Know how to recognize and find solutions to valuing, managing, buying, and selling troubled real estate assets? After attending this forum you will have a good grip on the life cycle of a troubled asset and how you can recognize where business opportunities exist.
Listen as a banker, a broker and a property manager currently active in this market discuss such topics as:
• Identifying lender, broker, manager, and owner objectives.
• The cradle to grave story.
• The pitfalls of working the Troubled Asset Market.
• Identifying opportunities for yourself and your
clients.
• Where do REO listings reside?
• Get a feel for foreclosures and short sales.
• What is the sales hot button?
Learn all about the new TREC contract forms required Jan 2016. Power point can be used alone or with text book for 30 hour TREC approved pre-licensing class. www.createspace.com/5249273.
In real estate, a short sale is when a bank or mortgage lender agrees to discount a loan balance due to an economic hardship on the part of the mortgagor.
Real estate professionals must understand and be able to explain representation to their customers and clients. It is essential everyone in a transaction understands who the agent is working for. This course explains the Laws concerning Agency in detail.
Rob Rosa & Rubicon Crossings - Short Sale listing review for clientRob Rosa
Learn the basics of what is needed and expected for a short sale in CT. Every step of the way is documented and we can help you get the documents together that you will need to share with the banks and get an approval.
Valuing Real Estate Assets (Series: Fairness Issues in Real Estate-Based Bank...Financial Poise
As the expression goes, the value of real estate is in the eye of the beholder. Ultimately, the value is whatever the market is willing to pay. While income producing properties, particularly with creditworthy tenants, may be fairly routine to value based on the current rate of return demands in the market, non-income producing properties may be more speculative.
For example, even the most seasoned appraiser may struggle with finding comparative sales for a property. A landowner might see their property value go up exponentially “if only” the city council will allow for a zoning variance. Many an owner believes that their property is in the “path of progress,” but when? Is it reasonable to value a property “as stabilized” if it is only forty percent leased? These are the types of questions we will consider.
To view the accompanying webinar, go to: financialpoise.com/financial-poise-webinars/valuing-real-estate-assets-2021/
Learn all about the new TREC contract forms required Jan 2016. Power point can be used alone or with text book for 30 hour TREC approved pre-licensing class. www.createspace.com/5249273.
In real estate, a short sale is when a bank or mortgage lender agrees to discount a loan balance due to an economic hardship on the part of the mortgagor.
Real estate professionals must understand and be able to explain representation to their customers and clients. It is essential everyone in a transaction understands who the agent is working for. This course explains the Laws concerning Agency in detail.
Rob Rosa & Rubicon Crossings - Short Sale listing review for clientRob Rosa
Learn the basics of what is needed and expected for a short sale in CT. Every step of the way is documented and we can help you get the documents together that you will need to share with the banks and get an approval.
Valuing Real Estate Assets (Series: Fairness Issues in Real Estate-Based Bank...Financial Poise
As the expression goes, the value of real estate is in the eye of the beholder. Ultimately, the value is whatever the market is willing to pay. While income producing properties, particularly with creditworthy tenants, may be fairly routine to value based on the current rate of return demands in the market, non-income producing properties may be more speculative.
For example, even the most seasoned appraiser may struggle with finding comparative sales for a property. A landowner might see their property value go up exponentially “if only” the city council will allow for a zoning variance. Many an owner believes that their property is in the “path of progress,” but when? Is it reasonable to value a property “as stabilized” if it is only forty percent leased? These are the types of questions we will consider.
To view the accompanying webinar, go to: financialpoise.com/financial-poise-webinars/valuing-real-estate-assets-2021/
What is a Short Sale?
Have you already defaulted?
What Options are available?
Do you fear defaulting on your Mortgage?
LEARN your options from professionals in the field of lending, real estate, and foreclosure prevention.
UNDERSTAND tax penalties and other consequences of loan default, loan modification, or bankruptcy, the difference between a short sale and a foreclosure, and much more!
Did you know you may be eligible to receive money back from the bank at the close of your Short Sale?
Vendome Real Estate Media is proud to present the top five stories from 2016 from the Commercial Tenant's Lease Insider.
Stories include:
- Make Sublet Deal Work for You
- Get Nine Protections When Leasing Property for Your Cannabis Business
- And more!
