PREsENt - Coldwell Banker Commercial

Transcription

Prof
P
Professsionalism
Hones
Honesty
Coldwell Banker Commercial®
Integr
Integrity
Integrity
PAST
Present
&
Future
© 2007 Coldwell Banker Real Estate Corporation.
All Rights Reserved.
Today’s Agenda
PAST
Brief History of Coldwell Banker Commercial®
Present
Who is CBC?
How can CBC help you?
Systems Tools & Resources
Systems,
Marketing & Networking Resources
Learning & Training
Future
Four Paths To Growth
THE PAST
Coldwell Banker Commercial® History
1906 – San Francisco City Hall after Earthquake
Coldwell Banker Commercial® History
1.
2.
3.
4.
5.
1906- Birth of company out of earthquake’s ashes
1968- Coldwell Banker goes public
1981- Coldwell Banker becomes part of Sears, Roebuck, & Co.
1989- Sears, Roebuck, & Co. sells commercial division
1998- Coldwell Banker Commercial is reactivated
Fantastic Growth!
$400
$350
855% Growth
1998 vs. 2005
Millio
ons
$300
$250
$200
$150
$100
$50
$0
1998
1999
2000
2001
2002
2003
2004
2005
2006
The Present
The Safe Choice for More than a Century
Introduction
Power of a Global Brand
Small Business Owners
Please indicate which commercial real estate companies you have seen or
heard of?
86%
30%
*Multiple responses possible, total may exceed 100%
(2006 Survey Results)
6%
1%
O
nc
or
JL
L
RE
CB
&
m
el
lC
ro
w
13%
Cu
sh
m
an
El
lis
Tr
am
G
ru
bb
&
CB
W
ak
ef
ie
ld
16%
I
31%
NA
38%
C
100%
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
Small Business Owners
Which commercial real estate companies would you consider using for
the lease,
lease buy or sale of a commercial property in the next 12 months?
35%
30%
30%
25%
19%
20%
16%
13%
15%
13%
10%
5%
2%
5%
2%
Cu
sh
m
an
&
O
nc
or
I
N
A
JL
L
W
ak
ef
ie
ld
RE
CB
m
el
lC
ro
w
Tr
am
G
ru
bb
&
CB
El
lis
C
0%
Corporate Users
Please indicate which commercial real estate companies you have seen or
heard of?
95%
100%
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
89%
89%
87%
80%
71%
71%
68%
M
&
ar
cu
s
M
41%
O
nc
or
AI
N
i ll
ic
ha
p
h
au
ba
c
St
JL
L
E
BR
C
el
lC
ro
w
m
m
ef
ie
ld
Tr
a
C
us
hm
an
&
G
ru
bb
W
ak
&
C
El
BC
lis
44%
Corporate Occupants & Developers
Which of the following commercial real estate companies have you seen or
heard of?
98%94%
100%
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
92%90%
86%87%
86%86%
63%60%
40%
31%
Corporate
In
te
rn
at
io
na
l
O
nc
or
C
B
RE
N
A
IG
lo
ba
l
ru
bb
&
El
B
l is
an
ke
rC
om
m
er
C
us
ci
al
hm
an
&
W
ak
ef
ie
ld
Tr
am
m
el
lC
ro
w
Developer
C
ol
dw
el
l
G
88%88%
Global Footprint
•
•
•
•
•
260+ Companies
500+ Offices Worldwide
4,000+ Associates
27 Countries
30,000+ Transactions
(2006)
• Local/Regional
Knowledge
“Previously Cendant” Companies
Introduction
“Previously Cendant” Companies
Transaction Model
Lead Generation
Conversion
REVENUE IMPACT:
REVENUE IMPACT:
Team Members
IDENTIFY
PROSPECTS
RESEARCH
♦Industry groups,
employment
data, company
names
♦Walk Buildings,
drive the area,
talk to landlords.
MAKE CONTACT
REVENUE IMPACT:
Team Members
MEET
COLD CALLS
STRATEGIZE
♦Call regular number ♦Who’s going
of prospects everyto the meeting?
day
COMPILE BASIC INFO
♦Address &
phone number
♦Number of square
feet required
♦Lease expiration
date
♦Current rent
payments
♦Who’s the
decision Maker?
Service Delivery
INTERVIEW
♦Meet the prospect and begin
discovering his
or her needs.
DISCOVER THE
PROSPECT’S NEEDS
Team Members
ESTABLISH A RELATIONSHIP
Personal
Professional
UNCOVER
SOCIALIZE
IMPRESS
♦Business Goals
♦Lunch
Show the pro(Strategy, culture,
♦Entertainment spective client
operations, Human
♦Golf
your credentials:
Resources, Finance)
♦Marketing ma♦Where are they in
terials (success
their real estate user
stories, educacycle?
tional materials
♦Basic lease facts
♦Seminars
♦What are they look♦Articles
ing for in a broker?
