2. Module 9: Consultative Brokerage Module 9 Consultative Brokerage 9.1………………………………...Services that Sell 9.2……………………..Methods of Compensation 9.3……………………….…..Assembling the Team

3. 9.1 Consultative Brokerage 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

4. 9.1 Commercial Real Estate Cycle Four Phases of Commercial Real Estate Phase 1: Transaction Management Phase 3: Consultative Brokerage Phase 2: Account Services Lease Administration Phase 4: Real Estate Recovery Solutions Cram Downs Blend & Extend

5. Consultative Brokerage What Services Can You Provide? 9.1

6. 9.1 Menu of Advisory Services Investment Brokerage Menu of Advisory Services Real Estate Tax Audits Project Financing and Equity Amenity Market Evaluation Sourcing Acquisition Corporate Sales Corporate Financial Consulting Disposition

7. 9.1 Menu of Advisory Services Asset Management Menu of Advisory Services Pre-Construction Consultation Contact Negotiations Design and Specifications Review Preventative Maintenance Program Lease Administration Tenant Relations Program Operational Analysis Pro-Forma Expense Analysis

8. 9.1 Menu of Advisory Services General Consulting Menu of Advisory Services Strategic Management Site/Image Analysis Value/Risk Analysis Location Analysis Financial Structuring Land Acquisition Labor Availability Demographic Studies Property Valuations / Appraisals Facilities Inventory

9. 9.1 Menu of Advisory Services Construction Menu of Advisory Services Architectural & Engineering Interface Insurance Requirement Schematic Cost Estimate Contract Procedures Preliminary Schedule Permits Constructions Inspections Specifications Bid Package Contract Negotiations Punch List

10. 9.1 Menu of Advisory Services Planning Menu of Advisory Services Zoning / Subdivision Analysis Site Planning Covenants Analysis Landscape Design Conditions / Restrictions Analysis Signage Problems Annexations Analysis Surrounding Land-Use Analysis

11. 9.1 Menu of Advisory Services Permitting Menu of Advisory Services Environmental Impact Statements Municipal Subdivision Permit Environmental Protection (EPA) Transportation Improvement Permit Corps of Engineers Municipal Landscaping Permit State and Local Sanitary Districts State Water Resources

12. 9.1 Menu of Advisory Services Engineering Menu of Advisory Services Soils Testing Flood-Plain Analysis Boundary Surveys Wetland Analysis Topographical Surveys Plats Utility-Availability Analysis Detention-Feasibility Analysis

14. Bonus

15. Percentage of Savings

19. Presentation Teams – Composition of Organization’s Capabilities

20. Smaller TeamsSenior Broker Junior Broker Marketing Coordinator

22. 9.3 Assembling The Team (Merging Responsibilities) Broker Associate Junior Analyst Marketing Administration