Get New Business NOWGet New Business NOW

Greg Schenk SIOR Greg Schenk SIOR CNECNE

2011 NAR Signature Speaker2011 NAR Signature Speaker

www.schenkseminars.comwww.schenkseminars.com

If you want to get new business today you If you want to get new business today you have to do a few things differently:have to do a few things differently:

• Be a Be a Consultant /advisorConsultant /advisor not just not just a Realtor . Be a consultant first and a Realtor . Be a consultant first and a “resultant” second! a “resultant” second!

• Work on your listening skillsWork on your listening skills

• Live with an attitude of gratitude! Live with an attitude of gratitude!

Be their ultimate Be their ultimate service providerservice provider

• Seek first to understand , then be Seek first to understand , then be understood! understood!

• Be a “master of the market” and a Be a “master of the market” and a “master of the process”“master of the process”

• Learn probing skills The Who, What , Learn probing skills The Who, What , Where , When and why (see our Where , When and why (see our website irepthetenant.com under website irepthetenant.com under “get started for questions to ask in “get started for questions to ask in probing)probing)

• Be persistent and work hard, again Be persistent and work hard, again your attitude here is key!your attitude here is key!

• Be a “relationship oriented” consultant, Be a “relationship oriented” consultant, NOT a salesperson! NOT a salesperson! Or what we call our relationship approach Or what we call our relationship approach to businessto business

#1#1 Understand your prospective clients real estate needsUnderstand your prospective clients real estate needsThis is what you need to know about each and every prospective client:This is what you need to know about each and every prospective client:Their short and long term strategic plans and goals including:Their short and long term strategic plans and goals including:Name: Name: Title: Title: Company: Company: Address: Address: City, State, Zip: City, State, Zip: website and E-mail address: website and E-mail address: Product Type: Checkmark (√) the product you're interested in. □ Office □ Product Type: Checkmark (√) the product you're interested in. □ Office □ Industrial □ Flex □ Retail □ Investment Current Needs: Checkmark (√) the Industrial □ Flex □ Retail □ Investment Current Needs: Checkmark (√) the services you're interested in. services you're interested in. □ Acquiring commercial property □ Acquiring □ Acquiring commercial property □ Acquiring commercial property □ Leasing commercial property □ Commercial real estate commercial property □ Leasing commercial property □ Commercial real estate consulting services □ Consulting Services □ Project Management Services □ consulting services □ Consulting Services □ Project Management Services □ Build-to-suit □ Investment property acquisition □ Other Build-to-suit □ Investment property acquisition □ Other Desired Property Location: (City, State) Desired Property Location: (City, State)

In order to better analyze your current goals, please fill out in detail your Vision In order to better analyze your current goals, please fill out in detail your Vision and your Profile below and your Profile below

Square Feet Needed: Square Feet Needed: Personnel Count: Personnel Count: Parking Needs: Parking Needs: Space Usage: Space Usage: Location Preference: Location Preference: Please give North, South, East, and West Boundaries. Please give North, South, East, and West Boundaries. Base Lease Term: (How long do you want the lease?) Base Lease Term: (How long do you want the lease?) Please checkmark (√) your choice. □ 3 □ 5 □ 7 □ 10 years □ SubleasePlease checkmark (√) your choice. □ 3 □ 5 □ 7 □ 10 years □ Sublease

Part 2: Company Profile cont. Part 2: Company Profile cont. Desired Occupancy Date: Desired Occupancy Date: Existing Lease Expiration: Existing Lease Expiration: Existing Square Footage: Existing Square Footage: Existing Rental: Existing Rental: Rate/Square Foot: Rate/Square Foot: Dollars/Month: Dollars/Month: Hours of Operation: Hours of Operation:

