information on taking the exam and fee contact Chris Collins, Manager of Admissions, at (+1) 202.449.8234 or ccollins@sior.com.

3. Education Exemptions

  • Superstar: If an applicant meets 200% of the Gross Fee Income requirement and can document 5 or more years in the commercial real estate field, the applicant is exempt from the education requirement with the exception of SIOR’s Ethics and Professional Standards module.

  • Experienced Broker: If an applicant meets 100% of the Gross Fee Income requirement and can document 15 or more years in the commercial real estate field, the applicant is exempt from the education requirement with the exception of SIOR’s Ethics and Professional Standards module. The applicant must attend two SIOR Conferences within the first 18 months of Active Membership.


Uphold high ethical standards of practice and pledge to uphold SIOR's Code of Ethical Principles and Standards of Professional Practice by completing one of the following two options.

  1. SIOR Ethics & Professional Standards course held at an SIOR course offering, or
  2. SIOR’s online ethics course.


  • Application Fee: $175 (non-refundable)
  • Initiation Fee: $725 (one-time)
  • Annual Dues: $1,345 (first year prorated) U.S. and Canada / $675 Mexico (first year prorated) 

SIOR Chapter Membership and Dues
Chapter Membership is required and contingent upon approval of membership in SIOR. SIOR Designees (aka Active Individuals), Member Associates, and Associate Members within a Chapter's jurisdiction must fulfill applicable Chapter dues. Please contact the local Chapter for dues requirements.

National Association of REALTORS Dues
Individual Active Members located in the United States must be a member in good standing of the National Association of REALTORS (NAR).  Members can elect to pay $105 NAR Institute Affiliate Dues directly to NAR. Please contact membership@sior.com for more information.

SIOR’s application processing procedure, conducted pursuant to the terms of SIOR’s Bylaws, seeks to assure that applicants are fully and fairly evaluated in terms of qualification criteria as stated in the SIOR Bylaws.



Maintain a minimum production per year as measured by Gross Fee Income (GFI) and a minimum number of transactions within the standards set by the local Chapters.

GFI is the fee income directly attributable to the applicant that the applicant’s firm receives before splits. GFI requirements are set by the local Chapter and range from $200,000 to $500,000 per year in $50,000 increments. View GFI Requirements by Market.

Sales managers must fulfill the following:

  • Multiply the GFI requirement by 10 and take 75% of the resulting figure. This is the annual GFI requirement;
  • In three out of the four most recent 12-month periods, the sum of the top 10 industrial and/or office brokers supervised by the applicant must meet the annual GFI requirement*.

* Applicants must submit the most recent 48 months of production, with respect to their application date. For example, an application submitted in June will have a 12-month period starting in June and ending in May.



Provide formal endorsements from two Active Designee Members in the applicant’s Chapter there are outside the applicant’s firm or firm's network.

Exception: If 50 % or more of the applicant’s business is outside of the Chapter, one of the two endorsements can be from an SIOR Member outside of the Chapter.



Prove to be a knowledgeable professional in the industrial and/or office real estate market as evidenced by completing one of the following three options.

1. Core Components of Commercial Brokerage Coursework through SIOR Education.

Applicants complete three (3) mandatory courses:

  • Ethics & Professional Standards
  • Construction & Development
  • Understanding the Lease Agreement

Applicants complete a minimum of three (3) of the following six (6) elective courses:

  • Advanced Sales Skills
  • Build-to-Suit Development
  • Consolidating a Business Strategy
  • Introduction to Real Estate Investment and Finance
  • Negotiation Skills
  • Tenant and Landlord Representation

Alternative ways to earn elective course credit:

  • CCIM Designation – three (3) elective courses, fulfills elective requirement
  • CCIM Courses: 101, 102, 103, or 104 - one (1) elective course each, for a maximum of two (2) elective courses
  • Graduate Degree in Real Estate, Business or Law from an accredited college or
  • university – two (2) elective courses
  • CPM Designation – two (2) elective courses
  • RPA Designation – two (2) elective courses
  • FRI Designation – two (2) elective courses

Note: An applicant can submit an application without having completed the education requirement. If the application is approved subject to education, the applicant has 12 months from the approval date to complete the education requirement.

View course calendar.


2. Comprehensive Membership Entrance Exam: pass SIOR’s comprehensive membership entrance exam and online ethics course.

The paper-based exam is 200 multiple choice questions plus five short essays. The exam is a basic-knowledge exam primarily based on professional experience. For information on taking the exam and fee contact Chris Collins, Manager of Admissions, at (+1) 202.449.8234 or ccollins@sior.com.

3. Education Exemptions

  • Superstar: If an applicant meets 200% of the Gross Fee Income requirement and can document 5 or more years in the commercial real estate field, the applicant is exempt from the education requirement with the exception of SIOR’s Ethics and Professional Standards module.

  • Experienced Broker: If an applicant meets 100% of the Gross Fee Income requirement and can document 15 or more years in the commercial real estate field, the applicant is exempt from the education requirement with the exception of SIOR’s Ethics and Professional Standards module. The applicant must attend two SIOR Conferences within the first 18 months of Active Membership.


Uphold high ethical standards of practice and pledge to uphold SIOR's Code of Ethical Principles and Standards of Professional Practice by completing one of the following two options.

  1. SIOR Ethics & Professional Standards course held at an SIOR course offering, or
  2. SIOR’s online ethics course.


  • Application Fee: $175 (non-refundable)
  • Initiation Fee: $725 (one-time)
  • Annual Dues: $1,345 (first year prorated) U.S. and Canada / $675 Mexico (first year prorated) 

SIOR Chapter Membership and Dues
Chapter Membership is required and contingent upon approval of membership in SIOR. SIOR Designees (aka Active Individuals), Member Associates, and Associate Members within a Chapter's jurisdiction must fulfill applicable Chapter dues. Please contact the local Chapter for dues requirements.

National Association of REALTORS Dues
Individual Active Members located in the United States must be a member in good standing of the National Association of REALTORS (NAR).  Members can elect to pay $105 NAR Institute Affiliate Dues directly to NAR. Please contact membership@sior.com for more information.

SIOR’s application processing procedure, conducted pursuant to the terms of SIOR’s Bylaws, seeks to assure that applicants are fully and fairly evaluated in terms of qualification criteria as stated in the SIOR Bylaws.