Teaming Trends for
Better Brokerage
Saturday, November 15, 2003
8:45 AM - 10:00 AM
Today’s Presenters
Geoffrey Kasselman, SIOR
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Saturday, November 15, 2003
John Huguenard, SIOR
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Luke Wessel, SIOR
John Van Buskirk, SIOR
Michael Alderman, SIOR
Teaming Trends for Better Brokerage
Geoffrey Kasselman, SIOR
Senior Managing Director
Studley Chicago
On Behalf of:
Studley’s Industrial Services Group
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Why Team Brokerage?
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Collective efforts = greater rewards
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Client/employer/market implications
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Marketability/differentiation
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“Portfolio” effect – spreads risk
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Minimum Requirements
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Long-term vision
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Compatibility
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Different skill sets
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Communication
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Accountability
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Role recognition & responsibility
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Team Roles and Responsibilities
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Leadership (internal/external)
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Business development
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Relationship management
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Deal processing
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Relevant expertise in…
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Administration
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Resources and Internal
Operations
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Communication enhancers
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Technology management
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Capital (i.e. ‘retained earnings’)
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Marketing/PR mechanism
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Accounting & legal support
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Administrative support
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Shared resources
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Proactive, Team-Specific
Marketing
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‘Brand’ awareness/identity
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Target your audience
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Allow for format flexibility
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Use case study specifics
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PR strategy (i.e. articles & speaking)
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Pursue awards
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Other Issues to Consider
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Compensation
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Finding a niche
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Expansion/contraction
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Hiring/screening/training process
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Who ‘owns’ what?
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Company vs. team investment
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Keys to Success
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Communication/camaraderie
Work hard/play hard
Employ “Rules of Engagement”
Manage expectations
Maintain flexibility
Share successes & failures
Use team & individual goals
Ace-in-the-hole: Detail Freak!
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
TURLEY
MARTIN
TUCKER
John Huguenard, SIOR, CCIM
Principal, Senior Vice President
Colliers Turley Martin Tucker
Luke Wessel, SIOR
Vice President
Colliers Turley Martin Tucker
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Why Team Brokerage?
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Cover more “ground”
Enhance earnings
Spread risks
Create leverage
TURLEY
MARTIN
TUCKER
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Minimum Requirements
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Compatibility
Complementary skill sets
Communication
Long-term vision
Trust
TURLEY
MARTIN
TUCKER
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Team Roles and Responsibilities
John Huguenard, SIOR, CCIM
Investment Services
Patrick Lindley, SIOR
User Representation
Luke Wessel, SIOR
Owner Representation
TURLEY
MARTIN
TUCKER
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Team Roles and Responsibilities
Administrative support
is crucial!
TURLEY
MARTIN
TUCKER
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Resources and Internal
Operations
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Comprehensive client services:
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Marketing
Research
Construction
Economic Incentives
Auction Services
Databases – information, information, information
TURLEY
MARTIN
TUCKER
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Proactive, Team-Specific
Marketing
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Relationship building activities
SIOR participation
Postcard mailers
Public speaking
(SIOR, State of Real Estate, Hot!Stats)
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Public relations
(articles, press opportunities, sponsorships)
TURLEY
MARTIN
TUCKER
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Other Issues to Consider
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Compensation
When to expand/contract
Market perception
TURLEY
MARTIN
TUCKER
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Keys to Success
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Commission sharing
Constant communication
Ethics
Details
Shared data
TURLEY
MARTIN
TUCKER
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Results
Annual Team Sales Volume
$350,000,000
$300,000,000
$250,000,000
10.6
million
SF
$200,000,000
$150,000,000
9.3
million
SF
$100,000,000
$50,000,000
7.7
million
SF
$0
2000
5.2
million
SF
2001
2002
2003 ytd
TURLEY
MARTIN
TUCKER
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Industrial Properties Group at NAI/CIR
Presented By
John Van Buskirk, SIOR
Saturday, November 15, 2003
Michael Alderman, SIOR
Teaming Trends for Better Brokerage
Industrial Properties Group at
NAI/CIR
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3 Member Team Founded 1996
Focus on Industrial Property
• Leasing & Sales
• Tenant Representation
• Development & Redevelopment
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Large Geographic Trade Area (2 hour
radius of Harrisburg, PA)
Staff of 4 full time assistants
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Why Team Brokerage?
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Economies of Scale & Efficiency in
Operations
Expanded Coverage Capabilities
Leveraged Learning Curve
Benefits of Collaboration
Significant Benefit to Clients
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Why Team Brokerage?
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Higher, More Regular Earnings
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Administrative Roles
Team Marketing
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Develop & Manage Team Marketing Plan
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Logo Development & Use
Announcement Card Program
Holiday Gift & Card Program
Convention Attendance
Group / Member Speaking Opportunities
Presentation Materials
Team Website Content
Interface w/ NAI Logistics Group (Mid Atlantic
Region)
• Forward Initiatives
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Administrative Roles
Property Marketing
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Manage Administrative Elements of
Property Marketing Plans
• Systemic Marketing Capabilities
• Database Acquisition, Development & Rules of
Engagement
• Property Marketing Websites
• Individual Property Marketing Plans (w/ 1st Chair)
• Marketing Budgets & Expense Tracking
• Targeted Contact Lists (for 1st Chair)
• Marketing Materials
• Direct Mail & Broadcast E-Mail Programs
• Forward Initiatives
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Administrative Roles
Research
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Collect, Manage & Report on Property &
Market Information
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Property Database
Identify, Group & Classify Individual Properties
Data Collection
Quarterly Market Reports
Property Searches
Tour Packages
Predictive Modeling
Company Research
Forward Initiatives
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Administrative Roles
General Administration
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Technology, Bookkeeping, Personnel &
Other Resource Mgmt.
• Invoicing, Renewal Tracking & Revenue
Projections
• Expense Categorization, Tax Reports & Forward
Budgeting
• Staff Reviews
• Technology Investments
• Manage Service Contracts (Consultants, etc…)
• Forward Initiatives
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Minimum Requirements
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Aptitude & Energy
Strong Underlying Knowledge Base
Good Existing Book of Business
Personality Fit
Career Stage Fit
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Other Issues to Consider
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Competing Fiduciaries
Team Scale v. Firm Scale
Decision Making Model(s)
Member Communication & Conflict
Member Compensation Model
Reflecting Team Goals
Managing Changes in Membership
“Brand” Durability
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Keys To Success
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Shared Vision & Unifying Goal
Structure
Never Break Trust
Listen
Take the Long View
Willingness to Collaborate
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Audience Participation/
Questions & Answers
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Thank you for joining us.
Copies of this presentation
may be available – please
contact SIOR Staff.
Saturday, November 15, 2003
Teaming Trends for Better Brokerage
Teaming Trends for
Better Brokerage
Saturday, November 15, 2003
8:45 AM - 10:00 AM