The Tough Ones: An Income Capitalization and Sales Comparison Approach to Mixed Use Properties

Date: November 17, 2023

Location: Virtual Classroom, TN

Tennessee Chapter
Mrs. Pitts
Virtual Classroom
Virtual Classroom
Virtual Classroom, TN 37204
Myra Pitts
Dowling, MAI, SRA, Vince

AI Price: $185.00
Full Price: $225.00


This is a "homegrown" seminar that is approved for 7 hours of CE in only TN, AL, and MS. 

You may be able to recieve credit by reciprocity in other states.  You will need to check to verify this as it up to each individual state.

Description: The Tough Ones


The first half of this program focuses on an often-under-served segment of the real estate market, mixed-use properties. These properties are prevalent in all communities, both rural and urban, across the country. Buyers range from small investors in structures that blend non-residential and residential uses to large investors acquiring complex properties that seek to maximize the potential of the underlying land and meet different segments of market demand. The mixed-use concept is adaptable in structures both old and new. Their development seeks to meet the needs in an ever-changing market. The program briefly discusses information found in many appraisal reports that consider a market analysis and services as an underpinning for the highest and best use. In the valuation section, all aspects of a reconstructed operating statement are discussed including contract vs. market rents, vacancy and collection losses, types of expenses which collectively result in a net operating income estimate. Different aspects of the capitalization process are discussed with the focus on various types of multipliers and overall capitalization rates which are appropriate for many small mixed-use property assignments. New and large mixed-use properties are being developed and this warranted a brief discussion on yield analysis. Lastly, ways to comply with USPAP’s minimum requirements including supporting documentation will be discussed.


The second half of this program focuses on understanding nuances of the subject being appraised and how its physical, legal, and locational aspects contribute to value. The focus concentrates on a direct comparison among properties. It begins with a discussion of what is a suitable competitive property. Emphasis will be on the ten (10) elements of comparison which are criteria for comparison. These criteria can be subdivided for a more detailed analysis.

There is also a recommended procedure when processing the elements in two basic categories. The

adjustment process seeks to simulate a typical buyer’s decision-making process tempered by market patterns and trends. The importance of the practitioner’s logic and rationale will be visited. There is also an overview of various peer tested techniques to develop adjustments. Lastly, defining what is necessary to meet USPAP’s minimum requirements and what is supporting documentation for opinions and conclusions will be discussed.

Cancellation Policy

Cancellation Policy:
- Up to 15 days prior to program start date, $25.00 cancellation fee. 
- 7-14 days prior to program start date, $50.00 cancellation fee.
- Less than 7 days prior to program start date, forfeit of payment.   

Transfer Policy:
- A $25 dollar fee is required to be paid to transfer into another program at any time prior to the program start date.

Additional Information


November 17, 2023 (Central Time Zone)

ZOOM Meeting Opens: 7:30 a.m. central time

Class Begins: 8:00 a.m. central time

End Time: 3:30 p.m. central time


To receive AI and State credit, 100% attendance is required for all Appraisal Institute education programs.

attendance will be monitored throughout the day, via webcam

students are required to be visible on the virtual platform during the entirety of class time

students are required to be in front of the camera with the camera in the on position (100% of the time)

Participants must:

·        have a computer (or tablet or smartphone) with a webcam and microphone (or dial in via phone) 

·        have internet access 

·        be able to scan a copy of a photo ID to before class.

National Disclaimer

This Educational Program was developed and organized by the Appraisal Institute Chapter offering the Program with the intent of addressing topic(s) of current local interest solely for educational and informational purposes. The Appraisal Institute national organization was not involved in developing or organizing the Program.

The content of this Program, including but not limited to any written materials and presenter comments, does not represent the viewpoint of the Appraisal Institute (defined as including but not limited to, the national organization, its Regions, Chapters, members, candidates, affiliates and staff) unless formally adopted by the national Board of Directors. Further, the Appraisal Institute has not peer-reviewed or approved the content of the Program and does not warrant the accuracy or timeliness of the content of the Program. The content of the Program is subject to court decisions and local, state and federal laws and regulations and any such revisions of such laws and regulations.

This Program is presented with the understanding that the Appraisal Institute is not engaged in rendering legal, accounting or other professional advice or services. Nothing in the Program is to be construed as the offering of such advice or services. If expert advice or services are required, attendees and readers are responsible for obtaining such advice or services from appropriate professionals.

State Credit

Please note that 100% attendance is required in order to receive any approved state credit or to be awarded AI CE points. It is imperative that you check with your state board for state approval information before completing registration.

Other Information

If you have a disability and require accommodation, please notify the sponsor at least two weeks in advance for reasonable accommodations to be arranged.

The Appraisal Institute reserves the rights to cancel, limit, or reschedule the program and to change instructor assignments and facility locations at any time.