BUSINESS DEVELOPMENT FOR PROPERTY MANAGEMENT PROFESSIONALS

1. BUSINESS DEVELOPMENTFORPROPERTY MANAGEMENT PROFESSIONALS PRESENTED BY: NICHOLAS ILAGAN, DIRECTOR OF PROPERTY MANAGEMENT, SVNIC

2. Goal of the Webinar • Narrow your focus • Build a list of contacts • Choose your distribution method • Choose your messaging (hook) • Understand challenges of external PM executives • How you can capitalize

3. Narrow Your Focus • What kind of properties do you want to manage? • Office (Class A, B, C) • Industrial (Flex, big box) • Retail • Other • What area do you want to focus on? • Specific county, city, street

4. Benefits of Narrowing Your Focus • You don’t overwhelm yourself • More efficient with your time, staff • Higher margins (less travel, time, etc.) • Leveraged buying power with vendors • Greater market share, marketing becomes easier

5. Building a List of Contacts • Who are you going to reach out to? • Property Owners • Vendors (all vendors, not just the ones you use) • Banks (Loan officers, managers) • Title Company Reps • Other Brokerage Houses • Residential Agents (often Luxury)

6. Choosing a Distribution Method • Networking • Email Marketing • Snail Mail Marketing • Cold Call • The shift to “Inbound Marketing” • Social Media • Twitter • LinkedIn • Facebook • Advertising & PR

7. Goal of the Touch • Call, meeting or lunch? • Needs analysis? • Grab their email address?

8. What is your message? • New client marketing piece • Property Management Video • Master Insurance Program • GreenPSF • Budget Tune Up • Blog • Event (Cocktail reception, dinner, informational session) • Announcement (adding Property Management to service offering) • 30-day plan • Property Performance Plan

9. New Client Marketing Piece

10. Property Management Video SVN Miller Email Marketing

11. Property Management Video SVN Miller Website

12. ADVANTAGES OF MASTER INSURANCE PRODUCT • Great tool to prospect and develop new business • Creates “Stickiness” Between Franchisee and Client • Often Better Coverage at a Reduced Rate • Buying Power of Sperry Van Ness Network • No Penalties for Dropping Properties and Owners Have Ability to Choose Coverage and Deductibles • Strong Competitive Advantage in Marketplace

13. NATIONAL SUSTAINABILITY INITIATIVE Sustainability & Energy Efficiency Made Easy With SVNGreen • Great tool to prospect and develop new business • 5 minutes to cost savings opportunities • Income producing opportunity • Simple way to manage: • Energy Star data • Competitively bid projects • Bid energy services

14. Budget Tune Up • Look at their YTD budget vs. Actual • Review occupancy • Review Insurance • Talk with your vendors about things like janitorial, HVAC service, parking lot sweeping, landscaping, etc. • If you can’t reduce their OpEx and they are happy, going to be difficult

15. Blog • LT solution • Focus on keywords • Market off of your blog • Become an industry expert • Leverage the content

16. Podcasts

17. Events • Industry Events: IREM, BOMA, NAIOP, etc. • Cocktail Reception • Prospect Dinner • Cause Marketing (Walk, Run, Etc.)

18. Announcements (PR, Social Media, Email Blast) • Case Studies • Survey Results • Property Sale, Performance, Milestone • New Assignment • New Tenant • Event

19. 30-Day Plan/ Property Performance Report • Guarantee what you will deliver in the first 30-days • Work with a broker to do a Property Performance Report • Sell them on how you will: • Increase their NOI • Increase the value of their asset • Help them reach their goals • Reduce their risk • Reduce their headaches

20. National Reach. Local Expertise.

21. 2014 SURVEYTop 5 Issues Facing PM Companies Not Considered a Preferred Provider for Larger or Institutional Lack of Referrals for New Business Need a Better Pipeline For Future Business Lack of Marketing Need More Access to Larger or Institutional Landlords

22. A COMPANY BUILT ON CULTURE First Core Covenant Reflects Proactive Cooperation Cooperating proactivelywith all brokers and agents and always placing my client’s interests above my own Showing respect and supporting to my clients and colleagues Honoring my commitments Personifying and upholding the Sperry Van Ness brand Creating tangible benefits for my clients, colleagues and community Resolving conflicts quickly, positively and effectively Taking personal responsibility for achieving my own potential Excelling in my market area and specialty within the firm Focusing on the positive and possible Nurturing my career while valuing the importance of family, health and community. Lack of Referrals for New Business

23. COMPETE AS A NATIONAL BRAND SVN Master Insurance Program • Average Savings by an Owner • Largest Savings Achieved for any Owner to Date • Smallest Savings by any Owner Master Insurance Product allows you to compete with other national brands with an additional competitive advantage in the marketplace. In most cases, cost savings to clients (landlords) as covered property management fees. Need a Better Pipeline For Future Business

24. ACCESS TO NATIONAL & REGIONAL ACCOUNTS Need More Access to Larger or Institutional Landlords Not Considered a Preferred Provider for Larger or Institutional

25. ACCESS TO BEST IN CLASS MARKETING

26. Questions, Thoughts, Comments? Nicholas Ilagannicholas.ilagan@svn.com