Welcome to the Coldwell Banker Commercial family!

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3 COLDWELL BANKER COMMERCIAL AFFILIATES CORPORATE HEADQUARTERS 1 CAMPUS DRIVE PARSIPPANY, NJ BUS. (800) FAX (973) Welcome to the Coldwell Banker Commercial family! It is with great delight that we welcome Coldwell Banker Commercial Affiliates to our global network of companies. You should take pride in knowing that you are now part of an exceptional team of commercial real estate specialists that collectively offers a level of experience and know-how that is unmatched in our profession. Our success can be attributed to the fact that each member of our organization has shared in a commitment to excellence and superior customer service for their clients. We are excited that your office will help carry on that commitment and help shape the future successes of our organization. Our senior leadership team is an experienced group with a high level of expertise in commercial real estate as well as brand building, marketing and operations. From a corporate standpoint, our objective is to accelerate the personal and professional growth of each individual in your company and ensure that as an affiliate of the CBC organization, you are taking full advantage of all we have to offer. The most immediate benefit you will enjoy under the new designation Coldwell Banker Commercial Affiliates is the instant recognition that comes with our respected national brand identity -- yet you will still preserve the strength of the impressive local reputation you have established within your region. There are countless additional benefits you will receive as a part of the CBC brand, including: A dedicated new business development team, with the sole purpose of helping to generate new leads and referrals for our professionals Access to a set of customized training classes and learning resources that are unrivaled in the commercial real estate industry The most cutting edge technology tools and resources available in the industry The opportunity to collaborate with other regional offices through regional networking events The increased brand awareness generated from our national and international advertising and media campaigns And much, much more

4 COLDWELL BANKER COMMERCIAL AFFILIATES CORPORATE HEADQUARTERS 1 CAMPUS DRIVE PARSIPPANY, NJ BUS. (800) FAX (973) In addition, Coldwell Banker Commercial professionals are regular participants in events with the following commercial real estate trade organizations: CoreNet Global ICSC CCIM SIOR National Multi-Housing Council As you will soon see, our primary objective is to always provide you and the professionals in your office with tangible value as well as doing all we can to help support the growth of your company. Our success is tied to yours. As always, please reach out to myself or any member of the corporate team if you ever have any questions or concerns. It is our pleasure to help you. Once again, we welcome Coldwell Banker Commercial Affiliates to our organization and wish you every success in the coming years. We look forward to speaking with you again soon. Yours truly, Richard W. Davidson President & COO

5 Table of Contents Executive Summary Welcome from President Rick Davidson... Table of Contents... Senior Leadership Biographies... Director, Global Client Solutions Biographies... Director, Transition & Operations Biography... Regional Servicing Specialist Biography... Regional Servicing Map... Company Overview About Us... Realogy Corp... Philanthropy... Commencement New Company Checklist... Directory of Forms... o Logo Approval Form... o Press Release/ New Affiliate Form... o Top Notable Transaction Form... o Refer to Flash Drive... Identity Standards Form... Approved Supplier Information... Tools Learning Introduction to Tools & Servicing CBC Worldwide... Blueprint... Central Date Exchange (CDX)... Streamlined Listings Manager... E-Presentations... Web-Based Project & Transaction Management... Lead Management & Routing... Commercial University... CREST EDG... Introduction to CREST epay... How to Update Your Contact Information in CREST EDG... Commercial University... EBT....

6 Table of Contents How to Create A Marketing Splash What to Do First Prepare Your Firm (Business Advantage Program)... Utilize the CBC Brand Names... o ID Standards... o CBC Logo... o Templates... o Merrill Corp (Stationary, folders, etc.)... o Business Cards... o Signs... Public Relations Step-By-Step Guideline for PR... New Company PR... Press Release & Media Alerts... Hot News and Not News... Opening Event... Advertisements, Marketing Materials & Campaigns Advertising Campaign... Regional Advertising... Ad, Flyer, Postcard Creation e-presentation... Announcements / Direct Mail... Company Collateral... Web Your Company s Internet Site... CBCworldwide.com... Brand Your Site as CBC... Re-Market Your Listings Under the CBC DBA... o Remarket on CBC Website... o Free Listing Sites... o Individual Property Websites... Make Your Presence Known to Other CBC Affiliates Top Notable Transactions... Contact CBC and CB Residential Offices Near You... My Network on Blueprint... The Forums... Attend CBC Events...

7 Table of Contents Miscellaneous Marketing List of Your Company s Professionals... External Professionals Database... Industry Events & Sponsorships... Promotional Items... Continual Marketing Stay In Front of Clients... o Holiday Cards or s... o Announcements... Stay In Tune with CBC Information... Keep Website Updated... Be Tactful with Marketing... Appendix PR& Advertising Tools PR Do s and Don ts... Small Business Advertising Basics... Advantages / Disadvantages of Media Outlets... Where to Advertise: Helpful Websites... National Advertising Discounts... Online / Print Directories... Coldwell Banker Commercial Tools List Packages... o Enhanced Graphics... o Market Data (REIS)... o Demographics (Claritas)... o Financial Analytics... Market Your Listings Wall Street Journal... ICSC Retail Property Review... Global Client Solutions Create effective sales and leasing presentations on large on-off transactions Presenting the big picture in conjunction with the local expert for listing assignments Cold-calling potential corporate clients and bringing in local professionals to execute the transaction Helping to recruit talented professionals

8 Table Table of Contents of Contents Table of Contents o Events & Awards 2008 Coldwell Banker Commercial & Industry Events Calendar... Overview of Events... Awards General Business Rules... Awards & Recognition Brochure... Nomination Forms... o *Mentor/Protégé of the Year, Globally Nomination Form o *Office Manager of the Year Nomination Form o *Spring Arcade Award Nomination Form o *Technology Achievement Nomination Form Business Advantage Business Advantages for Your Company.... Contact Information Coldwell Banker Commercial Corporate Phone Directory... Coldwell Banker Commercial Staff Business Cards... Help Desk General Information...

9 Senior Leadership Team Rick Davidson President and COO In May 2006, Rick W. Davidson was appointed president and chief operating officer of Coldwell Banker Commercial, one of the most widely recognized commercial real estate organizations in the world. He is based at the company s worldwide headquarters in Parsippany, N.J. Through his leadership, Davidson is establishing a collaborative environment that leverages the company s market positioning and expertise, ensuring a consistency of service to clients, regardless of geography or product diversity. He is also focused on increasing the company s presence in primary markets and fine tuning the Coldwell Banker Commercial organization s service model. Before his appointment as president of Coldwell Banker Commercial, Davidson served as founding principal and chief executive officer of Coldwell Banker Commercial Capitol Realty Services from , an independently owned and operated company in the Washington, D.C. metropolitan market. Previous to establishing Coldwell Banker Commercial Capitol Realty Services, Davidson spent three years with Insignia/ESG as executive vice president and was responsible for the day-to-day activities of all leasing, property, facility and construction management teams throughout the eastern half of the United States. Prior to that, he spent nine years as managing director of CB Richard Ellis in the Washington D.C. Metropolitan area. While at CB Richard Ellis, Davidson s focus was in growth and establishing client relations and under his guidance, its metropolitan market presence grew exponentially in all service area in fact, the firm was named the number one real estate services company of Washington, DC in both 1999 and He received several awards while at CB Richard Ellis, including twice being named Manager of the Year as well as the recipient of the J. Frank Mahoney Chairman s Leadership Award for Real Estate Excellence in 1997, 1998, and With over twenty years of experience in the commercial real estate industry, Davidson is a licensed real estate broker in Virginia, Maryland and the District of Columbia and has received several national awards for real estate excellence. Davidson is also a member of the Urban Land Institute (ULI), the National Association of Industrial and Office Properties (NAIOP), and holds a Real Property Administrator designation with the Building Owners and Managers Association (BOMA). He s also an active participant in the Big Brothers/Big Sisters of America organization. Davidson is an honors graduate of National Louis University in Chicago.

10 Senior Leadership Team Greg Sexton Senior Vice President, Operations Greg Sexton was appointed Senior Vice President, Operations in October 2007 for Coldwell Banker Commercial (CBC). In his current role, Greg oversees all Marketing, Public Relations, Technology, Learning, Finance, and Administration departments for CBC. Prior to his current position as head of Operations, Greg served as Senior Vice President, Strategic Growth for CBC since September He was responsible for the growth of the Coldwell Banker Commercial brand through the leadership of a team of franchise sales associates throughout the United States. Greg has spent over a decade with Realogy Corporation and has served in a number of roles including Franchise Sales Director for Century 21, Regional Vice President for Century 21 and Coldwell Banker. He has been responsible for the sale of real estate franchises to existing unaffiliated real estate companies, and start-up companies. He has also assisted existing franchisees grow through the merger and acquisition of unaffiliated real estate companies. The companies he has affiliated have been responsible for more than $300 million in Gross Closed Commissions. Prior to joining Realogy to lead its national franchise sales and development operation, Greg, owned the largest residential and commercial cleaning franchise in Nashville, TN. Greg has received numerous awards in his leadership roles at Cendant Corporation including The Chairman s Award for Franchise Sales in 2001 & 2002, Regional Vice President of the Year in 2001, 2002 & 2003, and Southern Region Regional Vice President of the Year in 2000.

11 Senior Leadership Team Tim Dimond Vice President, Ownership Services Tim Dimond is Vice President of Ownership Services for Coldwell Banker Commercial Affiliates. Tim oversees all ownerrelated services and is focused on developing a vertically integrated service platform, including property management, construction management, agency leasing, investment sales, and the capital markets business for the company. Tim also serves as a informational resource for each Coldwell Banker Commercial affiliate office. Tim boasts over 20 years of professional commercial real estate experience. He most recently served as the director of real estate development and management for the State of Florida, helping to formulate ownership strategy and management of eight million square feet of stateowned real estate and 10 million square feet of privately-owned property. Tim oversaw a variety of statewide construction services and held overall responsibility for the management of all facilities operations at the Florida Governor s Mansion. Prior to working for the State of Florida, Tim served as the Director/Senior Vice President of Institutional Advisory Services for The Merlot Group; Director of the Office of Property Management for the District of Columbia; General Manager for Carramerica Realty Corporation in Washington, D.C.; and Vice President and Director of Operations for Draper & Kramer in Hanover, MD. Tim has a Bachelor of Science degree from Barry University in Miami. He has a Certified Property Manager (CPM) designation from the Institute of Real Estate Management (IREM) and also served as IREM s Washington, D.C., Chapter president in 2000 and He has received a number of awards throughout his career, including the 2002 CPM Manager of the Year and has served on several industry boards and task forces.

12 Senior Leadership Team Fred Schmidt Senior Vice President, Global Client Solutions Fred Schmidt, Senior Vice President for Global Client Solutions, oversees the proactive development of client relationships and business development opportunities on behalf of Coldwell Banker Commercial. Additionally, he oversees the specialty groups that include Corporate Services, Hospitality, Multi-Family, Property Management and Retail. Fred is a veteran commercial real estate professional with 25 years of experience and involvement in assignments, with an aggregate value of more than $4 billion. Prior to joining Coldwell Banker Commercial, he served as First Vice President of Corporate Services for CBRE and was responsible for providing a broad base of advisory services to public and private sector clients requiring multi-market, multi-project real estate services. During his tenure with CBRE, Mr. Schmidt was involved in more than 350 transactions per year. During his career, he also served as Managing Director for United Systems Integrators Corporation (USI), in Mountainside, NJ, and was responsible for Corporate Real Estate Services and New Business Development in New Jersey, Pennsylvania, Delaware and the Ohio Valley. Fred has a bachelor s degree from Seton Hall University, is a member of CoreNet Global, and is on the Summit, NJ, YMCA Board of Directors.

13 Senior Leadership Team William Hinson Vice President, Regional Business Development William F. Bill Hinson is Vice President of Regional Business Development with the Global Client Solutions team in Coldwell Banker Commercial. In this role, he oversees a team responsible for the proactive development of client relationships and business development opportunities for Coldwell Banker Commercial affiliate offices nationwide. Bill Hinson is an accomplished real estate executive with over 20 years of experience in successfully managing, administrating and leasing commercial space throughout the United States. His background includes corporate services, third party and ownership representation, management and leasing of over $1 billion in commercial office and retail structures as well as representing Fortune 50 clients in leasing lease administration and design & construction services. Prior to joining Coldwell Banker Commercial, Bill worked for United Systems Integrators (currently Johnson Controls Inc.) managing the GMAC Residential account, the Eastern Region of the Wachovia Securities corporate real estate department, as well as managing and leasing several high rise office properties in major metropolitan markets. During his career, Bill has been responsible for over 500 lease transactions, personally closing over 200 leases totaling in excess of $200 million and 2.5 million square feet. Those leases have been located in 40 states from Washington to Florida and California to New Hampshire. He has overseen construction projects ranging from small reconfigurations to major relocations and expansions, including 66,000 square foot call center relocation. He has also been responsible for lease payments in excess of $100 million. As a general manager, Bill has managed over 3 million square feet of office and retail properties. Bill holds a Bachelor of Science degree in finance from DePaul University in Chicago.

14 Senior Leadership Team Jason Silfies Vice President, Marketing and Technology Jason Silfies, Vice President, Marketing and Technology for Coldwell Banker Commercial, has over 13 years marketing experience and has spent most of the last decade working in the real estate industry. In his marketing role, Mr. Silfies is responsible for developing a strong Coldwell Banker Commercial brand image and oversees traditional marketing functions such as advertising, product development, public relations and communications. As head of Technology, Mr. Silfies oversees all web based and technology initiatives for the Coldwell Banker Commercial organization, including its public website and company intranet. Prior to joining Coldwell Banker Commercial he oversaw the Century 21 Commercial and Century 21 Fine Homes & Estates brand programs. Mr. Silfies holds a Masters of Business Administration degree from Fairleigh Dickinson University.

15 Senior Leadership Team Obie Walli Senior Director of Operations As Senior Director of Operations for Coldwell Banker Commercial Affiliates, Obie Walli has a number of responsibilities, including overseeing the operations department, assists affiliates with questions regarding CREST EDG, the reporting systems that interact with CREST EDG, and the transitioning of new offices to the brand. The operations department also manages the Coldwell Banker Commercial relationship with many Realogy shared services. Obie Walli had begun his Realogy career with NRT, Inc., the real estate brokerage owned by Realogy, in 2001 as a financial analyst in the Mergers & Acquisitions department. During his tenure he was involved in more than 30 brokerage office acquisitions, both residential and commercial. In May 2005 he began his new role as manager of finance and operations for Coldwell Banker Commercial NRT. He was responsible for the underwriting of potential acquisitions of commercial real estate companies and the implementation of numerous technology and marketing initiatives, many of which were critical to the growth and development of Coldwell Banker Commercial NRT. His financial acumen provides him the skills necessary to work closely with senior leadership in Realogy s franchise group.

16 Director, Global Client Solutions Jeff Maher is Managing Director, Northern U.S. for the Global Client Solutions division of the Coldwell Banker Commercial organization. Jeff manages the proactive development of client relationships and business development opportunities for Coldwell Banker Commercial affiliate offices within this territory. He has been with the Coldwell Banker Commercial organization since Jeff has extensive knowledge of the commercial real estate industry and has a consistent track record of identifying and securing new business opportunities, improving bottom lines and growing revenue. He has twenty years of overall business and financial industry experience and has lead all aspects of financial and operational performance for several organizations throughout his career with expertise in strategic planning, P&L management, product/service development, marketing, sales, and staff development. Prior to joining the Coldwell Banker Commercial organization, from he served as Regional Director, Midwest for CoStar, one of the nation s foremost providers of commercial real estate information and data. During his tenure with CoStar, Jeff managed a team of regional sales representatives and was personally responsible for increasing the company s profits by almost 300%. He has held several other positions throughout his twenty years of business experience, including serving as VP and General Manager for Intellispace, an Internet Service Provider, and owning his own real estate brokerage company. He began his career with Trammel Crow, one of the largest real estate development firms in the nation. Jeff has a BS in Journalism from Northwestern University and holds an MBA with majors in Marketing and Finance from Northwestern University s prestigious Kellogg Graduate School of Management. He resides in Chicago, IL.

17 Director, Transitions & Operations Jay Cataudella Director, Transitions & Operations Jay Cataudella is Director, Commercial Services & Integration for Coldwell Banker Commercial. As Director, Commercial Services & Integration, Jay is tasked with supporting all new CBC affiliates from when they first execute a CBC Franchise Agreement to when they transition into the CBC network and beyond. Prior to official impact, Jay assists new affiliates with critical issues such as compliance and required documents. He also personally visits newly transitioned offices to train the owners, sales professionals, and administrative staff on all CBC tools and resources. From a long term perspective, Jay maintains a close relationship with new CBC offices, especially during the first year of affiliation, to assist them with successfully leveraging the vast network of CBC offices across the US and to drive adoption of all CBC tools and resources. He also responds to or helps coordinate responses to any Operations-related inquiries from CBC offices across the country. Jay boasts extensive experience in numerous aspects of the real estate profession, including Commercial, Residential, and Appraisal. Prior to joining CBC, he was a sales representative for Co-Star, the largest provider of commercial real estate information in the US & UK. In addition, Jay has substantial experience in the technology and online arena, having held positions with Realtor.com, Beyond.com and technology publisher Ziff-Davis throughout his career. Jay holds a BA in Policy Studies from Syracuse University and has also completed a number of real estate focuses continuing education courses at UC Berkeley and MIT. He is a member of Northern California Chapter of CCIM and a Candidate for the CCIM national designation.

18 Regional Servicing Specialis st Allison Passamano Regional Servicing Specialist Eastern Region Coldwell Banker Commercial Corporate Staff 1 Campus Drive Parsippany, NJ Toll Free: (800) , option 7 Direct Phone: (973) Fax: (973) Direct Fax: (866) allison.passamano@realogy.com Allison Passamano is a Regional Servicing Specialist for Coldwell Banker Commercial. She is based at the company s headquarters in Parsippany, NJ and has just recently joined the organization. In her current position, Allison is the single point of contact for the affiliated companies within the Southern and Carolinas Regions of the Coldwell Banker Commercial brand and offers direct support to the Servicing Directors for these regions. On a day-to-day basis, Allison is tasked with ensuring that information on all company products and services is communicated to affiliates in a timely manner. She is also responsible for providing assistance to affiliate owners and staff in areas of CREST, IMT, and Learning, and works closely with the Strategic Growth Team, Openings Specialists, Regional Servicing Directors, and serving as the single point of contact for the Owner/ Office Manager during the transition process for new affiliates. Prior to joining Coldwell Banker Commercial, Allison served as a Customer Service Supervisor for Amino Vital LLC in New York City from She has also held previous customer service positions with Riverside Medical Company in Fort Lee, NJ and Pearson Technology in Old Tappan, NJ throughout her career. Allison holds a Bachelors Degree in Business Management and an Associate s Degree in English from Montclair State University.

19 Regional Servicing Specialist Stacy Trevino Regional Servicing Specialist Western Region Coldwell Banker Commercial Corporate Staff 1 Campus Drive Parsippany, NJ Toll Free: (800) , option 7 Direct Phone: (973) Fax: (973) Direct Fax: (866) stacy.trevino@realogy.com Stacy Trevino is a Regional Servicing Specialist for Coldwell Banker Commercial Affiliates. She is based at the company s headquarters in Parsippany, NJ and has been with the organization for over two years. In her current position, Stacy is the single point of contact for the affiliated companies within the Western Region of the Coldwell Banker Commercial franchise system and offers direct support to the Transition Director for these regions. On a day-to-day basis, Stacy is tasked with ensuring that information on all company products and services is communicated to affiliates in a timely manner. She is also responsible for providing assistance to affiliate owners and staff in areas of CREST, IMT, and Learning, and works closely with the Strategic Growth Team, Openings Specialists, Regional Servicing Directors, and serving as the single point of contact for the Owner/Office Manager during the transition process for new affiliates. Prior to joining Coldwell Banker Commercial, Stacy served as an Administrative Assistant to the president for the Badge Company of New Jersey. Stacy holds both a BA in Information Sciences and an MBA in Global Business Leadership from Johnson & Wales University in Providence, RI. She s also Six Sigma White Belt certified and is a current member of the New Jersey State Law Enforcement Association.

20 Coldwell Banker Commercial Regional Serving Department WA MT ND ME CA OR NV ID UT WY CO SD NE KS MN IA MO WI IL MI IN KY OH WV NY PA VA VT NH MA RI CT NJ DE MD AZ NM OK TN NC SC AK MS AL GA TX LA HI FL West East Stacy Trevino Regional Servicing Specialist (973) Allison Passamano Regional Servicing Specialist (973)

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22 About Us COMPANY INFO A subsidiary of Realogy Corporation, the world s leading real estate franchisor, Coldwell Banker Commercial (CBC ) is a worldwide leader in the commercial real estate industry. Coldwell Banker Commercial is part of the oldest and most respected national real estate brand in the country, which was founded after the San Francisco earthquake of 1906 by Colbert Coldwell, who was later joined by Benjamin Banker. Through its collaborative network, the Coldwell Banker Commercial organization comprises over 250 offices and 2,000 professionals throughout our international platform. In fact, CBC possesses the largest geographic footprint in today s commercial real estate marketplace. The organization s worldwide headquarters is in Parsippany, NJ. The success of CBC lies in its striking versatility. The organization deftly combines a powerful national presence with the agility of a regional market innovator. Each CBC affiliate office has the resources and insight to understand its local market and the expertise to convert this knowledge into tangible value for each client. Our professionals stand ready to help clients discover untapped commercial real estate market opportunities and to deliver a range of services designed to add value to their businesses. The CBC organization s skillful professionals and nimble affiliate offices service a wealth of business categories in markets of any size, with clients ranging from institutional organizations to small businesses to individual investors.

23 About Us REALOGY CORP Realogy Corporation, the world s largest real estate franchisor, is one of the preeminent and most integrated providers of real estate and relocation services in the world, with leading real estate brands, brokerages, relocation services and title and settlement services. Beginning with its 1995 acquisition of Century 21 Real Estate Corporation, and expanding through subsequent acquisitions and organic growth, Realogy stands today as a leader in the residential real estate industry, with operations throughout the United States and the world. Headquartered in Parsippany, NJ, Realogy ( has more than 15,000 employees worldwide and represents such world-renowned real estate brands as CENTURY 21, Coldwell Banker, Coldwell Banker Commercial, ERA, Sotheby s International Realty, and NRT Incorporated. In addition, the company also represents Cartus Corporation, a global leader in relocation services; and Title Resource Group, a provider of title and other settlement services. Realogy fully supports the principles of the Fair Housing Act and each of its real estate brands and NRT are proud to support a national alliance agreement with the National Community Reinvestment Coalition (NCRC). Realogy is owned by an affiliate of Apollo Management, L.P., a leading private equity and capital markets investor. Since its inception in 1990, Apollo has managed more than $33 billion of capital across a wide variety of industries both domestically and internationally. PHILANTHROPY In 2007, Coldwell Banker Commercial launched a strategic partnership with the charitable organization Big Brothers/Big Sisters of America (BBBSA). BBBSA is the oldest, largest and most effective youth mentoring organization in the United States and Coldwell Banker Commercial is proud to support such a worthy cause. Coldwell Banker Commercial President and COO Rick Davidson and his wife Tina have supported the BBBS organization in the past and have witnessed its positive results firsthand. Currently both BBBSA and Coldwell Banker Commercial are working hand in hand to promote the organization, to raise awareness and funding and ultimately to generate positive mentoring relationships that have lasting impact on the lives of children across the country. Your company can get involved. To find out how, download the How to Guide for Big Brothers and Big Sisters from the CBC intranet site. If your company does any fundraising for Big Brothers Big Sisters, the money you raise will go to the local chapter; however, CBC as a brand gets credit for your raised money.

