Stepping Outside Stepping Outside the Boxthe Box

Presentation by Gary Nusca, CCIM

ICIWorld.net

Impact of the Internet on Impact of the Internet on Commercial Real EstateCommercial Real Estate

Identifiable deals and transactions. Features and Benefits Concepts that are the difference between

doing deals and not doing deals Problems Solutions Future

History - BackgroundHistory - Background

Started out of Central Canada CCIM Chapter People on all continents in the world placing

information Over 90 countries viewing information

regularly. 13 computers with Hi speed server in San

Jose, California.

Statistics BackgroundStatistics Background

Over 700,000 hits per month, 65% from the USA and the rest of the world. Details.

Tens of thousands of unique visitors. Over 10,000 ICI Have Want Messages. Over 4,000 private FSBO Listings. Members reporting deals regularly.

Statistics Statistics

Over $6 Billion of Haves and growing. Over $1 Trillion of Wants and growing. Over 10,000 Emails deliver Haves and

Wants daily to the public and growing. Over 8,000 pages link to various ICIWorld

web pages. Average access time to search 4.9 seconds.

Growth of the InternetGrowth of the Internet

In January 1995 there were 25 responses to searching the words commercial real estate on the Internet.

Today the market is over 600,000,000 people. Details.

Over 1 Billion web pages. Easy to get on the Internet. Future - Television and much more.

ConceptConcept

Two parts to the service. Public Area - Only broker members may

place information that is read by the public. Private Area - everyone in the world may

place information free, but only the brokers may read the contact information.– Limited View available

Concept Concept “Information” versus “Listings”“Information” versus “Listings”

Open and exclusive listing opportunities– Model that works. Ask three questions:

Commission Agreement to cover showing Ask if okay to place on ICIWorld

– without address

Some say 90% of apartment buildings, shopping centers, etc are not on real estate boards. You will find them on ICIWorld

Haves and WantsHaves and Wants

Confidentiality. Recommend never placing an address on

the Internet. How many more opportunities will you

have to make money? Conduct quick survey Don’t forget the buyers!

Brokers best positioned to Brokers best positioned to collect information in collect information in

marketplacemarketplace Value added services -

– collection, – dissemination, – marketing, networking and – distribution of information.

Sample of last meeting where developer said “it is information they are interested in.”

Powerful Listing PresentationsPowerful Listing Presentations Present a list of 100 buyers of apartment

buildings, or shopping centers Print out Statistics in color showing

International exposure. It’s the power of an industry to help you in

your individual affairs.

Listings versus InformationListings versus Information

Electronic equivalent of classified ads in a newspaper

Purpose to trigger a response, spark interest from the marketplace

Like signs on properties Like ads in a newspaper

Effective Marketing Effective Marketing TechniquesTechniques

95% of Brokers really have not arrived on the Internet in an effective fashion

Missing location, location, location Web site to market location What is the cost? Absolutely free. Save $10,000 with one link. Sellers will like it very much.

The Power of LinkingThe Power of Linking

One of most powerful features of the Internet Instead of building web site to market

location, link to one already built The Power of Linking

– Economic Development Agencies, Chamber of Commerce, Provincial, National web sites.

– Photos, Virtual Tours, Sound Bytes, Video. Picture worth a thousand words.

Powerful Distribution Methods Powerful Distribution Methods EMailEMail

Group Send– from your own Email program

List Services– CCIM– ICIWorld

Database Service Bureau– CCIM, Real Estate Boards, Independent

Services compatible with organized real estate

Email One of the Powers of Email One of the Powers of the Internetthe Internet

Many benefits - closer to customers, obtaining new prospects, clients, etc.

Problem today – Everyone is suffering from information

overload– Everyone is overwhelmed with information

Solutions and Concepts - Targeting of information.

Internet List Services and Internet List Services and EMail Data BasesEMail Data Bases

ICIWorld world wide Email programs. Hundreds of Email List Services . . . And

more being built! Free to the industry/public to

Subscribe/Unsubscribe Reaching tens of thousands, instantly,

automatically.

Email - General/SpecializeEmail - General/Specialize

General Benefits Digest versus

Individual Listings Receive only if and

and when available 30 day policy

Specialize By property type By geographic area. Buyers and tenants

looking for space. Private FSBO Listings

delivered to broker members within 1 hr.

Home PagesHome Pages

Why have a home page? There is a market of over 600,000,000 people!

Cost - from free, to $150, to $240/yr. and up.

Purpose - advertising and networking. Personalizes you.

Benefits - sellers and buyers

Add 10,000 Listings to Your Add 10,000 Listings to Your Home Page . . . with one Home Page . . . with one

button button

Structured so that people have to call you! Links for your listings Specialty links.

Internet PromotionInternet Promotion

Once you are on the Internet promote :– Home Page– Haves and Wants– Services and/or Products

Search Engines Major Traffic Centers Constant and ongoing promotion Reasonable costs.

Training Training

We provide training in your office over the phone while you are on the internet.

You must know how to turn on a computer and get on the internet.

We have been training brokers for years, by appointment.

Ten point checklist, concepts for the broker, technical information for assistants.

Broker’s Biggest Broker’s Biggest ResponsibilityResponsibility

To recognize important information To write it down Delegate Learn how the internet works Ask for help from people that can help.

Time ManagementTime Management

30 second test Have and Want Sheets - Each one worth $$

$ If you are parked in front of a computer you

won’t make money. You make money talking to people. Delegate. Ask for help.

The Bottom LineThe Bottom Line

The Internet helps make more money . . . easier.– Increase revenues through more deals through

more opportunities– Reduce Costs - reach a world market for under a

$300 per year. – Now you can do both at the same time.– Instead of one ad, all your ads. Removes the

restriction on networking information.

Thank you for the Thank you for the opportunity to be of opportunity to be of

service to you.service to you.

Get excited . . . There is a lot more opportunity than you ever dreamed of.