Download - Module 9 consultative brokerage
Li
Lipsey School of Real Estate2011 Systems for Success
Presented by
Mike Lipsey, MCRE
Module 9 Consultative Brokerage 9.1………………………………...Services that Sell9.2……………………..Methods of Compensation9.3……………………….…..Assembling the Team
Module 9: 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
Consultative Brokerage
9.1
Commercial Real Estate Cycle
Phase 1:
TransactionManagement
Phase 2:
Account ServicesLease Administration
Phase 3:
Consultative Brokerage
Phase 4:
Real Estate Recovery Solutions
Cram DownsBlend & Extend
Four Phases of Commercial Real Estate
9.1
Situation Quadrant Solution Compensation
Consultative BrokerageWhat Services Can You Provide?
9.1
Menu of Advisory ServicesInvestment Brokerage
Menu of Advisory Services
Real Estate Tax Audits
Amenity Market Evaluation
Acquisition
Corporate Financial Consulting
Project Financing and Equity
Sourcing
Corporate Sales
Disposition
9.1
Menu of Advisory ServicesAsset Management
Menu of Advisory Services
Pre-Construction Consultation
Design and Specifications Review
Lease Administration
Operational Analysis
Contact Negotiations
Preventative Maintenance Program
Tenant Relations Program
Pro-Forma Expense Analysis
9.1
Menu of Advisory ServicesGeneral Consulting
Menu of Advisory Services
Strategic Management
Value/Risk Analysis
Financial Structuring
Labor Availability
Site/Image Analysis
Location Analysis
Land Acquisition
Demographic Studies
Property Valuations / Appraisals Facilities Inventory
9.1
Menu of Advisory ServicesConstruction
Menu of Advisory Services
Architectural & Engineering Interface
Schematic Cost Estimate
Preliminary Schedule
Constructions Inspections
Insurance Requirement
Contract Procedures
Permits
Specifications Bid Package
Contract Negotiations Punch List
9.1
Menu of Advisory ServicesPlanning
Menu of Advisory Services
Zoning / Subdivision Analysis
Covenants Analysis
Conditions / Restrictions Analysis
Annexations Analysis
Site Planning
Landscape Design
Signage Problems
Surrounding Land-Use Analysis
9.1
Menu of Advisory ServicesPermitting
Menu of Advisory Services
Environmental Impact Statements
Environmental Protection (EPA)
Corps of Engineers
State and Local Sanitary Districts
Municipal Subdivision Permit
Transportation Improvement Permit
Municipal Landscaping Permit
State Water Resources
9.1
Menu of Advisory ServicesEngineering
Menu of Advisory Services
Soils Testing
Boundary Surveys
Topographical Surveys
Utility-Availability Analysis
Flood-Plain Analysis
Wetland Analysis
Plats
Detention-Feasibility Analysis
9.1
9.2
Methods of Compensation
All Assignments Might Not Result In A Commission
Alternatives to Traditional Commission Compensation
Consulting Fee Bonus Percentage of Savings Percentage of Value Creation
9.2
Calculating Consulting Fee
Annual Financial Goal / 1500 = Hourly Consulting Fee
Example
($200,000) Annual Financial Goal / 1500
$133 (Hourly Consulting Fee)
Assembling The Team
9.3
Team Structure
In This Industry, Teams Fall Into the Following Categories
Project Specific Teams – Property Manager, Leasing, Investment Sales
Deal Teams – Managing Director With Pools
Assembling The Team
9.3
Team Structure (Team Types)
Super Teams – More Than Eight Members
Presentation Teams – Composition of Organization’s Capabilities
Smaller Teams
Senior Broker
Junior Broker
Marketing Coordinator
Assembling The Team
9.3
Permanent Teams:
Optimal Structure of a Permanent Team of Three to Six Members
Senior Broker
(1-2) Associate(1-2)
Marketing Coordinator
Junior Broker
- Analyst -
Admin
Broker
Associate
Junior
Marketing
Administration
Analyst
9.3
Assembling The Team (Merging Responsibilities)