Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You Andrew B. Zezas, SIOR Real Estate Strategies Corporation – New Jersey Chairman – SIOR Tenant Representation SPB October 28, Fall Professional Conference – Charlotte, NC USA

Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You A little housekeeping meeting, sharing ideas, elevating knowledge & marketability, making deals, making money!  What Are Specialty Practice Boards? …meeting, sharing ideas, elevating knowledge & marketability, making deals, making money!  What Can Specialty Practice Boards Do For You, Your Clients, Your Business?  General Knowledge:   Partyline  Tenant Rep SPB Membership Registration Form  Continuing Education Form

Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You My Background Andrew B. Zezas, SIOR  Chairman – SIOR Tenant Representation SPB  23 Years  SIOR Since 2002  Licensed in Multiple States  Licensed Real Estate Instructor in Texas, Indiana  5 SIOR Conference Presentations  President & CEO - Real Estate Strategies Corporation  4.5 Years - New Jersey  7 Employees  2006 Revenue: 100% Increase Over 2005  Corporate Acquisitions, Dispositions, Guidance & Advisory  Multiple Industries  Office, Distribution, Life Sciences & Technology  New Jersey, Northeast, Around US

Suggested Agenda What: … Is Tenant Representation? … Services do Tenant Representatives offer? … Kind of Tenant Representative are you? … Other services support Tenant Representation? … Conflicts of Interest can arise? … Are Tenant Representation Best Practices? … Are the Sub-specialties that support Tenant Representation services? … New ideas can we share today? … What do we need from the Tenant Representation SPB? Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You

What Is Tenant Representation? Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You

What Services do Tenant Representatives offer? Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You

Must all Tenant Representatives offer the same services? Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You

What kind of Tenant Representative are you? Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You

A Transactor? Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You

A Business Partner? Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You

A Strategic Ally? Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You

Transactor Business Partner Strategic Ally What’s the difference? Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You

What other services support Tenant Representation? Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You

“Conflicts of interest in the real estate business are pervasive and costly.” CFO Magazine December 2005 Article Entitled “Divided Loyalties” Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You

What Conflicts of Interest can arise? Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You

Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You 1. Represents a company that is an industry competitor to its client 2. Represents its client’s business partners, stakeholders, or other service providers 3. Represents a client from another industry that has the same real estate and / or business requirements as its client. This other organization, while not an industry competitor, could become its client’s real estate competitor 4. Represents properties that its client may consider acquiring 5. Represents other interests of a landlord or seller, when that landlord or seller controls property that may be an acquisition candidate for its client

Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You 6. Represents a competing property when representing its client’s property for disposition 7. Maintains an ownership interest - whether direct, indirect, through stocks, or otherwise - in a property (or a company that owns property) that is either an acquisition candidate for its client or competes with that property 8. Seeks to represent a landlord or seller who offers properties to its client 9. Will generate bonus compensation if its client acquires a particular property 10. Will be forced to accept discounted compensation if its client acquires a particular property

What Are Best Practices? Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You

Best Practice is a management idea which asserts that there is a technique, method, process, activity, incentive or reward that is more effective at delivering a particular outcome than any other technique, method, process, etc. The idea is that with proper processes, checks, and testing, a project can be rolled out and completed with fewer problems and unforeseen complications. Wikipedia Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You

Tenant Representation So, what Are “Tenant Representation” Best Practices? Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You

What are the Sub-specialties that support Tenant Representation services? Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You

Sub-Specialties “Best Practices” Break-Out 10 Minutes Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You

New ideas can we share today? Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You

What do we need from the Tenant Representation SPB? Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You

Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You Free Stuff!

Contact me with questions and to trade ideas! Andrew B. Zezas, SIOR x11 Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You

Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You Andrew B. Zezas, SIOR Real Estate Strategies Corporation – New Jersey Chairman – SIOR Tenant Representation SPB October 28, Fall Professional Conference – Charlotte, NC USA