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25 Commencement This section is designed for professionals of Coldwell Banker Commercial Affiliates. Due to the dynamic nature of the organization, the information contained within is subject to change. The documents found within are the various steps necessary to obtain access to the tools and services available to you. In addition, this section also provides an overview of each of the tools that will help your company get a head start. *Please note there are forms within this section that will need to be filled out and returned to your Regional Servicing Specialist as soon as possible.

26 New Company Checklist CREST: Office Manager/Administrator completed CREST EDG training? (To set up individual or office CREST EDG Trainings, Contact CREST EDG Trainer, Sundra Brooks at (973) OR Log on to and go to the Virtual University section to find a group class) Enter all of your agents & commercial staff (with addresses) & active listings into CREST? (To set up individual or office CREST EDG Trainings, Contact CREST EDG Trainer, Sundra Brooks at (407) OR Log on to and go to the Commercial University section to find a group class) Websites: Review our Public Internet website? ( Review our intranet site? ( (There are plenty of valuable resources that can be found on CBNet such as The Marketing Center, where you can create your own printed materials, MarketConnect where you can create custom s, advertising, recruiting, and business development tools, events information, and upcoming training) (Note: usernames and passwords are automatically generated once each office staff member has been entered into CREST EDG with an address, new users can then log on to the website and click the link for new users.) Events: Save the date for the 2008 Global Commercial Conference on February 17-20th in Orlando, FL. (Go to CBNet for more information on this exceptional Coldwell Banker Commercial Affiliate Networking and Educational Event!) Identity Standards: Corp. Contacts: Review the Identity Standards Manual (see enclosed) Order Company stationary or brand print marketing pieces? (Letterhead/business cards) (Contact Merrill Corp. at or Order office and property signs? DEE Sign Corp. 800-DEE-SIGN or OR LOWEN Sign Company or You can always contact your Commercial Servicing Specialist with any questions or concerns. Contact: Stacy Trevino at (973) Contact Tom Nolan at (973) about P.R. efforts? Contact Coldwell Banker Commercial Corporate with any questions (9-5 EST) at or Commercial@ColdwellBanker.com? Payment Information: Payment address for Royalty & Commercial Marketing Fees? (Mail to Coldwell Banker Real Estate Corp Collectors Center Drive, Chicago, IL 60693). Sign up for CREST epay (online payment method accessed through CREST EDG)

27 Directory of Forms Please find enclosed your Coldwell Banker Commercial forms. Please complete and return the following documents: 1. Logo Signoff Sheet Attn: Stacy Trevino Regional Servicing Specialist Phone: (973) Fax: (973) Areas Served Form Attn: Barbara Belizor Operations Specialist Phone: (973) Fax: (973) Press Release / New Affiliate Form Attn: Tom Nolan Director, Public Relations Phone: (973) Fax: (973) tom.nolan@realogy.com 4. Top Notable Transaction Form Attn: Tom Nolan Director, Public Relations Phone: (973) Fax: (973) tom.nolan@realogy.com 5. Identity Standards Approval Coldwell Banker Commercial Affiliates Attn: Operations Department 1 Campus Drive Parsippany, NJ Phone: (800) Fax: (973) Please feel free to contact your Regional Servicing Specialist, Stacy Trevino with any questions or concerns. Contact: Stacy Trevino at (973)

28 Logo Approval Form Please find attached proofs of your company s logo (the Coldwell Banker Commercial logo with your company s DBA). Please advise: Ok to print as shows Ok to print with changes indicated Revised proof requested Please let me know if you have any questions.

29 Press Release Preparation / New Affiliate Form Please send completed form to Coldwell Banker Commercial, ASAP to tom.nolan@realogy.com; Fax ; Phone (973) DATE NEW AFFILIATE CBC NAME PREVIOUS COMPANY NAME ADDRESS & PHONE NAME OF PRESIDENT ACTIVATION DATE (TENTATIVE) COMMERCIAL SPECIALTIES NUMBER OF BROKERS IN AFFILIATE INDUSTRY AFFILIATIONS, MEMBERSHIPS NUMBER OF YEARS OF COLLECTIVE EXPERIENCE CLIENT LIST RECENT DEALS OVER $10 MILLION ONLY PLEASE ADD ANYTHING ELSE YOU D LIKE PUBLICIZED RELATIVE TO THE AFFILIATION (a quote about how pleased you are; what the CBC brand means to your business)

30 Top New Notable Affiliate Transactions Form Form Please fill out the following form to include your company s accomplishments in the monthly Top Notable Transactions PR program. The transaction must have taken place within the last four weeks. Today s date: CREST TR # / Agreement # Each entry must be filled in completely or it will not be used. Transaction type (check one): Sale Lease Property Management Assignment Represented (check one): Buyer Seller Lessor Lessee Closing date: Name of seller or lessor: Represented by: Company: Name of buyer or lessee: Represented by: Company: Permission to publicize? Seller Buyer (both approvals are necessary to issue a press release) Property type: Office Industrial Retail Land Hospitality Multi-Family Details: (# of apartments if multi-family; what land will be used for if land; anchor stores if retail) Address of property: City: State: Length of lease: Square footage: Amount of sale or lease ($1,000,000 minimum): Coldwell Banker Commercial DBA: Address: City State ZIP Contact Person: Telephone: OPTIONAL DETAILS (attach separate page if necessary): Provide a description or further information about your deal and its background. Send completed form and required attachments to: Coldwell Banker Commercial Attn: Tom Nolan 1 Campus Drive, Wing 2A Parsippany, NJ (973) tom.nolan@realogy.com

31 Identity Standards Form REQUEST FOR USE OF OFFICE OR PROPERTY IDENTITY SIGN The office and property signs found in this Identity Standards Manual show the approved format for the Coldwell Banker Commercial brand. This form must be completed and returned to the Coldwell Banker Commercial corporate office. This is to ensure that your sign meets the Coldwell Banker Commercial identity standards. You must receive approval of this request in writing from the Coldwell Banker Commercial Corporate Office BEFORE any work is begun on the sign. Please note that there are no guarantees for approval. Date: From: Coldwell Banker Commercial (Approved Company Name): Address: City: ST: Zip: Telephone: Fax: Contact: Return this form along with a fully dimensioned scaled drawing of the proposed sign to: Coldwell Banker Commercial Affiliates Coldwell Banker Commercial Attn: Operations Department Parsippany, NJ Phone (800) Fax (973) I acknowledge no work is to begin until I receive written approval of the full dimensioned scale drawing. Signature Title Printed Name Date

32 Approved Supplier Information Coldwell Banker Commercial has approved suppliers for you to use. If you use one of the vendors below, they will already have the correct specifications needed. Aztec Marketing For more information, or to place an order, please call or visit Dee Signs For more information, or to place an order, please call DEE-SIGN or visit Lowen Sign Company For more information, or to place an order, please call or visit Oakley Signs & Graphics For more information, or to place an order, please call or visit Sign Experts For more information, or to place an order, please call Reichert Signs For more information, or to place an order, please call Barlo Signs For more information, or to place an order, please call or visit Reprographics For more information, or to place an order, please call Blair Signs For more information, or to place an order, please call x201 or visit If you use another sign company, please give them the sign specifications from our Coldwell Banker Commercial Identity Standards Manual and fax a drawing of the sign to the Marketing Department at for approval.

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34 2008 INTERACTIVE MARKETING SOLUTIONS Greetings! 2008 represents the dawn of an exciting new era for the CBC brand, as we launch a ground breaking technology platform that is unmatched in the commercial real estate industry. The Coldwell Banker Commercial (CBC ) brand has always led the pack in implementing practical, easy-to-use technology applications to serve our clients and the professionals who serve them and will continue to provide the best possible solutions based upon your feedback and requirements. The tools that you ll see featured in this kit represent the latest in commercial real estate technologies. Each is designed to help grow your business while minimizing learning time and hassles. New for 2008 is our a rebranded Web site, as well as a new CBC intranet called Blueprint or We look forward to discussing these tools with you and getting feedback on how we can continue to provide you with the best in interactive applications. Please note that support for any of these products, or any technologyrelated topics can be found by visiting or by contacting the Help Desk directly at or by at help@cbcworldwide.com. We wish you much success this year! Sincerely, The Coldwell Banker Commercial Marketing & Technology Team

35 PUBLIC WEBSITE: CBCWORLDWIDE.COM Solution Tours for Clients, Property Comparisons, Polygon Map Search - a website based around the needs of the clients Whether your clients are looking to acquire, sell, lease, or develop commercial property, cbcworldwide.com can provide invaluable resources to assist in finding the best solutions for your clients commercial real estate needs. cbcworldwide.com is one of the most cutting edge websites in the commercial industry, exceeding websites of many national competitors. This new site replaces coldwellbankercommercial.com. It was built around what clients do most; search properties and find offices. CBC has partnered with some of the nation s leading technology companies to create our new public website: cbcworldwide.com includes Microsoft Virtual Earth for mapping and aerial photography and Claritas for demographics. cbcworldwide.com provides resources, such as: Enhanced Office and Associate Profile Pages Office and associate profile pages maximize exposure on the CBC website by providing clients with detailed information such as experience, services provided, specialties, and notable transactions. Can be completed on Advanced Interactive Property Search The site offers a variety of property search options including: search by map, address and type. A key feature of advanced property search is the Mosaic Property view, which gives potential clients a snapshot of more properties at one time. They can easily reform their search using the SF and Price sliding filters on the left navigation. The Mosaic results change immediately with the sliding filters. Clients can check up to three properties for a more detailed Property comparison. Search by Map Clients can browse properties by the map function. An advanced feature of the search by map is polygon searching, where clients can draw interactive shapes around specific areas to find properties that meet their needs. In many markets, the property can be displayed in the birds eye view, with the ability to see close-ups of buildings. Solution Tours Clients don t want to read how great your company is, they want to know how can you help them. CBCWorldwide.com offers unique Tours that walk them through potential problems they may have faced, and the solutions offered by Coldwell Banker Commercial affiliates.

36 INTRANET SITE: BLUEPRINT Networking, Production Numbers, Templates and Tools that help save your company time and money: Coldwell Banker Commercial (CBC ) has developed an intranet site for commercial professionals called Blueprint. Blueprint provides a time and money-saving one-stop shop (for all the items in this brochure) that allows CBC professionals to spend more time managing their transactions, relationships, and prospecting. Blueprint replaces the more residentially focused CBNet, creating a commercially focused site for CBC professionals only. Some of Blueprint features include: Use as Individual Company Intranet Each company is offered a free private intranet site on Blueprint. Administrators can upload documents to the Library that are relevant to your company and only you would have access to; such as forms, deal documents, templates or calendars. Your intranet would be a central location to post News, Events, Announcements, or other general company information that otherwise may get lost when ed. Library The Library is a central, searchable storage area of templates, forms, etc. created by corporate. Using the documents stored in the Library saves the time of having to recreate them and embraces the One Voice message among CBC professionals. Dashboard The Dashboard Feature shows personal production numbers of how professionals rank as individuals; within their office or company, within their state, and within the CBC network. Administrators can view entire office or company rosters. Production Reports can be downloaded. Commercial University Commercial University is an E-Learning Site that strives to have a measurable impact on our business by providing cutting-edge training and job aids to support CBC professionals. Commercial U provides access to: EBT Training, Mike Lipsey Seminars, Professional Development, Computer Skills and a variety of other learning modules and resources. The Forums The Coldwell Banker Commercial Forums is a great way to interact with fellow CBC Affiliates. Stay up to date as to what is happening, post comments, ask questions and receive answers from your peers at CBC. To access the forums, a basic free registration is required. For additional information, please login to Blueprint or call the help desk for login info,

37 CENTRAL DATA EXCHANGE (CDX) The Coldwell Banker Commercial (CBC ) Central Data Exchange (CDX) the core of all Coldwell Banker Commercial technology. As the central hub of CBC technology, the CBC Central Data Exchange (CDX) powers all of the data exports, imagery and proprietary applications that comprise the CBC interactive marketing suite. Any information and imagery entered into the CREST EDG database is automatically routed to CDX. Why CDX? CDX provides you with a single point of distribution Any information entered into the CDX listings through the Listings Manager, bios and contact information through the Profile Page product, and all other essential broker data is instantly routed to a myriad of Web sites and online applications. Coldwell Banker Commercial Central Data Exchange CDX joins CBC together with major listing aggregators LoopNet.com, Catylist, RealEstateJournal.com (Wall Street Journal) and Blacksguide.com all maintain partnerships with CBC, and automatically receive listings directly from CDX. CDX means market coverage leads can come from any of the sources to which listings are sent including cbcworldwide.com, as well as from any of the listing aggregators with which we hold partnerships. To achieve the benefits of the CDX, utilize the features and functionality of the Coldwell Banker Commercial Listings Manager. For additional information, please call the Coldwell Banker Commercial Help Desk at

38 STREAMLINED LISTINGS MANAGEMENT: LISTINGS MANAGER Manage, enhance and share your properties with the world the Coldwell Banker Commercial Listings Manager makes it easy. Listings Manager a proprietary Coldwell Banker Commercial listing engine allows you to provide your current and prospective clients with the most comprehensive marketing information about your properties! Using the Listings Manager, you can have increased control over your listings, including the ability to easily adjust the location of the point of your property on the map for CBCWorldwide.com. Upload unlimited pictures, property details or attachments Enter detailed lease suite information, as well as individual suite-by-suite photos Include a full array of financial metrics and attach documents to provide a comprehensive financial analysis. Export data in XML format for web development, LoopNet exports or Excel worksheets Control distribution from the CBC Central Data Exchange (CDX platfrom) Intelligent Database based on property type, eliminating extra data entry To take advantage of Listings Manager today, simply visit Blueprint ( and click Tools

39 2008 Coldwell Banker Real Estate LLC. Coldwell Banker Commercial is a registered trademark licensed to Coldwell Banker Real Estate Corporation. An Equal Opportunity Company. Each Office Is Independently Owned And Operated. PROPERTY TEMPLATES: e-presentations Create your own custom-tailored marketing materials quickly, easily and completely FREE of charge with e-presentations. New for 2008, more user friendly version of the e-presentations Tool with templates that mirror the layout of Need to create a last-minute presentation or flyer for an important client? Now you can, with the e-presentations tool. Using property information automatically populated from the Coldwell Banker Commercial Central Data Exchange (CDX), e-presentations allows you to generate dynamic marketing materials and presentations and then tailor your final product or presentation online to meet the needs of a specific client. Generate dynamic marketing products such as Flash Online Presentations, Property Flyers, Open Inventory Report, Recent Transactions, Announcements, Advertisements, Postcards, Easily create, edit or manage presentations via a user-friendly interface Download, print or electronically distribute all of your creations. Create instant Interested Client Lists by monitoring campaigns and using the reporting feature What is new for the 2008 version? Completely Revamped: New design and more user friendly Property Name 5339 BALDWIN AV. TEMPLE CITY, CA 91780, County: Los Angeles, Property ID: Enhanced Campaign Reporting (can be exported to Excel) Flyers sent directly in (HTML format) Send follow up s to recipients Share or Copy flyers for future editing Send an on behalf of someone else Track external links placed on the template Property Description Lorem ipsum dolor sit amet, consectetuer adipiscing elit. dignissim qui blandit praesent lup tatum zzril delenit augue duis dolore te feugait consequat, vel illum dolore eu feugiat nulla facilisis at vero eros et accumsan. Duis autem vel eum iriure dolor in Contact Information: Property Details Price : Gross Building Area : Parking Ratio : Down Payment : Total Number of Buildings : Outside Loading Docks : Store additional documents and add hyperlinks to any document Add Animated GIFs Dustin Kirby Dustin Kirby Dustin Kirby John@chicagorealty.com John@chicagorealty.com John@chicagorealty.com Phone : Phone : Phone : DBA ( S. Lakeland Drive, Suite 3, Lakeland, FL ( ) (sample flyer template) To take advantage of e-presentations today, simply visit Blueprint ( and click Tools

40 WEB-BASED PROJECT & TRANSACTION MANAGEMENT: ICA Reduce cycle times, boost productivity and shrink administrative costs with InstantClientAccess SM, a FREE tool offered to Coldwell Banker Commercial affiliates and their clients. InstantClientAccess (ICA) is a web-based service that provides real-time access to your listings and transactions 24-hours a day. Now you can maintain accurate, up-to-date management of each project, keeping your team and clients informed at all times, anytime. It is a virtual War Room for projects! With InstantClientAccess, you and your clients can have immediate access to any type of file related to a transaction including lease contracts, floor plans, spreadsheets, and more. Each user can access project timelines, task lists, team rosters, property data, files and all project communications. And, InstantClientAccess is 100% secure, with access granted only by you. Best of all, InstantClientAccess is FREE for clients and affiliates! Create project templates for all project types and client requirements Use built-in to update clients and associates Use integrated property data sheets to provide all relevant property data and more! Use InstantClientAccess to manage: Tenant Representation Landlord Representation/Property Listings Acquisition/Disposition Corporate Services and Strategic Planning Build-to-Suit Development Spec Development Site Selection To take advantage of InstantClientAccess today, simply visit Blueprint ( and click Tools

41 LEAD MANAGEMENT & ROUTING: LEAD ROUTER Never miss an opportunity to respond quickly to a potential prospect with Coldwell Banker Commercial LeadRouter SM Coldwell Banker Commercial LeadRouter SM is a revolutionary tool that assists in the day-to-day management of leads whether web, office, or self-generated. A distinctive feature of the program is the ability to directly convert internet leads and send them to your cell phone. Now you can maximize every form of lead, and efficiently manage and respond faster to consumer inquiries. Customizable business rules established by your company ensure that specific lead communications are routed to the appropriate Coldwell Banker Commercial professional. 3 The CBC professional decides whether to accept or pass on the lead. 1 Client inquiry (made via internet, or walk-in) is entered into Coldwell Banker Commercial 2 LeadRouter SM system Coldwell Banker Commercial LeadRouter SM automatically locates the appropriate CBC professional to receive the lead (based upon the company s pre-set business rules) and Coldwell Banker Commercial LeadRouter SM calls the professional s cell phone. 4 5 Coldwell Banker Commercial LeadRouter SM encourages associates to update lead screens, creating a system to monitor, control and manage leads throughout the entire sales process. CBC company owner/ broker/manager monitors lead activity with Coldwell Banker Commercial LeadRouter SM reports organized by agent, office, company or lead source. To take advantage of Lead Router today, simply visit Blueprint ( and click Tools

42 CREST epay CREST epay is a new feature of CREST EDG that allows you to: Review your balances and payments online Pay bills online Set up multiple bank accounts Eliminate the need for stamps, envelopes or express services when paying your bills.

43 How to Update Your Contact Information in CREST EDG CREST EDG Information CREST EDG, which is an acronym that stands for Corporate Real Estate Systems Technology Electronic Data Gathering is the COLDWELL BANKER COMMERCIAL Corporate web-based reporting platform used by all COLDWELL BANKER COMMERCIAL affiliate companies and offices. The owner of the company has the ability to assign any of the five CREST EDG levels of access to anyone on their staff. CREST EDG is the primary data source to link your company to all the corporate tools and systems available through COLDWELL BANKER COMMERCIAL. Depending on the level of access that a staff member is assigned, he or she will be able to add, update or view transactions, reports or staff information. The five levels (from minimum to high access) are Data Entry, Read Only, Accounting, Broker and User Administration. Data entered into CREST EDG links your office and staff to CBC Blueprint and CREST epay. It is your source of entry to ensure you have access to all COLDWELL BANKER COMMERCIAL brand delivered Communications, tools, systems as well as office, company and agent level reporting. Entry into CREST EDG will provide your agents and office staff with access to COLDWELL BANKER COMMERCIAL corporate tools and services, since their login account information are established from the CREST EDG data. Listings & Sales Transactions All listings and supporting photos entered into CREST EDG are sent to Coldwellbankercommercial.com where they are then displayed to consumers who are actively searching for the ideal property. Each property shown on Coldwellbankercommercial.com appears as a Property Profile which displays the property features and amenities that were added into CREST EDG, along with the contact information for your office and sales associates who are directly or indirectly involved in the property listed for sale. Staff Information CREST EDG also serves as a repository for all of your sales and non-sales staff. This allows you to track their awards allocations, their transactions, assign their access to COLDWELL BANKER COMMERCIAL marketing and promotional tools, training and corporate information and events.

44 CREST How EDG to Update Information Your Contact (Cont.) Information in CREST EDG CREST EDG also serves as a repository for all of your sales and non-sales staff. This allows you to track their awards allocations, their transactions, assign their access to COLDWELL BANKER COMMERCIAL marketing and promotional tools, training and corporate information and events. Additionally, a branded address is also created for each sales and non-sales staff by extracting the first name and last name entered into CREST EDG to formulate a customized firstname.lastname@brandname.com account. The information entered into CREST EDG is used to provide your staff with designated levels of access into the intranet site CBC Blueprint. Agent Profiles that are displayed on are also created from the initial data entered into CREST EDG. This allows consumers to put a face to your sales associates name, get information about the staff such as their profiles, award, recognition, and specializations, even before making contact. addresses, phone numbers, office and company data stored in CREST EDG are used to send out systemwide communications of special events, announcements and promotions to our affiliates. Media (photos) for Listings Media (photos) attached to listings in CREST EDG are also displayed on Reports Another very important benefit of CREST EDG is the ability to generate many different types of Reports from the data you have entered. These reports provide valuable statistics on financial activities, variance and comparative analysis for each month s office and agents productivity. Some of these reports are: o Transaction Reports o Staff Reports o Broker and Sales Associates Pending Reports o Awards Eligibility Reports o Inventory Reports o Financial Reports o Trend Analysis. CREST EDG virtual training sessions are available monthly. Your staff can register for training via Commercial University.

