exclusive tenant buyer representation powerpoint

Corporate America Realty & Corporate America Realty & AdvisorsAdvisors

10 Reasons Why10 Reasons WhyYou Should Retain anYou Should Retain an

Exclusive Tenant Exclusive Tenant RepresentativeRepresentative

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Corporate America Realty & Corporate America Realty & AdvisorsAdvisorsPrimary Motivating Primary Motivating

FactorsFactors::

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1010Competition

99Analysis

88Networking

77Teamwork

66Legal

5b5bExperience

5a5aExpertise

44Value

33Efficiency

22Accountability

11Objectivity

ETRETR

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Corporate America Realty & Corporate America Realty & AdvisorsAdvisorsObjectivityObjectivity

Engaging an Exclusive Tenant Representative, “ETR”, acting on behalf of the Engaging an Exclusive Tenant Representative, “ETR”, acting on behalf of the tenant/buyer will provide the client with one objective opinion on all alternatives tenant/buyer will provide the client with one objective opinion on all alternatives and not one potentially with self-serving points of view. It is important that each and not one potentially with self-serving points of view. It is important that each alternative be evaluated without bias using the same requirements and alternative be evaluated without bias using the same requirements and methodology. . .and because the ETR will be compensated in the form of a methodology. . .and because the ETR will be compensated in the form of a standard leasing or sale commission, regardless of which property is selected, standard leasing or sale commission, regardless of which property is selected, the individual will not be biased. If a better alternative was identified in the late the individual will not be biased. If a better alternative was identified in the late stages of negotiation for a different building, an ETR will better promote this stages of negotiation for a different building, an ETR will better promote this solution versus a Non-Exclusive Tenant Representative with reverse incentives.solution versus a Non-Exclusive Tenant Representative with reverse incentives.

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AccountabilityAccountabilityEffective ETR’s will prioritize their efforts towards the most productive Effective ETR’s will prioritize their efforts towards the most productive assignments, those in which the agent will earn a commission by representing assignments, those in which the agent will earn a commission by representing a client in evaluating all alternatives in the relocation study. In being retained a client in evaluating all alternatives in the relocation study. In being retained as a tenant’s exclusive representative, the selected real estate broker becomes as a tenant’s exclusive representative, the selected real estate broker becomes directly accountable to its client. Without this kind of agreement, a tenant directly accountable to its client. Without this kind of agreement, a tenant cannot expect and often does not experience the responsiveness, dedication, cannot expect and often does not experience the responsiveness, dedication, and accountability, which an exclusive representative provides.and accountability, which an exclusive representative provides.

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Corporate America Realty & Corporate America Realty & AdvisorsAdvisorsEfficiencyEfficiency

An effective ETR will save the client significant management time as well as An effective ETR will save the client significant management time as well as money. The agent should develop and provide the client with detailed market money. The agent should develop and provide the client with detailed market data, in-depth analysis and lease or purchase work letter review. With proper data, in-depth analysis and lease or purchase work letter review. With proper reporting, this will allow the client to only devote time toward the decision-reporting, this will allow the client to only devote time toward the decision-making aspects of the project. The ETR’s involvement will also effectively making aspects of the project. The ETR’s involvement will also effectively screen the multitude of broker and ownership calls and proposals that often screen the multitude of broker and ownership calls and proposals that often interfere with the client’s normal business.interfere with the client’s normal business.

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In almost all transactions, the agent’s services will not be a tenant cost. The In almost all transactions, the agent’s services will not be a tenant cost. The real estate broker will be compensated by building ownership in the form of a real estate broker will be compensated by building ownership in the form of a

standard lease or sale commission included in the ownership’s operating standard lease or sale commission included in the ownership’s operating budget and the developer’s pro-forma.budget and the developer’s pro-forma.

Added Value at No CostAdded Value at No CostTopic 4:Topic 4:




Comprehensive ExpertiseComprehensive ExpertiseThe client should select a competent real estate professional prior to surveying the market The client should select a competent real estate professional prior to surveying the market place. A professional broker’s varied experience is a critical factor in assuring its client place. A professional broker’s varied experience is a critical factor in assuring its client that the best property will be selected and the best transactional terms will be negotiated.that the best property will be selected and the best transactional terms will be negotiated.

An experienced ETR and his/her firm can provide “value-added” services in the An experienced ETR and his/her firm can provide “value-added” services in the relationship with their client as opposed to working with brokers that view the market as relationship with their client as opposed to working with brokers that view the market as just showing a customer buildings and acting no more than merely serving the customer just showing a customer buildings and acting no more than merely serving the customer as a “taxi driver” with a real estate license.as a “taxi driver” with a real estate license.