♦Public Speak♦What Coldwell Banker
ing
Commercial resources
might they need?
CREATE THE PRESENT
DEFINE THE EXECUTE SITE COMPLETE
NEGOTIATE
PROPOSAL
YOUR CASE WORK PLAN SELECTION DOCUMENTATION & EXECUTE
WRITE
♦Executive
summary
♦Situation
♦Analysis
♦Approach
♦Relevant
experience
♦Conclusion
REHEARSE
PERFORM
GIVE
♦Building
tours
♦Market
♦TEAM LEADER
data
♦NEGOTIATOR
♦MANAGER
♦LOCAL EXPERT
PREPARE
♦RFP’s
♦Proposal’s
♦Analyses
GOALS
GOALS
2 MEETINGS/WEEK
DELEGATE
Roles and
Responsibilities:
CONVERT
GOALS
14 DIALS/DAY
VISION FOR 2003
Gross Revenue:
Square Feet Represented:
Average Fee:
IMPLEMENT ALLIANCES
SECURE
♦Lease
points
♦Business
points
OVER
PROJ
CONST
COORDINAT
♦Architect
♦ Contractor
♦ FF&E
♦Timetable
♦Budgets
♦Movers
Emerging Trends in Business
Development
p
& CBC Solutions
•
Shorter response to RFP’s
•
Strategic Sourcing
•
Branding
Proven track record & reduced cycle time in RFP responses
Establish & maintain preferred vendor list
Globally recognized name and brand
•
Service providers are interchangeable
•
Lone Rangers don
don’tt work
work….teams
teams do
Strategic differentiators
Sources, CEL, CBC BD group.
Target New Business Development Program
•Existing CBC Clients
•Other Corporate Services Providers
•Former Cendant & Apollo Family of Companies
•Major companies with a high percentage of leased / owned properties
•Major companies experiencing market driven change (i.e. mergers,
acquisitions, consolidations, downsizing, etc.)
•Fortune 1,000 companies and high growth companies headquartered
in the respective Market Regions
Systems Tools and Resources
Enhancements to
Analytics
Project management
Maps, Aerials, & Demographics
Systems, Tools & Resources
CBCSM Websites
http://www.coldwellbankercommercial.com
http://cbnet.coldwellbanker.com
C ld llB k C
ColdwellBankerCommercial.com
i l
1,252,000 page views per month
101,567 visits per month
56,353 unique visitors per month
Central Data Exchange
coldwellbankercommercial.com
Internet
& Tools
T l
CREST
EDG
CDX
Initial data entry
Listings Manager
Enhance your
listing
g data
Modify &
enhance further
Basic Agent Profile Page
B i A
Basic
Agentt Profile
P fil P
Page
Before
Basic Office Profile Page
B f
Before
Interactive Marketing & Technology
Reis Online Real Estate Research Tool
• 64 Primary Markets
• 16 Secondary Markets
• Reports
p
•Metro Reports
•Submarket Reports
•Rent Comps
•News
• Property Types
•Office
•Industrial
•Retail
•Multi-Family
• $4,000
,
quarterly
q
y
allowance
InstantClientAccessSM
A Web-based project and transaction management system that allows clients and Sales
Associates to share deal information anytime, anywhere.
•P
Property ddata: fl
floor plans,
l
spreadsheets, photos
• Unlimited document storage
• “Real-time”
“R l ti ” project
j t updates
d t
• Project timelines
• Milestones and task management
• Team rosters
• Email tool for sending out
updates
Coldwell Banker Commercial® LeadRouter
Business Advantage Program
Save money on the products
and services you need.
• Computers and digital cameras
• Errors & Omissions insurance
• Copiers,
Copiers fax machines and
other office equipment
• Office and stationery supplies
• Commercial
C
i l lending
l di services
i
• Overnight express service
• Communications services
E
Errors
& Omissions
O i i
Office Supplies
• Up to 60% discount off manufacturer’s list price on office products
•52% off list prices for Office Furniture through HON
•Free Consultation Services Also Available
• Reduced pricing on major brands of Digital Cameras - Nikon, Fuji, Sony, HP, Canon, Olympus
•Free Shipping on all office supplies and camera orders over $50
•Next Day Delivery on all orders placed before 3PM EST
To activate your location under the Coldwell Banker Commercial account or to place an order
call 866-472-6473.
