1. Blocking & Tackling “Back to the Basics”

2. Presented by: Stephen Downes Kevin J. Crowley

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

4. 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

5. 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

6. 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, , other.

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

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

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

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

11. Reporting and Communication
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.

12. 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