Module 1: Best Practices<br />Module 1                                                                 Best Practices<br /...
1.1<br />Winning More Tenant Rep Assignments<br />I-RRR (Industry Rent to Revenue Ratio)<br /><ul><li>Industries Average R...
BizMiner.com – Detailed Financial Information for a Fee.</li></ul>Users in Canada<br /><ul><li>StaCan.gc.ca – Canadian Bus...
1.1<br />Establishing I-RRR (Tools)<br />
1.1<br />Establishing I-RRR (Tools)<br />
1.1<br />Establishing I-RRR (Tools)<br />
1.1<br />Establishing I-RRR (Tools)<br />Insurance Carriers & Related<br />S-Corp Annual Average Sales, Income & Expense  ...
1.1<br />Establishing I-RRR (Tools)<br />2011 S-Corporations: Rent as a Percent of Sales<br />
1.1<br />Establishing I-RRR (Tools)<br />
1.1<br />Establishing I-RRR (Tools)<br />S-Corporations<br />With Net Income<br />(as % of Revenue<br />Architectural<br /...
1.1<br />Calculating Dollars To Occupy Ratio<br />* Assumption: 3% Annual Increase in Other Expenses<br />
1.1<br />Lease Resolution Worksheet<br />
1.1<br />Bakke Lipsey Pricing Vacancy<br />
1.1<br />Establishing Market Comparables<br />
1.1<br />Evaluating Building Quality<br />
1.1<br />Enhanced Rent Analysis<br />
1.1<br />Determining Appropriate Asking Rent<br />
1.2<br /> 1.3<br />Performance Leasing / Performance Listing<br />10.2...........................................…Performa...
Prospecting Pyramid<br />1.2<br /> 1.3<br />Tier 4<br />Target Rich<br />Smallest Group<br />Lucrative Investment (Time / ...
Prospecting Pyramid<br />1.2<br /> 1.3<br />Tier 4<br />Target Rich<br />Scheduled Meeting<br />All Marketing Information<...
1.2<br /> 1.3<br />Prospecting Pyramid<br />Southwest<br />United States<br />Tier 4<br />Target Rich<br />Seeking<br />> ...
ListGrabber (Screen Shot)<br />1.2<br /> 1.3<br />
ACT! (Screen Shot)<br />1.2<br /> 1.3<br />
Business Development VS Transaction Management<br />Business Development<br /><ul><li> Introductory Steps, Creating New Re...
 Examples (Cold Calls, Introductory Flyers)</li></ul>Transaction Management<br /><ul><li> Advanced Steps, Existing Relatio...
 Examples (Financing, Appraisals, Negotiation)</li></ul>Activity Breakdown<br />
1.2<br /> 1.3<br />Performance Listing (Genesis)<br />1<br />Leases Signed<br />Negotiations<br />2<br />Proposals / LOI<b...
1.2<br /> 1.3<br />Performance Listing (1 Year Plan)<br />1<br />8<br />Leases Signed<br />Negotiations<br />2<br />16<br ...
1.2<br /> 1.3<br />Investment Sales Model (6 Month Plan)<br />1<br />1<br />Closing Will Require<br />Contact Negotiation<...
1.2<br /> 1.3<br />Performance Listing (Leasing Plan)<br />Letters of Intent<br />Signed Leases<br />
1.2<br /> 1.3<br />Performance Listing (Plan VS Actual)<br />Letters of Intent<br />Signed Leases<br />
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Module 1 Best Practices