Our Buyers Guide to Contractor Mortgages helps to explain the whole process surrounding buying a house when you are a contractor. The slide show is broken down into specific sections detailing; 1. Why Contractors find it difficult to get a mortgage with High St lenders 2. First time buyers 3. Remortgaging 4. Buy to let for Contractors 5. Help to Buy for Contractors 6. What Mortgages are available 7. How much a Contractor can borrow and 8. The overall mortgage process explained.
What is a Short Sale?
Have you already defaulted?
What Options are available?
Do you fear defaulting on your Mortgage?
LEARN your options from professionals in the field of lending, real estate, and foreclosure prevention.
UNDERSTAND tax penalties and other consequences of loan default, loan modification, or bankruptcy, the difference between a short sale and a foreclosure, and much more!
Did you know you may be eligible to receive money back from the bank at the close of your Short Sale?
Vendome Real Estate Media is proud to present the top five stories from 2016 from the Commercial Tenant's Lease Insider.
Stories include:
- Make Sublet Deal Work for You
- Get Nine Protections When Leasing Property for Your Cannabis Business
- And more!
Our Buyers Guide to Contractor Mortgages helps to explain the whole process surrounding buying a house when you are a contractor. The slide show is broken down into specific sections detailing; 1. Why Contractors find it difficult to get a mortgage with High St lenders 2. First time buyers 3. Remortgaging 4. Buy to let for Contractors 5. Help to Buy for Contractors 6. What Mortgages are available 7. How much a Contractor can borrow and 8. The overall mortgage process explained.
Beverly hills single family homes for saleRoger Perry
Roger Perry helps you in beverly hills with your single family homes needs. If you wish to buy or sell single family home in beverly hills then must contact him. He will help you with his many years of real estate industry experience.
A Leading Patient Experience Survey Platform by MedStatix - White Labeled for...MedStatix, LLC
Improving Patient Experience. Improving Practice Performance.
MedStatix, LLC, offers a WHITE LABELED, cloud-based specialty-specific patient experience survey platform that is bundled and/or resold by leading EMR/EHRs and other integrated healthcare service providers as a value-add to their products.
The patient experience platform uses data science and predictive analytics learned from data hosted on the platform to enable healthcare providers to improve quality of care, patient retention rates and risk profiles of physician practices.
The patient experience platform pinpoints specific, actionable problems where practices can improve their service through its easy-to-implement, yet sophisticated technology solution for monitoring and measuring patient experience by each provider across an organization.
With over a decade delivering over one million patient surveys for over 25 pharmaceutical brands, as well as customer feedback platforms and analytics for Fortune-class brands, MedStatix enables their resellers to provide their customers with exceptional practice improvement opportunities.
10 Practical Steps of Home Buying Process. HOME BUYING: Master the Process. Learn the tips and secrets only realtors and lenders know!” What I learned closing 1,500 successful mortgage and real estate transactions worth over $1 BILLION!.
Comprehensive Reporting
The Comprehensive Securitization Audit Report was created in order to serve the various purposes of securitization audit – from seeking the most favorable terms in a loan modification to supporting legal action to delay or defend against foreclosure or to seek relief from unfair or unlawful practices by lenders, servicers, and related institutions.
This report is different because it includes a section that discusses the contemplated profit that was to be made by the participants from securitizing a loan. The figures used in the computations are gathered from actual documents. It also states how soon the lender recovered the full amount it originally lent to the borrower instead of the 30 years it usually takes for the loan to be fully paid from the agreed monthly amortizations.
The Comprehensive Audit Report was conceptualized to be what a real audit should be – independent and unbiased, with the auditor or examiner free of any interest in its outcome. It neither attempts to sensationalize its findings nor ignore the present economic ramifications of the crash of the housing market that securitization helped to unfold.
The basics of the loan purchase and sale process is relatively straight forward, but like any transaction, the devil is in the details. Following are eight steps involved in the purchase and sale of loan assets followed by a discussion of the most common pitfalls to avoid throughout the transaction.
Collateral value is the foundation of all lending transactions, but even the most traditional valuation techniques require a blend of art science and require debtors and practitioners to incorporate their judgment. Where is the line between reasonable judgment and gaming the system to arrive at a valuation that skews the fact pattern to one party’s favor? This webinar presents practice pointers on how to use the ABA Model Rules as a guide to navigating ethical issues in real estate valuation. Model Rules addressed may include those that govern the client-lawyer relationship (Rule 1.1 through 1.3); those that speak to the need for candor toward the tribunal and fairness to an opposing party and counsel (Rule 3.3 through 3.4); and the necessity for truthfulness in statements to others and issues surrounding unrepresented persons (i.e. Rule 4.1 through 4.3).
