1. 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, 2006 2006 Fall Professional Conference – Charlotte, NC USA

2. 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:  www.siortrepspb.comwww.siortrepspb.com  Email Partyline  Tenant Rep SPB Membership Registration Form  Continuing Education Form

3. 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

4. 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

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

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

7. 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

8. 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

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

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

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

12. 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

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

14. “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

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

16. 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

17. 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

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

19. 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

20. 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

21. 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

22. 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

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

24. 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

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

26. Contact me with questions and to trade ideas! Andrew B. Zezas, SIOR andrew.zezas@realstrat.com 908 245 5999 x11 Best Practices: Defining Your Service Model to Achieve Optimal Results for Your Clients and Maximum Profitability for You

27. 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, 2006 2006 Fall Professional Conference – Charlotte, NC USA