2. Module 4: Best Practice for Tours Module 4 Best Practice for Tours 4.1………………….……..…….…...The Tour Team 4.2………………...................….10 Step Approach 4.3…………………………….…Feature & Benefits 4.31……..............................................Owner 4.32..............................................…Property

3. The Tour Team 4.1 Building Engineer Broker Associate Property Manger VALUE _____________________ _____________________ SPECIFIC ROLE _____________________ _____________________ ADVANCED PREP _____________________ _____________________ VALUE _____________________ _____________________ SPECIFIC ROLE _____________________ _____________________ ADVANCED PREP _____________________ _____________________ VALUE _____________________ _____________________ SPECIFIC ROLE _____________________ _____________________ ADVANCED PREP _____________________ _____________________ Who Else Should Be Involved

4. 10 Step Approach 4.2 1 OPEN PROBE 1 2 TOUR PROCESS 3 OPEN PROBE 2 4 CUSTOMER’S SITUATION 5 OWNER’S SITUATION: FEATURE / BENEFIT 6 PROPERTY SITUATION: FEATURE / BENEFIT 7 CUSTOMER SITUATION 8 SIMILAR SITUATION 9 THE WAY FORWARD 10 FOLLOW UP

6. 80 / 20 Rule

7. Example Question’s

8. “What objectives do you have for today’s tour?”

10. Discovery of Open Probe 1

11. Example’s

12. “We understand you have a requirement of 10,000 sf.”

13. “We understand that access is essential.”

15. What is Prospect Moving From

16. Example Question

17. “Could you share with us negative past experiences that you would like to avoid?”

19. 10,000 SF

20. Public Transportation

21. Covered Parking

22. Amenities

23. State of the Art HVAC

25. Selling Benefits

26. Example Question

28. Selling Benefits

29. Example Question

32. Tour Recent Build Out (Similar to Prospect’s Requirement’s)

34. “What are your initial thoughts of the location?”

36. Proper Method

37. Example’s

38. Note

39. Phone Call

40. Proposal

42. Experienced Leasing Professionals

43. Equity for Tenant Improvement’s

44. Focused Owner

45. Stable Ownership

46. Hold Buyer

47. Quick Response Times

48. Smooth Leasing Process

49. Competitive Improvement Packages

50. One Owner Throughout Lease Term

51. Strong Emphasis on Property Management

52. Multiple Office Locations

53. Publicly Traded REIT

54. Southeastern Investment Strategy

56. Reliable Owner

57. Multiple Space Options

58. Several Amenities Nearby

59. Available Public Transportation

60. Attractive Parking Ratio’s

61. Pride of Ownership

62. Floor and Square Footage Options

63. Productive Work Environment (Amenities)

64. Transportation Options for Employees

66. Owned By LPC

67. Centrally Located