Teaming Trends for Better Brokerage Saturday, November 15, 2003 8:45 AM - 10:00 AM.

Teaming Trends for Teaming Trends for Better BrokerageBetter Brokerage

Saturday, November 15, 2003 Saturday, November 15, 2003 8:45 AM - 10:00 AM8:45 AM - 10:00 AM

Saturday, November 15, 2003Saturday, November 15, 2003 Teaming Trends for Better BrokerageTeaming Trends for Better Brokerage

Today’s PresentersToday’s Presenters

Geoffrey Kasselman, SIORGeoffrey Kasselman, SIOR

John Huguenard, SIOR John Huguenard, SIOR Luke Wessel, SIOR Luke Wessel, SIOR

John Van Buskirk, SIOR John Van Buskirk, SIOR Michael Alderman, SIORMichael Alderman, SIOR


Geoffrey Kasselman, SIORGeoffrey Kasselman, SIORSenior Managing DirectorSenior Managing Director

Studley ChicagoStudley Chicago

On Behalf of:On Behalf of:

Studley’s Industrial Services GroupStudley’s Industrial Services Group


Why Team Brokerage?Why Team Brokerage?

Collective efforts = greater rewardsCollective efforts = greater rewards

Client/employer/market implicationsClient/employer/market implications

Marketability/differentiationMarketability/differentiation

““Portfolio” effect – spreads riskPortfolio” effect – spreads risk


Minimum RequirementsMinimum Requirements

Long-term visionLong-term vision

CompatibilityCompatibility

Different skill setsDifferent skill sets

CommunicationCommunication

Accountability Accountability

Role recognition & responsibilityRole recognition & responsibility


Team Roles and ResponsibilitiesTeam Roles and Responsibilities

Leadership (internal/external)Leadership (internal/external)

Business developmentBusiness development

Relationship managementRelationship management

Deal processingDeal processing

Relevant expertise in…Relevant expertise in…

AdministrationAdministration


Resources and Internal Resources and Internal OperationsOperations

Communication enhancersCommunication enhancers

Technology managementTechnology management

Capital (i.e. ‘retained earnings’)Capital (i.e. ‘retained earnings’)

Marketing/PR mechanismMarketing/PR mechanism

Accounting & legal supportAccounting & legal support

Administrative supportAdministrative support

Shared resourcesShared resources


Proactive, Team-Specific Proactive, Team-Specific MarketingMarketing

‘‘Brand’ awareness/identityBrand’ awareness/identity

Target your audience Target your audience

Allow for format flexibilityAllow for format flexibility

Use case study specificsUse case study specifics

PR strategy (i.e. articles & speaking)PR strategy (i.e. articles & speaking)

Pursue awardsPursue awards


Other Issues to ConsiderOther Issues to Consider

CompensationCompensation

Finding a nicheFinding a niche

Expansion/contractionExpansion/contraction

Hiring/screening/training processHiring/screening/training process

Who ‘owns’ what?Who ‘owns’ what?

Company vs. team investmentCompany vs. team investment


Keys to SuccessKeys to Success

Communication/camaraderieCommunication/camaraderie Work hard/play hardWork hard/play hard Employ “Rules of Engagement”Employ “Rules of Engagement” Manage expectationsManage expectations Maintain flexibilityMaintain flexibility Share successes & failuresShare successes & failures Use team & individual goalsUse team & individual goals Ace-in-the-hole: Detail Freak!Ace-in-the-hole: Detail Freak!


