Quickly Ramp up your CRE Career, Your Industry Knowledge Base, Vocabulary, Terminology, and learn the Entire Deal Process.

1. The key to your ultimate success!The key to your ultimate success!
Performance Realty SolutionsPerformance Realty Solutions, (PRS) is a, (PRS) is a
Commercial Real Estate Sales & TechnologyCommercial Real Estate Sales & Technology
Training Company committed to providing the bestTraining Company committed to providing the best
results-based training in the industry.results-based training in the industry.
Presented By Bob Canter President/FounderPresented By Bob Canter President/Founder
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2. Success in business requiresSuccess in business requires training and discipline and hard work.training and discipline and hard work.
But if you're not frightened by these things, the opportunities are just asBut if you're not frightened by these things, the opportunities are just as
great today as they ever were.”great today as they ever were.”
David Rockefeller (1915 - )David Rockefeller (1915 - )
Will you make at least $100,000 in Commercial Real Estate
commissions in the next 12 months?
Learning commercial real estate by “trial and error” is costly. Waiting for
results to “happen” depletes your confidence, enthusiasm, and resources.
How are you going to make at least...

3. Why do you need this course?
Your CRE license is no guarantee of success.
Just ask yourself these seven tough questions . . .
1.How can I increase my closing average?
2.What am I doing to develop new business?
3.How do I match the right properties to the right prospects?
4.How do I differentiate between real customers and just shoppers?
5.How do I navigate among the different commercial property types?
6.Can I make more money on leasing commissions, or sale transactions?
7.Am I working smart? What is holding me back?

4. The high cost of yesterday’s trainingThe high cost of yesterday’s training
Using the 40 Year Old Training Method known as MentoringUsing the 40 Year Old Training Method known as Mentoring toto
Learn & UnderstandLearn & Understand the diverse aspects of the business...the diverse aspects of the business...
is time-consuming and incomplete.is time-consuming and incomplete.
Commercial real estate is a broad industry that encompasses manyCommercial real estate is a broad industry that encompasses many
property types, each with its own unique qualities such as...property types, each with its own unique qualities such as...
Deal & Commission structures, landlords, lease terms & conditions,Deal & Commission structures, landlords, lease terms & conditions,
rental rates, and financing, etc.rental rates, and financing, etc.

5. Here’s what your own industry isHere’s what your own industry is telling your prospects…telling your prospects…
 Quick Tips fromQuick Tips from The Society of Industrial and OfficeThe Society of Industrial and Office
RealtorsRealtors offers these four tips for finding aoffers these four tips for finding a professional,professional,
experiencedexperienced broker:broker: reference Biz Journal 2/6/04reference Biz Journal 2/6/04
1.1. ““Do a preliminary needs assessment. Determine yourDo a preliminary needs assessment. Determine your
objectives,objectives, service needsservice needs and overall plan.”and overall plan.”
2.2. ““Get to know each candidate's history. Ask questions aboutGet to know each candidate's history. Ask questions about
history,history, experience, trainingexperience, training.”.”
3.3. ““Find out about each candidate's professional affiliations. ManyFind out about each candidate's professional affiliations. Many
national organizations providenational organizations provide specialized trainingspecialized training and aand a
network of brokers in other areas.”network of brokers in other areas.”
4.4. ““Learn the candidates' firms' histories and find out what theLearn the candidates' firms' histories and find out what the
firms' capabilities are. What is the firm's history and reputation?firms' capabilities are. What is the firm's history and reputation?
Does it have theDoes it have the personnel and skills to handle everypersonnel and skills to handle every
aspect of your transaction?”aspect of your transaction?”

6. Extreme IndustryExtreme Industry
SpecializationSpecialization
 Do you know theDo you know the transactionaltransactional
characteristicscharacteristics of the various commercialof the various commercial
property types and what’s involved to makeproperty types and what’s involved to make
a deal based upon the property type?a deal based upon the property type?
 Do you know you can make $1000’s inDo you know you can make $1000’s in
leasing commissionsleasing commissions? ...or are you just? ...or are you just
focused on sale transactions?focused on sale transactions?
 Do you know the difference between anDo you know the difference between an
investment sale and a building userinvestment sale and a building user
purchase?...purchase?... Do you know which sale willDo you know which sale will
be sold at a higher price?be sold at a higher price?
 Do you know what’s the relationshipDo you know what’s the relationship
betweenbetween ““Cap Rates”Cap Rates” & “& “InterestInterest
Rates”Rates”??
 Do you know whichDo you know which lease clauseslease clauses have anhave an
economic impact on the tenant or landlord?economic impact on the tenant or landlord?

7. Mentoring is no longer cutting it in today’sMentoring is no longer cutting it in today’s
business environment.business environment.
The Business Paradigm has Changed Perhaps Forever!The Business Paradigm has Changed Perhaps Forever!
 Learn from your own experiences, not someone else’sLearn from your own experiences, not someone else’s
 You have no idea how well your “Mentor” can teach, coach,You have no idea how well your “Mentor” can teach, coach,
or motivate you...or motivate you...
 You’re totally dependent on the ‘Mentor’s” training abilities,You’re totally dependent on the ‘Mentor’s” training abilities,
Personal Agenda & Time availability...Personal Agenda & Time availability...
You need a modern, practical approach to
commercial real estate training...

