Module 9: Consultative Brokerage<br />Module 9                                  Consultative Brokerage 	9.1………………………………......
9.1<br />Consultative Brokerage<br />Most Brokers do not think of themselves as Service Providers, however, an additional ...
9.1<br />Commercial Real Estate Cycle<br />Four Phases of Commercial Real Estate<br />Phase 1:<br />Transaction<br />Manag...
Consultative Brokerage<br />What Services Can You Provide?<br />9.1<br />
9.1<br />Menu of Advisory Services<br />Investment Brokerage<br />Menu of Advisory Services<br />Real Estate Tax Audits<br...
9.1<br />Menu of Advisory Services<br />Asset Management<br />Menu of Advisory Services<br />Pre-Construction Consultation...
9.1<br />Menu of Advisory Services<br />General Consulting<br />Menu of Advisory Services<br />Strategic Management<br />S...
9.1<br />Menu of Advisory Services<br />Construction<br />Menu of Advisory Services<br />Architectural & Engineering Inter...
9.1<br />Menu of Advisory Services<br />Planning<br />Menu of Advisory Services<br />Zoning / Subdivision Analysis<br />Si...
9.1<br />Menu of Advisory Services<br />Permitting<br />Menu of Advisory Services<br />Environmental Impact Statements<br ...
9.1<br />Menu of Advisory Services<br />Engineering<br />Menu of Advisory Services<br />Soils Testing<br />Flood-Plain Ana...
9.2<br />Methods of Compensation<br />All Assignments Might Not Result In A Commission<br />Alternatives to Traditional Co...
 Bonus
 Percentage of Savings
 Percentage of Value Creation</li></li></ul><li>9.2<br />Calculating Consulting Fee<br />Annual Financial Goal / 1500 = Ho...
9.3<br />Assembling The Team<br />Team Structure<br />In This Industry, Teams Fall Into the Following Categories<br /><ul>...
 Deal Teams – Managing Director With Pools</li></li></ul><li>9.3<br />Assembling The Team<br />Team Structure (Team Types)...
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Module 9 consultative brokerage

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Module 9 consultative brokerage

  1. 1.
  2. 2. Module 9: Consultative Brokerage<br />Module 9 Consultative Brokerage 9.1………………………………...Services that Sell<br /> 9.2……………………..Methods of Compensation<br /> 9.3……………………….…..Assembling the Team<br />
  3. 3. 9.1<br />Consultative Brokerage<br />Most Brokers do not think of themselves as Service Providers, however, an additional 40% of total annual income could come from non-transaction activities – or Consultative Brokerage<br />
  4. 4. 9.1<br />Commercial Real Estate Cycle<br />Four Phases of Commercial Real Estate<br />Phase 1:<br />Transaction<br />Management<br />Phase 3:<br />Consultative <br />Brokerage<br />Phase 2:<br />Account Services<br />Lease Administration<br />Phase 4:<br />Real Estate Recovery Solutions<br />Cram Downs<br />Blend & Extend<br />
  5. 5. Consultative Brokerage<br />What Services Can You Provide?<br />9.1<br />
  6. 6. 9.1<br />Menu of Advisory Services<br />Investment Brokerage<br />Menu of Advisory Services<br />Real Estate Tax Audits<br />Project Financing and Equity <br />Amenity Market Evaluation<br />Sourcing<br />Acquisition<br />Corporate Sales<br />Corporate Financial Consulting<br />Disposition<br />
  7. 7. 9.1<br />Menu of Advisory Services<br />Asset Management<br />Menu of Advisory Services<br />Pre-Construction Consultation<br />Contact Negotiations<br />Design and Specifications Review<br />Preventative Maintenance Program<br />Lease Administration<br />Tenant Relations Program<br />Operational Analysis<br />Pro-Forma Expense Analysis<br />
  8. 8. 9.1<br />Menu of Advisory Services<br />General Consulting<br />Menu of Advisory Services<br />Strategic Management<br />Site/Image Analysis<br />Value/Risk Analysis<br />Location Analysis<br />Financial Structuring<br />Land Acquisition<br />Labor Availability<br />Demographic Studies<br />Property Valuations / Appraisals<br />Facilities Inventory<br />
  9. 9. 9.1<br />Menu of Advisory Services<br />Construction<br />Menu of Advisory Services<br />Architectural & Engineering Interface<br />Insurance Requirement<br />Schematic Cost Estimate<br />Contract Procedures<br />Preliminary Schedule<br />Permits<br />Constructions Inspections<br />Specifications Bid Package<br />Contract Negotiations<br />Punch List<br />
  10. 10. 9.1<br />Menu of Advisory Services<br />Planning<br />Menu of Advisory Services<br />Zoning / Subdivision Analysis<br />Site Planning<br />Covenants Analysis<br />Landscape Design<br />Conditions / Restrictions Analysis<br />Signage Problems<br />Annexations Analysis<br />Surrounding Land-Use Analysis<br />
  11. 11. 9.1<br />Menu of Advisory Services<br />Permitting<br />Menu of Advisory Services<br />Environmental Impact Statements<br />Municipal Subdivision Permit<br />Environmental Protection (EPA)<br />Transportation Improvement Permit<br />Corps of Engineers<br />Municipal Landscaping Permit<br />State and Local Sanitary Districts<br />State Water Resources<br />
  12. 12. 9.1<br />Menu of Advisory Services<br />Engineering<br />Menu of Advisory Services<br />Soils Testing<br />Flood-Plain Analysis<br />Boundary Surveys<br />Wetland Analysis<br />Topographical Surveys<br />Plats<br />Utility-Availability Analysis<br />Detention-Feasibility Analysis<br />
  13. 13. 9.2<br />Methods of Compensation<br />All Assignments Might Not Result In A Commission<br />Alternatives to Traditional Commission Compensation<br /><ul><li> Consulting Fee
  14. 14. Bonus
  15. 15. Percentage of Savings
  16. 16. Percentage of Value Creation</li></li></ul><li>9.2<br />Calculating Consulting Fee<br />Annual Financial Goal / 1500 = Hourly Consulting Fee<br />Example<br />($200,000) Annual Financial Goal / 1500<br />$133(Hourly Consulting Fee)<br />
  17. 17. 9.3<br />Assembling The Team<br />Team Structure<br />In This Industry, Teams Fall Into the Following Categories<br /><ul><li> Project Specific Teams – Property Manager, Leasing, Investment Sales
  18. 18. Deal Teams – Managing Director With Pools</li></li></ul><li>9.3<br />Assembling The Team<br />Team Structure (Team Types)<br /><ul><li> Super Teams – More Than Eight Members
  19. 19. Presentation Teams – Composition of Organization’s Capabilities
  20. 20. Smaller Teams</li></ul>Senior Broker<br />Junior Broker<br />Marketing Coordinator<br />
  21. 21. 9.3<br />Assembling The Team<br />Permanent Teams:<br /><ul><li> Optimal Structure of a Permanent Team of Three to Six Members</li></ul>Senior Broker <br />(1-2)<br />Associate<br />(1-2)<br />Junior Broker<br />- Analyst -<br />Marketing Coordinator<br />Admin<br />
  22. 22. 9.3<br />Assembling The Team (Merging Responsibilities)<br />Broker<br />Associate<br />Junior<br />Analyst<br />Marketing <br />Administration<br />

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