PRESENTED BY: NICHOLAS ILAGAN, DIRECTOR OF PROPERTY MANAGEMENT, SVNIC

PRESENTATION TITLE 2 Goal of the Webinar Narrow your focus Build a list of contacts Choose your distribution method Choose your messaging (hook) Understand challenges of external PM executives How you can capitalize

PRESENTATION TITLE 3 Narrow Your Focus What kind of properties do you want to manage? Office (Class A, B, C) Industrial (Flex, big box) Retail Other What area do you want to focus on? Specific county, city, street

PRESENTATION TITLE 4 Benefits of Narrowing Your Focus You don’t overwhelm yourself More efficient with your time, staff Higher margins (less travel, time, etc.) Leveraged buying power with vendors Greater market share, marketing becomes easier

PRESENTATION TITLE 5 Building a List of Contacts Who are you going to reach out to? Property Owners Vendors (all vendors, not just the ones you use) Banks (Loan officers, managers) Title Company Reps Other Brokerage Houses Residential Agents (often Luxury)

PRESENTATION TITLE 6 Choosing a Distribution Method Networking Marketing Snail Mail Marketing Cold Call The shift to “Inbound Marketing” Social Media Twitter LinkedIn Facebook Advertising & PR

PRESENTATION TITLE 7 Goal of the Touch Call, meeting or lunch? Needs analysis? Grab their address?

PRESENTATION TITLE 8 What is your message? 1.New client marketing piece 2.Property Management Video 3.Master Insurance Program 4.GreenPSF 5.Budget Tune Up 6.Blog 7.Event (Cocktail reception, dinner, informational session) 8.Announcement (adding Property Management to service offering) 9.30-day plan 10.Property Performance Plan

PRESENTATION TITLE 9 New Client Marketing Piece

PRESENTATION TITLE 10 Property Management Video SVN Miller Marketing

PRESENTATION TITLE 11 Property Management Video SVN Miller Website

PRESENTATION TITLE 12 ADVANTAGES OF MASTER INSURANCE PRODUCT Great tool to prospect and develop new business Creates “Stickiness” Between Franchisee and Client Often Better Coverage at a Reduced Rate Buying Power of Sperry Van Ness Network No Penalties for Dropping Properties and Owners Have Ability to Choose Coverage and Deductibles Strong Competitive Advantage in Marketplace

PRESENTATION TITLE 13 NATIONAL SUSTAINABILITY INITIATIVE Sustainability & Energy Efficiency Made Easy With SVNGreen Great tool to prospect and develop new business 5 minutes to cost savings opportunities Income producing opportunity Simple way to manage: Energy Star data Competitively bid projects Bid energy services

PRESENTATION TITLE 14 Budget Tune Up Look at their YTD budget vs. Actual Review occupancy Review Insurance Talk with your vendors about things like janitorial, HVAC service, parking lot sweeping, landscaping, etc. If you can’t reduce their OpEx and they are happy, going to be difficult

PRESENTATION TITLE 15 Blog LT solution Focus on keywords Market off of your blog Become an industry expert Leverage the content

PRESENTATION TITLE 16 Podcasts

PRESENTATION TITLE 17 Events Industry Events: IREM, BOMA, NAIOP, etc. Cocktail Reception Prospect Dinner Cause Marketing (Walk, Run, Etc.)

PRESENTATION TITLE 18 Announcements (PR, Social Media, Blast) Case Studies Survey Results Property Sale, Performance, Milestone New Assignment New Tenant Event

PRESENTATION TITLE Day Plan/ Property Performance Report Guarantee what you will deliver in the first 30-days Work with a broker to do a Property Performance Report Sell them on how you will: Increase their NOI Increase the value of their asset Help them reach their goals Reduce their risk Reduce their headaches

PRESENTATION TITLE 20 National Reach. Local Expertise.

PRESENTATION TITLE SURVEY Top 5 Issues Facing PM Companies Lack of Referrals for New Business Need a Better Pipeline For Future Business Need More Access to Larger or Institutional Landlords Not Considered a Preferred Provider for Larger or Institutional Lack of Marketing

PRESENTATION TITLE 22 A COMPANY BUILT ON CULTURE First Core Covenant Reflects Proactive Cooperation 1.Cooperating proactively with all brokers and agents and always placing my client’s interests above my own 2.Showing respect and supporting to my clients and colleagues 3.Honoring my commitments 4.Personifying and upholding the Sperry Van Ness brand 5.Creating tangible benefits for my clients, colleagues and community 6.Resolving conflicts quickly, positively and effectively 7.Taking personal responsibility for achieving my own potential 8.Excelling in my market area and specialty within the firm 9.Focusing on the positive and possible 10.Nurturing my career while valuing the importance of family, health and community. Lack of Referrals for New Business

PRESENTATION TITLE 23 COMPETE AS A NATIONAL BRAND SVN Master Insurance Program Need a Better Pipeline For Future Business Largest Savings Achieved for any Owner to Date Smallest Savings by any Owner Average Savings by an Owner Master Insurance Product allows you to compete with other national brands with an additional competitive advantage in the marketplace. In most cases, cost savings to clients (landlords) as covered property management fees.

PRESENTATION TITLE 24 ACCESS TO NATIONAL & REGIONAL ACCOUNTS Need More Access to Larger or Institutional Landlords Not Considered a Preferred Provider for Larger or Institutional

PRESENTATION TITLE 25 ACCESS TO BEST IN CLASS MARKETING

PRESENTATION TITLE 26 Questions, Thoughts, Comments? Nicholas Ilagan