8.  Prior to starting Performance RealtyPrior to starting Performance Realty
Solutions, Bob was theSolutions, Bob was the SalesSales
Training DirectorTraining Director and in-houseand in-house
commercial real estate expert forcommercial real estate expert for
Costar Group, Inc.,Costar Group, Inc., the publiclythe publicly
traded IT commercial real estatetraded IT commercial real estate
information company. Costar is theinformation company. Costar is the
leading provider of commercial realleading provider of commercial real
estate information and softwareestate information and software
internationally.internationally.
 Before being appointed toBefore being appointed to
Director of Sales TrainingDirector of Sales Training forfor
Costar GroupCostar Group Inc. in 2001, heInc. in 2001, he
managed the sales team for themanaged the sales team for the
Washington, DC, Baltimore andWashington, DC, Baltimore and
Pittsburgh markets.Pittsburgh markets.
 Bob has managed manyBob has managed many
commercial real estate agentscommercial real estate agents
and sales offices, always beingand sales offices, always being
the top producing branch officethe top producing branch office
under his direction.under his direction.
 Bob has been involved as aBob has been involved as a
principal in CRE developmentprincipal in CRE development
projects and has managedprojects and has managed
millions of sq. ft. of CRE.millions of sq. ft. of CRE.
 Bob was instrumental in the saleBob was instrumental in the sale
of the largest Industrial Realof the largest Industrial Real
Estate Portfolio Sale in NewEstate Portfolio Sale in New
Jersey in 1997, which involvedJersey in 1997, which involved
the sale of a $105 Million portfoliothe sale of a $105 Million portfolio
of 48 properties comprising 1.75of 48 properties comprising 1.75
Million square feet.Million square feet.
Bob Canter Bio...Bob Canter Bio...

9. ““I created this training company for new and inexperiencedI created this training company for new and inexperienced
people in the industry to become successful in the shortest timepeople in the industry to become successful in the shortest time
possible. They now have the opportunity to benefit from 35 yearspossible. They now have the opportunity to benefit from 35 years
of multi-million dollar sales successes.”of multi-million dollar sales successes.”—Bob Canter—Bob Canter..
 Why work with Bob Canter?Why work with Bob Canter?
 Bob Canter is a commercial real estate expert with moreBob Canter is a commercial real estate expert with more
than 35 years of knowledge and know-how who will showthan 35 years of knowledge and know-how who will show
you how to open new doors in a complex, multifacetedyou how to open new doors in a complex, multifaceted
field.field.
 Aside from his proven results and lucrative success stories,Aside from his proven results and lucrative success stories,
he has weathered five major economic recessions andhe has weathered five major economic recessions and
learned how to navigate successfully through the mostlearned how to navigate successfully through the most
difficult economic waters, especially the early 1990sdifficult economic waters, especially the early 1990s
commercial real estate collapse.commercial real estate collapse.

10. Bob’s past experience and knowledge will help youBob’s past experience and knowledge will help you
navigate today’s market turmoil.navigate today’s market turmoil.
Bob will provide you with…Bob will provide you with…
 Greater knowledgeGreater knowledge about the practical side of theabout the practical side of the
business, how to really understand what’s going onbusiness, how to really understand what’s going on
in your industry, and how to handle the everydayin your industry, and how to handle the everyday
obstacles that confront you.obstacles that confront you.
 Less anxietyLess anxiety about getting started and keeping yourabout getting started and keeping your
momentum.momentum.
 Faster and better resultsFaster and better results from investing in yourselffrom investing in yourself
and using new tools to build confidence and earnand using new tools to build confidence and earn
more.more.

11. It is not the strongest of the species thatIt is not the strongest of the species that
survives, nor the most intelligent, butsurvives, nor the most intelligent, but
the one most responsive to change."the one most responsive to change."
----Charles DarwinCharles Darwin, English naturalist, English naturalist
• Successful salespeople are life-long learners.Successful salespeople are life-long learners.
Invest in yourself now so you can start accelerating your earningsInvest in yourself now so you can start accelerating your earnings
in the competitive commercial real estate market.in the competitive commercial real estate market.
Are youAre you……
• Someone in commercial real estate who wants to become a MILLIONSomeone in commercial real estate who wants to become a MILLION
DOLLAR performer.DOLLAR performer.
• Newly licensed agentNewly licensed agent
• Looking to transition from residential to commercialLooking to transition from residential to commercial
• Second-career professionalsSecond-career professionals
• Inexperienced agentsInexperienced agents

13. If you Really want to take your commercial real estate careerIf you Really want to take your commercial real estate career
to the next level…to the next level…
Call Bob Canter to discuss what he can do for you!Call Bob Canter to discuss what he can do for you!
301-762-6055301-762-6055
OrOr
bcanter@performancerealtysolutions.combcanter@performancerealtysolutions.com
Training for the Real EstateTraining for the Real Estate ProfessionalProfessional