Part 3: Floor Plan Requirement Part 3: Floor Plan Requirement List the number of rooms and the size in sq. ft. List the number of rooms and the size in sq. ft. Private Offices/Size: Private Offices/Size: Conference Rooms/Size Conference Rooms/Size Open Area/Size: Open Area/Size: Kitchen - Lunch Room/Size: Kitchen - Lunch Room/Size: Computer Room/Size: Computer Room/Size: Training Rooms/Size: Training Rooms/Size: Mail Room/Size: Mail Room/Size: Supply Rooms/Size: Supply Rooms/Size: Dead Storage/Size: Dead Storage/Size:

Part 4: Warehouse Needs List the number and/or the size. Rooms/Size: Ceiling Height: Docks Needed: Drive in Doors Needed: Part 5: Building Needs Special Electrical/HVAC Needs: Wiring and Cabling Needs:

Part 6: Image and Identity What style do you want to have in your new space? Please checkmark (√) your choice. □ Business-like □ Trendy □ Up and

Coming □ Flex Space □ High Rise Class A

Part 7.Decision Making Criteria:

Circle the level of importance on a scale of 1 to 5.One being the highest and five being the least important. Quality/Image of Property/Building: 1 2 3 4 5 Cost: 1 2 3 4 5 Parking: 1 2 3 4 5 Occupancy Date: 1 2 3 4 5 Amenities: 1 2 3 4 5 Competition: 1 2 3 4 5 Boundaries: North South East and West Explain Your Site: Tell Us About Your Goals: What do you want to achieve? What is your goal and objective?

Once you understand the prospective clients need now what?Once you understand the prospective clients need now what?

1. Get a space planner involved1. Get a space planner involved2. Help the prospect visualize what it is they need to better improve their space and 2. Help the prospect visualize what it is they need to better improve their space and profitabilityprofitability3. Do they have a strategic plan? If not help them put one together!3. Do they have a strategic plan? If not help them put one together!4. Who do you need on your team? 4. Who do you need on your team? 5. Focus on saving the client TIME and MONEY!5. Focus on saving the client TIME and MONEY!6. Know your market and the process better than anyone in your market!6. Know your market and the process better than anyone in your market!

• Schedule of EventsSchedule of Events • Establish Parameters Establish Parameters • Interview Management Interview Management • Define Space Requirements Define Space Requirements • Complete Space Program Complete Space Program • Tour Viable Building Sites Tour Viable Building Sites • Narrow Building Choices Narrow Building Choices • Prepare Preliminary Space Plan Prepare Preliminary Space Plan • Prepare Request for Proposal Prepare Request for Proposal • Analysis of Best Alternative Analysis of Best Alternative • Present/Approve Recommendations Present/Approve Recommendations • Negotiate Letter of Intent Negotiate Letter of Intent • Negotiate Contract Negotiate Contract • Finalize Space Plans Finalize Space Plans • Complete Construction Drawings Complete Construction Drawings • Construct Space Construct Space • Move-inMove-in

PPreferred Vendors to help you make stand out compared to other agents and referred Vendors to help you make stand out compared to other agents and help your clients transition go smoothlyhelp your clients transition go smoothly1. Space Planning : 1. Space Planning : 2. Architects 2. Architects 3. Phone systems: 3. Phone systems: 4. Furniture & Fixtures 4. Furniture & Fixtures 6. Move & Project Mgt 6. Move & Project Mgt 7. Contractor/ Build out7. Contractor/ Build out8. Property Insurance8. Property Insurance9. Accountant 9. Accountant 10. Real Estate Attorney 10. Real Estate Attorney 11. Commercial Bankers 11. Commercial Bankers 12. Lease operating expense audits12. Lease operating expense audits13. IT consulting, Internet, Wiring & Cabling: 13. IT consulting, Internet, Wiring & Cabling: 14. Security, Alarm Systems 14. Security, Alarm Systems 15. Web Site Design, Computer Issues 15. Web Site Design, Computer Issues 16. HR Payroll 16. HR Payroll 17. Carpet Cleaning17. Carpet Cleaning18. Property Management18. Property Management

• All these vendors save your clients valuable time!All these vendors save your clients valuable time!