Part of the webinar series: Ethical Issues in Real Estate-Based Bankruptcies 2022
See more at https://www.financialpoise.com/webinars/
Investing in Residential & Multi-Family Real Estate (Series: Real Estate Inve...Financial Poise
Apartment buildings and other residential and multi-family housing can provide a stable income to an investor. This Financial Poise webinar discusses some of the pros and cons of being a landlord. It provides a basic overview about how to find and assess opportunities, obtain financing, negotiate a deal, and manage a multi-family investment. The accounting, tax, and legal aspects of being a landlord are part of the discussion.
To listen to this webinar on-demand, go to: https://www.financialpoise.com/financial-poise-webinars/investing-in-residential-multi-family-real-estate-2020/
Powerpoint presentationDeliverable Length 5 - 7 slides with .docxChantellPantoja184
Powerpoint presentation
Deliverable Length: 5 - 7 slides with speaker notes of 200 - 250 words per slide (excluding Title and Reference slides) APA FORMAT
You, as a HR Generalist, have been asked by your HR Director for your recommendations in terms of what tools your organization could use to better manage the talents of your employees. This will help to develop policies and procedures in managing your human capital. Please develop a PowerPoint presentation to your Director addressing the following:
· Describe and analyze the broad range of talent management efforts that use software applications to help you Director to make an educated decision.
· Give some examples of firms that have successfully used these applications.
· Describe how these efforts are useful in terms of strategic human capital management.
Page | 1
Plaintiff in Pro Se,
ClearChoice Community Services Inc.
2736 Lyndale Ave S Suit e202
Minneapolis MN 55408
Telephone No.9522220251
STATE OF MINNESOTA
DISTRICT COURT
County of Hennepin
Judicial District:
Court File number:
Case Type:
ClearChoice Community Services Inc.
Plaintiff Pro Se
V
Caskecla Investment
THEODORE J MEYERS
JOHN DOE I-XX, et al.
Defendants
PARTIES TO THE ACTION
1. Plaintiff Pro se, ClearChoice Community Services Inc. (herein referred as Borrower/Plaintiffs) all times relevant have resided at 4816 Nicollet Ave S Minneapolis MN 55419
2. Defendant Caskecla Investment (herein after refreed to as Lender) having its place of business at 8271 SE Sanctuary Drive, Hobe Sound FL 33455
3. Defendant THEODORE J. MEYERS having its place of business at 1755 St. Marys Street lcon Heights MN 55113
4. Any allegations about acts of any corporate or other business of Defendants means that the corporation or other business did the alleged acts through its officers, directors, employees, agents and/or representatives while they were acting within the actual or ostensible scope of their authority.
5. At all relevant times, each Defendant committed acts, caused or directed others to commit the acts, or permitted others to commit the acts alleged in this Complaint; additionally, some of the Defendants acted as the agent for other Defendants, and all of the Defendants in connivance with each other acted within the scope of their agency as if acting as the agent of another.
6. Knowing or realizing that other Defendants were engaging in or planning to engage in unlawful conduct, each Defendant nevertheless cilitated the commission of those unlawful acts.
7. Each Defendant intended to and did encourage, cilitate or assist in the commission of the unlawful acts, and thereby aided and abetted the other Defendants in the unlawful conduct.
I. CTUAL BACKGROUND:
(a) In the present case, the Deed of Trust for the Property listed the borrower, as "ClearChoice Community Services Inc.," and listed the Lender, as "Caskecla Investment, “ The Caskecla Investment, was renamed Caskecla Investment and later on was clo.
Foreclosures and Short Sales November 2008BillMcMannis
This is my presentation I used in 2008 to train real estate agents in how to properly manage short sales. The material is a little out of date, but I believe is continues to give a concise overview of how the foreclosure process works in North Carolina.
Insider Lease Agreements (Series: Fairness Issues in Real Estate-Based Bankru...Financial Poise
It is a common play in real estate to create a separate operating entity to serve as a tenant and execute a lease between the owner of the property and himself. Typically, this happens in assets which serve as a real estate-based business, such as a retail property. The structured enables the operator to reduce the taxable income of the business and also provide a liability shield for the property owner.