45 How How to to Update Update Your Your Contact Contact Information Information in in CREST CREST EDG EDG It is very important that all affiliate staff has updated Contact Information in CREST EDG. This is the best way to make sure listings get online and that corporate communications are received! The Contact Information, in addition to your office information, serve as unique identifiers and link your property listings with the appropriate listing contact information for display on Your address and title must be current in order to receive important corporate communications. Each affiliate staff member must have either a Commercial Sales Associate or at least one non-sales position (such as Office Manager, Commercial Contact, etc.) in order to receive corporate communications. Follow the steps below to update your Contact Information in CREST EDG: 1. Log onto CREST EDG 2. Choose PERSON on left hand side menu 3. Choose UPDATE under PERSON 4. Put in your search criteria, then hit the SEARCH button at the bottom of the screen 5. You will see a list of staff for your office/company 6. Double click on the person's name whose record you wish to view or update 7. Choose CONTACT INFO from the top menu bar 8. Update your Address and other important contact information 9. Click the FINISH button at the bottom and move on to the next person record you wish to view or update. Although not required by CREST EDG, it is imperative to fill in the data field on and confirm the address matches with your sales associate data. Remember, without these unique identifiers, your property listing will not reflect your correct sales associate contact information on Please see the CREST EDG administrator for your office to have your Contact Information updated. If you have any questions, please contact the following representatives for assistance: CREST HelpDesk: (866) Coldwell Banker Commercial Corporate: (800)

46 CREST epay Quick Reference Guide FEATURES PAY YOUR BILLS ADVANCED FUNCTIONS TROUBLESHOOTING No more checks to write Totally secure environment View Payment status on-line ACCESS CREST EPAY Log into CREST EDG On the left side menu, find CREST epay Click once on CREST epay Read the Terms and Conditions Click Yes to Accept Terms and Conditions NOTE: You will not be able to use CREST epay if you do not accept the Terms and Conditions NOTES ON ACCESSING EPAY For multi office companies: The first page will be the Customer Search page Click the blue icon under View Account Summary to choose each office The Account Summary page will be displayed For single office companies: The first page will be the Account Summary page Starting on the Account Summary Page: Click Proceed to Pay button Review and select transactions for payment on the Account Details Page Use Select All or click individual transactions Note that Select All selects transactions on current page only Be sure to review transactions on all pages using Next 25 Click Pay button Set up bank account information (first time only) Verify Payment Amount on bottom of page Click Pay Now Print or Export Confirmation Click on Printable Page button, or Click Export 2005 Coldwell Banker Real Estate Corporation. A ll Rights Reserved., TM and SM Are Licensed Trademarks To Coldwell Banker Real Estate Corporation. An Equal Opportunity Company. Equal Housing Opportunity. Each Office Is Independently Owned And Operated Except Offices Owned And Operated By NRT Incorporated Add / Change Bank Account Click Advance Payment Choose Account Type Enter Routing Number, Account Name and Account Holder Name View Paid Transactions On the Account Details page: Locate the Status field Choose Paid Transactions Locate the Transaction Type field Choose View Transactions Only Click Go Grant Others Access To CREST epay ONLY the Responsible Broker is authorized to grant CREST epay access to CREST EDG users Log into CREST EDG Go to User Administration screen Assign CREST epay access the same as you do any other CREST EDG role Once you assign access to another user, there will be approximately a three four hour delay before the new CREST epay user can begin making payments If the Pay Button is Grayed Out: Click on Transaction List (Top Right Corner of Page) Click Pay button to pay transactions from there OR, Click Clear button to remove all transactions from the Transaction List Return to Account Details Page If You Can t Select Transactions for Payment: On the Account Details page: Make sure the Transaction Type field says Pay Transactions If not, use the Drop Down Arrow to change the selection. Click GO Contact Us CRESTePay@Cendant.com Include company name, company number, office number and contact information. Phone: Contact your Financial Services Representative at To locate contact information, go to: Account Summary page. Select: Financial Services Representatives Team - Contact Information (Printable Map) in the CREST epay FAQs section.

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48 Commercial University provides courses designed to address the specific skills of each professional in your office. The courses are partially custom designed and partially made available through partnerships with CCIM, SIOR, BOMA, ICSC and other organizations or training vendors. Most courses are measured for effectiveness based on students reaction to the experience, their understanding of new skills, their behavior change and ultimately business results! Goals of Commercial University Increase Revenue Grow Business Manage Efficiently Training Customized by Role: Principals & Managers Experienced Sales/Lease Professionals New Sales/Lease Professionals Marketing Managers Office Administrators The mission of Commercial University is to foster networking and deliver skill-based training that has a measurable, positive impact on your company and serves as a competitive differentiator. Rick Davidson, President and COO, Coldwell Banker Commercial Affiliates, Inc. Variety of Options for Demanding Schedules: Conference and Regional Event Seminars Traditional Classroom Live Online Webcasts / Webinars Recorded Webcasts / Webinars Self-Paced Web Manuals & Documentation Library of training materials

49 Sample Courses & Programs: Recruiting Program Emerging Broker Training (EBT) Program Mike Lipsey Live Webinars & Replays Capital Markets Webinars Objections Handling Self-paced CCIM Discounts Continuing Ed (CE) Discount Courses Tenant Rep Videos Element-K self-paced soft-skill courses GCC Preconference Training GCC and Regional Conference Seminars Library

50 Accessing Commercial University All courses, class schedules, enrollments and registrations can be found on the Commercial University (CU) site. Check it periodically. Access CU through CBNet or Blueprint Need help? prompt #2

51 Recruiting Program After completing this program, you will be able to successfully recruit and interview existing top professionals from competitors or select new candidates who have the potential to become future stars in the business. Audience: This curriculum is intended for Coldwell Banker Commercial principals and managers responsible for recruiting and selection. Structure: Two-day class, one online class, and library of material n Blueprint Availability: Program will be piloted in April 2008, then repeated once in 2008 Cost: $1495. Size: 24 students max

52 Emerging Broker Training (EBT) Program When they complete the program, students will be able to: Plan, organize and control business in selected territory / line of business Develop and implement personal business plans Identify and prioritize transaction development opportunities on a continuous basis Gain and conduct initial appointments Articulate their value proposition with confidence Prepare estimate of value / estimate of services required Obtain control of properties & tenants Find appropriate market opportunities Negotiate transactions representing the interests of all parties Gauge customer satisfaction and possibility of repeat business. Procure testimonials from satisfied clients. Audience: This curriculum is intended for Coldwell Banker Commercial new porofessionals with one year or LESS experience Structure: Four-month blended class. See Availability: Program will be run at least twice in 2008 Cost: No cost, except travel, lodging & meals Size: 40 students max

53 Mike Lipsey Live Webinars 1-hour phone/webinteractive seminars. Scheduled periodically There are three webinar series for three separate audiences: 1. Rookies: COMMERCIAL FUNDAMENTALS SERIES. * These are NOT part of EBT 2. Experienced: ACCELERATED SELLING SERIES 3. Principals / Managers: SUPERIOR STRATEGY SERIES Attendance is limited to 35. More than one person can share, if they sit together during the webinar. No pre-enrollment is necessary. Only attend if you will not multi-task and if you will be an active participant. You can attend part-2 if you did not attend part-1 of a series, etc. But we recommend you watch replays of webinars you could not attend. All Lipsey webinars can be replayed if you miss them (on Commercial University)

54 Mike Lipsey Replays To watch a Lipsey Replay: 1. Login to CBNet / Blueprint (Commercial) Stuck here? CBC Helpdesk can help with CBNet access: Prompt #2 2. Click on "Commercial University" on the left column 3. Once Commercial University opens in a new window, click on Course Catalog" at top of page 4. Click on a role-category (e.g. "Sales/Lease Professional)" located under CATEGORIES 5. Click on any Lipsey Webinar Course Replay (e.g. "Mike Lipsey Webinar REPLAY - Business Development for Rookies #1 ) Alternatively you can SEARCH on the word Replay and then choose one of a few replays. 6. Once you found a Lipsey Webinar Replay description. Click on "Select Start Date" button at bottom of Webinar description, to pick (enroll) in the Class (A Class is a Replay or specific Date/time of a Course). Once you have followed Steps #1-6, above, you should see "Registration Successful " in red at top of screen. If you do not see "Registration Successful " in red, you did not complete Step #6. 7. Click on My Courses on top of page on the Commercial University toolbar. You should see the Replay you enrolled in (and any other classes you are enrolled in) 8. Click on the Class Replay title or on Launch The WMV Movie will play in a new Window Media Player window You may see a MS Windows warning of a File Download. Please allow the file to OPEN. You can also SAVE the WMV file on your PC and click on it at another time (e.g. on an airplane) to see the replay movie Commercial University Tech Support, dial: (Please try this for Replay Help first, before ing David)

55 There are many self-paced options. Capital Markets Webinars Objections Handling Self-paced CCIM Discounts Continuing Ed (CE) Discount Courses Tenant Rep Videos Over 200 Element-K self-paced soft-skill courses 1. Login to CBNet / Blueprint (Commercial) Stuck here? CBC Helpdesk can help with CBNet access: Prompt #2 2. Click on "Commercial University" on the left column 3. Once Commercial University opens in a new window, click on Course Catalog" at top of page 4. Click on a role-category (e.g. "Sales/Lease Professional" or Administrator ) located under CATEGORIES

56 Commercial University Library Process Documents GCC Conference Seminar slides & handouts Regional Conference Seminars slides & handouts 1. Login to CBNet / Blueprint (Commercial) Stuck here? CBC Helpdesk can help with CBNet access: Prompt #2 2. Click on "Commercial University" on the left column 3. Once Commercial University opens in a new window, click on LIBRARY" at top of page

57 EBT SCHEDULE 2007/2008 July August September October November December January February March April May June Spring Class 3 days class (St Louis) Graduation July Summ er Class 4 days class (St Louis) July 9-12 Over three months: - Internet classes w/ Live Intrsuctor Manager/Mentor Field assignments Text & Web readings Metrics submissions 3 days class (Phoenix) Graduation Oct 31 - Nov 2 Fall Class 4 days class (Phoenix) Oct 29 Nov 1 Over three months: Internet classes w/ Live Instructor Manager/Mentor Field assignments Text & Web readings Metrics submissions 3 days class (GCC Orlando) Graduation Feb Spring Class 4 days class (GCC Orlando) Feb Over three months: Internet classes w/ Live Instructor Manager/Mentor Field assignments Text & Web readings Metrics submissions 3 days class (Denver) Graduation July August September October November December January February March April May June

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59 1 how to create a marketing splash participation guide

60 2 before your read this book Congratulations on your new affiliation with Coldwell Banker Commercial (CBC ). Successfully marketing your company begins before your doors officially open as CBC. This guide walks you through the marketing process and informs you about helpful resources offered to CBC affiliates by; describing the items, explaining why you need to utilize them, and how to execute. This book is not meant to be read in one sitting; there is too much information and your brain will go into sensory overload. It is meant as a guide for you to refer to when necessary. Should you have any questions, please call the Help Desk at and ask to speak to someone in the Marketing Department. It is important to note that many of the items listed in this book can be found on our local intranet site, including a downloadable PDF version of this book with easy to use bookmarks to take you directly to any section of the book. If you are not already set-up in Blueprint, you need to stop reading now, and get set-up in Blueprint. That way, you will be able to poke around when you see something of interest. Blueprint set-up: The responsible broker of your company must take the initial training in order to get a Blueprint Super User account. This Super User account is used to set up all individual users. If your company isn t set up, call the Help Desk at and they will be able to direct you to the initial training.

61 3 table of contents What to do First 1. Prepare your Firm a. Business Advantage Program b. Other Discounts and Tools c. Programs You Should Have d. Useful Websites 2. Utilize the CBC Brand Name a. ID Standards b. CBC Logo c. Templates d. Merrill Corp (Stationery, folders, etc.) e. Business Cards f. Signs Public Relations 1. Step-By-Step Guideline for PR 2. New Company PR 3. Press Releases & Media Alerts 4. Hot News and Not News 5. Online Blogs 6. Market Connect 7. Opening Event Advertisements, Marketing Materials & Campaigns 1. Advertising Campaign 2. Regional Advertising 3. Ad, Flyer, Postcard Creation e-presentations 4. Announcements/Direct Mail 5. Company Collateral Web 1. Your Company s Intranet Site 2. cbcworldwide.com 3. Brand your Site as CBC 4. Re-Market Your Listings under your Coldwell Banker Commercial DBA a. Re-market on CBC Website b. Free Listing Sites c. Individual Property Website Make your presence known to other CBC Affiliates 1. Top Notable Transactions 2. Contact CBC and CB Residential Offices Near You 3. My Network on Blueprint 4. The Forums 5. Attend CBC Events Miscellaneous Marketing 1. List of Your Company s Professionals 2. External Professionals Database 3. Client Database 4. Comps Database 5. Industry Events & Sponsorships 6. Promotional Items

62 4 table of contents (cont d) Continual Marketing 1. Stay in front of Clients a. Holiday Cards or s b. Announcements 2. The Simple Things Go a Long Way 3. Stay in tune with CBC Information 4. Keep Website Updated 5. Be Tactful with Marketing 6. Next Generation Marketing Appendix PR and Advertising Tools 1. PR Do s and Don ts 2. Small Business Advertising Basics 3. Advantages / Disadvantages of Media Outlets 4. Where to Advertise: Helpful Websites 5. National Advertising Discounts 6. Online / Print Directories Coldwell Banker Commercial Tools 1. Win Business & Marketing Packages a. Enhanced Graphics b. Market Data (REIS) c. Demographics (Claritas) d. Financial Analytics 2. Market Your Listings a. Wall Street Journal b. ICSC Retail Property Review

63 5 what to do first Product development is one of the most important things a new company can do. The next section takes you through some of the processes to help your company brand themselves within the Coldwell Banker Commercial organization. The topics in this section include: 1. Prepare your Firm a. Business Advantage Program b. Other Discounts and Tools c. Programs You Should Have d. Useful Websites 2. Utilize the CBC Brand name a. ID Standards b. CBC Logo c. Templates d. Merrill Corp (stationery, folders, etc.) e. Business Cards f. Signs

64 Offic Office Solutions 6 PREPARE YOUR FIRM (BUSINESS ADVANTAGE PROGRAM) Description Execute There is some preparation your firm needs to do for quality product development. A good printer is essential for high-quality products. Binding materials should also be considered, as they create a professional look for your presentations. Value Your firm may be small, and sending documents to professional printers could be costly. At times, there is a need for on-demand or short-run printing that can be done in house. Spending a little extra money up front ensures that all products produced in house are of professional quality. Coldwell Banker Commercial Business Advantage Programs techn technology Promotional Promo Financial Services Finan The Business Advantage Program can assist in preparing your firm. The Coldwell Banker Commercial Business Advantage Programs are a compilation of various products and services provided by nationally recognized companies offering cost savings, specialized tools and high-quality services. Download the Business Advantage Reference Guide from the library on A sample of the Business Advantage Program: Office Solutions º Supplies & Equipment (OfficeMax, binding materials, printers, computers, DHL, AT&T Wireless, Sprint) Marketing Tools º Print º Premiums, Awards & Apparel º Signage º Listing Websites º Promotional Items Travel - Hotels, Vacation Certificates, Rental Car Reference Guide Volume 1, 2007 **Another simple device your firm can buy is a universal paper scorer / cutter. You can purchase something like this at any office store (Staples, OfficeMax) for under $20. This machine allows you to print full bleed flyers (by printing on 11 x 17, then trimming the edges) and it allows you to produce a folded piece with a professional score mark down the center.

65 7 OTHER DISCOUNTS & TOOLS Tool % Discount Execute Tools CREST (enter listings/financials) FREE - Tools Listings Manager (Enhance Listings) FREE - Tools Instant Client Access*(Project Management) FREE - Tools Blueprint (Local Intranet) FREE - Tools (admin, manager only) REIS (Market Reports) $4,000 FREE allotment / qtr - Tools (1 login per company) epresentations*(eflyers, Flash Presentations) FREE - Tools CBC Forums (Ask questions to affiliates) FREE - (forwarding) FREE Automatic with Blueprint login (firstinitiallastname@cbcworldwide.com) Argus Leasing Suite (Financial Analytics) 87% - Tools Claritas (Demographics) 87% - Tools Costar 15% Speak with a CoStar rep and say that you work for Coldwell Banker Commercial COSTAR Loopnet (20 Listings) 66% Speak with a LoopNet rep and say that you work for Coldwell Banker Commercial. Lead Router* (Lead Communication) 95% (manager level) Education & Training Commercial University (Training) FREE - Learning CCIM Training 23% - Library Continuing Education 30% - Commercial University Emerging Broker Training FREE - Commercial University Lipsey Training Webinars FREE - Commercial University Advertising / Listings Wall Street Journal 78% - Library, Ad Discount New York Times 48% - Library, Ad Discount Black's Guide (Company Listing) 20% - Library, Ad Discount Black's Guide Ad 15% - Library, Ad Discount Real Estate Forum 25% - Library, Ad Discount Spot Runner (TV Ad) 30% - Tools

66 8 PROGRAMS YOU SHOULD HAVE Description Here is a list of essential programs (or alternatives) you should have if you are going to do marketing. Microsoft Suite (Word, Excel, Powerpoint, Publisher, Outlook, Picture Manager) Free Alternative - Open Office PDF Generator Most Popular - Adobe Acrobat Professional CutePDF Writer - Free PDF Writer Primo PDF - Free PDF Writer Docudesk - $30 Graphics Editor (should have one, also check online ones on next page) Most Popular - Photoshop, or go for the cheaper ($99) Photoshop Elements; you can do almost everything in it. MS Picture Manager (free with MS Office Profesional) GIMP - Free Photoshop like devise Create.eps files (for signs, large graphics) Most Popular - Adobe Illustrator Free Alternative - Inscape (can save as.eps, but not open.eps files. Can edit Illustrator files. Scan in Business Cards (creating database) Cardscan - best one I have used - $150 Project Tool Most Popular - Microsoft Project Open Project - free alternative Free Gantt Charts (timelines) Screen Capture SnagIt Screen capture tool - $39.95 per copy Transfer PDF to Word OmniPage Scan - Best one I have used - $150 Some PDF - Free alternative Create 3D Buildings - for more advanced users 3dvia Create 3-d buildings for the Microsoft Maps - Free Optional Programs This is a list of programs you could get if you need them. They aren t as important as the programs you should have, they just might make your job easier. Advanced Layout Adobe InDesign Google Sketch-up Create 3-D buildings - Free File Extension Viewer IrfanView - view AutoCad, PhotoShop, Illustrator and other file formats - Free Share / Sync Files from Another Computer Windows Folder Share

67 USEFUL WEB PAGES Description Here is a list of useful web pages. 9 CBC Sites & Tools Blueprint Worldwide Forums Merrill Online PR Generator (Blog) Web Banner Builder - Free Sprout Builder Online Graphics Editor (like Photoshop) - Free Photoshop Express Splashup Pickni Foto Flexer Image Resizer - Free State & County Property Tax Assessor Links People Look-up - Free High Resolution Logos - Free Upload Large Files to Share - Free Drop IO Mega Upload Online Printing Vendor Covert File to Another Format - Free Online Classified Ad Creator - Free Stock Photos (free or cheap) List of Stock Photo Sites Stock Xchange - free Flickr - free istock Can Stock Photo Dreamstime

68 10 IDENTITY STANDARDS Description The Coldwell Banker Commercial organization has created a series of identity standards for every affiliate to follow regarding the use of logo, signs, advertising, etc. Value In order to establish and maintain international brand recognition, it is imperative that each Coldwell Banker Commercial affiliate in every marketplace adhere to the exact and correct use of the brand s service marks, trademarks and logos. Execute If you do not have a printed copy of the Identity Standards Manual in your office, please call the Coldwell Banker Commercial Headquarters at , or download the PDF version from Blueprint. Library ID Standards CBC LOGO USAGE Description The CBC logo should be on everything your firm utilizes: website, letterhead, fax cover sheet, memo, signs, business cards, internal business signs, announcements, advertisements and flyers. Value The CBC logo is a widely recognized logo in the commercial real estate business. The power of our brand has global reach. The use of the CBC logo also creates the illusion that your firm is larger than a one-office small shop. Execute Download CBC logo Library IDENTITY STANDARDS MANUAL IDENTITY STANDARDS for FRANCHISEES OF COLDWELL BANKER REAL ESTATE CORPORATION AND FRANCHISEES OUTSIDE OF THE UNITED STATES To: From: COLDWELL BANKER COMMERCIAL DBA 123 ANY STREET ANY CITY, NN BUS (xxx) xxx-xxxx FAX (xxx) xxx-xxxx Date: Re: Log on to CBNet at Revision Date: 01/2005

69 TEMPLATES 11 Description A series of templates have been created for affiliates to use and are available through the Blueprint Library (a central storage area for templates, forms, samples, etc.). Templates COLDWELL BANKER COMMERCIAL DBA 123 ANY STREET ANY CITY, NN BUS (xxx) xxx-xxxx FAX (xxx) xxx-xxxx To: Fax Number: From: Date: December 17, 2007 Re: Number of Pages: Comments: Value When trying to create a marketing splash, it is important not to waste time trying to reinvent the wheel. We make your job easier by having relevant documents stored in one central location. Using templates also creates a uniform look among all Coldwell Banker Commercial offices. Execute 2008 Coldwell Banker Real Estate LLC. Coldwell Banker Commercial is a licensed trademark of the Coldwell Banker Real Estate LLC. Each Office is Independently Owned and Operated An Equal Opportunity Employer. Sample Templates Available: PR Advertising Flyers Fax Memo Branding Templates Library

70 12 MERRILL CORPORATION Description Merrill Corporation is the leading provider of printing services and marketing solutions for the real estate industry. Merrill can help with your marketing materials. Value The Coldwell Banker Commercial organization has a strategic alliance with Merrill Corporation offering national volume discounted pricing. Products and online services for all marketing, prospecting and self-promotional needs Compliant with brand standards including color logos and award designations Premiere customer service representatives who know your business and are dedicated to serving you Easy ordering via phone, fax or online. Online ordering offers speed and greater accuracy. Order goes directly to production, saving up to 3 days in delivery. Fast turn-around time Major credit cards accepted Products include: Business cards, stationery, note cards, marketing brochures and postcards, and recruiting tools. Other services include: mailing, personal marketing and bulk purchases. Execute You can download the Merrill Catalogue from Blueprint for exceptional professionals! under Library. Exceptional Products... BUSINESS CARDS Description Everyone knows what business cards are, we use them every day to generate new contacts. One of the first things you should do when affiliating with the Coldwell Banker Commercial organization is to have your business cards created. Value By following the ID Standards set by the Coldwell Banker Commercial organization, when you hand out your business cards, clients will know that you are with Coldwell Banker Commercial. You will have instant brand recognition. It doesn t look professional if you only have business cards with old contact information, and have written in your new contact information. Make sure everyone within your company has the same look to their business cards. Execute Business cards can be ordered through Merrill Corporation. Merrill s website NEW DESIGN! Capabilities Brochure NEW DESIGN! Vision Brochure

71 13 COLDWELL BANKER COMMERCIAL OFFICE SIGNS Description An office sign creates a welcoming atmosphere for your clients and gives them the confidence of brand recognition. Value By having standards for office signs, we create a message in the marketplace that although we are individually owned, we are united by our One Voice message. If you walk into one Coldwell Banker Commercial office, it should have the same welcoming atmosphere as the next. COLDWELL BANKER COMMERCIAL BUILDING SIGNS Description One of the most effective ways to promote buildings for sale or lease is with a building sign. Building signs attract potential clients that otherwise might not be reached. If you have current listings with your previous affiliation, it is important to change the signs to Coldwell Banker Commercial brand signs. Otherwise, you will be sending mixed messages to the marketplace. Execute The Coldwell Banker Commercial organization has strategic alliances with many sign companies: Aztec Marking Company, Inc Barlo Signs x356 Dee Sign Company 800-DEE SIGN Lowen Sign Company Oakley Signs and Graphics Reichert Signs Reprographics Sign Experts You can download all the sign templates in Adobe Illustrator format to send to your sign vendor. If you don t use one of these listed companies, be sure to review the ID Standards for Signs. Library ID Standards Sign Templates OFFICE IDENTITY OFFICE SIGNAGE Reproduction of the Office Signage ALTERNATE EXTENDED FORMAT ASPECT RATIO Signage Size: 60" x 8.75" (142 Grid Units to 21 Grid Units) A correct Mark is 21 Grid Units in height and 142 Grid Units in width. The correctness of the aspect ratio may be verified by measuring the height of the field and multiplying it by The result should equal the width. DBA Letter height is 2 Grid Units. Disclaimer height is 1 Grid Units. PROPERTY SIGNS Standard IMPORTANT NOTE: These displays are for demonstration only. The Scaling Grid provides the correct size and spacing relationships for all elements of the Mark. All measurements are in Grid Units. The grid should never be reproduced as part of the signage or the Mark! Scale 1/8" Value In order to create a uniform appearance, the Coldwell Banker Commercial brand has created standards for building signs. Also, property signs are a great form of advertising. The more building signs you have up, the more your firm is recognized as an industry leader. ONE-LINE COMPANY DBA 48"x48" Colors: Coldwell Banker Commercial Blue & Black on White Background. Commercial signs are available in 24 gauge steel,.090 Polyethylene and 10 mil corex plastic. Scale 1/8" TWO-LINE COMPANY DBA 48"x48" Colors: Coldwell Banker Commercial Blue & Black on White Background. Commercial signs are available in 24 gauge steel,.090 Polyethylene and 10 mil corex plastic. Scale 1/8"

72 14 public relations Generating PR is one of the first things your company should do after affiliating. In this section, we will provide you with the tools for effectively generating PR to publicize your office. 1. Step-By-Step Guideline for PR 2. New Company PR 3. Press Releases & Media Alerts 4. Hot News and Not News 5. Online Blogs 6. Market Connect 7. Opening Event

73 15 A STEP-BY-STEP GUIDELINE TO PR FOR NEW CBC AFFILIATES ACTIVITY Step 1: Establish your local image. Step 2: Develop your own media relations tools. TASKS Determine what sets you apart from competition. Create a mission statement that will provide the undertone for your communication with the press. Boilerplate for press releases A boilerplate should be used as the last paragraph of every press release your company generates. It creates consistency of message, and, in one paragraph, should describe key facts about your company and your company mission. Press Kit Create materials for a press kit including: 1. Fact sheet: one-page description of your company 2. Biographies: background on key personnel 3. Services fact sheet: brief overview of the services your company provides 4. Press releases: news about your company Step 3: Create a list of media contacts. Call your local real estate editors. CBC can assist you with identifying these people. Update the list every six months. Step 4: Establish positive relationships with your local media. Step 5: Continue to distribute press releases about your company. Announce your affiliation with CBC to your list of contacts; invite local media to your office opening event. Cultivate relationships with editors the same way you would a business contact. Send them a press kit and follow up. If you have big news, take an editor to lunch! Whenever there is news to report, or fax a press release to your media list. Step 6: Merchandise publicity! Whenever you secure coverage on your office, create a binder of the press clippings or get reprints for display; consider framing really great stories for your office.