John Huguenard, SIOR, CCIMJohn Huguenard, SIOR, CCIM

Principal, Senior Vice PresidentPrincipal, Senior Vice PresidentColliers Turley Martin TuckerColliers Turley Martin Tucker

Luke Wessel, SIORLuke Wessel, SIOR

Vice PresidentVice PresidentColliers Turley Martin TuckerColliers Turley Martin Tucker

TURLEYMARTINTUCKER



Cover more “ground”Cover more “ground” Enhance earningsEnhance earnings Spread risksSpread risks Create leverageCreate leverage

TURLEYMARTINTUCKER



CompatibilityCompatibility Complementary skill setsComplementary skill sets CommunicationCommunication Long-term visionLong-term vision TrustTrust

TURLEYMARTINTUCKER



John Huguenard, SIOR, CCIMInvestment Services

Luke Wessel, SIOROwner Representation

Patrick Lindley, SIORUser Representation

TURLEYMARTINTUCKER



Administrative support Administrative support

is crucial!is crucial!

TURLEYMARTINTUCKER


Resources and Internal Resources and Internal OperationsOperations

Comprehensive client services:Comprehensive client services:• MarketingMarketing• ResearchResearch• ConstructionConstruction• Economic IncentivesEconomic Incentives• Auction ServicesAuction Services

DatabasesDatabases – information, information, information – information, information, information

TURLEYMARTINTUCKER


Proactive, Team-Specific Proactive, Team-Specific MarketingMarketing

Relationship building activitiesRelationship building activities SIOR participationSIOR participation Postcard mailersPostcard mailers Public speaking Public speaking

(SIOR, State of Real Estate, Hot!Stats)(SIOR, State of Real Estate, Hot!Stats)

Public relations Public relations (articles, press opportunities, sponsorships)(articles, press opportunities, sponsorships)

TURLEYMARTINTUCKER



CompensationCompensation When to expand/contractWhen to expand/contract Market perceptionMarket perception

TURLEYMARTINTUCKER


Keys to SuccessKeys to Success

Commission sharingCommission sharing Constant communicationConstant communication EthicsEthics DetailsDetails Shared dataShared data

TURLEYMARTINTUCKER


TURLEYMARTINTUCKER

ResultsResults

$0

$50,000,000

$100,000,000

$150,000,000

$200,000,000

$250,000,000

$300,000,000

$350,000,000

2000 2001 2002 2003 ytd

Annual Team Sales Volume

7.7 7.7 million million

SFSF5.2 5.2

million million SFSF


SFSF


SFSF


Industrial Properties Group at NAI/CIRIndustrial Properties Group at NAI/CIR

Presented ByPresented By

John Van Buskirk, SIOR Michael Alderman, SIORJohn Van Buskirk, SIOR Michael Alderman, SIOR


Industrial Properties Group at Industrial Properties Group at NAI/CIRNAI/CIR

3 Member Team Founded 19963 Member Team Founded 1996 Focus on Industrial PropertyFocus on Industrial Property

• Leasing & SalesLeasing & Sales• Tenant RepresentationTenant Representation• Development & RedevelopmentDevelopment & Redevelopment

Large Geographic Trade Area (2 hour Large Geographic Trade Area (2 hour radius of Harrisburg, PA)radius of Harrisburg, PA)

Staff of 4 full time assistantsStaff of 4 full time assistants



Economies of Scale & Efficiency in Economies of Scale & Efficiency in OperationsOperations

Expanded Coverage CapabilitiesExpanded Coverage Capabilities Leveraged Learning CurveLeveraged Learning Curve Benefits of CollaborationBenefits of Collaboration Significant Benefit to ClientsSignificant Benefit to Clients


Why Team Brokerage?Why Team Brokerage? Higher, More Regular EarningsHigher, More Regular Earnings





Administrative RolesAdministrative RolesTeam MarketingTeam Marketing

Develop & Manage Team Marketing PlanDevelop & Manage Team Marketing Plan• Logo Development & UseLogo Development & Use• Announcement Card ProgramAnnouncement Card Program• Holiday Gift & Card ProgramHoliday Gift & Card Program• Convention AttendanceConvention Attendance• Group / Member Speaking OpportunitiesGroup / Member Speaking Opportunities• Presentation MaterialsPresentation Materials• Team Website ContentTeam Website Content• Interface w/ NAI Logistics Group (Mid Atlantic Interface w/ NAI Logistics Group (Mid Atlantic

