1. Tenant Representation: Local to National Accounts Schuyler Williamson

2. Schuyler Williamson Austin, TX Director of KW Commercial Tenant Representation: Local to National Accounts

3. Buddy Norman Ed O’Brien Cherry Hill, NJ West Palm Beach, FL Tenant Representation: Local to National Accounts

4. Please complete an evaluation formfound in the back of your program guide. Tenant Representation: Local to National Accounts

5. Why Tenant Representation • A commissionable event will always occur at the end of a lease • Renew, expand, or downsize at current location • Move to new location • Tenant Representation is not as cyclical • No subject to capital markets • Tenant always need space • Tenants need expert representation too Tenant Representation: Local to National Accounts

6. Tenant Representation: Local Tenant Representation: Local to National Accounts

7. Tenant Representation: A 6-Step Process Step 1: Defining requirements Step 2: Market evaluation—alternatives available Step 3: Evaluating alternatives Step 4: Negotiation and execution Step 5: Implementation Step 6: Post-project documentation and evaluation Tenant Representation: Local to National Accounts

8. Step 1: Defining Requirements • Define client’s requirements and selection criteria. • Review current and relevant real estate market conditions. • Develop plan, if needed, for disposal of current space. • Establish action plan and preliminary timetable. Tenant Representation: Local to National Accounts

9. Step 2: Market Evaluation • Prepare a list of available alternatives. • Using selection criteria, reduce alternatives to short list. • Gather comprehensive information on selected alternative. • Identify operations of neighboring occupants and check for incompatibilities with client’s use. • Specify alternatives for site tour and prepare tour schedule. • Conduct tour. • Review conclusions and further refine the list of alternatives. Tenant Representation: Local to National Accounts

10. Step 3: Evaluating Alternatives • Define negotiating objectives. • Submit a detailed request for proposal. • Evaluate space plan for each alternative and compare layout efficiencies. • Evaluate completed RFP responses and financial implications. • Rank alternatives and select building finalists. Tenant Representation: Local to National Accounts

11. Step 4: Negotiation and Execution • Define negotiating strategy. • Submit counterproposals to building finalists. • Establish move-in schedule and budget. • Finalize lease agreement and exhibits. • Execute lease. Tenant Representation: Local to National Accounts

12. Step 5: Implementation • Complete final construction plan. • Update probable program costs. • Supervise construction bidding program. • Release authorization for construction. • Schedule project progress meeting and change order reviews. • Assist in move coordination and maintain client follow-up for one to four months after move-in. • Issue certificate of occupancy. Tenant Representation: Local to National Accounts

13. Step 6: Post-Project Documentation and Evaluation • Prepare summary of key action dates in the lease. • Document building rules and regulations. • Prepare value-added summary. • Evaluate landlord’s compliance with lease provisions. Tenant Representation: Local to National Accounts

14. Tenant Representation: National Tenant Representation: Local to National Accounts

15. Benefit of KWC National Accounts • Build resume. • Referral fee for life of contract. • Be a member of national accounts division. • Recruit senior brokers to team. • Best practices. Tenant Representation: Local to National Accounts

16. National Account Operations Phase 1: Build team to service clientele Phase 2: Teach Value Proposition Phase 3: Lead generation – internationally led Phase 4: Lead generation – locally led Phase 5: Transaction Execution Tenant Representation: Local to National Accounts

17. Phase 1: Build Team • Email rich.uzelac@kwcommercial.com directly. • Include cover letter with expertise and past notable clients. • Phone interview. • Agree to operating procedures. • Stay connected for follow-up guidance. Tenant Representation: Local to National Accounts

18. Phase 2: Teach Value Proposition Acquisition/Disposition Transactions • Site evaluations • Economic incentives • Property acquisitions • Dispositions • Build-to-Suits Lease Scenarios • New locations • Early renegotiations • Expansions • Renewals • Sublease/Buyouts • Lease versus own analysis Tenant Representation: Local to National Accounts

19. Phase 3: Lead Generate – Internationally Led • Working with current vendors. • 96 current KWRI relationships to call on. • National accounts team driven initiative. • Fortune 1000 companies • International companies • Offer resource for residential agents Tenant Representation: Local to National Accounts

20. Phase 4: Lead Generate – Locally Led • Equip local agents with materials to call on behalf of the national accounts division. • Actionable leads coordinated directly with EVP of national accounts. Tenant Representation: Local to National Accounts

21. Phase 5: Transaction Execution • Initial meeting with EVP. • Distribution of leads • Referral and operating agreements established. • Commission splits • Broker responsibilities • Transaction management • Client care: product creation and operational guidance • Standardized 6-Step Process Tenant Representation: Local to National Accounts

22. Questions Tenant Representation: Local to National Accounts

23. Thank You! Please complete an evaluation form found in the back of your program guide. To download a free copy of this presentation, GO TO: www.familyreunion.kw.com/downloads