Marketing – 2007 Online Advertising
Marketing – 2007 Print Advertising
2007 Advertising & Media
2007 Advertising & Media
2007 Corporate
p
Real Estate Survey
M
Marketing – Listing Exposure
2007 Advertising Program
Listing Ad Insertions:
February 28
y
May 9
June 20
September 12
September 12
November 7
The Wall Street Journal
84% receivedd at least
l
1
qualified lead*!
Four full-page ads in 2007
The Property Report section (Wednesdays)
More than 2,000,000 readers
Significant savings to affiliates
6 to 10
5%
%
11 or more
5%
Marketing Fund subsidizes nearly 70
percent of ad
*Figures taken from 2006 survey information
Zero
16%
1 to 5
74%
Listing Exposure
Advertising Discounts
Printed Products
Use this catalogue to order your
printed
i t d products
d t
Printed Products
Catalog available on CBNet
Viewpoint Newsletter
•
•
•
Key tool in CRM efforts.
Update on market trends
10 versions available
Heavy Hitter Program
Communications
Communications
Hear More About:
• New Programs & Products
• Upcoming Events
• Industry & Brand News
• Affiliate Successes
Communications
Communications
• CBNet
• http://cbnet.coldwellbanker.com
http://cbnet coldwellbanker com
• The Commercial Connection
• Monthly newsletter
• Action Pack
• Bi-annual membership mailing
•Marketers and Administrators Council (MAC)
•Email Notification
Networking, Events & Training
Networking
• Annual Global Commercial Conference
(GCC)
• International
I t
ti l Council
C
il off Shopping
Sh
i Centers
C t
(ICSC) Annual Spring Convention
• Commercial real estate industry events
• Circle of Distinction Event
• Commercial Elite Recognition Event
Networking, Events & Training
Global Commercial Conference
2007
Global Commercial Conference (GCC)
March 3-5, in Las Vegas, NV.
•
•
•
•
•
Global Awards & Recognition Ceremony
Exceptional Networking Opportunities
Excellent Educational Courses
Business Development Group Sessions
Vendor Tradeshows
Promote Your Listings At ICSC
New 4,500 sq. ft. Booth for 2007
•Networking
•Instruction/Training
•Senior CBC Staff
2007 CBC Regional Events
Birmingham:
April 12th
Ch l t
Charleston,
SC
SC:
M 10th
May
Dallas:
June 14th
Orlando:
August 12th
LA / San Diego:
Sept 18th
Sept.
San Francisco:
Oct. 2nd
Portland, OR:
Oct. 4th
Chicago:
Oct 24th
Oct.
Salt Lake City:
Nov. 8th
Baltimore:
Nov. 29th
•Property Pitch Sessions
Regional ICSC Events
•CBC Booths Available
•Deal
ea Making
a g Oppo
Opportunities
tu t es
•Networking
•Instruction
Industry Events = Networking Opportunities
• BOMA
• CCIM
• CoreNet
• ICSC
• IREM
• NAIOP
• SIOR
• ULI
Learning & Training
•
Goal:
Develop and Deliver Training
that has a measurable impact
– Increase Revenue
– Grow Business
– Manage Efficiently
•
Customized by
y role:
– Owners and Managers
– Experienced Brokers
– Emerging Brokers
– Administrative Staff
– Marketing Managers
Training Delivery
Multiple options
to improve skills & grow business:
•
•
•
•
•
•
Conference & Regional Event Seminars
Traditional Classroom
Live-online Webcasts
Recorded Webcasts
On-Demand Self-paced
p
((Web))
Facilitated Mentoring
Accessed through CBNet
Owners & Senior Managers
g
•
CEO PROGRAM
– Coldwell Banker Commercial and the Wharton School at the University of
P
Pennsylvania,
l
i th
the nation's
ti ' oldest
ld t b
business
i
school,
h l h
hostt a fifive-day
d
Leadership Program on their campus
– Wharton faculty led sessions on a variety of topics, including leadership,
finance, strategic entrepreneurship, planning, research, marketing, legal and
business ethics.