1. Never work without a written agreement! 1. Never work without a written agreement! Make it as specific as possible for each assignment. Make it as specific as possible for each assignment. Don’t assume anything! Don’t assume anything!

2. Get a “meeting of the minds” and verbally discuss the goals of the 2. Get a “meeting of the minds” and verbally discuss the goals of the prospective client and their assignment before even discussing the prospective client and their assignment before even discussing the agreement. agreement. It should be an after thought once you have bonded! It should be an after thought once you have bonded! 3. Go into the meeting focusing on the client not getting the business! 3. Go into the meeting focusing on the client not getting the business! The prospective client can sense this. The prospective client can sense this. If you are If you are solution focusedsolution focused you will have a better chance of getting the you will have a better chance of getting the business.business.4. Think long term, relationship driven, not short term transaction driven!4. Think long term, relationship driven, not short term transaction driven!

5. Today Trust, Bonding, Relationship is more important than ever!5. Today Trust, Bonding, Relationship is more important than ever! With so much greed, fraud, etc (Madoff) prospective clients will be cautious With so much greed, fraud, etc (Madoff) prospective clients will be cautious and careful about each and every relationship they want to make!and careful about each and every relationship they want to make!

66.. Use your “Trusted advisors” to get in with the prospects “Trusted Advisors”. Use your “Trusted advisors” to get in with the prospects “Trusted Advisors”.

7. More tenants are renewing than ever before! Our statistical trends are 7. More tenants are renewing than ever before! Our statistical trends are showing more than 80% of tenants renewing vs. 70% from earlier years. showing more than 80% of tenants renewing vs. 70% from earlier years. What this means is going in thinking more of renewal/restructuring existing What this means is going in thinking more of renewal/restructuring existing leases or early lease renewal vs. relocating.leases or early lease renewal vs. relocating.

8.Even less are purchasing buildings or building buildings. 8.Even less are purchasing buildings or building buildings. This year none of my clients building and only one have purchased a facility.This year none of my clients building and only one have purchased a facility.Most are doing early lease renewals 12-18 months before lease expiration!Most are doing early lease renewals 12-18 months before lease expiration!

• Q & A Time! Your questions Q & A Time! Your questions answered! answered!

What are the main issues you have What are the main issues you have in getting new business?in getting new business?

SummarySummary• Really listen to the prospective clientReally listen to the prospective client• Look for clues to what their hot buttons are (probe) Look for clues to what their hot buttons are (probe)

Review formsReview forms• Be Relationship Driven not transaction oriented for Be Relationship Driven not transaction oriented for

long term successlong term success• Get your preferred vendors in line and get them to Get your preferred vendors in line and get them to

introduce youintroduce you• Now is the time to get out and make new Now is the time to get out and make new

opportunitiesopportunities• See our book “Tenant Rep A to Z” for more help on See our book “Tenant Rep A to Z” for more help on

the process of becoming a consultant/advisorthe process of becoming a consultant/advisor• See our CD for all the forms to use and how to put See our CD for all the forms to use and how to put

together a presentation book . together a presentation book .

• Webinar Seminar SpecialWebinar Seminar Special As a “Thank you” for your continued loyalty and patronage The Schenk Company Inc “Competitive Edge” Seminars is offering: Our book “Tenant Rep A to Z” which was featured on the Realtor.org website in March and our CD which has the forms to use as well as how to put together a presentation book. Download version for $150 thru April 10, 2011 And hard copy version for $190 thru Juner 30, 2011 (Normally priced, the book and CD are $250 for both) All one on one and office training by phone normally $200/hour in four hour increments Now only $185/hour in four hour increments. All can be ordered online. We tailor training to your goals and current issues.

