Blocking & Tackling “Back to the Basics”

Presented by: Stephen Downes Kevin J. Crowley

Stephen Downes One of Cushman & Wakefield’s Senior Brokers Tenant Representation Specialist SIOR Office Designation Past President of the New York Chapter of SIOR

Kevin J. Crowley Over 20 years experience SIOR Office Designation SIOR Industrial Designation President of Crowley Commercial Real Estate Services Past President Mid-Continent Chapter of SIOR

Type of Relations in the New Millennium Traditional Services Advisory Services Management Services Knowledge/Experience Continuing Education/Reinvesment Objectivity - Avoid or Disclose potential areas of conflict Know your Strengths Leverage your Experience

Developing a Client Relationship As Brokers we are/should be trying to cultivate the client relationship. This is a relationship business. Keys to a successful relationship: 1. Establish and maintain a regular schedule of communication and reporting. 2. Learn to know and be recognized by everyone in the client’s organization. 3. Show interest in the client’s business. 4. Be as available as you possibly can be - by phone, voice mail, e-mail, other.

Developing the Client Relationship Today - Develop a relationship with the client that builds trust.

Communicate, Communicate, Communicate In the Beginning - Paper/ U.S. Postal Service 80’s - Fax Machine 90’s - E-mail/Cell Phone New Century - HTML Communicate, Communicate, Communicate

Getting the Assignment Area of Expertise Geographical Product Type Experience Agent/Company Resume Benchmarks of the Business Relationship

Getting the Listing Analysis of the Market Develop a Business Plan Develop a Marketing Plan What are the triggers to generate proposals and listings

Reporting and Communication E-mail Hard Copies By the inch/by the pound (see examples) How are you tracking your progress? How is the client tracking the process? Offer Solutions/Options Course of Action Necessary Reasonable Client input/feedback Report action steps taken.

Tools of the Trade Reports (see examples) Marketing Plans - Advertising Signage RFPs Delivery of Promises -We tend to over sell -Over Promise Under Promise/Over Deliver