74 NEW COMPANY PR Description 16 Corporate can assist you with your PR efforts when you first join the CBC organization. The Press Release Preparation form should be filled out by new affiliates. Press Release Preparation / New Affiliate Form Please send completed form to Coldwell Banker Commercial, ASAP to: PR Dept. help@cbcworldwide.com or Fax ; DATE NEW AFFILIATE CBC NAME PREVIOUS COMPANY NAME ADDRESS & PHONE NAME OF PRESIDENT ACTIVATION DATE (TENTATIVE) COMMERCIAL SPECIALTIES NUMBER OF BROKERS IN AFFILIATE INDUSTRY AFFILIATIONS, MEMBERSHIPS NUMBER OF YEARS OF COLLECTIVE EXPERIENCE CLIENT LIST RECENT DEALS OVER $10 MILLION ONLY PLEASE ADD ANYTHING ELSE YOU D LIKE PUBLICIZED RELATIVE TO THE AFFILIATION (a quote about how pleased you are; what the CBC brand means to your business) Value Execute Completing the Press Release Preparation form streamlines the process so that corporate can assist you in generating PR for your firm. Corporate will generate a press release that will be sent to the national real estate publications. This form will also generate the information needed to create press releases at your local level and can be used as the foundation for your company s web text. Fill out the Press Release Preparation form located in the beginning of your New Affiliate Binder. Send the form back to help@cbcworldwide.com; attention PR Dept. A representative from our PR Dept will call you to confirm and get any additional information necessary.

75 PRESS RELEASE Description 17 A press or news release is the main PR tool to describe the news you re promoting. A release is written in journalistic style and should be written so that an editor can take the release and publish it without making significant changes. To the point: The release should have a direct and clear-cut headline. Top Heavy: Start with a first paragraph that includes a summary of all the important facts. If you look at a newspaper, you ll notice that you can get the entire gist of the story through the headline and first paragraph. Subsequent paragraphs should provide details. Just the Facts: Include relevant facts and be articulate and accurate. Third Person: Press releases should always be written in the third person. Sample Press Release Template NEWS RELEASE CONTACT PERSON PHONE/ COLDWELL BANKER COMMERCIAL DBA ANNOUNCES RECORD BREAKING YEAR FOR SALES City, State, Date Coldwell Banker Commercial <DBA> today announces a record setting year for transactions in In fact, the company s sales increased by an astonishing 56% from the previous year. Positive word of mouth about the company in regional publications as well as a continued focus on providing the best in customer service, are the keys to the company s continued success in a competitive industry. According to SPOKESPERSON, We are delighted to have had such an incredible year in sales. The commercial real estate industry has always been first and foremost a people business and we must continue to respect the needs of our customers, listen to their feedback and implement the processes that will provide the best personal service. This will enable us to continue to grow upon all our current successes. About Coldwell Banker Commercial <DBA>, Inc. Include boilerplate information about your office. Value News coverage increases the visibility of your office in your market and it s free Editorial coverage is a third party endorsement News coverage can tell a whole story where advertising focuses only on a message. It is a powerful way of reinforcing CBC brand awareness Execute How do I get news coverage about my office? Be proactive and contact the press Keep things in perspective and send quality news stories to the media. While all of your office s progress or success is great for your business, it may not all be newsworthy. Think about it from a reporter s point of view. Use the Sample Fill-in-the-Blank Press Releases, located on Blueprint Library

76 18 MEDIA ALERTS Description Media alerts are another effective way of quickly spreading the word, particularly if you are hosting an event. Sample Media Alert Template Value A good media alert is a one-page call to action document that presents just the facts: who, what, where, when and why. Execute Issue a media alert a few days before the event, either by or fax. Don t forget to include directions to your event (particularly useful for broadcast outlets). Use the Sample Fill-in-the-Blank Press Releases, located on Blueprint Library

77 19 HOT NEWS & NOT NEWS: Below is a list of items the media will consider important enough to cover and worthy of a press release. Consider the following: HOT NEWS: New CBC Affiliation: if you re a new affiliate to the Coldwell Banker Commercial organization, announce the affiliation to local press; include why you joined. Notable Transactions: any major transaction that your company has closed (typically $1 million and above). Personnel appointments: promotions, new hires. Company or sales professional extracurricular involvement: community service, a concerted effort to work with local charities or events, speaking at or joining a professional society, etc. Introduction of new programs: such as the launch of new marketing programs and campaigns; or a new service line. NOT NEWS: Yearly anniversaries of office openings. Only significant anniversaries (5, 10, 20 years, etc.) should be announced. If a CBC professional closes their first deal (this is internal company news). Exiting employees (could be perceived as negative). Inconsistent volunteerism Any professional or broker that doesn t participate on a regular basis with the organization. When you receive new programs from Coldwell Banker Commercial. (It s only news when you put the item into action or when you can report results of the program or promotion). Awards: company and sales associate awards from Coldwell Banker Commercial or from other real estate and community organizations. Make sure your competition hasn t placed higher in a particular category. Office achievements: such as quarterly sales volume or number of transactions. Watch out for low numbers use percentages in case actual numbers sound low. Make sure that when you state your numbers, they are higher than the last set of numbers you released. Don t bash or name the competition be positive about your success.

78 20 ONLINE BLOGS Description A blog is a website where entries provide commentary or news on a particular subject. A typical blog combines text, images, and links to other blogs, web pages, and other media related to its topic. The ability for readers to leave comments in an interactive format is an important part of many blogs. Value An online blog is a cost-effective, easy way to generate search engine traffic about your company. They can be maintained in a matter of minutes. Several affiliates already take advantage of Online Blogs. Coldwell Banker Commercial Trademark Properties, NC, takes full advantage of blogs and their information is posted through-out the web. An example of an affiliate with a blog is: Coldwell Banker Wachholtz & Company, in Montanna maintains this blog and posts and article once a month. Another affiliate with an Online Blog is: Michael Levinson of Coldwell Banker Commercial NRT in Pittsburgh. You can check out his site: If you do a Google search: commercial real estate, hill district, Pittsburgh ; his blog shows up #1 (changes daily). You can t buy search engine placement like that. Execute There are thousands of online blog sites available. One of the most popular is It is free and easy to use. You can sign up and create a blog for your company. Wordpress allows you the ability create as many tags as you like for your blog to ensure optimal search engine traffic. is another free site that is popular. Whenever your company generates any PR: closes a deal, hires someone new, or any of the aforementioned Hot News, someone should post it on your company s blog site. The key thing with blog sites is to continually edit or add content so your site stays fresh and will get more search engine optimization. Take the test: Do a Google search for your company (use to limit your search) and see how high your website shows up; or what else shows up about your company. Create a blog site for your company, posting anything pertaining to your company. In about two or three days, do a Google search for the topic you blogged about...you should have a high search engine placement. It is as simple as that. Then, take it a step further and send your blog to your clients, especially when you close a deal with them and encourage them to comment on your blog.

79 MARKET CONNECT Description CBC MarketConnect is a CBC-hosted public website that any commercial real estate professional (and potential client) can visit for current market insights, including: National, Regional and Sector Specific Info, Including Niche Markets Industry Articles Market Reports Competitor Reports CBC MarketConnect is different from anything else in the industry because it offers original content from CBC professionals who have extensive insights into their niche markets. Value Any original content submitted from a CBC professional will be identified as being written by that person. This can be a great merchandising tool, as a way of showcasing your expertise to the industry and clients. The possibilities are endless: Search Engine Traffic & Optimization - increase visibility of your company among your current and prospective clients, employees and among the media Position CBC as a top competitor and industry leader with nationwide reach Personal marketing for your professionals helps agents differentiate themselves in their market and establish themselves as subject matter experts. 21 Execute First, visit the site: and browse the content on the site. Then, if you have it, submit the following original content: Market overviews & commentary Forecasts Commentary on recent Industry or regional news affecting your market Market reports/data produced by your office MarketConnect Questionnaire: In order to assist in your creation of original content for MarketConnect, we ve created a questionnaire that can be used as a guideline for drafting your submission. Use these questions to craft a paragraph showcasing your knowledge and expertise. The questionnaire can be downloaded from the Blueprint Library in the MarketConnect section. MarketConnect Flyer: Download the MarketConnect Flyer from the MarketConnect section in the Blueprint Library and distribute to all professionals in your office and encourage 100% participation. Contributions: Send all submissions to the site s administrator, Andrea Harvey, at aharvey@cbcworldwide. com. If any questions, contact Andrea at You can also contribute directly on the site with a login. Take the test, first do a Google search for your market and see what comes up. Then, submit some content to Market Connect about your market. Within a day or two, do the same google search again. You will see your Market Connect article show up on the first page of your Google search. You can t pay for placement like that! Then, take it a step further and invite your clients to

80 22 OPENING EVENT Description Opening Events help new companies show the business community that they have started their business. Value An opening event is great PR to let clients and business communities know that you have joined CBC, and what your company is about. It provides a chance to reach your clients on a more intimate level. Execute Event Suggestions Banquet Amusement Park Picnic Outdoor Event Concert, Show Date/Time Selection Allow plenty of time for preparation. If possible, plan the event 3-4 weeks in advance. Avoid holding the event on the weekend or a major holiday. Determine the type of special event you will conduct. Morning functions, for example, will have an entirely different atmosphere and style than an evening cocktail reception. Luncheon gatherings usually require food and beverage. Avoid late evening functions. Few people will want to go home to change clothes and go out again. Morning events should begin no earlier than 8am. Soft Open your company first, don t hold an opening event on the first day your doors open. Who to Invite Current, past and potential customers Friends and family along with your employees families Media Anyone who helped you get started: bankers, lawyers, architects, advisors Neighboring business people Chamber of commerce staff members How to Invite Send out a Save-the-Date in advance to give attendees a heads up. Include all critical information in your invitation: who, what, where, when, why. Be sure your contact database is up to date before sending the invite. Always have a way of confirming attendance so you can plan food & drink requirements. Send a follow-up or reminder when the date gets closer. Planning A brief program will add focus to your event. Check with the town if you plan to hang banners or have any extravagant outdoor decorations or activities. Plan for the media - have press kits available. Have a backup plan for bad weather, such as moving indoors or to a local restaurant/hotel. Consider having a door prize or raffle to lighten the business atmosphere and increase enjoyment. As a rule, no ceremonies should run past 15 minutes, and minutes is ideal. Limit the number of speakers and length of their speeches. Only introduce those people who need to be introduced rather than acknowledging everyone in attendance. Conclude the event with a ceremonial or symbolic activity to let the guests know the program is over. Send thank you notes to all who helped you arrange or participate in the event. A thank you in the local paper to all attendees may also be appropriate.

81 23 advertisements, marketing materials & campaigns It is important for new companies to create marketing materials that are consistent and relevant to your firm. The following items should be considered: 1. Advertising Campaign 2. Regional Advertising 3. Ad, Flyer, Postcard Creation e-presentations 4. Announcements/Direct Mail 5. Company Collateral

82 2007 Coldwell Banker Real Estate Corporation. Coldwell Banker Commercial is a registered trademark licensed to Coldwell Ban An Equal Opportunity Company. Each Office Is Independently Owned And Operated. 24 CBC NATIONAL ADVERTISING CAMPAIGN Description Your company should develop an Advertising Campaign. An advertising campaign is a series of advertisement messages that share a single idea. Advertising campaigns appear in different media across a specific time frame. Before you advertise in any medium, consider the region your office is in and your competitive position. What sets your office apart in your market? What are the key benefits of your services? Advertising shouldn t focus on features but on the benefits of what your product or service will do for your customers. Apply the following criteria to test the effectiveness of your advertising message: 1. The ad states a single message. 2. The ad evokes a specific, acute emotion. 3. The ad is being presented in a space where it will likely be noticed. 4. The ad has a call to action, such as contact our office now. National Campaign A COLLABORATIVE SUPPORT SYSTEM NATIONAL KNOWLEDGE, ADAPTING LOCALLY Affiliate Adaptation Be creative and effectively consider your target audience: where they live, work and play, etc. Value The value of an Advertising Campaign is to hit the masses. A targeted message such as an Ad speaks to your clients and asks them to take action (call you to list their property, view your website, respond about a property) Execute The CBC National Advertising Campaign is designed to be flexible and broad enough that CBC affiliates can take the brand ad templates and create similar looking ads within your own marketplace. Download the advertising templates from Library The ad templates are available in a variety of formats including Adobe InDesign and Microsoft Publisher. Also, you can create ads using the e-presentations Tool located on however, at this time, they cannot be re-sized. ** If you need assistance, the Coldwell Banker Commercial marketing team offers assistance with copy writing, layout, and final output. JUST ONE ELEMENT OF SUCCESS. Sometimes, standing tall requires plenty of collaboration and support. That s why it helps to have the vast global reach of the Coldwell Banker Commercial system behind you. By providing unmatched resources to our local offices and empowering them to make independent decisions, we help eliminate the obstacles that stand in the way of your success. For the backing of a powerful national presence and the agility of a local market innovator, put your trust in a Coldwell Banker Commercial professional. JUST ONE ELEMENT OF SUCCESS. The real estate professionals at UNITED REALTY recognize that Fayetteville is a developing marketplace: the population is growing and the service industry is expanding. Our affiliation with Coldwell Banker Commercial (CBC sm ) presents UNITED REALTY with a perspective on the commercial real estate climate in markets nationwide, giving us the knowledge necessary to help clients adjust to change. But because each CBC office is independently owned and operated, we will still offer the same level of exceptional service our local clients expect from us. SELLING/LEASING Commercial bldgs Industrial bldgs Office Space Retail Space Commercial Land Industrial Land Retail Land SPECIALIZE IN Short Term Investments Long Term Investments 1031 Tax Deferral Investments Land Partitioning Property Management Selling Entire Residential Subdivisions (developed and undeveloped) (910) Main Office UNITED REALTY 2007 Coldwell Banker Real Estate LLC. Coldwell Banker Commercial is a registered trademark licensed to Coldwell Banker Real Estate LLC. An Equal Opportunity Company. Each Office is Independently Owned and Operated

83 25 REGIONAL ADVERTISING Description Regional advertising is the concept of collaborating with other Coldwell Banker Commercial affiliates in your overall marketplace to share the cost of advertising. Value Pooling ad dollars and resources together has significant value including: Increased exposure Significant cost savings Collaboration with other offices can generate business between the offices Execute Find offices near your marketplace by doing an office search on Contact the offices near you for potential collaboration. Locate a newspaper, magazine, or trade magazine that covers the markets of everyone involved and create an ad that works for each of your firms. It can be as simple as listing your combined services or areas served. Download the advertising templates from Library Also, you can create ads using our e-presentations Tool located on ** If you need assistance, the corporate marketing team offers assistance with copy writing, layout, and final output. COMMERCIAL REAL ESTATE SOLUTIONS MADE SIMPLE CBC has California Covered PROUDLY SERVING NORTH CAROLINA Charlotte Coldwell Banker Commercial MECA Brokerage Fayetteville Coldwell Banker Commercial United Realty Raleigh, Durham, Chapel Hill Coldwell Banker Commercial TradeMark Properties Wilmington Coldwell Banker Commercial Sun Coast Partners PROUDLY SERVING CALIFORNIA One of the largest commercial real estate brokerage organizations in the world, the Coldwell Banker Commercial System (CBC), is committed to providing exceptional commercial real estate services for all property types and service lines. CBC in California: Over 600 professionals Covering over 30 markets Closed over 2,400 transactions (7/06-6/07) Visit ColdwellBankerCommercial.com to locate a professional today. ACCELERATE SUCCESS SM Coldwell Banker Real Estate Corporation. Coldwell Banker Commercial is a registered trademark licensed to Coldwell Banker Real Estate Corporation. An Equal Opportunity Company. Each Office is Independently Owned and Operated. ACCELERATE SUCCESS SM Coldwell Banker Real Estate LLC. Coldwell Banker Commercial is a registered trademark licensed to Coldwell Banker Real Estate LLC. An Equal Opportunity Company. Each Office is Independently Owned and Operated.

84 26 AD, FLYER, POSTERCARD CREATION e-presentations Description Value E-Presentations is a tool offered to Coldwell Banker Commercial affiliates that provides the ability to create push-button publishing completely free of cost! A brief summary of the product: Dynamically generates marketing presentations such as Flash presentations, Property-based Flyers, Recent Transactions, Open Inventory, Announcements, Postcards and Advertisements. When you enter listings into CREST EDG, it automatically merges property information with marketing templates. campaign reporting, including the ability to see who opened a particular or attachment and even send a follow-up ; or export to excel for sorting. Generate Interested Client Lists with e-presentations. You can create a marketing campaign that allows you to not only track who opened your , but also track who clicks through. If they click through, they are at least somewhat interested. You can generate a report that shows the interested parties, thus creating an instant warm client list for you to follow up with. Execute Enter your listing into CREST EDG, then go to Click on Tools Click on Epresentations Follow Instructions provided You can also share items created with co-workers. Send flyers directly in s or as PDF attachments. Recommended Templates: Advertisements Announcements

85 27 ANNOUNCEMENT/DIRECT MAIL CAMPAIGN Description When you first affiliate with the Coldwell Banker Commercial organization, it is important to do an announcement campaign. This is a series of announcements sent to your current clients, future clients, industry leaders and competition. It can be either incorporated into your advertising campaign, a direct mail campaign (inexpensive postcards), or a cheaper electronic campaign. It is suggested that you do a three-pronged approach 1) You ve joined CBC a. Be specific as to why you joined: national support, enhanced market knowledge, regional collaboration, brand name, tools, etc. b. Inform them that your service quality hasn t changed, only improved. 2) Services you offer a. New Services b. Existing Services 3) Professionals within your firm: a. List of Brokers b. Their specialty c. Their contact info Value If you don t tell the world, how will they know? People aren t mind readers. Yes, you know that you have joined the CBC organization, but do your clients or competition know. By sending it to your existing clients, they know how to reach you for future business. It also reassures them that you are still here to serve them; your company s name changed, not the service. By sending it to your competition, they will know that you are a new player in the marketplace. They will understand that they need share their information with you and you need to share information with them. Execute Click on Tools Click on e-presentations Follow Instructions provided For Postcards: Merrill Corporation (Offers discounted rates on postcards) When doing an announcement campaign, be sure to hit current clients, potential clients, industry leaders and competition. Marketing to one just isn t enough. Also, create your announcements with a similar look and feel. Always include your firm s contact information, website and telephone number, a call to action and a clear message statement. ** Make sure your contact lists are up-to-date before sending the announcements. An announcement campaign is only as good as the list it is sent to.

86 28 COMPANY COLLATERAL Description Execute Collateral consists of marketing pieces that provide information to your clients. Value Collateral is an easy way to leave behind important information about your company, capabilities and the Coldwell Banker Commercial organization. It allows the client to read the information on their own time. Collateral can also be ed or mailed to potential clients to help win business. Through Merrill Corporation, the Coldwell Banker Commercial team offers several brochures for affiliates to order. The Capabilities Brochure (Client Services) is an 8-page brochure that includes a back pocket for inserts and die cut for your business card. The Capabilities Brochure is great to use for prospective clients as a follow-up piece highlighting the Coldwell Banker Commercial organization and what separates us from our competition. It has recently been re-designed. A template has been created that can be downloaded off Blueprint that will allow you to fill in your individual company information in a format that matches the new design of the Capabilities brochure. com / Library / type in Client. It is called: Client Services Brochure About Your Company Template Page Another option is the Vision Brochure (Accelerating the Future). The Vision Brochure is an overview of the strategic direction of the Coldwell Banker Commercial brand. Affiliates are encouraged to create their own collateral as well. After all, each office has different client services. It may also be helpful to contact other CBC offices near you to see what collateral they are using, since there is no sense in re-creating the wheel. When creating your own piece, we ask that you kindly the marketing team at help@cbcworldwide.com for a quick approval. Remember to follow ID Standards.

87 29 web Now that your company has handled print materials, it s time to consider the web. 1. Your Company s Intranet Site 2. cbcworldwide.com 3. Brand your Site as CBC 4. Re-Market Your Listings a. Re-market on CBC Website b. Free Listing Sites c. Individual Property Website

88 30 YOUR COMPANY S INTRANET SITE Description Blueprint is the new Coldwell Banker Commercial intranet site that took the place of CBNet, and it hosts many of the tools discussed in this section. Only members of the CBC organization have access to Blueprint. Execute * Make sure your company is set up in Blueprint. The responsible broker of your company must take the initial training in order to get a Super User account. This Super User account is used to set up individual users in Blueprint. Each company is offered a free private intranet site on Blueprint. Documents can be uploaded to the Library that are relevant to your company and only you would have access to; such as forms, deal documents, templates, company PR or calendars. Value Intranet sites are extremely valuable to companies. You can post necessary forms and documents that can be downloaded from any location. The nature of the real estate business is to be off-site dealing with clients. Even if you are off-site, you can download the proper forms to help you complete the deal. It is also a central location to post News, Events or other general company information that otherwise may get lost when ed. If your company isn t set up, call the Help Desk at and they will be able to provide the link for initial training. TO SET UP YOUR INDIVIDUAL INTRANET The person from your company that has administrative rights can control what is entered into your individual intranet site on There is also training available on Blueprint regarding the individual company intranet site.