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Module 1 Best Practices

  1. 1.
  2. 2. Module 1: Best Practices<br />Module 1 Best Practices<br /> 1.1…..…………..Winning More Tenant Rep Assignments <br /> 1.2…..….....................................……Performance Leasing <br /> 1.3…..……….……….......................…Performance Listing<br /> 1.4..………….………………………Presentations That Win<br />
  3. 3. 1.1<br />Winning More Tenant Rep Assignments<br />I-RRR (Industry Rent to Revenue Ratio)<br /><ul><li>Industries Average Revenue Dedicated to Rent</li></ul>C-RRR (Client’s Rent to Revenue Ratio)<br /><ul><li> Client’s Revenue Dedicated to Rent</li></ul>DTOR (Dollars to Occupy Ratio)<br /><ul><li> I-RR ± Other Expenses ± Market Conditions</li></ul>Internet Sources – Establishing I-RRR and C-RRR (PrivateCompanies)<br />Users in the United States<br /><ul><li>BizStats.com – FREE Financial Tools and Business Statistics.
  4. 4. BizMiner.com – Detailed Financial Information for a Fee.</li></ul>Users in Canada<br /><ul><li>StaCan.gc.ca – Canadian Business Statistics</li></li></ul><li>1.1<br />Calculating Projected Base Rent (Example)<br />I-RRR (Industry Rent to Revenue Ratio)*Annual Gross Revenue = Projected Base Rent<br />(Example)4.3 (I-RRR) * 500,000 (Annual Gross Revenue) = Projected Base Rent<br />* After Year 1, Increase Annual Gross Revenue by 8%<br />
  5. 5. 1.1<br />Establishing I-RRR (Tools)<br />
  6. 6. 1.1<br />Establishing I-RRR (Tools)<br />
  7. 7. 1.1<br />Establishing I-RRR (Tools)<br />
  8. 8. 1.1<br />Establishing I-RRR (Tools)<br />Insurance Carriers & Related<br />S-Corp Annual Average Sales, Income & Expense 2011<br />Rent 3.24%<br />
  9. 9. 1.1<br />Establishing I-RRR (Tools)<br />2011 S-Corporations: Rent as a Percent of Sales<br />
  10. 10. 1.1<br />Establishing I-RRR (Tools)<br />
  11. 11. 1.1<br />Establishing I-RRR (Tools)<br />S-Corporations<br />With Net Income<br />(as % of Revenue<br />Architectural<br />Engineering & Related Services<br />Accounting, Tax Preparation & Payroll Services<br />Legal Services<br />Rent<br />3.3%<br />4.6%<br />5.2%<br />
  12. 12. 1.1<br />Calculating Dollars To Occupy Ratio<br />* Assumption: 3% Annual Increase in Other Expenses<br />
  13. 13. 1.1<br />Lease Resolution Worksheet<br />
  14. 14. 1.1<br />Bakke Lipsey Pricing Vacancy<br />
  15. 15. 1.1<br />Establishing Market Comparables<br />
  16. 16. 1.1<br />Evaluating Building Quality<br />
  17. 17. 1.1<br />Enhanced Rent Analysis<br />
  18. 18. 1.1<br />Determining Appropriate Asking Rent<br />
  19. 19. 1.2<br /> 1.3<br />Performance Leasing / Performance Listing<br />10.2...........................................…Performance Leasing<br />10.3..…………………………………Performance Listing<br />
  20. 20. Prospecting Pyramid<br />1.2<br /> 1.3<br />Tier 4<br />Target Rich<br />Smallest Group<br />Lucrative Investment (Time / Financial)<br />2nd Smallest Group<br />Lucrative Investment<br />Tier 3 – Micro – Sub<br />2nd Largest Group (Prospects)<br />Inexpensive Investment<br />Tier 2 – Macro – Sub<br />Largest Group (Prospects)<br />Inexpensive Investment<br />Tier 1 – Base Industry / Market<br />
  21. 21. Prospecting Pyramid<br />1.2<br /> 1.3<br />Tier 4<br />Target Rich<br />Scheduled Meeting<br />All Marketing Information<br />Drop In<br />Marketing Card / Warm Call<br />Tier 3 – Micro – Sub<br />Personalized Email<br />Marketing Card / Warm Call<br />Tier 2 – Macro – Sub<br />Included on Email Blast<br />Cold Call<br />Tier 1 – Base Industry / Market<br />
  22. 22. 1.2<br /> 1.3<br />Prospecting Pyramid<br />Southwest<br />United States<br />Tier 4<br />Target Rich<br />Seeking<br />> 100,000<br />Tier 3 – Micro – Sub<br />Office<br />Tier 2 – Macro – Sub<br />REIT<br />Tier 1 – Base Industry / Market<br />
  23. 23. ListGrabber (Screen Shot)<br />1.2<br /> 1.3<br />
  24. 24. ACT! (Screen Shot)<br />1.2<br /> 1.3<br />
  25. 25. Business Development VS Transaction Management<br />Business Development<br /><ul><li> Introductory Steps, Creating New Relationships
  26. 26. Examples (Cold Calls, Introductory Flyers)</li></ul>Transaction Management<br /><ul><li> Advanced Steps, Existing Relationships
  27. 27. Examples (Financing, Appraisals, Negotiation)</li></ul>Activity Breakdown<br />
  28. 28. 1.2<br /> 1.3<br />Performance Listing (Genesis)<br />1<br />Leases Signed<br />Negotiations<br />2<br />Proposals / LOI<br />3<br />Site Visits<br />4<br />Contacts<br />5<br />Units of Activity<br />6<br />
  29. 29. 1.2<br /> 1.3<br />Performance Listing (1 Year Plan)<br />1<br />8<br />Leases Signed<br />Negotiations<br />2<br />16<br />Proposals / LOI<br />3<br />128<br />Site Visits<br />4<br />256<br />Contacts<br />5<br />768<br />Units of Activity<br />6<br />3,840<br />
  30. 30. 1.2<br /> 1.3<br />Investment Sales Model (6 Month Plan)<br />1<br />1<br />Closing Will Require<br />Contact Negotiation<br />2<br />2<br />LOI<br />3<br />4<br />Property Tour<br />4<br />12<br />Package Mailings<br />5<br />42<br />Contacts<br />6<br />250<br />Units of Activity<br />5,000<br />7<br />
  31. 31. 1.2<br /> 1.3<br />Performance Listing (Leasing Plan)<br />Letters of Intent<br />Signed Leases<br />
  32. 32. 1.2<br /> 1.3<br />Performance Listing (Plan VS Actual)<br />Letters of Intent<br />Signed Leases<br />
  33. 33. 1.4<br />Presentations That Win (5 Step Approach)<br />1<br />Executive Summary<br />Situation<br />2<br />Approach<br />3<br />Expierance<br />4<br />Conclusion<br />5<br />
  34. 34. Performance Example<br />1.4<br />

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