Region)Region)• Forward InitiativesForward Initiatives


Administrative RolesAdministrative RolesProperty MarketingProperty Marketing

Manage Administrative Elements of Manage Administrative Elements of Property Marketing PlansProperty Marketing Plans• Systemic Marketing CapabilitiesSystemic Marketing Capabilities• Database Acquisition, Development & Rules of Database Acquisition, Development & Rules of

EngagementEngagement• Property Marketing WebsitesProperty Marketing Websites• Individual Property Marketing Plans (w/ 1Individual Property Marketing Plans (w/ 1stst Chair) Chair)• Marketing Budgets & Expense TrackingMarketing Budgets & Expense Tracking• Targeted Contact Lists (for 1Targeted Contact Lists (for 1stst Chair) Chair)• Marketing MaterialsMarketing Materials• Direct Mail & Broadcast E-Mail ProgramsDirect Mail & Broadcast E-Mail Programs• Forward InitiativesForward Initiatives


Administrative RolesAdministrative RolesResearchResearch

Collect, Manage & Report on Property & Collect, Manage & Report on Property & Market InformationMarket Information• Property DatabaseProperty Database• Identify, Group & Classify Individual PropertiesIdentify, Group & Classify Individual Properties• Data CollectionData Collection• Quarterly Market ReportsQuarterly Market Reports• Property SearchesProperty Searches• Tour PackagesTour Packages• Predictive ModelingPredictive Modeling• Company ResearchCompany Research• Forward InitiativesForward Initiatives


Administrative RolesAdministrative RolesGeneral AdministrationGeneral Administration

Technology, Bookkeeping, Personnel & Technology, Bookkeeping, Personnel & Other Resource Mgmt.Other Resource Mgmt.• Invoicing, Renewal Tracking & Revenue Invoicing, Renewal Tracking & Revenue

ProjectionsProjections• Expense Categorization, Tax Reports & Expense Categorization, Tax Reports &

Forward BudgetingForward Budgeting• Staff ReviewsStaff Reviews• Technology InvestmentsTechnology Investments• Manage Service Contracts (Consultants, etc…)Manage Service Contracts (Consultants, etc…)• Forward InitiativesForward Initiatives



Aptitude & EnergyAptitude & Energy Strong Underlying Knowledge BaseStrong Underlying Knowledge Base Good Existing Book of BusinessGood Existing Book of Business Personality FitPersonality Fit Career Stage FitCareer Stage Fit



Competing FiduciariesCompeting Fiduciaries Team Scale v. Firm ScaleTeam Scale v. Firm Scale Decision Making Model(s)Decision Making Model(s) Member Communication & ConflictMember Communication & Conflict Member Compensation Model Member Compensation Model

Reflecting Team GoalsReflecting Team Goals Managing Changes in MembershipManaging Changes in Membership ““Brand” DurabilityBrand” Durability


Keys To SuccessKeys To Success

Shared Vision & Unifying Goal Shared Vision & Unifying Goal StructureStructure

Never Break TrustNever Break Trust ListenListen Take the Long ViewTake the Long View Willingness to CollaborateWillingness to Collaborate


Audience Participation/Audience Participation/

Questions & AnswersQuestions & Answers


Thank you for joining us.Thank you for joining us.

Copies of this Copies of this presentationpresentation

may be available – may be available – pleaseplease

contact SIOR Staff.contact SIOR Staff.

Teaming Trends for Teaming Trends for Better BrokerageBetter Brokerage

Saturday, November 15, 2003 Saturday, November 15, 2003 8:45 AM - 10:00 AM8:45 AM - 10:00 AM

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Teaming Trends for Better Brokerage Saturday, November 15, 2003 8:45 AM - 10:00 AM.

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