89 31 CBCWORLDWIDE.COM Description One way to create a marketing splash is to have accurate profile pages on A profile page is a brief summary of your company, notable clients and transactions, a list of professionals, etc. Value Whenever a client is searching for an office, they can click on the office to get more information. If you don t have accurate information on your profile page, you may miss out on attracting that particular client. The metrics of CBCWorldwide for 2007 that are listed below show why you should have a profile page: Visits: 1,059,380 Unique Visits: 530,617 Property Searches: 3,281,016 Property Detail Views: 1,270,944 Phone Number Lookups: 1,145,040 Office & Agent Searches: 201,720 Execute The Super User for Blueprint of each company must complete the Office Profile Page located on Blueprint. Each individual should also accurately complete their Profile Page in Blueprint, since that info will show on Also, it is important to direct your clients to our site: to get info on your listings. BRAND YOUR WEBSITE AS CBC Description A website is a place where you can easily store information about your company. Large audiences can access the information quickly and easily. Your company should have a website. If you have a current website with your previous affiliation, it is important to change it to the Coldwell Banker Commercial brand. Otherwise, you will be sending mixed messages to the marketplace. If your company doesn t have a website, it is important to get one developed. Value In today s business world, it is essential to have a website. Consumers don t use telephone books to get information, they head straight to the web. Execute Coming Soon Ability for your site to mirror When it launches, your company administrator can login to Blueprint and use the Web Developer Tool. This tool will enable you to create a website for your company that mirrors the look and feel of for free. Your website will be hosted on the national server.

90 32 RE-MARKET LISTINGS UNDER YOUR CBC DBA Description One of the most effective ways to market listings is to post them on websites. Everyone is on the web seeking product. If you have current listings with your previous affiliation, it is important to change the listing information to the Coldwell Banker Commercial brand. Otherwise, you may be sending mixed messages to the marketplace. All of your listings should show on cbcworldwide. By entering your listing into our CDX system, it is automatically pushed to Listings Manager, cbcworldwide, Black s Guide, Catylist and Real Estate Journals.com. Each property has it s individual Property Website. The individual propety website includes tabs: Overview Exterior Interior Demographics (automatically populated) Financials (optional) Media (flyers, video, etc) You can directly link to the web page which allows clients to immediately the responsible broker for the property. Value cbcworldwide.com attracts 2.6 million property searches per year. You have a better chance of hitting more clients if you post your listings on as many sites as possible. Execute At the current time, CBC affiliates are required to enter their listings into CREST EDG. CREST EDG is a tool that was adopted from the residential side of the business; thus some of the information isn t relevant for commercial properties. This is where Listings Manager comes in. Listings Manager is an easy to use tool that allows such enhancements as the addition of unlimited photos, attachments and streaming videos. Log in to CREST Listing for Sale Commercial TR Listing for Lease Commercial Lease Property Mgmt Commercial PM Then go to: Tools, Listing Manager Manage Listing Select the Listing that you want to edit The more information you enter into one of these programs, the better you listing will show to the public on it s individual property website on * If you don t have your CREST login you must first be set up by your company s data entry person into CREST (usually Office Manager or Responsible Broker). Once you are set-up, they will be able to your login, and the password is password!

91 33 FREE LISTING SITES Description There are many sites that offer free listing for your properties. Value The more exposure you get for your listing, the better the opportunity you will have to sell / lease the property. Execute There are many local sites that you can list your property...too many to mention here, but you can locate those local sites and post your listings. Here is a list of some of the national free sites: CoStar The industry s most comprehensive commercial real estate database with more than 2 million properties representing more than 38 billion square feet of inventory and over 760,000 for-sale and for-lease property listings. Many people don t know that although CoStar is a paid service, it is free to list with them, you just have to call in your listing. They always encourage new listings COSTAR, LoopNet LoopNet operates the largest and most heavily trafficked commercial real estate listing service online with more than 2.4 million registered members and 915,000 unique visitors monthly. LoopNet is one of the easiest programs in which to enter your listings. You can enter a free basic property without a membership. Xceligent - Is a new property listing site. Xceligent has learned that the best way to understand the ever changing market is to have their local Client Services teams in the field every day. You can enter a free listing without a membership. CIMLS The leading online commercial listing service with unlimited property listings and national coverage for free. Property Line Listing is free on Property Line. Add unlimited attachments such as PDFs, photos, aerials, floorplans, word documents, etc. Craigslist.com - Many real estate professionals are starting to post their properties on Craigslist. You get a more localized audience, and you reach potential clients that you may have not thought of reaching. It is free to post to your local Craigslist, and there are some sites that will automatically build your craigslist ad. The Creative Investor A commercial and residential property listing site with four levels of membership ranging from basic (free) to platinum ($40/month). Over 45 billion dollars worth of properties listed. iiproperty iiproperty serves homeowners, real estate investors, property managers, realtors and other real estate professionals across the US and in Canada. 5 levels of membership ranging from lite (free) to Professional ($65/month). Choose Your item Offers a free listing service for all commercial property types with up to ten photos and around-the-clock editing availability.

92 34 INDIVIDUAL PROPERTY SITE Description A Property Website is a low-cost website dedicated to marketing your listing to a worldwide audience using the Internet. Value With a Property Website, you can differentiate yourself and describe properties in great detail. It is also a simple thing to do when trying to win the business. Execute There are many sites that offer Property Websites for a low costs. One of them is Each Property Website is only $60 for one year (with bulk discounts available). Go to and click the Get Started button and register. Then, select a unique Website address (e.g. and once you pay, your Property Website can be live in less than an hour! You can use this software to help win listings. Create a site at no cost (you only pay when you publish the site), and the link to your prospective client to show them what you can do to market their property. The demo sites have all the features of the real thing. However, the free listing site expires in 2 weeks, so be sure to send to your clients quickly after creating it. Quick Links allows you to add or remove any number of external links. Included with your website are several automatic links such as a link to area information. You can choose to include or not include these links, create your own, change the order, make them bold or red. Free Domain Rider Sign with each website (free shipping as well) Website Statistics tells you how many unique visitors as well as the top 5 referring search engines. You can also view your daily activity, monthly activity and total visitors. The reporting function allows you to a detailed report to your sellers. Include Video & add Audio messages to websites Optional Biography Page sites can display your photograph, company logo and contact information. Your Listing Websites will all link to one another to help generate more traffic to your other listings. Spanish Translation Service* Websites are Smart Phone / PDA compatible Search Engine Submit meta tags are automatically added to your website for Search Engine Optimization Lead Generation several lead generating tools including: Free Listing Updates, which allows visitors to request updates; Instant Leads, with TEXT messaging of leads generated from the site; and Request Additional Info. Some of great features of Listing Domains: Create a custom domain name, AnySt.com User Friendly create a website in less than 5 minutes CBC branded templates & over 400 other professionally designed templates Upload unlimited photos and documents Create a Document Library for your property Print a one-page brochure

93 35 make your presence known to other coldwell banker commercial affiliates As you meet other CBC firms, the opportunity to cross reference your services increases. This business is about sharing information, collaborating and scratching each others backs. There are several ways to make your presence known to other CBC affiliates. 1. Top Notable Transactions 2. Contact CBC and CB Residential Offices Near You 3. My Network on Blueprint 4. Attend CBC Events

94 36 TOP NOTABLE TRANSACTIONS Description The Top Notable Transactions Public Relations Program is a means of communicating affiliate announcements to industryleading news outlets and to educate prospective clients/affiliates about Coldwell Banker Commercial organization accomplishments in the local, regional and national marketplace. Affiliate achievements will be communicated to commercial beat writers at the Top 50 newspapers, business magazines and commercial trade/online publications. The Top Notable Transactions news advisory will highlight the following affiliate announcements: Closed sales/lease transactions of $1M or more New or national assignments Property management assignments Top New Notable Affiliate Transactions Form Form Value Please fill out the following form to include your company s accomplishments in the monthly Top Notable Transactions PR program. The transaction must have taken place within the last four weeks. Each entry must be filled in completely or it will not be used. Today s date: CREST TR # / Agreement # Transaction type (check one): Sale Lease Property Management Assignment Represented (check one): Buyer Seller Lessor Lessee Closing date: Name of seller or lessor: Represented by: Company: Name of buyer or lessee: Represented by: Company: Permission to publicize? Seller Buyer (both approvals are necessary to issue a press release) Property type: Office Industrial Retail Land Hospitality Multi-Family Details: (# of apartments if multi-family; what land will be used for if land; anchor stores if retail) Address of property: City: State: Length of lease: Square footage: Amount of sale or lease ($1,000,000 minimum): Coldwell Banker Commercial DBA: Address: City State ZIP Contact Person: Telephone: OPTIONAL DETAILS (attach separate page if necessary): Provide a description or further information about your deal and its background. By packaging affiliate news and distributing to targeted media, the Coldwell Banker Commercial brand will maintain regular communications with top-tier media outlets, increase awareness of the platform s achievements and recognize its sluggers. Send completed form and required attachments to: Coldwell Banker Commercial Attn: Tom Nolan 1 Campus Drive, Wing 2A Parsippany, NJ (973) tom.nolan@realogy.com Execute Fill out and send form back to corporate at help@cbcworldwide.com or mail to: 1 Campus Drive, Wing 2A Attn: Marketing Department Parsippany, NJ 07054

95 37 CONTACT COLDWELL BANKER COMMERCIAL OFFICES NEAR YOU Description With over 250 companies across the US, there is a good chance another CBC office is located near you, or near your marketplace. Value Once you have located these offices near you; you can leverage your needs, wants and haves vs. the other company s needs and wants. You may have a client looking for land, the other company may have the land. Collaboration breeds business. Execute Search for offices in your area on CONTACT COLDWELL BANKER OFFICES NEAR YOU Description With over 4,000 offices across the US, there is a good chance a Coldwell Banker residential office is located near you, or near your marketplace. Value Coldwell Banker firms deal with clients that also have commercial needs. If CB agents don t know you exist in their marketplace, they may be referring this business to a competitor. Execute Search for offices in your area on Schedule a meeting with the local offices and present your capabilities and services. Offer them an easy-to-use referral system by creating a referral form and a streamlined process.

96 38 MY NETWORK ON BLUEPRINT Description Value Blueprint offers the My Network system, which uses social networking technology, similar to Linked In or My Space, for Coldwell Banker Commercial affiliates. Using My Network, Affiliates can: Make connections with other CBC professionals Enable others to connect with you by completing your Blueprint profile Search for CBC professionals by their major clients, specialties, languages, designations, and years of experience Expand your network by sending or accepting invitations to connect Confidently refer your client to an experienced professional within the CBC platform Send and receive messages/attachments from those in your network You are trying to win business with a national client, however you do not have an established relationship with them yet. By using the My Network tool, you can do a search for that client, and find a CBC professional who has a long standing relationship with that client. Then, you can leverage that relationship to get your foot into the door and win the business! OR You have a retail client that needs space in a market you don t cover. You can easily search for a qualified affiliate in that location using My Network. Now, when you contact that affiliate, you aren t just randomly contacting an office looking for the proper person that handles retail. It becomes a warm call to that office. Execute Go to the My Network Tab Make sure you fill out an accurate profile page, as this is what drives the search capabilities of My Network

97 39 THE FORUMS Description The Coldwell Banker Commercial brand Forums is a great way to interact with fellow CBC Affiliates. It is a place on the internet to post comments, ask questions and read tips and tricks. What you can do on the Forums: Post new Threads Reply to other peoples Threads Edit your posts Set yourself up to receive auto- s when something new is posted to a particular Forum or Thread. Send private messages to other members Enter events in the Forum Calendar Some of the Forum topics include: Marketing Technology General Discussion Meetings & Events Learning & Training General Haves & Wants Value You may receive answers or comments from contacts at headquarters and fellow CBC Affiliates. You can post questions that other affiliates may have solved in the past. The Forums are growing everyday as new members share their comments and information. Execute To access the forums a basic free registration is required. Tools / Forums To subscribe (auto- ) to a Forum: click on Forum Tools/Subscribe to this Forum To subscribe (auto- ) to a Thread: click on Thread, click on Thread Tools/Subscribe to this Thread * The Forums are meant to be professional information areas.

98 40 ATTEND CBC EVENTS Description Value There are various events that CBC affiliates can attend to meet other CBC affiliates. GCC Global Commercial Conference; held in February or March each year Regional Meetings Events held throughout the year in various locations to foster collaboration between CBC offices. Attending these events provides valuable information that you can share with clients, and it is a great opportunity to network. Hand out plenty of business cards and let everyone know that you have recently joined the CBC organization. Execute A calendar of these events is listed on Events ICSC the major retail event held in Las Vegas, along with smaller regional meetings held throughout the year

99 41 miscellaneous marketing There are many other forms of marketing that firms may not think about. The following miscellaneous marketing opportunities are covered in this section: 1. List of Your Company s Professionals 2. External Professionals Database 3. Client Database 4. Comps Database 5. Industry Events & Sponsorships 6. Promotional Items

100 42 LIST OF YOUR COMPANY S PROFESSIONALS Description A professionals list is a list of people that work in your office. It usually contains: Name Title / Area of Specialty Contact Info: phone, Company contact info: address, phone, fax, website Value The value of having a professionals list is that you can send it to competition so they can share information with your team members. The real estate business is about sharing information. If they have a property for sale, you may have the client interested in that property and vice versa. If you don t maintain an up-to-date broker list, you or someone at your firm may be missing out on valuable opportunities. Execute Create it in Word or Excel format, one that is easy for your competition to use for their own purposes. Have one person control the content, so everyone isn t changing the format. Update it as necessary and re-send it to the competition when changes are made. If it s just a simple title change, no need to re-send to everyone. If you have two new employees, that would be a time to re-send the list. James Johnson Senior VP Investments (212) jjohnson@cbcworldwide.com John Doe Senior VP Retail (212) jdoe@cbcworldwide.com Jane Doe Director Marketing (212) jadoe@cbcworldwide.com

101 43 EXTERNAL PROFESSIONALS DATABASE Description An external professionals database is a list of people that work for your competitors. It usually contains: Company Address Name Title / Area of Specialty Contact Info: phone, Company contact info: address, phone, fax, website Value The value of having an external professionals database is to: Send properties to competition Find proper contact within a company to gather information Send announcements The real estate business is about sharing information. If your competition has a property for sale, you may have the client interested in that property and vice versa. If you don t maintain an up-to-date broker database, you may not be reaching all of your competition. Execute Create it in Excel, so it is easy to use and sort as necessary. Have one person control the content, so everyone isn t changing the format. The initial creation: Start with the national real estate firms first. If these firms are located in your market, contact them and ask for a professionals list. Be sure to send your company list to them. Coldwell Banker Commercial (other offices) CB Richard Ellis Grubb & Ellis Trammell Crow Cushman & Wakefield Staubach Company Sperry Van Ness Studley, Inc. Marcus & Millichap Jones Lang LaSalle NAI Lee & Associates Prudential Commercial Remax Commercial GVA Advantis CRESA Newmark Once you have tackled all the national firms, move onto smaller, local firms. It is important to get their contact information as well. Sometimes these smaller firms have brokers that are really engaged in the market. You can easily find these smaller firms in the Yellow Pages or online. Be as thorough as you can when creating your database. If a company gives information about specialties, be sure to include it. It will come in handy when you are seeking proper contacts. Update the database at least once a year, calling all firms on the list for updated information. When you get their updated list, forward your list as well.

102 44 CLIENT DATABASE Description A client database is a list of professionals your company has worked with. It usually contains: Company Address Name Title / Area of Specialty Contact Info: phone, Company contact info: address, phone, fax, website What you know them from Move in date Personal Information about them Last Contact Date Type of product that interests them Value The value of having a client database is to: Send thank yous Generate business Send announcements Maintain contact with your clients Know what your clients are looking for The initial creation: Get yourself a program called CardScan (www. cardscan.com). This unique item allows you to scan in business cards. It is fairly accurate and will save tremendous amount of time. Maintain your database. Get as much information as you can, you never know what connection you may have with a client. You should contact all your clients on a regular basis in some format. Some simple ways to maintain contact with your clients include: Newsletters Thank You Year Lease Anniversary List of local restaurants near their new space Holiday Messages or Gifts (not just for Christmas time) Gift / Breakfast on Move-In Date Buildings that sold near their building Birthday Deals you have closed Interesting Sales / Leases in the market You shouldn t think of only working with a client on a one-off basis. That isn t good business practice. Your clients should be your clients for life. Sometimes maitaining simple contact with your clients will bring in business just because you are fesh in their minds. Also, your clients know people as well. Your relationship with a particular client can branch out to their circle of contacts. Execute If you don t have a contact management system such as ACT or REA, create your client database in Excel, so it is easy to use and sort as necessary. Have one person control the content, so everyone isn t changing the format. Outlook isn t the best program to use because only you can see updates you ve made. It is important to have a shared client database within your company to generate collaboration and to avoid duplication. Your firm will not look professional if two associates are contacting a client at two different times, and neither of them knew the other was talking to the client.

103 45 COMPS DATABASE Description A comps database is a list of transactions that have occurred in a particular market, over a certain time frame. At the bare minimum, it should contain: Building or Site Address Size Price Date If you can get the data, you should include the following fields: Buyer info Seller info Brokers Contact Info: phone, Previous Sales of that building / site Cap Rate Lease Amenities Lease Info Sale Info Value The value of having a comps database is to: Have a good working knowledge of what transactions happen in your marketplace Know when leases may be expiring Know the price since the last transaction Know how much buildings are worth based on similar characteristics Execute If you are lucky enough to be in a market where Reis, CoStar, Real Capital Analytics, LoopNet or Xceligent are offered and you subscribe to such a service, start there. These programs provide detailed comps about transactions that occur in certain marketplaces. However, don t rely on this data as being gold. The data isn t always accurate. It s important to maintain your own comps database, that way, you can combine data from these sites, and mix it with data you have extracted on your own; whether talking with a client or with another broker. Many times, if there are several people doing research in a marketplace, they may meet to discuss comps, etc. If there isn t anyone meeting in your marketplace, you may want to start up such a group. Contact the local broker shops to see if they would be interested in meeting. Everyone wins when the information is shared. Maintain your database. Get as much information as you can on each transaction. Also, be sure to cite your information, for info can be different from various sources. Google Alert Another good thing to do is set-up a Google Alert. A google alert allows you to choose key words, then every day, will update you as to what articles / websites it found based on your search parameters. It s a good alternative to starting a comps database. To set up your google alert: you need a free google account. Once you have a google account, login to your account, click My Account, Manage under Alerts. When setting up your account, choose any competitors in your marketplace. Put quotes around their name to further filter the results: CBRE, VA. Or you can get more specific if you choose. You can choose a comprehensive search and when you want to receive updates. Adjust your search parameters as necessary. You can build as many Google Alerts as you like; searching for your main competitors in your market. Then, when you get a google alert, check to see if there are any deals being announced. Record those deals into your Comps Database. You may need to contact the broker for more information, if they are willing to give it out. Tax Records: You can also use tax records when creating a comps database. However tax records differ from state to state and from county to county. Some will allow you to search by recently closed, etc. Find your tax records at

104 46 ATTEND INDUSTRY AND LOCAL EVENTS Description Every city has local industry events that you can attend. Value Attending industry events not only provides valuable information that you can share with clients, it is a great opportunity to network. Hand out plenty of business cards and let everyone know that you have recently joined the Coldwell Banker Commercial organization. Execute Go to some of the major industry websites to find schedules of their local events. NAIOP National Association of Industrial and Office Properties SIOR Society of Industrial & Office Realtors CCIM Institute experts in commercial investment real estate Commercial Property News CoreNet Global Real Share Conferences BOMA Building Owners and Managers Association IREM Institute of Real Estate Management ICSC International Council of Shopping Centers SPONSORSHIPS Description One of the best ways to create a marketing splash is sponsorships. The very same industry events you attend, your company could also sponsor. Value Sponsoring an event or activity with a particular audience is widely recognized as an effective way to make that audience aware of your capabilities, products, or services. Often, it is an important supplement to print or electronic advertising. Execute Seek out local industry events (listed on the left) or charitable organizations for various sponsorship opportunities. The Coldwell Banker Commercial organization has a national charitable partner: Big Brothers Big Sisters of America. Your company may be able to sponsor one of their events. A guide has been created to further help affiliates with participation in the BBBS program. Click on Library Download the BBBS Participation Guide

105 47 PROMOTIONAL ITEMS Description Promotional items are items imprinted with your company logo or symbol. Value Promotional items are inexpensive items that are great for introducing a company, reinforcing your corporate identity, thanking customers for past business and encouraging prospects to become customers. Execute There are thousands of websites that sell promotional items. A simple google search for promotion items will list several good sites. Merrill Corporate (as explained earlier) offers several promotion items (as seen below).

106 48 continual marketing Throughout the previous sections of this book, we have explained How to Create a Marketing Splash. The final step in this process is continual marketing. Even when you have completed all the tasks in the previous sections, your job isn t complete. It is important that you continue your marketing efforts. This section covers the following ideas for continual marketing: 1. Stay in front of Clients a. Holiday Cards or s b. Announcements 2. The Simple Things go a Long Way 3. Stay in tune with Coldwell Banker Commercial information 4. Keep Website updated 5. Be tactful with marketing 6. Next Generation Marketing

107 49 STAY IN FRONT OF YOUR CLIENTS HOLIDAY CARDS/ S Description Send cards or s for holidays. This doesn t just apply to the holidays in December. Send an for other holidays: Thanksgiving, 4th of July, etc. Value Simply creating holiday messages allows your company to stay in front of your clients. Your clients will appreciate the gesture and you may even get responses to your friendly . This response could spark a conversation between you and your client where you may discover that they have a service need. Execute A simple with a graphic in the body of the would do the trick (attachments are not recommended because they can be filtered by junk mail filters). When sending an , be conscious of the file size. Sending a 1MB graphic to 500 clients will really clog up your server. If you are using an image, reduce the file size or resolution of the image. Since it is being ed, screen resolution (72 dpi) works fine. Create the graphic in Photoshop (if available). Go to File, Save for Web and other devices (this will create a much smaller file for ing). Save the file as a jpeg, and you can experiment with the settings to create the desired size. Then, open an , click on the body of the and insert your image. Tip: if you want text written above the graphic, either type the text 1st, or hit enter once, then insert the image. If you don t have Photoshop, you can create the graphic in Powerpoint, but do a save as and save it as a jpeg. The file size may be larger. ADVANCED VERSION: To create an animated GIF if you have a release of Photoshop earlier than version CS3: save as a Photoshop File, Click/Open in Image Ready. Click on Window/Animation tab. Click on duplicate current frame. Hide or show layers that you want visible by clicking on the eye next to the layer on the layers box. Make as many animation frames as you like. Change the delay time as necessary. You can also add tweeners (fade objects between transitions). Click File/Save Optimized as, save as a.gif Photoshop CS3 Click on Window/Animation, Click on duplicate current frame. Hide or show layers that you want visible by clicking on the eye next to the layer on the layers box. Make as many animation frames as you like. Change the delay time as necessary. You can also add tweeners (fade objects between transitions). Save for Web or other devices, save as a.gif

108 50 THE SIMPLE THINGS GO A LONG WAY Description You ve spent a lot of time creating your databases and marketing the properties, but don t forget about the simple things. Value Simply doing any of these things for your clients may spark additional business in the future. Your clients will appreciate the gesture. Just like you appreciate when you receive a gift or when a waiter / waitress goes the extra mile, your clients will share the same gratitude. Execute Here are some examples of Simple Things you can do that don t cost too much money: Create an amenities map for a new tenant moving into the building. The workers may not know the area or where to eat lunch. See How to Create a Marketing Package. Provide breakfast for tenants or something simple when they move into their new space Remember the tenant s 1 year anniversary from when they moved into the space Keep tabs on all tenants you place. Keep track of when their lease expires. Send them a friendly notice about a year before their lease expires and ask if they are happy in the space; or do they need to find alternative space A nice gift is a water-color painting of their space or building; they only cost about $200 from ReBackOffice. You probably get things from your personal real estate agent or your mortgage agent for your house. You always think it is a nice gesture, even if you don t use the product they send you. Don t you think your clients would feel the same thing if you sent them something? It could be anything. Use Worldwide as your personal webpage and personal property webpage. The information is public, and is only as good as what you put in. Look at your listings / bio and ask yourself. Would I buy / work with this professional? Stay in front of your clients with business. Tell them about transactions you have closed or anything going on with your company, new hires, new services, new website, etc. Stay in front of your clients, not just with business. Send them a simple Holiday as previously explained. It doesn t have to be the major holiday s such as Christmas. Send them a nice note on 4th of July, Hope you enjoy the fireworks with friends or family. Remember your client s birthdays. It always makes you feel good when someone sends you a message on your birthday, clients will feel the same way. Keep track of all birthdays and set up yearly reminders. Pay attention to all tenant information you find out. Keep track of lease expirations...you never know when you might have some inside info on a another tenant vacating a space and your tenant would fit perfectly in that space. Get creative with sales. Approach owners that might not be currently selling their property; run some numbers and show how much they could make if they sell now. Also show how you would market their property, and find them an alternative to put their money back into. Keep accurate databases: property, clients and other brokers. Turn your transactions into referrals. Ask your client if they have an additional needs: Construction Mgmt, other locations, Property Management, etc. Don t re-invent the wheel; utilize what is given to you and speak with other Coldwell Banker Commercial professionals. They may have already done the thing you are struggling with.