This arrangement can lead to some ethical issues, should the property owner become distressed. For example, is the lease amount above market and therefore being used to inflate the property valuation? Is rent actually being paid? Is there a proper lease in place or just an internal handshake? Attorneys need to understand the set-up in order to know what is in bounds and what is outside the lines.
To view the accompanying webinar, go to:https://www.financialpoise.com/financial-poise-webinars/insider-lease-agreements-2021/
Ted C. Jones, PhD, chief economist with Stewart Title Guaranty Company, delivered this Economic Outlook presentation at CCIM Thrive on Oct. 28, 2015, at the Hyatt Regency Austin. Visit CCIM.com to learn more.
What are the top five mistakes property owners and representatives make in eminent domain situations? How do they affect a property’s marketability? Three members of the Appraisal Institute discuss what happens when private property is taken for public use through eminent domain. Learn the most significant impact on marketability, construction and tax implications, logistical considerations, and much more.
Geographic information systems and location analytics change how we think and act. It alters what we measure, how we analyze things, and what predictions we make. It changes how we plan, design, evaluate, and ultimately manage our projects. GIS has scaled and is moving beyond projects or single systems to embrace organizational missions and become a pervasive force of change. But is this reality possible? GIS is the next GPS where our businesses, communities, and society can chart new directions. Discover how the mix of art, science, action, ideas, and collaboration turn this powerful notion into outcomes.
Learn the best bets for finding commercial real estate financing in the current economic climate from top banking executives. Find out what historical trends can aid lending decisions and how trends in job growth, rail traffic, housing, and commercial real estate fundamentals impact banks and other lenders. Also learn how finance issues such as CMBS, cap rates, lending trends, and mortgage delinquencies affect the commercial real estate market.
Learn how to design investment analysis presentations that are easy to understand and will motivate clients to make investment decisions. Participate in hands-on demonstrations of how to use CCIM technology tools for different investment analysis output levels.
Commercial Real Estate Market Cycles: How They Affect Your Local MarketCCIM Institute
Learn how to analyze your local market and compare it to tenants and investors in other markets. With his 35 years of commercial real estate research expertise, Dr. Mueller analyzes supply/demand factors for the five major property types and how they affect occupancies and rents in 55 U.S. markets. Gain a deeper understanding of commercial real estate fundamentals and learn how to turn market cycle information into useable knowledge for decision making.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
2. Jeffrey S Pitcher Ballard Spahr, LLP Partner Phoenix, AZ Tim Michel Cassidy Turley Senior Managing Director Indianapolis, IN Steve Price Realytics, LLC Owner Colorado Springs, CO REO Lifecycle Panelists Working with Servicers and Receivers Broker Tools Required To work with REO The Legal Perspective
4. REO and NPN Market For the Q2 reporting period in 2011 3,543 banks are reporting commercial REO for a total of $10.14B. So far this year 73 banks have been closed by FDIC. Source; FDIC
5. REO and NPN Market Bank owned commercial property currently represents about 17% of the total distressed commercial real estate balances which for our purposes is made up of 30-day late, 90-day late, non accrual, and bank owned commercial property totals held at (non OTS regulated) US banks as of this release. Source; FDIC
6. REO Market MF 13% Owner Occupied 30% Construction Development 22% Income Producing 35%
62. Jeffrey S Pitcher Ballard Spahr, LLP Partner Phoenix, AZ Tim Michel Cassidy Turley Senior Managing Director Indianapolis, IN Steve Price Realytics, LLC Owner Colorado Springs, CO Questions for our Panelists? Working with Servicers and Receivers Broker Tools Required To work with REO The Legal Perspective
Editor's Notes
INTRODUCTION
WHAT ’S IN YOUR TOOLBOX
WHAT ’S IN YOUR TOOLBOX
STAND OUT IN A CROWD Are you relying on the reputation of your employer? Or, do you think you ’d do better if you worked for a bigger company? Don ’t you have enough competition already? Whether you ’re a one-person firm, a small boutique shop, or the a member of the largest firm in your community, would you like to have the tools and skills to stand out in a crowd? To tackle the toughest problems and be paid accordingly? Would you like to make more money by being a better problem solver? Then understand this, “We are paid in direct proportion to our ability to bring value to the transaction.”