The ETRs market knowledge is essential in effectively qualifying alternatives for further The ETRs market knowledge is essential in effectively qualifying alternatives for further consideration. Further, that individual’s knowledge of current market conditions, based consideration. Further, that individual’s knowledge of current market conditions, based upon other negotiated leases, insures that the best economics will be achieved. Using a upon other negotiated leases, insures that the best economics will be achieved. Using a broker merely because they were the first to bring that space to the client’s attention may broker merely because they were the first to bring that space to the client’s attention may very well commit the client to use an inexperienced or incompetent individual. By virtue very well commit the client to use an inexperienced or incompetent individual. By virtue of their inexperience or lack of effectiveness, many brokers are not qualified to handle a of their inexperience or lack of effectiveness, many brokers are not qualified to handle a lease or sale of consequence.lease or sale of consequence.

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Negotiating ExperienceNegotiating ExperienceThe experienced broker is a professional in the business and knows those The experienced broker is a professional in the business and knows those areas and issues where a landlord/seller will be willing to compromise. When a areas and issues where a landlord/seller will be willing to compromise. When a broker is a tenant’s exclusive representative, an owner realizes the need for broker is a tenant’s exclusive representative, an owner realizes the need for straight-forward discussion and bottom-line negotiation. The ETR tries to straight-forward discussion and bottom-line negotiation. The ETR tries to create leverage in the market place with property owners for the client they create leverage in the market place with property owners for the client they represent.represent.

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Real Estate law is very complex. If a tenant elects to work with multiple Real Estate law is very complex. If a tenant elects to work with multiple brokers, that tenant is more vulnerable to legal conflicts resulting from its brokers, that tenant is more vulnerable to legal conflicts resulting from its

proper or improper registration with various brokers, buildings and building proper or improper registration with various brokers, buildings and building ownership. An exclusive agent minimizes the potential for lengthy and costly ownership. An exclusive agent minimizes the potential for lengthy and costly

law suits.law suits.

Minimal Legal EntanglementsMinimal Legal EntanglementsTopic 6:Topic 6:



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Market Clout & Extensive Industry ContactsMarket Clout & Extensive Industry Contacts

Hiring an ETR on an exclusive basis will indicate to developers and the Hiring an ETR on an exclusive basis will indicate to developers and the brokerage community that the client is a serious prospect. More time and brokerage community that the client is a serious prospect. More time and attention will be given to the serious prospects as well as more attractive attention will be given to the serious prospects as well as more attractive proposals.proposals.

A good real estate agent will have extensive contacts with the development A good real estate agent will have extensive contacts with the development and brokerage communities. Those contacts should be helpful to the client in and brokerage communities. Those contacts should be helpful to the client in expeditiously and effectively reaching an ultimate decision.expeditiously and effectively reaching an ultimate decision.

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A knowledgeable agent will provide an objective evaluation and analysis that A knowledgeable agent will provide an objective evaluation and analysis that may include detailed comparisons through the use of theoretical economic may include detailed comparisons through the use of theoretical economic

models or proposals on specific leasing and development opportunities.models or proposals on specific leasing and development opportunities.

Lease or Ownership AnalysisLease or Ownership AnalysisTopic 8:Topic 8:

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Selection & Coordination of Other ProfessionalsSelection & Coordination of Other Professionals

An exclusive agent can assist the tenant or purchaser in the selection of other An exclusive agent can assist the tenant or purchaser in the selection of other professionals that are often employed in the relocation team.professionals that are often employed in the relocation team.

Essential Team Players including:

Space PlannersSpace PlannersIndustrial EngineersIndustrial EngineersArchitectsArchitects

Environmental ConsultantsEnvironmental ConsultantsLegal CounselLegal Counsel

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Other Specialists:Other Specialists:

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Material HandlingMaterial HandlingLogisticsLogisticsTelecommunicationTelecommunicationFinancingFinancingEnergyEnergy

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Don’t Be Fooled By the Competition and Who They Don’t Be Fooled By the Competition and Who They Really Represent!Really Represent!

Many large National and Regional real estate brokerage companies have Many large National and Regional real estate brokerage companies have extensive ties with major owners of properties. As extensive ties with major owners of properties. As theirtheir fiduciaries they are fiduciaries they are intertwined with representing those parties in exclusively marketing and intertwined with representing those parties in exclusively marketing and managing managing theirtheir properties. Several may own their own property or may have properties. Several may own their own property or may have hidden interests that should be divulged. This may result in the possibility of hidden interests that should be divulged. This may result in the possibility of “trying to light a candle from both ends”.“trying to light a candle from both ends”.


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