Make your life easier, call:Make your life easier, call:The Schenk Company Competitive Edge SeminarsThe Schenk Company Competitive Edge SeminarsHelping you learn grow and prosper for life!Helping you learn grow and prosper for life!614-496-2715614-496-2715Commercial Tenant/Buyer/InvestorCommercial Tenant/Buyer/InvestorRepresentation SpecialistsRepresentation SpecialistsSaving you and your clients TIME & MONEY Saving you and your clients TIME & MONEY www.schenkseminars.com and www.irepthetenant.comwww.schenkseminars.com and www.irepthetenant.com for for information information

E Mail: Greg@irepthetenant.comE Mail: Greg@irepthetenant.com

Gregory P. Schenk, SIORGregory P. Schenk, SIOR

Holds the top designation available in the commercial real estate industry: Holds the top designation available in the commercial real estate industry: Specialist, Industrial and Office Real EstateSpecialist, Industrial and Office Real Estate (SIOR) designation. (SIOR) designation.

Founder of Central Ohio’s only commercial real estate firm specializing Founder of Central Ohio’s only commercial real estate firm specializing exclusively in Tenant/Buyer-Representation – no other firm in the area does exclusively in Tenant/Buyer-Representation – no other firm in the area does so.so.

Creator of ”The Schenk Company’s “Competitive Edge” seminars and courses Creator of ”The Schenk Company’s “Competitive Edge” seminars and courses on exclusive tenant representation and Corporate Service which can be on exclusive tenant representation and Corporate Service which can be certified for continuing education.certified for continuing education.many other articles which have appeared in local and national publications. many other articles which have appeared in local and national publications. 2010-11 NAR Realtor Commercial Alliance Signature Series Speaker, 2010-11 NAR Realtor Commercial Alliance Signature Series Speaker, 2006 Micro Entrepreneur of the year award winner for real estate2006 Micro Entrepreneur of the year award winner for real estatePast Co- Chairman SIOR Tenant Rep Committee Past Co- Chairman SIOR Tenant Rep Committee Awarded by Costar Top Power Broker 2004!Awarded by Costar Top Power Broker 2004!Featured in Midwest Real Estate News 2003 & 2002Featured in Midwest Real Estate News 2003 & 2002Top 50 broker in the Midwest Top 50 broker in the Midwest Featured 2010 Small Business News, C Magazine , Business FirstFeatured 2010 Small Business News, C Magazine , Business First

Gregory P. Schenk, SIORGregory P. Schenk, SIOR Creator of Creator of www.irepthetenant.comwww.irepthetenant.com web site which gives web site which gives clients an up to date history of The Schenk Company’s clients an up to date history of The Schenk Company’s services, clients, letters of recommendations. Instructor for services, clients, letters of recommendations. Instructor for numerous real estate investment and brokerage courses and numerous real estate investment and brokerage courses and has been certified by the numerous states for continuing has been certified by the numerous states for continuing education classes. education classes. 24 years in commercial real estate and has owned, managed, 24 years in commercial real estate and has owned, managed, leased and/or brokered millions of square feet of office, leased and/or brokered millions of square feet of office, medical office, retail and industrial properties as well as medical office, retail and industrial properties as well as investment acquisitions. investment acquisitions. National Association of Realtors Realtor Commercial Alliance National Association of Realtors Realtor Commercial Alliance Signature Series Speaker, Teacher and Trainer, AuthorSignature Series Speaker, Teacher and Trainer, AuthorCreator of The Schenk Company Competitive Edge SeminarsCreator of The Schenk Company Competitive Edge SeminarsBS Degree in Marketing from the Ohio State University.BS Degree in Marketing from the Ohio State University.Evans Scholar recipient. SIOR designation & CCIM classes Evans Scholar recipient. SIOR designation & CCIM classes PH: 614-496-2715 E-mail: Greg@irepthetenant.comPH: 614-496-2715 E-mail: Greg@irepthetenant.com