Description of the Scope of Services offered to Small Business Clients.

1. Scope of Services – Linda L. Zelm
LOCATION AND SUCCESS-USE AN EXPERT
For small businesses to be successful, the location must be the best available. And the
pricing must be the best available. Using a real estate advisor who provides not only the
industry clout to obtain the best locations but also informs, educates, and follows through to
the day you open and after insures success. Let us show you how this team can be your real
estate department at no cost to you.
VALUE ADDED SERVICES
Our unique value added services include:
• Real estate education and consulting for the occupancy cost portion of the business plan
• Market intelligence and contacts developed over the past 25 years put to work for you
• Ethical and assertive negotiations for your lease or purchase pricing
STREAMLINED PROCESS
1. Develop criteria for the location depending on targeted customer targets, demographics,
size, type of business
2. Research and present options with cost comparisons including an analysis of purchasing a
facility versus buying. Cash flow and tax ramifications, expansion opportunities and other
important considerations included in the analysis
3. Arrange and host property tours including exterior and interior inspections and tours of
the surrounding market, highway accesses. Arrange for contractor, architect and mechanical
inspections
4. Assist with financing applications for both bank and the SBA guaranteed loans including
lender introductions, accountant and attorney referrals
5. Structure and negotiate terms of leases, improvements, guarantees, concessions
including free rent and allowances. Negotiate Letters of Intent and Purchase Agreements,
always with client authorization and approval
6. Maintain involvement throughout the due diligence process to provide a single point of
contact
7. Follow up throughout the process tracking design, construction and opening to assure
smooth sailing

2. FEES FOR SERVICES
As is traditional in the real estate business, fees for advisor services are paid by sellers and
landlords at the time of the execution of a sale or lease. For leases, fees are built into the
project as landlord soft costs and do not represent an increase in the lease rate for clients
using advisory services. Since almost all of the desirable real estate for lease or sale today
is presented by a real estate agent, fees will be paid regardless of whether a buyer or
tenant is represented.
For those situations, where services are used but no transaction occurs, work is provided
either on a volunteer/no charge basis or in some cases, for a nominal fee depending upon
the scope of work required. Such a fee is determined after the case is analyzed with full
approval and disclosure to the small business owner.
For more information, please contact:
Small Business Real Estate Advisors
Linda L. Zelm, SCLS
310 Kiowa Avenue
St. Paul, MN 55112
Phone: (612) 868-5561
E-Mail: linda@lindalzelm.com