WHAT ’S IN YOUR TOOLBOX Tools – Do you need to clean and polish any of your existing tools, or is your toolbox missing any tools you ’ll need to succeed in the current marketplace? Skills - Do you carry any tools that you don ’t know how to use? Knowledge - Does your knowledge set meet the requirements of your clients, prospective clients and market conditions? Experience – Do you preach what you practice and call upon both your positive and negative experiences? If you need more experience, do you have a suitable mentor? Relationships – Have you put together the right team? Are they all wearing the same colored jersey? Creativity – Do you practice creativity, identifying all viable alternatives, testing each option and supporting your recommendation? Actions – Are you prepared to support your recommendations through action (negotiations, closing skills, contract writing, overcoming obstacles)?
SHARPEN YOUR SAW A friend of mine once said “Now’s the time to sharpen your saw”. Morgan also said, “You don’t shut down the mill when it’s time to sharpen your saw.”
TOOLS “ You don’t pay a mechanic to use their tools, but to fix our problems.” “ You can’t nail a nail with a skill saw.” Do you have the right tools in your toolbox? Financial Calculator Market Studies Spreadsheets Photography Media Internet
SKILLS “ The genius of a master painter isn’t the fact that they use a brush.”
SKILLS “ They have the skill and talent to know where to put the paint.” Do your skills match the needs of our current turbulent environment? Do they include? Communicating (listening, speaking clearly, technically correct) Negotiating (balanced, fair, win-win) Analytics (comparative lease analysis, lease vs. own, disposition alternatives) Conceptual Understanding (Cap Rate, Cash-on-Cash, IRR, NPV, DCF) Marketing (push, pull, promotion, advertising, cost-benefit analysis) Process & People Management (due diligence, financing procurement, value)
KNOWLEDGE Will Rogers once said, “A man only learns in two ways, one by reading, and the other by association with smarter people.” Does your knowledge toolbox include… Market and Product Knowledge? Financial and Market Analytics? User and Investor Decisions? After-Tax Impact of Financing and Leverage? Leverage of Basis? Troubled Debt Restructuring? Valuing Investments in Turbulent Times? Raising Debt and Equity Capital? Development? Litigation Support? Consulting and Advisory Services?
EXPERIENCE Does your experience include… Success (in spite of yourself)? Dumb luck? Just being at the right place at the right time? A plan for success? Setting yourself apart from your competitors? Working and implementing your plan? Owning commercial real estate? Being a landlord? Making mistakes? Sharing with others? You can often make up for a lack of experience with hard work and enthusiasm, and/or teaming with others
RELATIONSHIPS “ It’s easy to make friends. It’s harder to develop relationships.” “ It’s hard to find customers. It’s even harder to cultivate customers that stick with you forever.” What are you doing to make sure your clients stick with you forever?
CREATIVITY The questions isn ’t…what’s in the box?
CREATIVITY The question is..what ’s outside the box? What if your client asks… Should I lease or buy? Do you think I should sell or hang on to it? Which location do recommend? What ’s the tax impact? How much should I pay? Why? What are my other options?
SUCCESS STRATEGIES Treat every transaction equally – Treat the largest and smallest clients and transactions with the same care and concern Every assignment is an opportunity – Document your knowledge, thinking, problem solving, recommendations and skills. Price your talent accordingly – Most folks underestimate how much people will pay for someone to solve their problem. Ask anyone with a toothache. Sell the salami a slice at a time – Break down every assignment and your fee into bite-sized chunks. Most folks won ’t pay $80 bucks for a meal, but will gladly order four tapas at $20 bucks a piece, plus the booze and tip. FEE, not FREE – Even Gillette doesn ’t give away the razor handles. Your time is worth money– either to you or the next client. It’s OK to offer a discount or a credit to a good customer or someone who’s already bought a slice of the salami. Just get paid whether the deal flies or dies. Services are not benefits – See next slide
PRODUCTS AND SERVICES Most firms offer the same products and services…
FEATURES AND BENEFITS Identify issues no one else considered Emphasize features and benefits Focus on outcomes Make them look good or better than they already do
ACTIONS So, what are you going to do about it? Let ’s get started…Take action Treat every party and transaction like your next job depends on it Document every deal for “show and tell” Don ’t avoid low hanging fruit, but don’t avoid reaching higher either Learn something few others know Clean and lubricate your tools Use the right tool for the job and replace them when necessary Set yourself apart from the crowd Assemble the best team possible – “If you think you know it all, others will know you don’t.” Promote the benefits of renting your talent Price your talent accordingly Get paid whether the deal flies or dies You have limited time to attract the best clients, so periodically help the inferior ones find a new broker Work only the most interesting and self fulfilling assignments you can find.