•
Three 2007 MIKE LIPSEY WEBINARS
– Team Brokerage: Developing and Managing Teams for Higher Revenue
– Your Role as Player/Coach
y
– Business Planning for Brokers: Wealth Building Strategies
•
CONFERENCE SEMINAR SPEAKERS
–
•
In 2007 a new GCC Seminar track exclusively for principals and managers
was introduced
i t d
d
STAR Orientation
– Overview of all Servicing
Servicing, Training
Training, Events and CBC Systems and Marketing
Tools
Experienced Brokers
•
Six 2007 MIKE LIPSEY WEBINARS FOR BROKERS
–
–
–
–
Developing Your 2007 Scoreboard
Research, Resources & Websites to Help You Win More Business
Financial Literacy Session I: Understanding Debt
Financial Literacy Session II: Winning Assignments Through Financial
Literacy
– Advanced Sales Skills
– Presentations PLUS
•
–
In 2007 a new GCC Seminar track exclusively for principals and managers
was introduced
– CBC Regional Conference Events host guest lecturers and industry experts
•
CCIM
– Commercial University has partnered with CCIM to offer significant discounts
on all CCIM classes (online & classroom), as well as membership fees
– In 2007 free one-day CCIM courses will be offered the day before our CBC
Regional Conference Events
New Brokers
•
Emerging Broker Training Program (EBT)
–
–
–
–
•
TEN 2007 MIKE LIPSEY WEBINARS FOR NEW SALES PROFESSIONALS
–
–
•
In 2007 a new GCC Seminar track exclusively for new sales associates was
introduced
CCIM
–
•
Business Development 1-6
Financial Literacy 1-4
–
•
Multi-month intensive training program
Combines Classroom, Online classroom, Measured Field Assignments and
g
Facilitated Mentoring
A differentiator in the industry – developed with Ralph Spencer
Will run three times in 2007 at three different locations (Las Vegas, TBD, TBD)
Commercial University has partnered with CCIM to offer significant discounts on all
CCIM classes (online & classroom), as well as membership fees
Top Dogs
–
Discounts on all Top Dogs tapes and live programs
Emerging Broker Training
Testimonials
est o a s
•
“My guys came back from EBT fired up and ready to pull down some
major hours and business. From my conversations with them, the
training was challenging, fast paced and intensive. They both really
liked the accountability aspect to the training with monthly follows,
additional in person meetings, and mentor input.” Christopher J.
Telles President, CBC Metropolis Real Estate
•
"My three new hires are excited, positive, and enthusiastic about their
careers as a result of the time spent in EBT. My hat is off to David
Birnbaum and Fred Schmidt for such an excellent program”
program – Nick
Nicholson President, CBC Nicholson-Williams Realty
•
g experience
p
for me and I came back to
“EBT is a tremendous learning
the office almost a completely remade commercial agent! The entire
program thus far has been a wonderful experience. I am excited to see
what Phase-2 in Las Vegas will hold! - Mary Pratt, Sales Associate,
CBC Bennett Williams Realty
Emerging Broker Training Program
1.
Getting Started –Introductions to the commercial real estate sales / lease
process; the CBC brand; and commercial real estate in general. Territory
management and personal business planning.
2.
Finding New Business Opportunities / Prospecting
3.
Uncovering Needs – All aspects of conducting tenant rep and listing meetings
– including preparation and data gathering techniques.
4.
Analyzing the Property / Tenant –Visiting and assessing properties; preparing
estimates of value or services required, and preparing marketing plans.
5
5.
Gaining Control – Presenting the proposed solution
solution, responding to customer
concerns, and asking for the business.
6.
Market the Property – Organizing marketing plans/leasing programs;
7
7.
Negotiate & Handle the Transaction – Presenting offers and guiding
negotiations. Basic technical aspects of transactions.
8.
Follow Through –Gauging customer satisfaction, assessing self-performance,
and identifying repeat business opportunities.
Marketing & Office Managers
•
– In 2007 a new GCC Seminar track exclusively for Marketing
Managers & Office Administrators was introduced
– Hands-on training at Regional Conferences & GCC in 2007
•
STAR O
Orientation
i t ti
– Hands-on training for CBC Systems and Marketing Tools
•
WebEx Live-Online tool training
– Hands-on training over the internet for CBC Systems and
Marketing Tools
•
On-Demand Self-pace web training
– Excel, Word, PowerPoint and other essential skills
Recognizes and Awards You
The Global Awards and Recognition Program honors peak
performers annually
annually.
•
•
•
•
•
•
•
•
•
•
•
•
Commercial Elite
Number One Company, Globally
S i A
Spring
Arcade
d A
Award
d
Number One Office Award, Globally, Regionally and by State
Most Improved Office Award, Regionally
Top Five Producers, Globally and Regionally
Number One Sales Associate by State
Circle of Distinction—Platinum, Gold, Silver & Bronze Levels
Mentor/Protégé of the Year Award, Regionally
Property Manager of the Year
Office Manager of the Year
Diversity Award
Awards & Recognition
The Future
Path of Future Growth
$2,500
$2,000
$1,500
$1,000
$500
$0
2006
2007
2008
2009
GCI - Future Path
2011
2013
GCI - Current Path
2016
Strategic Principles
•
•
•
•
One Voice to the Market
Quality v. Quantity
Hub & Spoke
Business Development
Future Value Circle

PREsENt - Coldwell Banker Commercial

Transcription

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