109 51 ANNOUNCEMENTS Description Announcements are an easy way to stay in front of clients. They can be used to announce closed deals, new hires, etc. Value If you don t tell them, they won t know. How else do you think clients/competitors will find out what is going on within your company? Announcing deals will get people thinking, that company is really busy, they are hot right now. I think we need to be doing business with them. Execute Click on Tools Click on Epresentations Follow Instructions provided STAY IN TUNED WITH COLDWELL BANKER COMMERCIAL INFORMATION Description This may sound like a no brainer, but corporate often changes or updates tools (adapting them based on feedback received from affiliates) or offers new systems or tools. It is your job to stay in tune with these changes. Value You may have tried to use a particular tool, and found a bug with the tool, discouraging you from using the tool again. However, corporate also learned of the bug and promptly fixed it. Now the tool does exactly what it is supposed to do, but you will not know, unless you check again. Execute Corporate sends out s or mailings to all affiliates notifying them of new things and uses Blueprint to disseminate information about what is new. Make sure you check Blueprint once in a while to see what s happening. Also make sure your contact info is correct in CREST. If you have a single point of contact that disseminates info throughout your company, please advise the corporate office at as this ensures information is received in a timely manner by all affiliates. Also, if a tool needs to be updated or changed, please call the help desk at KEEP WEBSITE UP TO DATE Description Information that resides on your website changes. New deals close, new people are hired or new services are offered. Value Keeping your website updated maintains a professional image for your company. If a client is meeting with a broker that is relatively new to your company, the client may check out the broker s resume online. If that person isn t even on your website, then the company s professional image is tarnished. Or, you tell a client about a listing that you have. The client goes to your site to get more information, yet the listing isn t on your website yet. How does that look in the client s eyes? Execute This is just a simple maintenance issue. Once in a while, hand out current resumes to everyone in your firm and ask them to edit as necessary. Then, post these updates on the web. Also, check listing data. If it has changed, make sure you update it on your website. BE TACTFUL WITH YOUR MARKETING Description Throughout this book, we ve offered several suggestions on how to successfully market your firm. However, you need to be tactful with your marketing. Don t become the firm that is automatically deleted because you send too many s. Value Tactful marketing allows your messages to get across, without losing any credibility for your company. If your messages are targeted and concise, your clients will view your messages as helpful information. Execute Send out announcements, but don t announce everything individually. Combine several announcements into one. Choose your messages wisely.

110 52 NEXT GENERATION MARKETING Description In this digital age, marketing is changing. What typically worked to market properties in the past may not work five years from now. Value It s important to stay in tune with what new technologies are out there. You may not need to know all of them, or even how to use them, but you should be aware of them. You should also start trying to incorporate some new technologies into your repertoire before other brokers may pass you by. The Old School way of doing business is dying out. A handshake simply isn t good enough. Execute Here are some examples of Next Generation Marketing : Residential Marketing It s good to stay in tune with what the residential companies are doing. At first, it may not seem relevant to commercial, but remember, just like it is in the real world, commercial always follows what happens in residential. Residential booms, commercial booms two years later. Residential slumps, commercial slumps two years later. The same should apply to marketing techniques. If it works for them, it MAY work for you, but not always. The information portrayed are examples of marketing done by Residential Agents, and will be the next generation marketing for commercial properties. Virtual tours of properties This is common in the residential side of the business, but there should be no reason it cannot be incorporated into the commercial side. Digital cameras and certain programs make this even easier in today s world. Youtube Ads or Videos of properties Everyone knows what Youtube is (if you don t, it is a video depository of just about any topic) The videos are uploaded by individuals. You can create videos of your properties and surroundings and host them here. Sharing Information The Old School way of thinking was, my information should remain close to my heart. The Next Generation knows that information is more readily available. You have to share information to get information. If you aren t sharing your information, you may be missing out on details that you never knew you had access to. The residential companies are starting to create websites such as Open House.com where it lists all open houses for all companies. OK, so there aren t open houses in commercial real estate, but the concept of all information for all companies on one site doesn t seem to far off. Blogging See section in this book on Online Blogs & Market Connect. If your company doesn t have one, get one started. Web Presence You need to have a web presence. Not just on your website, but elsewhere on the web. Sites such as Linked In, Digg.com are good places to start. A typical flyer just doesn t cut it in today s marketing scheme. Utilize the individual property webpage on Worldwide. You can even take it a step further and buy a specific URL for your property (less than $10): and re-direct it to the page on Worldwide. Again, residential agents are currently doing this, why shouldn t commercial agents. Through the Business Advantage program, CBC affiliates get discounts from Realbiz 360

111 53 in conclusion We hope you found the information in this book valuable to your firm. We have tried to simplify the process based on findings from an actual office opening. There may be some things we missed. As you go through the process of Creating a Marketing Splash and come across something that wasn t in this book; please forward your feedback to the Marketing Dept. at corporate by calling We are always looking for feedback to improve the products we offer to our affiliates Coldwell Banker Real Estate LLC. Coldwell Banker Commercial is a registered trademark licensed to Coldwell Banker Real Estate LLC. An Equal Opportunity Company. Each Office is Independently Owned and Operated

112 54 appendix Public Relations and Advertising Tools 1. PR Do s and Don ts 2. Small Business Advertising Basics 3. Advantages / Disadvantages of Media Outlets 4. Where to Advertise: Helpful Websites 5. National Advertising Discounts 6. Online / Print Directories Coldwell Banker Commercial Tools 1. Win Business & Marketing Packages a. Enhanced Graphics b. Market Data (REIS) c. Demographics (Claritas) d. Financial Analytics 2. Market Your Listings a. Wall Street Journal b. ICSC Retail Property Review

113 55 Following are some guidelines for responding to the media: DO S Do understand the needs of the media. Do speak with one voice consistently through a designated and experienced spokesperson. Be accessible to the media so they don t feel that they need to utilize other sources. Do follow up with the journalists to determine if they need anything further and when the article will run. Do collect and keep track of your press clippings as well as those of your competitors. Reprint (with permission from the publication) prominent clippings about your office and use as a promotional tool. Do send photos whenever possible and try to position the Coldwell Banker Commercial logo or signage so that it will appear clearly in the frame of the photo. Do identify each person in the picture by writing the names of the people on the back of the shot or attaching a list to the picture. DON TS Don t make off-the-record statements. There is no such thing they will become on-the-record and get printed! Don t debate subjects. Don t feel obligated to accept the reporter s facts and figures or answer hypothetical questions. Don t attempt to assess blame. Don t overreact or exaggerate a situation. Don t deviate from your company policy. Don t provide any internal material or documentation to the media. Do try to send releases to the press at least once a month. This ensures momentum and keeps you top of mind with the media. Don t berate or scold the journalist if they misinterpret or misprint your information in an article. You may call to gently remind them of the correct data. They may print a correction or take heed for the next article they write about you. When asked to do an interview: Do your own research Make sure to research and confirm any facts or figures you are uncertain of, and try to identify any area you may be uncomfortable discussing. Talking points Write down some talking points so that you have them in front of you. If you are uncomfortable talking about a topic, offer alternative, positive information without feeling pressured to answer any particular question directly. Don t come unprepared, try to make up stats or lie to the media. If you are put on the spot about a situation, either offer the truth, or explain that you are unable to provide the information at the present time and offer them alternate information. Don t just say no comment. It is often perceived negatively by journalists as well as the public. If in doubt, feel free to call the CBC Public Relations team.

114 56 SMALL BUSINESS ADVERTISING BASICS AD MEASURABILITY Many offices face the challenge of how to start their marketing launch. Should you run quarter-page ads in your local paper? Should you pay a Search Engine Optimization firm to get you better Google rankings? Should you sponsor your kid s little league team shirts? The answer isn t about where to spend money, it s about what order to spend it in. Presumably all of these placements will produce some visibility for your company. But businesses like Coldwell Banker Commercial affiliates don t just need visibility; they need a financial return as quickly as possible. Time to Action Time to Action is a measure of how quickly our advertising results in an action. CBC affiliates need to turn ad dollars into actions very quickly, so comparing how quickly your media performs is critical. Return on Investment Of course we want our marketing dollars to produce a healthy return on investment. But if the return takes 2 years (Time to Action) and we have no idea where it came from (Track-ability) it doesn t really help us! All marketing should be accountable and provide a measurable return on investment. Always remember, if you can t build a clear and obvious model for return on ad investment dollars, walk away. Don t get lured into thinking that just because it builds awareness it s a good way to spend money. You can build awareness until you re blue in the face, but unless you re bringing in business, it just doesn t matter. The idea is to find out what works best, move it to the top of the stack, and then exploit it until it can t provide any further results. Track-ability While we want to produce quick results, we need to track those results as well. If we don t know what s working, we don t know how to respond effectively. Since most of your initial marketing will be a test of itself, you need to put those items you can measure at the top of your list. Even if they don t produce the best results, the fact that you can measure their efficacy will allow you to fine-tune your message and adapt to your customers earlier.

115 57 Advantages and Disadvantages of the Major Types of Media It is important to understand the different types of media before choosing which one will be the right one for your firm. Adapted from Bernard Hodes Group, 2001 and Joscon Networks, 2001 ADVANTAGES DISADVANTAGES WHEN TO USE Direct Mail Most personal form of advertising Mailing can be pinpointed to precise geographic area Can target specific groups Evaluate its effectiveness by calculating response rates Difficult to find home address mailing list of prospects by occupation Cost for reaching each prospect is high Many people don t like unsolicited offers If the right mailing list can be found, this is potentially the most effective medium no other medium gives the prospect as much a feeling of being specially selected Particularly valuable in competitive situations Directories Specialized audiences Long life Not timely Often have competitive clutter Only appropriate to have your company listed. Internet Relatively cost-effective Target types of viewers Messages can be timely Ads can be interactive Able to reach a global audience Difficult to gauge impact of Internet advertising Range of costs can vary dramatically It is still new to consumers Appropriate for ongoing campaigns, especially as a resource for additional information. Banners, Ezines and links can help drive traffic to your website. Magazines Select targeted audiences Ad size flexibility High quality printing Prestigious editorial environment Long life prospects keep magazines and reread them Wide geographic circulation Long lead time for ad placement Costs can be high When it is a specific property that tailors to a unique audience When time and geographic limitations are not of utmost importance Newspapers Short deadlines Ad size flexibility Circulation concentrated in specific geographic areas Reach a diverse audience Easy to ignore Considerable competitive clutter Circulation not specialized you pay for unwanted readers Poor printing quality Targeting specific audiences is limited When you have a very local property When sufficient numbers of clients are clustered in a specific area Outdoor (roadside billboards) and Transit (posters on buses & subways) Difficult to ignore. Can reach clients as they are traveling to their jobs Precise geographic selectivity Reaches large numbers of people many times at a low cost Only very brief message is possible. Requires long lead for preparation and must be in place for long period of time (Usually one to three months) When you want to have an ad for a long period of time Point-of-Purchase (promotional materials at recruiting location) Quickly recognize brand Creative flexibility Inexpensive Shelf-life, kept at their desk or in their home Limited usefulness: every company gives them out and clients don t act on call to action When you sponsor an event. At your front desk in your office When you want to stay in front of your existing clients. Radio and Television Can be limited to specific geographic areas. Creatively flexible, can dramatize employment story more effectively than printed ads Only brief, uncomplicated messages are effective Lack of permanence; client cannot refer back to it. (Repeated airings necessary to make an impression) Creation and production of commercials particularly TV can be time-consuming and costly Lack of special interest selectivity; paying for waste circulation When a large impact is needed; a blitz campaign can saturate an area in two weeks or less. Useful to call attention to printed ads or web site

116 58 WHERE TO ADVERTISE: HELPFUL LINKS Start with local publications for your advertising. You can also use the following links to assist you in finding more publications. Newspapers by State States/ Magazines by State Trade Magazines City and Regional Magazines on the Web Radio Stations TV Stations Media Contact List (Paid Service)

117 59 NATIONAL ADVERTISING DISCOUNTS Description Execute The Coldwell Banker Commercial organization corporate has negotiated discounts on behalf of affiliates with national and regional publications, for both print and online. Value Review the chart below displaying some of the discounts offered or download the most current list of Advertising Discounts from Library Because the Coldwell Banker Commercial brand advertises with certain vendors nationally, we can negotiate a discounted rate for placements. We pass these discounts down to the affiliates. Publication Circulation Discount Contact Name Phone Black s Guide 2,000-4,000 (varies by region) 15 percent Keith Davis (866) CCIM 20,000 6X Rate John Davis (770) Commercial Property News 31,000 3 percent Paul Hayes (646) Heartland Real Estate Business 20, percent Scott France France Publications (404) Hotel Business 41, percent Allen J. Rolleri ICD Publications (631) x218 Hotel Journal 13, percent Allen J. Rolleri ICD Publications (631) Midwest Real Estate News 30, percent Tricia Haddon RE Communications Group (312) Multi-Family Executive 25,000 5 percent Rich Davis, Multi-Family Executive (215) National Real Estate Investor 33, percent Matt Butcher National Real Estate Investor (212) New York Times 1,700, percent (Classified Section) (Sunday) (Wednesday) Russ Freyman Managing Director (212) Northeast Real Estate Business 20, percent Scott France France Publications (404) Real Estate Forum 33, percent Greg Christensen Real Estate Media (212) Shopping Center Business 34, percent Scott France France Publications (404) The Wall Street Journal 3,500,000 Varies by region (42.5% in Business Classifieds) Geoff Madden Dow Jones Advertising (212)

118 60 ONLINE / PRINT DIRECTORIES Description There are many online or print directories such as Yellow Pages that allow you to be listed for free. It is important to make sure your firm shows up in these directories. Value The value of using these directories is simple: free exposure. Most of these guides offer business listings Internet Yellowpages at no cost, so the only cost to you is the time it takes to put your business listing in them. There is no reason not to have your business listed. Putting your company in Online directories also gives you better search engine optimization. Plus, if you are meeting with a client, they may call directory assistance for directions. Execute The following chart can assist you to make sure your company is listed properly. SuperPages is the nation's most advanced Internet Yellow Pages, with more than 17 million U.S. businesses listed. Create a free business listing with basic name and contact information or enhanced listings for a monthly charge. Click on Sign Up to create a new listing. EXECUTE - SuperPages also sends listings to: Verizon, MSN, Lycos, White Pages, Dogpile, Infospace and others. Yellow Book is an online search engine to locate businesses or people by name, category, phone number, or distance. EXECUTE Yellowpages.com is a wholly owned subsidiary of AT&T that offers searchable directory listings of businesses. EXECUTE- To Add a listing * Must contact local Yellowpages to be added to print version YP.com is the leading independent provider of Online Business Listings. Provides advertisers with all business information or optional preferred placement in our yellow page search results and their own Mini Webpage. EXECUTE- White Pages provides free online directory assistance. Allows searches for people, businesses, addresses, and area/zip codes. EXECUTE to add a listing, contact Superpages AnyWho is a leading Internet Yellow Pages and search directory. Provides residential and business listings that can be searched by name, category, or phone number, with reverse lookup to search by phone number. EXECUTE - To add a listing, go to Switchboard is an online search engine to locate a business or person by name or category. Provides business name, address, contact information, and website. EXECUTE To add a free listing contact switchboard at bizupdates@switchboard.com Magic Yellow is an online business search engine searchable by name, keyword, or location. Provides the business name, address, phone number, along with reviews from other users. EXECUTE - to add your business listing for free. Local Search Engines Yahoo! Local is a search engine to locate businesses. It gives the names and phone numbers of local services and businesses, and also shows information related to them. EXECUTE - Click on Sign Up. AskCity provides a unique search engine with interactive and editable maps. Search for businesses, events, movies and reviews. EXECUTE To add, edit, or delete listings askcitybusiness@help.ask.com TrueLocal is a free business search engine that provides the business name, address, phone number, map, and current weather conditions. It also allows full text searches, so if you search for Nokia you will get a list of all companies in the area that carry Nokia products. EXECUTE Add a free listing at Local.com enables consumers to find local businesses, products and services. Its search engine and related products deliver the industry s most relevant search results. EXECUTE Add a free listing at

119 61 COLDWELL BANKER COMMERCIAL TOOLS LISTING PACKAGES It is important to create professional-looking listing packages and packages to win business. CBC offers a variety of tools to assist you in creating your packages. WIN BUSINESS PACKAGE & MARKETING PACKAGE TEMPLATES Description A Win Business Package is a proposal that is used when trying to win the business. A Marketing Package is a proposal you create after you have won the business to market the property to prospective clients. Templates have been created in a variety of formats for both of these packages. Execute Both templates can be downloaded from www. cbcblueprint.com in the Library tab. Type Package in the search. They are available in three formats: MS Word MS Publisher Adobe InDesign Value The templates were created due to high demand from Coldwell Banker Commercial (CBC ) affiliates seeking help with their proposals. The contents of the template were thoroughly examined to determine what methods should be used to best portray your company. Many of the recommendations come from proven packages that have won listings for some of our affiliates or have successfully marketing the listing. Accompanying the templates is a How to Guide that explains how to get the proper information. 1 how to create a win business proposal The templates were also created to generate consistency among affiliates. We wanted to make it easy for you to create a professional Win Business proposal. participation guide

120 62 COLDWELL BANKER COMMERCIAL TOOLS LISTING PACKAGES It is important to create professional-looking listing packages and packages to win business. CBC offers a variety of tools to assist you in creating your packages. ENHANCED GRAPHICS Description RE Back Office is a pay-per-item solution center offered at a discounted rate to the CBC organization of affiliates. A brief summary of the product: 3D Maps Artist Renderings Floorplan Recreation Stacking Plans Map Recreation Flyer Design Website Design Value Purchasing these products at significantly discounted rates improves the quality of marketing packages. Execute We are in the final stages of implementing this project. Until it is available on Blueprint; go to When ordering, be sure and state you are with Coldwell banker Commercial and you will receive the discounted rate.

