1. HOW CAN YOU CAPITALISE ON REAL ESTATE OPPORTUNITIES OVERSEAS PANEL Chris Monk (King Sturge) Doug May (Colliers) Lawrence McCabe (Ganley Walters) Peter Singleton (Edward Rushton)

2. HOW CAN YOU CAPITALISE ON REAL ESTATE OPPORTUNITIES OVERSEAS Issues your clients need to be aware of a) Real Estate Customs Ethics Retained brokers/agents Procedures

3. HOW CAN YOU CAPITALISE ON REAL ESTATE OPPORTUNITIES OVERSEAS Issues your clients need to be aware of b) Real Estate Laws (UK/France) Lease Renewal Rent Reviews Contracts

4. HOW CAN YOU CAPITALISE ON REAL ESTATE OPPORTUNITIES OVERSEAS Issues to be aware of c) Commission Issues (UK/France) Who is responsible for payment What are the levels

5. HOW CAN YOU CAPITALISE ON REAL ESTATE OPPORTUNITIES OVERSEAS Using your SIOR contacts Networking Local knowledge Local skills

6. HOW CAN YOU CAPITALISE ON REAL ESTATE OPPORTUNITIES OVERSEAS Developing relationships with your client on International Real Estate Client knowledge Local knowledge Teaming

7. HOW CAN YOU CAPITALISE ON REAL ESTATE OPPORTUNITIES OVERSEAS Case Study 1 Company A (US Corporate) Acquisitions and disposals in UK Corporate acquisitions advice Advisors across the United States

8. HOW CAN YOU CAPITALISE ON REAL ESTATE OPPORTUNITIES OVERSEAS Case Study 1 (Continued) Company A (US Corporate) Planning Building services Rating

9. HOW CAN YOU CAPITALISE ON REAL ESTATE OPPORTUNITIES OVERSEAS Case Study 2 Company B (US Corporate) Review of 250,000ft² office and manufacturing plant in New Jersey Advising on new European HQ Business Rates review in UK

10. HOW CAN YOU CAPITALISE ON REAL ESTATE OPPORTUNITIES OVERSEAS Case Study 2 (Continued) Company B (US Corporate) Landlord & Tenant Advice Valuation & Agency Building & Planning

11. HOW CAN YOU CAPITALISE ON REAL ESTATE OPPORTUNITIES OVERSEAS Case Study 3 Company C (UK Corporate) 2 major office disposals on west coast of USA Office acquisition in Boston and Texas Disposal in France Valuations in Germany

12. HOW CAN YOU CAPITALISE ON REAL ESTATE OPPORTUNITIES OVERSEAS Case Study 3 (Continued) Company C (UK Corporate) Various work in UK including: - Transactional work - L&T - Rating - Building surveyors

13. HOW CAN YOU CAPITALISE ON REAL ESTATE OPPORTUNITIES OVERSEAS Case Study 3 (Continued) Company C (UK Corporate) Plant and Machinery valuations Production of a terrier of their global portfolio

14. Case Study 4 HOW CAN YOU CAPITALISE ON REAL ESTATE OPPORTUNITIES OVERSEAS Tour Framatome – la Défense

15. OpenText was located in 3 offices throughout Paris 1 lease was expiring w/option to renew 2 leases were month to month Consolidation and expansion was urgently required A relatively modest budget was set HOW CAN YOU CAPITALISE ON REAL ESTATE OPPORTUNITIES OVERSEAS The Situation

16. Key Issues Commission –Confusion –Competition Detailed financial analysis Cultural/language differences Credibility HOW CAN YOU CAPITALISE ON REAL ESTATE OPPORTUNITIES OVERSEAS

17. Result NPV of structured deal 22% below market Excellent flexibility and exit strategies in “Landlord’s market” OpenText acquired AAA space on B+ budget HOW CAN YOU CAPITALISE ON REAL ESTATE OPPORTUNITIES OVERSEAS

18. Result (Continued) Colliers preserved and strengthened global client relationship HOW CAN YOU CAPITALISE ON REAL ESTATE OPPORTUNITIES OVERSEAS