Module 1 Best Practices

Module 1: Best Practices Module 1 Best Practices 1.1…..…………..Winning More Tenant Rep Assignments 1.2…..….....................................……Performance Leasing 1.3…..……….……….......................…Performance Listing 1.4..………….………………………Presentations That Win

1.1 Winning More Tenant Rep Assignments I-RRR (Industry Rent to Revenue Ratio) ,[object Object],C-RRR (Client’s Rent to Revenue Ratio) ,[object Object],DTOR (Dollars to Occupy Ratio) ,[object Object],Internet Sources – Establishing I-RRR and C-RRR (PrivateCompanies) Users in the United States ,[object Object]

BizMiner.com – Detailed Financial Information for a Fee.Users in Canada ,[object Object],[object Object]

1.1 Establishing I-RRR (Tools)

1.1 Establishing I-RRR (Tools) Insurance Carriers & Related S-Corp Annual Average Sales, Income & Expense 2011 Rent 3.24%

1.1 Establishing I-RRR (Tools) 2011 S-Corporations: Rent as a Percent of Sales

1.1 Establishing I-RRR (Tools) S-Corporations With Net Income (as % of Revenue Architectural Engineering & Related Services Accounting, Tax Preparation & Payroll Services Legal Services Rent 3.3% 4.6% 5.2%

1.1 Calculating Dollars To Occupy Ratio * Assumption: 3% Annual Increase in Other Expenses

1.1 Lease Resolution Worksheet

1.1 Bakke Lipsey Pricing Vacancy

1.1 Establishing Market Comparables

1.1 Evaluating Building Quality

1.1 Determining Appropriate Asking Rent

1.2 1.3 Performance Leasing / Performance Listing 10.2...........................................…Performance Leasing 10.3..…………………………………Performance Listing

Prospecting Pyramid 1.2 1.3 Tier 4 Target Rich Smallest Group Lucrative Investment (Time / Financial) 2nd Smallest Group Lucrative Investment Tier 3 – Micro – Sub 2nd Largest Group (Prospects) Inexpensive Investment Tier 2 – Macro – Sub Largest Group (Prospects) Inexpensive Investment Tier 1 – Base Industry / Market

Prospecting Pyramid 1.2 1.3 Tier 4 Target Rich Scheduled Meeting All Marketing Information Drop In Marketing Card / Warm Call Tier 3 – Micro – Sub Personalized Email Marketing Card / Warm Call Tier 2 – Macro – Sub Included on Email Blast Cold Call Tier 1 – Base Industry / Market

1.2 1.3 Prospecting Pyramid Southwest United States Tier 4 Target Rich Seeking > 100,000 Tier 3 – Micro – Sub Office Tier 2 – Macro – Sub REIT Tier 1 – Base Industry / Market

ListGrabber (Screen Shot) 1.2 1.3

Business Development VS Transaction Management Business Development ,[object Object]

Examples (Cold Calls, Introductory Flyers)Transaction Management ,[object Object]

Examples (Financing, Appraisals, Negotiation)Activity Breakdown

1.2 1.3 Performance Listing (Genesis) 1 Leases Signed Negotiations 2 Proposals / LOI 3 Site Visits 4 Contacts 5 Units of Activity 6

1.2 1.3 Performance Listing (1 Year Plan) 1 8 Leases Signed Negotiations 2 16 Proposals / LOI 3 128 Site Visits 4 256 Contacts 5 768 Units of Activity 6 3,840

1.2 1.3 Investment Sales Model (6 Month Plan) 1 1 Closing Will Require Contact Negotiation 2 2 LOI 3 4 Property Tour 4 12 Package Mailings 5 42 Contacts 6 250 Units of Activity 5,000 7

1.2 1.3 Performance Listing (Leasing Plan) Letters of Intent Signed Leases

1.2 1.3 Performance Listing (Plan VS Actual) Letters of Intent Signed Leases

Module 1 Best Practices

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Module 1 Best Practices