121 63 MARKET DATA (REIS) Description Execute Reis is one of the most trusted providers of impartial commercial real estate performance information and analysis at the metro (city), submarket (neighborhood) and property level. The Coldwell Banker Commercial organization gives each affiliate company a free $4,000 quarterly allotment to participate in the Reis program. Value Reis provides information for more professional looking sales packages and proposals: Sales Comps (Buyer, Seller, Cap Rate, etc.) Rental Comps (Rent, Vacancy, Expenses, Concessions). Rent, Vacancy, and Inventory Trends Market Reports Sub-Market Reports Trends & Economic Forecasts Construction (Details about Planned, Proposed, and Underway Projects) See samples at In order to receive the free $4,000 funding allotment for the Reis program, each company must select one person to serve as their Program Administrator (PA). The Program Administrator will be the point of contact between their company and the Coldwell Banker Commercial corporate team. The PA form can be downloaded from Blueprint Library. Please select your Program Administrator and return the form to Coldwell Banker Commercial, by help@cbcworldwide.com or fax to (973) , Attn.: Marketing Dept. Property Location and Physical Characteristics Sales Comparables Office Property Name Property Type Multi-Tenant Address 660 Madison Ave Building Area (SF) 254,474 City New York No. of Bldgs./Floors 1 / 13 State/ZIP/County NY / / New York Year Built/Renovated 1958 / 1993 Metro (Submarket) New York (Plaza) Asset Class A Comments Masonry exterior walls. Win Potential Business with the Asset Advisor Report The Asset Advisor is a comprehensive 60-page report containing all metro, submarket, and property-specific information Reis has on the address you enter. In most cases this will include history and forecast information on rent, vacancy, and concession data, class cut analysis at the submarket and metro level, detailed new construction projects, and a quarterly narrative overview of conditions in the market. Imagine how prepared you would look to your client if you brought the Asset Advisor Report in when trying to win the business. Sale Details and Analysis Sale Date 30 Aug 2007 Reis Cap Rate Analysis Proforma Sale Price $375,000,000 All per square foot figures are on an annual basis Sale Price PSF $1,474 Rentable Area Assumption 254,474 SF Vacancy at Sale Potential Rent Revenue $26,387,971 Vacancy Loss/Rate ($2,175,753) [5.7%] $ Market Rent x 14,505 SF Seller 1. C/O Broadway Real Estate Partners, LLC / (212) / 375 Effective Rent Revenue $24,212,218 Park Ave, Ste 2107, New York, NY $98.35 In Place Rent x 239,969 SF 2. Broadway 660 Madison Fee LLC Expense Reimbursements $182,507 [$0.72 PSF] ($21.69 PSF Exp. - Avg. $20.93) x 239,969 SF Free Rent Concessions ($310,664) [$1.22 PSF] Credit Loss ($263,880) [1.0%] Buyer 1. Luigi Zunino / Italy Additional Income $0 [$0.00 PSF] Effective Gross Revenue $23,820,181 Operating Expenses ($5,519,541) [$21.69 PSF] Capital Reserve ($25,447) [$0.10 PSF] Net Operating Income $18,275,193 Comments Reportedly, the p/sf set a record high for NY real estate. Estimated Going-in Cap Rate 4.9% Based on Sale Price of $375,000,000 Reis Indexed Metro Off Cap Rate 6.3% (Q3 2007) Reported Cap Rate, This Sale None Additional Details When Available Seller's Broker Buyer's Broker 1. Douglas Harmon, Eastdil Secured, 40 W 57th St, 22nd Other Broker Fl, New York, NY 10019, (212) Lot Size Interest Purchased Time on Market Key Tenants Parcel Number Deed Reference Financing Details Property leveraged at a more modest 70 percent, with Deutsche Bank providing the financing. Other: Previously sold in May 2006; see Reis Sales Comparable ID Copyright 2007 Reis, Inc. Page 3 of 7

122 64 DEMOGRAPHICS (CLARITAS) Description Value As an affiliate in the Coldwell Banker Commercial organization, you have a unique opportunity to get a substantial discount on demographic and market information reports and maps through SiteReports.com (Claritas). Your subscription includes: Unlimited Access to over 30 report and map selections including aerial maps Access to the highest quality and most accurate demographic data in the industry Flexible trade area definitions (radii, drive times, hand-drawn polygons, standard geography, area import) Depth of data including: º Accurate Trade Area Analysis including 2007 estimates and 2012 projections! º Business data to help you identify competition and employment in your area º Consumer Expenditure Estimates to gauge spending potential in an area º Traffic Volumes and Shopping Center data to help identify retail activity Other Demographic Reports: º Effective buying income º Age by Income º Family Status & Type º Household Size º Education º Race º Ancestry º Industry & Occupation º Tenure (own/rent) º Housing Stock (age & type) º And many more Present more professional Marketing Packages for your listings or packages when trying to win business. Execute Claritas is offered as a paid service through the CBC organization. We have negotiated an 87% savings on behalf of our affiliates. Click on Tools Claritas Median Household Income Prepared For: Order #: Project Code: Site: WILSON BLVD ARLINGTON,VA Coord: , Radius - See Appendix for Details Prepared on: May 18, CLARITAS INC. All rights reserved. Page 1 of 2 Claritas Tech Support:

123 65 FINANCIAL ANALYTICS Description Value As an affiliate in the Coldwell Banker Commercial organization, you have a unique opportunity to get a substantial discount on financial tools to analyze all the rents, improvements and other occupancy-related costs in detail via Argus Leasing Suite. Office, industrial, retail, mixed-use and multi-family analysis Cash Flow, Tenant Reporting, Returns and Valuations Real-time Calculations Instant sensitivity for acquisition, management and disposition Expense Recovery Calculations with Instant Auditing Capability Reporting and presentation tools Exchange with Excel, Argus and other industry tools Lease vs Buy Analysis Prepare Argus like runs with this simple program to create more professional Marketing Packages for your listings, and it isn t as difficult to use as the main Argus program. Execute Argus Leasing Suite is offered as a paid service through the CBC organization. We have negotiated an 87% savings on behalf of our affiliates. Click on Tools Financial Analytics

124 Golf Course Golf Course, Princeton, IL Price: $3,249,000 Soph. setting w/hist. charm. 251 acs. 18 holes GC w/12,000 SF. Plantation clubhouse inc. land, outbldgs., assets. Contact: Roger Blomgren Coldwell Banker Commercial MidWest Realty Call (888) 898-CBMW Golf Course, Trenton, NC Price: $2,780,000 Income producing 18 hole golf & country club w/18 acs. of developable land in growing area! Contact: Lisa Thomas Coldwell Banker Commercial Trademark Properties Call (919) Investment, Brentwood, CA Price: $1,750,000 Utilities to site. Mixed-Use, Freeport, IL Great upside in income opp y! Contact: Oliver Haines Price: $6,900,000; 20% DP 12 resi. units & 1 comm l unit. Coldwell Banker Commercial Stunning luxury country estate on Contact: Aaron Meadows NRT 297 acs. Multiple rec. options. Coldwell Banker Commercial Call (561) Exptl. lndscpg. Very private Amaral & Associates oliver.haines@flcomml.com w/4 BR guest house. Call (925) Contact: Roger Blomgren or ameadows@coldwellbanker.com Land, Ft. Meade, FL Natalie Vogeler Price: $4,500,000 Coldwell Banker Commercial Investment, Los Angeles, CA 525+/- acs., 180 acs. lakes, MidWest Realty Price: $16,000,000 bass fishing, skeet/hunting, Call (815) Hospitality The LA Stock Exchange. In the pavilion, kitchen, sleeping qtrs. rblomgren264@aol.com heart of downtown in old banking Can divide into 40 ac. tracts. district. Perfect restoration proj. Contact: Richard Dempsey Hospitality, Kissimmee, FL Currently vacant. Coldwell Banker Commercial Multi-Family Price: $1,800,000 Contact: David Jo or Philip Lee Saunders Real Estate High traffic tourist area. Renovated Coldwell Banker Commercial Call (863) Multi-Family, Redding, CA restaurant, 5,777+/- SF on 3+ acs. Premier allyson@saundersrealestate.com Price: $7,500,000 Seats 180. Call (213) apts. 1 & 2 bdr. on 5.9 acs. Contact: Rajia Ackley, CCIM david@cbcpremier.com Land, Kissimmee, FL 21 bldgs. loc. in NorCal. Coldwell Banker Commercial Price: $1,900,000 Contact: Anne Wilbur or Mary Letson Ackley Realty Investment, Redding, CA /- acs. for resi dvlpt. near Coldwell Banker Commercial Call (407) Price: $2,350,000; Cash to seller DP; Lake Marion. Conceptual plan Wilbur Properties rajia.ackley@coldwellbanker.com 6% CAP shows 232 units. Call (650) x347 8,000 SF new retail. Path of growth. Contact: Rajia Ackley, CCIM mary@rwilbur.com Hospitality, Ormond Beach, FL Close to airport & new 400 ac. Coldwell Banker Commercial Price: $2,200,000 business park. Ackley Realty Multi-Family, Port Richey, FL 5,949 SF, free-standing restaurant Contact: Ken Miller Call (407) Price: $6,250,000; 20-25% DP, next to another high volume restaurant. Coldwell Banker Commercial rajia.ackley@coldwellbanker.com 6.26% CAP Contact: G.G. Galloway C&C Properties 80 large 2/2 units, high occupancy. Coldwell Banker Commercial Call (530) Land, Lake Wales, FL CB construction built Benchmark kenmiller@shasta.com Price: $18,500 per ac. Nice quiet neighborhood. Call (386) /- acs., 1/2 mi. Kissimmee Contact: Dennis M. Sargent II, CCIM ggalloway@cbcbenchmark.com Investment, Stockton, CA River frontage; oaks & pines. or Harry W. Champ, CCIM Price: $5,995,000; DP terms; 9% CAP Centrally loc. btw. Lake Kissimmee Coldwell Banker Commercial Hospitality, Royal Palm Beach, FL Full svc. boat/rv storage & dealership. & Lake Hatchineha. NRT Price: $1,200, acs., NorCal Delta. Near I-5 frwy. Contact: Will Mims Call (407) Currently Cappuccino s Italian Contact: Chris Steele Coldwell Banker Commercial dennis.sargent@flcomml.com Restaurant. Great return. S. FL. Long Coldwell Banker Commercial Saunders Real Estate standing bus., lots of parking, restaurant The Duncan Company Call (863) Multi-Family, St. Louis, MO w/ full liquor bar, total turn key. Call (888) allyson@saundersrealestate.com Price: $4,500,000; 7.25% CAP Contact: Brian Hughes csteele@coldwellbanker.com St. Louis county multi-family Coldwell Banker Commercial Land, Lake Wales, FL investment property. 118 units. NRT Investment, Key West, FL Price: $57,000,000 Contact: Noel Fehr, CCIM Call (561) Price: $4,950,000; Negotiable DP; 10% CAP 1,840+/- acs. res/com, frontage on Coldwell Banker Commercial mrdirt@earthlink.net Premier light tackle marina restaurant/ Hwy. 27, 1 unit per ac. Water & CRA LLC bar. 84 wet/dry slips. Suzuki dealer. Lot sewer at site, fronts SR 540 & Call (314) Hospitality, Garden City, GA to expand. Mtn. Lake Cutoff rds. nfehr@cbcstl.com Price: $4,650,000 Contact: Curtis Skomp, CCIM Contact: Dean Saunders 57 rm. hotel loc. 3 miles from Coldwell Banker Commercial Coldwell Banker Commercial Historic Savannah. Excellent condition. Schmitt Real Estate Company Saunders Real Estate Contact: Jeff Farmer Call (305) Call (863) Coldwell Banker Commercial cskomp@aol.com allyson@saundersrealestate.com Platinum Partners Call (912) jpfarmer@coldwellbanker.com Hospitality, Sevierville, TN Price: $2,175,000 Tourist area! Land for hospitality, retail, restaurant or investment. Coldwell Banker Commercial (CBC SM ) provides unmatched resources Visible & off I-40! to local offices empowering them to make independent decisions and Contact: Jim Staley, CCIM or Joyce Anderson eliminate obstacles that stand in your way. Coldwell Banker Commercial Wallace & Wallace, Realtors Call (865) joyceanderson@comcast.net Industrial Investment, New Port Richey, FL Land, Vero Beach, FL Multi-Family, Las Vegas, NV Price: $1,795,000; 7.01% CAP Price: $5,600,000 Price: $1,500,000; 6.6% CAP Industrial, Rifle, CO Multi-tenant income on lighted, 8 acs. general comm l near 20 unit apt. complex close to Price: $1,295,000; 2% DP; 7.8% CAP busy corner. Fully leased. 11,300 SF, hospital/airport. Ideal for retail, downtown. Pot l for redvlpt. opp y. 4 ac. industrial site. 5,000 SF bldg. 4 bldgs. combined. hotel, office, etc. Contact: Eddie Naseef & fenced yard. Good for energy Contact: John or Charles Grey Contact: Cheri Phillips Coldwell Banker Commercial related business. Coldwell Banker Commercial Coldwell Banker Commercial ETN Real Estate Services Contact: Jerry Bruck F.I. Grey & Son, Inc. Ed Schlitt, Realtors Call (702) Coldwell Banker Commercial Call (727) Call (772) enaseef@cbcetn.com Prime Properties, LLC chuck@figrey.com cheri.phillips@coldwellbanker.com Call (970) jerry.bruck@coldwellbanker.com Investment, Oswego, IL Land, Brodheadsville, PA Office Price: $6,500,000; NOI $438,775 Price: $5,000,000 Industrial, Newark, DE 4 bldg. retail strip & office complex. 5 acs. w/approx. 30 contiguous Office, San Diego, CA Price: $4,000, % leased. Avg. tenancy acs. (add l $1.5M) - 22k+ ADT. Price: $3,550,000; 35% DP; 6.5% CAP 45,000 SF whse. w/28 ceiling, exceeds 13 yrs! Pocono hot spot. 17,321 SF, 2 story office bldg. 6 docks & 1 drive-in, 8,000 SF Contact: Jim Reinert, CCIM Contact: Ron Beinhaur or Frank Latin Over subterranean parking garage. office w/easy access to I-95. Coldwell Banker Commercial Coldwell Banker Commercial Great location! Contact: Frank F. Marx Primus Realty Bennett Williams Contact: Tom Olson Coldwell Banker Commercial Call (800) Call (717) Coldwell Banker Commercial Amato & Associates james.reinert@coldwellbanker.com flatin@verizon.net Almar Real Estate Group Call (302) Call (858) fmarx@amatoassociates.com Investment, Reno, NV Land, York, PA tom.olson@coldwellbanker.com Price: $16,500,000; 6.63% CAP Price: $15,000,000 Industrial, Miami, FL Self storage, 1,147 units or 260, acs. Near reg l mall. Ideal for Office, Danbury, CT Price: Call for Pricing rentable SF. 2 yrs. old. Mgr. s quarters. retail, office, campus bus. park, Price: $23 psf Whses. & retail. 277,000+/- SF, Hwy. location. comm l school, assist. living. 2 class A bldgs., 8,400-52,000 SF 10 acs. AAA location. Contact: Charles Tyler Clay 44 acs. can be resi. (will subdivide). Outstanding opp y. Contact: Leonard Perlman Coldwell Banker Commercial Contact: Bob Behler or Bobby Traynham in newly renovated office park. Coldwell Banker Commercial Plummer & Associates Coldwell Banker Commercial Lots of parking, off I-84. NRT Call (775) Bennett Williams Contact: Daniel A. Mambrino Call (305) ctclay@cbcreno.com Call (717) Coldwell Banker Commercial Pasiuk@aol.com bbehler@bennettwilliams.com Scalzo/Mambrino Group Call (914) Industrial, Dublin, GA Land Land, Westminster, SC mambrino@coldwellbankerscalzo.com Price: $4,995,000; 10% CAP Price: $6,995, ,000 SF mfg. plant. Land, Byron, CA 40+/- acs. estate w/4,040 lin. ft. Office, Kissimmee, FL Wastewater treatment, 226 acs. Price: $1,990,000 waterfront on Lake Hartwell. Price: $3,500,000 Rental income from State of GA. Potential winery consisting Pre-approved 40 lots + 54 docks. Professional office bldg. 16,000 SF, Contact: Arthur P. Barry, III of 48 acs. w/the possibility for Contact: G.G. Galloway near City Hall & County Courthouse. Coldwell Banker Commercial 2 estate home sites. Coldwell Banker Commercial Contact: Rajia Ackley, CCIM Eberhardt & Barry Contact: Aaron Meadows Benchmark Coldwell Banker Commercial Call (800) Coldwell Banker Commercial Call (386) Ackley Realty abarry@coldwellbankercommercialeb.com Amaral & Associates ggalloway@cbcbenchmark.com Call (407) Call (925) rajia.ackley@coldwellbanker.com Industrial, Thomaston, GA Land, Arlington, VA ameadows@coldwellbanker.com Price: $1,750,000 Price: $23,000,000 Former B.F. Goodrich plant, 16,941 SF w/4.8 Land, Pasadena, CA FAR resi. dvlpt. 1,148,800 SF, 36 acs. Circa Price: $32,000,000 Min. bid for 60 luxury condos, 3 blocks to Metro Redvlpt. potential. Office dvlpt. site, 9.27 acs. land on Contact: Timothy O. Fanning Contact: Arthur P. Barry, III 210 Foothill Fwy. Zoned for up to Coldwell Banker Commercial Coldwell Banker Commercial 484,000 SF new office bldgs. NRT Eberhardt & Barry Contact: Bill Ukropina or Call (202) Call (800) John S. Archibald tfanning@axs2000.net abarry@coldwellbankercommercialeb.com Coldwell Banker Commercial North County Call (818) JohnA@cbcnco.com Visit 7 Industrial, Branchburg, NJ Price: $5,000,000 Somerset Cty, NJ. 77,000 SF distribution facility. Rail served. 7,500 SF of office. Contact: John H. Adams Coldwell Banker Commercial Feist & Feist Realty Corp. Call (973) jadams@feistandfeist.com Investment Land, Grand Junction, CO Price: $995,000; $25k DP Mixed-Use 6 acs. of horse pasture, arena, corral, barn. 2,888 SF home, Mixed-Use, Pope Valley, CA views in Grand Junction, CO. Price: $30,000,000 Contact: Marlayne Tucker Turner 160 acs., 120 in vines. Winery, caves, Coldwell Banker Commercial airport, home. 6,000 SF. Prime Properties, LLC Call (970) Contact: Cathy Holmes, marlayne.turner@coldwellbanker.com Gary VanDam or Jim Henry Coldwell Banker Commercial Land, Fort Pierce, FL Brokers of the Valley Price: $12,800,000 Call (707) acs., 360 unit duplex-fourplex cholmes@cbnapavalley.com home site. Minutes to I-95 & Tpke. Featured Property Land, Mesa, AZ Price: $207,000, /- acs. of industrial, office, retail land adj. to Williams Gateway Airport. Will carry Foreign Trade Zone designation. Contact: Patti Boyd Gentry or GeeGee Entz Coldwell Banker Commercial NRT Call (602) boydgentry@aol.com Office, Macon, GA Price: $17 psf Full svc. class A bldg. 8,234-15,515 SF in heart of Macon s rapidly growing bus. I-75. Contact: Stephanie Mauldin Folsom Coldwell Banker Commercial Eberhardt & Barry Call (800) stephanie@coldwellbankercommercialeb.com Retail Retail, Los Angeles, CA Price: $48-$96 psf/nnn Pre-leasing at 40%. L.A. based Asian lifestyle ctr. 250,000 SF class A space. Avg. HH income $73-109k. 215,000 counts. Contact: David Hartunian Coldwell Banker Commercial NRT Call (818) david@dhcommercial.com Retail, Savannah, GA Price: $1,750,000 Historic Savannah. Completely renovated. 3,641 SF of retail/office/resi. Contact: Jason Barker Coldwell Banker Commercial Platinum Partners Call (912) jason.barker@coldwellbanker.com Retail, Ocracoke, NC Price: $3,300,000 Ocracoke Island, NC. Only gas station on island, convenience store, deli, & campground. Contact: Chris Bryan Coldwell Banker Commercial Sloane Realty Call (910) chris.bryan@cbsloane.com Retail, Santa Fe, NM Price: $4,950,000 8,690+/- SF, 7 acs., 35+ parking spaces. In high traffic art gallery loc. Contact: John E. Grover or Nancy Strong Coldwell Banker Commercial Trails West Realty, Ltd. Call (505) johncb@earthlink.net Retail, Bronx, NY Price: $38 psf/blended Prime high traffic loc. 5,900-17,100 multi level SF. Contact: Barry Fields Coldwell Banker Commercial Properties Unlimited Call (646) barry.fields@cbcny.com Retail, Bronx, NY Price: $8,900,000 Prime retail loc. Adj. to Sears, Walgreens, Best Buy, et al. 15,300 multi level SF. Delivery vacant. Contact: Barry Fields Coldwell Banker Commercial Properties Unlimited Call (646) barry.fields@cbcny.com Retail, Stafford, TX Price: $3,765,000 Partial owner financing avail. Sports Resort Bar & Grill. 14,000 SF on 3.84 acs. Contact: Jim Cockrill Coldwell Banker Commercial United, Realtors Call (713) jcockrill@cbunited.com Retail, Auburn, WA Price: $4,400,000; 8.7% CAP 32,636 SF strip ctr., near Lowes. $380k NOI, 90% OCC, BLT in yrs. left on land lease. Contact: Bob Fredrickson Coldwell Banker Commercial Danforth & Associates, Inc. Call (206) bobfredrickson@coldwellbanker.com Coldwell Banker Commercial welcomes the following companies to the brand: Coldwell Banker Commercial Landmark Brooksville, FL Coldwell Banker Commercial TR Manchester, NH 66 MARKET YOUR LISTINGS WALL STREET JOURNAL Description The Coldwell Banker Commercial organization offers two programs to gain national exposure for your listings, one of which is the Wall Street Journal. Coldwell Banker Commercial subsidizes four full page Wall Street Journal ads each year. The advertisements are comprised of affiliate listings. Affiliates can place their listing in the ad for a significantly discounted rate of $299 per listing. Value Coldwell Banker Commercial subsidized over 70% of the cost of the full page ads. The Wall Street Journal has a print circulation of over 1 million. Get national exposure for your listings for only $299. Execute Library WSJ submission form the completed form to help@cbcworldwide.com For a schedule of WSJ co-op listings, see A Small Sample of Our Available Properties Coldwell Banker Commercial Collaboration & Support Put your trust in CBC ICSC BROCHURE Description The ICSC Brochure is another program to gain national exposure for your listing. This 50-page booklet is strictly for affiliate listings of retail properties. It is distributed at the major ICSC convention in Las Vegas as well as the regional ICSC conventions throughout the year. There are 4 listings per page, and each one has a picture with a brief description. The book is produced in April, just in time for the ICSC convention in Las Vegas in May. Value Coldwell Banker Commercial subsidizes the production and printing of the brochure. Affiliates can place their listings in the brochure for a significantly discounted rate of $100 per listing, which includes a picture. And the ICSC conventions continue throughout the year. You get a national, year-long listing for only $100. Execute In March, corporate will start communicating about the production of this book. Download the form from: under the library tab. ICSC Listing Form. FOR SALE FAYETTEVILLE, AR $29,750, acs. at main W. entrance to Fayetteville, AR & U of Arkansas On I-540 COLDWELL BANKER COMMERCIAL FAUCETTE REAL ESTATE Paula Marinoni pm@paulamarinoni.com HESPERIA, CA $11,542,644 Fwy. frontage (I-15) S. CA, High Desert Planned retail/office on 4.53 & 5.35 acs. respectively COLDWELL BANKER COMMERCIAL ALMAR REAL ESTATE GROUP FULLERTON, CA #1 loc. downtown of Fullerton Adj. to 9 story condo proj. $4,700,000 COLDWELL BANKER COMMERCIAL NRT Steve Chang changcoldwellbanker@yahoo.com OAKLEY, CA $4,450, acs. comm l land 122,000 SF retail/office sub d for tent. map COLDWELL BANKER COMMERCIAL NRT ACCELERATE SUCCESS SM Robert Ryan rryan@almargroup.net Jeff Givens jgivens@almargroup.net Allen Nunez anunez@almargroup.net Ron Martinez Kurt Engel Elizabeth Pedrick Carl Engel elizabeth.pedrick@cbnorcal.com

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126 Coldwell Banker Commercial Global Client Solutions The Coldwell Banker Commercial Global Client Solutions team has a proven track record in commercial real estate brokerage and corporate services with over 100 years of collective commercial real estate experience. Coldwell Banker Commercial s Global Client Solutions (GCS) team s primary mission is to generate new business through: business development, lead generation and referrals to the Coldwell Banker Commercial network. The CBC Global Solutions Team has established the following objectives: NATIONAL PRO-ACTIVE BUSINESS DEVELOPMENT PROGRAM Objective To Pro-Actively generate and significantly increase the amount of referrals and business development opportunities that GCS provides to CBC franchisees. The direct results will be: Increased revenue to CBC franchises through new accounts and one-off transactions Maintenance of a strong bond with our CBC franchise offices by having a direct market presence at the point of sale, thus creating a competitive advantage. REALOGY CRE ACCOUNT & CENDANT SPIN-OFF BUSINESS Objective To continue to provide real estate services to the Corporate Real Estate team and the Cendant spin off companies. We have numerous assignments from this group at any moment in time; our value proposition is to provide multi market commercial real estate services through the CBC network of offices. REALOGY RELATIONSHIP MANAGEMENT Objective The Realogy Relationship Management program was created by the GCS team in order to leverage off the business to business relationships that the various entities have within Realogy to create business opportunities. The participants include Procurement, Legal, Administration Services, Cartus, and Preferred Alliances. The goal is to network and meet in order to develop relationships that will aid you in winning new business.

127 Coldwell Banker Commercial Global Client Solutions PROPOSAL & PRESENTATION TEMPLATES Objective - Continue to improve proposal & presentation templates for each property type (i.e. office, industrial, retail, land, multi-family, hospitality, etc.) for both Tenant and Owner Representation assignments. Effective proposal and presentation templates will improve hit ratios and establish CBC as a unified network. To achieve these goals our proposals and presentations should have the same look, feel and content regardless of the market in which they were generated. BUSINESS DEVELOPMENT GROUPS Objective -To administer and manage the business development groups with qualified personnel by product line, industry segment. The groups include Retail, Property Management, Office, Retail, Multi-Family and Corporate Services. INDUSTRY EVENTS & ASSOCIATIONS Objective The GCS team intends to establish a presence and participate in industry events. These will include, but are not limited to, Cornet Global, ICSC, IAMC, IREM, BOMA, SIOR and CCIM.

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129 2008 Coldwell Banker Commercial and Industry Events Calendar 2008Events January2528 BOMAWinterBusinessMeeting&LeadershipConferencewww.boma.org Miami,FL February1720 ColdwellBankerCommercial GlobalCommercialConference Orlando,FL March35 CoreNetSummit( Mumbai,India March1011 BOMANationalIssuesConference(NIC)( Washington,DC March11 MIPIMConference( Cannes,France March17 Carolina sideaexchange*( Charlotte,NC April2426 SIORSpringConvention( Washington,DC May47 CoreNetSummit( SanDiego,CA May ULISpringCouncilForum( Dallas,TX May1820 ICSCSpringConvention*( LasVegas,NV June14 ColdwellBankerCommercialTopTwoEvent PalmBeach,FL June911 RealcommConference( SanDiego,CA June2124 BOMAAnnualConference( InternationalConference&TheOfficeBuildingShow Denver,CO August1719 ICSCFloridaConference*( Kissimmee,FL September1012ICSCWesternDivisionConference*( SanDiego,CA October2931 SIORFallProfessionalConvention( Minneapolis,MN *ColdwellBankerCommercialwillhostabooth. ColdwellBankerCommercialPortableBooth Are you hosting a local event or attending one? Do you want to make a lasting impression with your audience? The ColdwellBankerCommercialbrandwouldliketohelpyouwithyoureventneeds.AsamemberoftheColdwellBanker Commercial System, you may utilize the Coldwell Banker Commercial Portable Booth on a complimentary basis. The booth is 8 feet high by 10 feet wide. Two individuals are needed to assemble the booth. Shipping costs will be the responsibilityoftheborrower. For more information or to inquire about booth availability, please contact Nicole Herrera at or nicole.herrera@realogy.com.

130 Overview of Events GCC This event is the largest gathering of CBC professionals. We offer educational seminars, networking receptions, General Session with Keynote Speaker (2008 Jeffrey Gitomer, author of The Little Red Book of Selling), MarketPlace with various exhibitors. During the GCC, CBC holds its Annual Global Awards and Recognition Ceremony to recognize the top performers for their accomplishments. Commercial Elite Event (company recognition trip) An annual incentive trip for the top 15 affiliates within CBC. Owner and a guest are invited on a 3 day trip, all expenses paid. Past events have been held in Palm Beach, Fl and Punta Mita, Mexico. Top Two Event (sales professional recognition trip) An annual incentive trip for the top 2% of the sales professionals within CBC. Formerly known as the Platinum Circle of Distinction Event, the top producing sales professionals and a guest are invited on a 3 day trip, all expenses paid. Last year s event was held in Scottsdale, AZ. Annual ICSC (International Council of Shopping Centers) Held in Las Vegas each year, this is the largest gathering of retail professionals. CBC hosts a 4,500 sq ft booth at this conference. CBC professionals who attend this event are invited to schedule client meetings in the booth at one of the many conference rooms or meeting tables. On the first night of the show, CBC hosts a client reception in the booth. CBC professionals may invite their clients to this reception. Regional Networking Meetings CBC hosts several networking meetings throughout the country during the year. The purpose of the meetings is to facilitate networking and collaboration among the CBC offices and professionals in those particular regions. During the regional meetings, CBC offers an educational session about the topic of Solution Selling. The schedule for the 2008 meetings is yet to be determined.

131 Awards General Business Rules Rules In order to be eligible for 2007 awards and recognition each company/office must meet the following guidelines: For designation levels, sales associates will only be awarded one designation (i.e. Platinum Circle of Distinction or Gold Circle of Distinction) based on their highest level of Adjusted Gross Commission (AGC). All company, office, and sales associate designations are awarded on an annual basis and must be earned each year to retain designation status. In order to be eligible to receive 2007 awards, the company, office or sales associate must have an active status with the Coldwell Banker Commercial brand at the time awards are presented. Offices must report all transactions (sales, leasing, property management, consulting, rental, referral, appraisal income, etc.) through Coldwell Banker Commercial electronic reporting systems. Failure to report all transactions through the Coldwell Banker Commercial electronic reporting system could result in the company, office and sales associates being suspended from all 2007 recognition. For top company, office and sales associate competitive awards, no production prior to affiliation with the Coldwell Banker Commercial brand will be counted. However, Sales Associate production may be counted for Circle of Distinction if verified by the owner/manager. It is the responsibility of the affiliate to report this information to the Coldwell Banker Commercial brand by December 31, In order to be eligible for 2007 competitive sales associate production awards, individual sales associate transactions must generate a minimum of $200,000 in closed and paid Adjusted Gross Commission Income. A Sales Associate is an individual who holds a real estate license. Only commercial production will be considered for awards. In order to be eligible for 2007 competitive office awards, aggregate office transactions must generate a minimum of $700,000 in Closed Adjusted Gross Commission Income. All dollar amounts are expressed in U.S. Currency. The term region applies to the three Coldwell Banker U.S. Regions. Regions and/or provinces of Canada are not included. To see what region your state falls under, please visit The deadline for the Spring Arcade Award, Mentor/Protégé of the Year, Property Manager of the Year and Office Manager of the Year is December 28, Nomination forms are available on or by calling Coldwell Banker Commercial at Nominations for these awards should be sent to: Coldwell Banker Commercial Awards Department 1 Campus Drive Parsippany, NJ Eligibility for the Property Manager of the Year Award is based on franchisable property management fees. Winners of the Property Manager of the Year award and the Office Manager of the Year award are determined by Coldwell Banker Commercial Awards Committee

132 Awards General Business Rules (cont.) The Global Commercial Conference accompanying certain Top Sales Associate awards is a complimentary full-package conference registration, which may only be used at the 2008 Coldwell Banker Commercial Global Commercial Conference. This full-package registration does not include hotel, airfare, meals or spouse registration. This complimentary registration is non-transferable and non-refundable. The Coldwell Banker Commercial Awards Department reserves the right to amend, cancel, or revoke this program at any time for reasonable business considerations or because of circumstances beyond its control. Any federal, state or local tax liability imposed on the value of any award received through this program is the sole responsibility of the winner. The decision of the Coldwell Banker Commercial Awards Department will be final in all matters relating to the interpretation and application of any rule or phrase of this program. Participants may not request substitutions and all awards are non-transferable. COMMERCIAL ELITE RECOGNITION EVENT: The Commercial Elite Recognition Event is non-transferable and no substitutions for the following year or for other events are allowed. Only the Owner with majority ownership is invited to attend. If there is equal ownership, it is up to the individual owners to decide who will attend. Additional owners may attend at their own expense and must be approved by the Coldwell Banker Commercial Awards and Events Departments. If any commercial production is used toward Chairman Circle qualification, then the owner will be limited to only attending that event. In other words, companies may not use commercial production credit to qualify for both Chairman Circle and Commercial Elite Recognition events. Only production reported and closed by December 31, 2007 and paid by January 8, 2008 to Coldwell Banker Real Estate, LLC will be used in determining eligibility for the trip. Production for which the Coldwell Banker Commercial brand has not received applicable fees or which was achieved prior to joining the Coldwell Banker Commercial brand, is not eligible for consideration for the trip. The eligible company must have an active status at the time of the trip. CIRCLE OF DISTINCTION EVENT: The invitation to the Circle of Distinction trip is non-transferable and no substitutions for the following year or for other events are allowed. In order to be eligible for the 2007 Circle of Distinction Event, sales associates must generate a minimum of $200,000 in Closed Adjusted Gross Commission Income. Only production reported and closed by December 28, 2007 and paid by January 8, 2008 to Coldwell Banker Real Estate, LLC will be used in determining eligibility for the event. The eligible sales associate must have an active status and be affiliated with a Coldwell Banker Commercial office at the time of the event.

133 Awards General Business Rules (cont.) Questions regarding the Coldwell Banker Commercial Global Awards and Recognition Program should be directed to Coldwell Banker Commercial at Campus Drive Parsippany, NJ Coldwell Banker Commercial is a registered trademark licensed to Coldwell Banker Real Estate, LLC. An Equal Opportunity Company. Each Office Is Independently Owned and Operated.

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148 2007 Mentor/Protégé of the Year, Globally Nomination Form The Mentor/Protégé of the Year Award is awarded to one Coldwell Banker Commercial Mentor/Protégé team globally, where a dedicated Mentor has demonstrated leadership qualities by formally guiding a colleague to successful practices in the commercial real estate industry. Additionally, the Protégé must have exemplified professionalism, aggressiveness, and shown tremendous dedication to the Coldwell Banker Commercial brand throughout the 2007 calendar year. This award will be presented at the Coldwell Banker Commercial Global Commercial Conference in Orlando, FL on February 17-20, You may nominate yourself or another team. All nominees will be reviewed by the Coldwell Banker Commercial Awards Committee. All judges decisions are final. Please type or print: Company DBA: Coldwell Banker Commercial Address: Name of Broker/Owner: City/State/Zip: Region: Name of the Mentor: Name of the Protégé: Please answer the following questions: 1. Why do you feel that the Mentor/Protégé team that you are nominating should be selected as the Mentor/Protégé of the Year for your region? 2. How has the Mentor demonstrated his or her commitment to the Protégé? 3. How long has the Mentor worked in the commercial real estate industry?* 4. How long has the Protégé worked in the commercial real estate industry?** 5. How has the Protégé s performance improved over time? 6. How has the Mentor/Protégé team demonstrated their commitment to the Coldwell Banker Commercial brand? Submitted by: Date: * A copy of the Mentor s Real Estate License may be requested Mail to: Coldwell Banker Commercial **A copy of the Protégé s Real Estate License may be requested Awards Department Questions? Call Campus Drive, Wing 2A Parsippany, NJ Fax:

149 Office Office Manager Manager of of the the Year Year Nomination Nomination Form Form A skilled office manager is a highly valued asset to any company. Coldwell Banker Commercial has created an award to recognize the outstanding office manager systemwide. This award will honor the individual office manager who has made the biggest impact on business operations this year, and will be presented at the Coldwell Banker Commercial Global Commercial Conference in Orlando, FL on February 17-20, Please take a few moments to submit your top candidate. All nominees will be reviewed by the Coldwell Banker Commercial Awards Committee. All judges decisions are final. Please type or print: Company DBA: Coldwell Banker Commercial Address: City/State/Zip: Name of Nominee: Name of Broker/Owner: Please answer the following questions: 1. What is the nominee s greatest contribution to your company this year? 2. How has the nominee demonstrated his or her commitment to associates? 3. How long has the nominee worked for your company? 4. How has his or her performance improved over time? 5. Why do you feel your nominee should be selected as Office Manager of the Year? Submitted by: Date: Mail to: Coldwell Banker Commercial Questions? Call Awards Department commercial@coldwellbanker.com 1 Campus Drive, Wing 2A Parsippany, NJ Fax:

150 2007 Property Manager of the Year Nomination Form A skilled property manager is a highly valued asset to any company. Coldwell Banker Commercial has created an award to recognize the outstanding property manager systemwide. This award will honor the individual office manager who has made the biggest impact in client services this year, and will be presented at the Coldwell Banker Commercial Global Commercial Conference in Orlando, FL on February 17-20, Please take a few moments to submit your top candidate. All nominees will be reviewed by the Coldwell Banker Commercial Awards Committee. All judges decisions are final. Please type or print: Company DBA: Coldwell Banker Commercial Address: City/State/Zip: Name of Nominee: Name of Broker/Owner: Please answer the following questions: 1. What is the nominee s greatest contribution to your Property Management department this year? 2. How has the nominee demonstrated his or her commitment to clients? 3. How long has the nominee worked for your company? 4. How has his or her performance improved over time? 5. Why do you feel your nominee should be selected as Property Manager of the Year? Submitted by: Date: Mail to: Coldwell Banker Commercial Questions? Call Awards Department commercial@coldwellbanker.com 1 Campus Drive, Wing 2A Parsippany, NJ Fax:

151 2007 Spring Arcade Award Nomination Form The Spring Arcade Award is awarded to one Coldwell Banker Commercial office whose operations exemplify the characteristics of those who first worked in the first commercial branch office, which was established in 1922 in the Spring Arcade Building in Los Angeles, California. Additionally, this office is to have demonstrated tremendous dedication to the Coldwell Banker Commercial brand throughout the 2007 calendar year. This award will be presented at the Coldwell Banker Commercial Global Commercial Conference in Orlando, FL on February 17-20, All nominees will be reviewed by the Coldwell Banker Commercial Awards Committee. All judges decisions are final. Please type or print (Use additional paper where necessary): Company DBA: Coldwell Banker Commercial Address: Name of Owner: City/State/Zip: Region: Please answer the following questions: 1. Please submit a copy of your written business plan. 2. Please submit a copy of your office s year-end Profit & Loss Statement. (All information will be kept confidential). 3. Name of your dedicated Office Manager (Please note that you must have an Office Manager designated in CREST.) 4. Does your office consistently participate in and support the Coldwell Banker Commercial brand s systems and tools (Merrill Corporation, Marketing Tools, ICSC, WSJ advertisements, Profile Pages, etc.)? if so, please explain. (Examples or proof/membership may be required). 5. Is your office consistent in representing the brand image and compliant with all brand identity standards? Please submit samples of signage, advertisements and marketing material. 6. Has your office developed and implemented a recruitment program? Please submit samples of written program and/or success stories. 7. Has your office developed and implemented an agent retention program? Please submit samples of award program, award incentives, communications to agents, etc. 8. Does your office demonstrate creativity with sales contests, marketing programs, public relations programs, and/or charitable programs? Please submit samples of communications, contests, public relations, etc.

152 2007 Spring Arcade Award Nomination Form (cont d) Please type or print (Use additional paper where necessary): Company DBA: Coldwell Banker Commercial Address: Name of Owner: City/State/Zip: Region: Please answer the following questions: 9. Does your office embody the brand s culture and implement it on the local level? Please provide us with a description of the office culture. 10. Does your office commit time and resources to the local community? Please submit samples of community press, photos, stories, internal communications, etc. 11. Does your office support the One Voice Messaging philosophy? Please explain and if applicable, submit supporting letters, stories, etc. Submitted by: Date: Mail to: Coldwell Banker Commercial Questions? Call Awards Department commercial@coldwellbanker.com 1 Campus Drive, Wing 2A Parsippany, NJ Fax:

153 2007 Technology Achievement Nomination Form The Technology Achievement Award is presented to one Coldwell Banker Commercial office that has demonstrated commitment to using information technology, web technology and other technology related tools of enhancing operational efficiency and supporting their dedication to superior client services. This award will be presented at the Coldwell Banker Commercial Global Commercial Conference in Orlando, FL on February 17-20, Please take a few moments to explain why you feel your office utilizes technology in an innovative way. All nominees will be reviewed by the Coldwell Banker Commercial Awards Committee. All judges decisions are final. Please type or print: Deadline for submission is December 28, 2007 Company DBA: Coldwell Banker Commercial Address: City/State/Zip: Name of Broker/Owner: Please explain in detail how your office uses technology in an innovative way. Whether it was for a particular project or on an everyday use, please include any Coldwell Banker Commercial electronic tools that you may use in your office. Submitted by: Date: Mail to: Coldwell Banker Commercial Questions? Call Awards Department commercial@coldwellbanker.com 1 Campus Drive, Wing 2A Parsippany, NJ Fax:

154 2007 Diversity Technology Award Achievement Nomination Nomination Form Form To be considered for the Coldwell Banker Commercial â Diversity Award, please complete the following form. In addition to this nomination form, applications must include a statement from the owner or manager that provides an overview of the office s diversity efforts and philosophy for driving the office s plans. Applicants are encouraged to attach items that support responses (i.e. printed or electronic collateral; business/recruiting plans; proof of participation in applicable activities). This award will be presented at the 2008 Coldwell Banker Commercial Global Commercial Conference in Orlando, FL on February 17-20, All nominees will be reviewed by the Coldwell Banker Commercial Awards Committee. All judges decisions are final. Please type or print: Company DBA: Coldwell Banker Commercial Address: City/State/Zip: Name of Owner/Manager submitting application: Phone number: address: Please answer the following questions: 1. In general terms, please describe your diversity program. What are your program goals? What are you currently doing to achieve these goals? 2. Please describe how your diversity program focuses on each of the following areas (include details of your activities): a) Recruitment and Retention Efforts b) Training c) Serving Diverse Markets d) Working with Minority- and Women-Owned Suppliers 3. How does your diversity program fit into your overall business strategy? 4. What do you see as challenges to the success of the program? Do you have strategies in place to address those challenges? If so, please describe both current strategies and future plans. Mail to: Coldwell Banker Commercial Questions? Call Awards Department commercial@coldwellbanker.com 1 Campus Drive, Wing 2A Parsippany, NJ Fax:

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156 Reference Guide, Volume 1, 2008

157 3 Office Solutions/ Supplies & Equipment 5 Office Solutions/ Running Your Office 7 Recruiting & Retention 9 Technology 11 Telecommunications 13 Marketing Tools/Print 15 Marketing Tools/ Premiums, Awards & Apparel 15 Marketing Tools/Signage 16 Travel 1 cbcblueprint.com

158 ABOUT THE PROGRAM cbcblueprint.com 2

159 OFFICE SOLUTIONS DID YOU KNOW? 3 cbcblueprint.com

160 OFFICE SOLUTIONS NEW! cbcblueprint.com 4

161 OFFICE SOLUTIONS 5 cbcblueprint.com

162 NEW! OFFICE SOLUTIONS cbcblueprint.com 6

163 RECRUITING & RETENTION NEW! per mance Health Plan NEW! NEW! 7 cbcblueprint.com

164 RECRUITING & RETENTION cbcblueprint.com 8

165 TM TECHNOLOGY individual property websites where a HOME gets a WEBSITE of its own 9 cbcblueprint.com

166 TECHNOLOGY DID YOU KNOW? cbcblueprint.com 10

167 TELECOMMUNICATIONS 11 cbcblueprint.com

168 TELECOMMUNICATIONS cbcblueprint.com 12

169 MARKETING TOOLS 13 cbcblueprint.com

170 MARKETING TOOLS cbcblueprint.com 14

171 MARKETING TOOLS DID YOU KNOW? 15 cbcblueprint.com

172 TRAVEL cbcblueprint.com 16

173 TRAVEL 17 cbcblueprint.com

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177 Corporate Phone Directory Coldwell Banker Commercial 1 Campus Drive, Wing 2A, Parsippany, NJ EXECUTIVE Rick Davidson President & COO Ellise Priber Executive Assistant 5208 Phone epriber@cbcworldwide.com MyFax Greg Sexton Senior Vice President 6647 Phone gsexton@cbcworldwide.com MyFax Cell Jodi Lawler Office Field Manager Bus Phone jlawler@cbcworldwide.com MyFax Cell OWNERSHIP SERVICES Timothy Dimond Vice President Phone tdimond@cbcworldwide.com Ownership Services MyFax Bus Fax Cell GLOBAL CLIENT SOLUTIONS Fred Schmidt Sr. Vice President 5752 Phone fschmidt@cbcworldwide.com Global Client Solutions MyFax Cell Laura Shortway Administrative Assistant 4356 Phone lshortway@cbcworldwide.com MyFax Len Del Gaudio Vice President, 7481 Phone ldelgaudio@cbcworldwide.com Global Client Solutions Bus. Fax Cell William Pasquale Vice President, 7459 Phone wpasquale@cbcworldwide.com Global Client Solutions Bus. Fax Cell Corwin Thomas Director, 5228 Phone cthomas@cbcworldwide.com Global Client Solutions MyFax Cell William Hinson Vice President 7424 NJ s Phone whinson@cbcworldwide.com Regional Business Development Bus Phone Bus.Fax MyFax Cell James Robinson Director Bus Phone jrobinson@cbcworldwide.com Regional Business Development Bus Fax MyFax Cell Jeff Maher Director Bus Fax jmaher@cbcworldwide.com Regional Business Development MyFax Cell

178 Corporate Phone Directory Coldwell Banker Commercial 1 Campus Drive, Wing 2A, Parsippany, NJ EVENTS Jennifer Dashio Sr. Manager, Events, Awards 7413 Phone jdashio@cbcworldwide.com MyFax Cell Nicole Herrera Events, Specialist Phone nherrera@cbcworldwide.com 5682 MyFax Lisa Randall Awards, Specialist 7415 Phone MyFax lrandall@cbcworldwide.com MARKETING/TECHNOLOGY Jason Silfies Vice President, 5274 Phone jsilfies@cbcworldwide.com Marketing/Technology MyFax Cell John Boyer Manager, Marketing 5314 Phone jboyer@cbcworldwide.com MyFax Travis Pisani Marketing Analyst 7733 Phone tpisani@cbcworldwide.com MyFax TECHNOLOGY Thomas O Sullivan Director, Technology 5906 Phone tosullivan@cbcworldwide.com MyFax Cell Matthew Kornfeind Manager, Technology 6993 Phone mkornfeind@cbcworldwide.com MyFax Cell PUBLIC RELATIONS Tom Nolan Director, Public Relations 7865 Phone tnolan@cbcworldwide.com MyFax Cell Andrea Harvey Manager, Communications Phone aharvey@cbcworldwide.com MyFax LEARNING David Birnbaum Sr. Director, Learning 5696 Phone dbirnbaum@cbcworldwide.com MyFax Fax Cell Ann Dillon Director, Learning 7456 Phone adillon@cbcworldwide.com MyFax Cell Karen Garnett Contractor, Learning 7635 Phone karen.garnett@realogy.com MyFax David Rubenstein Contractor, Learning 5684 Phone david.rubenstein@realogy.com Safiya Sanchez Contractor, Learning 5687 Phone safiya.sanchez@realogy.com Laura Shortway Administrative Assistant 4356 Phone lshortway@cbcworldwide.com MyFax

179 Corporate Phone Directory Coldwell Banker Commercial 1 Campus Drive, Wing 2A, Parsippany, NJ OPERATIONS Obie Walli Sr. Director, Operations 5140 Phone owalli@cbcworldwide.com MyFax Cell Joseph Cataudella Director Bus.Phone jcataudella@cbcworldwide.com Transitions & Operations Bus. Fax MyFax Cell Valerie Wydra Manager, Operations 7706 Phone vwydra@cbcworldwide.com MyFax Cell Barbara Belizor Specialist, Operations 5689 Phone bbelizor@cbcworldwide.com MyFax Allison Passamano Specialist, Regional Servicing 2699 Phone apassamano@cbcworldwide.com MyFax Stacy Trevino Specialist, Regional Servicing 2655 Phone strevino@cbcworldwide.com MyFax Cell Christine Cirica Temp, Admin. Asst Phone christine.cirica@realogy.com STRATEGIC GROWTH Kyle King Regional Vice President-West Bus Fax kking@cbcworldwide.com Strategic Growth MyFax Cell Brian Smith Director-West MyFax bsmith@cbcworldwide.com Strategic Growth Cell William Theaumont Director-West Bus Fax wtheaumont@cbcworldwide.com Strategic Growth MyFax Cell Daniel Bassen Director-Northeast Bus Fax dbassen@cbcworldwide.com Strategic Growth MyFax Cell Bruce Trowman Director-Northeast My Fax btrowman@cbcworldwide.com Strategic Growth Cell Jodi Lawler Office Field Manager Bus Phone jlawler@cbcworldwide.com Bus Fax MyFax Cell

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