Memorandum Page 2
Memorandum
To National Retail Group
From Bill Rose
Subject ICSC RECon 2017 – Producing at the Show
Date March 31, 2017
Over the past six years, our firm has been recognized by Real Capital Analytics as the industry’s #1 real estate investment brokerage firm and we are honored to have been asked by ICSC to be a North American Partner. This proud tradition has been earned over the years and our culture dictates that we share our best practices with each of you to maintain our heritage of excellence.
Gather Your Recon for RECon
With a world-wide audience of over 37,000 attendees, you need to have a strategic plan to leverage the show.
ü Become an ICSC Member: If this is your first show, join as an affiliate member for a fee of $125 under the firm’s membership. Go to www.icsc.org click on memberships; join ICSC. You will be then asked to confirm the company address. Choose the Marcus & Millichap San Diego office. If you have any questions please contact Lacey Jones at 858-373-3134.
ü Register for show: To purchase your badge please go to www.icsc.org/recon/ . The Deadline to register and purchase your badge prior to arriving in Las Vegas in April 28, 2017. After April 28 badges must be purchased on-site.
ü Prospect the Attendee List: Target appropriate clients in your market and arrange a meeting at our booth (S246 Q Street, South Hall), their booth or a location convenient between other meetings such as South Hall 24th Street at Q Street, or the Central Hall Starbucks. Organize your calling effort and your calendar to ensure that you don’t book a meeting in the Central Hall and then have to rush to a meeting in the South Hall. Plan for time to walk from appointment to appointment. It can be about a 10-minute walk to the Central Hall due to traffic and the location within the hall. The trade show floor plan is available on-line.
ü Restricted and Managed Client Lists: Be mindful of the firm’s Restricted Client List. Many of our agents have established relationships with national REITs, institutional clients, etc. If you have specific property intelligence, reach out to myself or your Regional Manager for best practices to leverage this information.
ü Client Calling: During your calling efforts over the next several weeks, invite local private clients to meet you personally in a positive deal-making environment.
ü Personal Invitations: Differentiate yourself by inviting clients to breakfast, lunch, dinner, golf, cocktails, etc. These are great opportunities for focused dialog and relationship building.
ü Listing Revisions: The firm displays exclusive listings electronically at our booth. This enhances your ability to sell a deal. Time is of the essence - advise your clients that now is the time to hire you to list and sell their property. Use the convention as an opportunity to adjust and revise current listings. We have a solid track record of making deals at ICSC.
Working RECon
Everything about a trade show has to be done quickly. You have less than 30 seconds to capture the interest of a client. What are you going to say?
ü Value of REP: Perfect your Value of Rep “pitch” in your own words and tailor the firm’s value proposition to match that of the client and the property. Inform clients of our 2016 success: 8,995 transactions and over $42.3 billion in deal volume! Clients will soon realize why investors choose Marcus & Millichap more than any other firm.
ü Have an Agenda: Most clients attend RECon because they actively sell, buy and/or refinance property on a consistent basis. Know the client’s properties. Know our inventory. Know where debt is sizing and pricing in the market. Even better, reach out to a Marcus & Millichap Loan Originator and have them attend meetings with you. The market is ever evolving. Knowledge is money!
ü Booth Time: Booth time is a perfect opportunity to introduce new clients to the firm, begin a new relationship and perhaps even sell our exclusive listings. Be smart. If you don’t know a deal, refer the client to the listing agent. Be professional with all attendees and fellow agents. Booth time means being available in the booth to meet with walk-in potential clients. Agents who schedule booth time should check-in at the reception desk and work the entire scheduled shift. Client meetings should be scheduled outside of booth time. To reserve booth time complete the registration form and send it to .
ü Client Meetings in the Booth: Our booth has more than 30 spaces to accommodate client meetings. Be sure to reserve space in advance as the tables fill up quickly.Table space is on a first-come, first-serve basis with priority given to the top 2016 retail agents. To reserve meeting space, complete the Marcus & Millichap ICSC RECon registration.
ü CIP: At a minimum, give clients your business card. Even better, leave a client with your personalized Client Information Package or email a pdf that includes your list of representative transactions and client relationships.
ü Team with Senior Agents: If you identify clients with properties outside of your expertise, win the business by teaming with agents that add value to the transaction. Reach out to myself or your Regional Manager for best practices to leverage this information.
ü Be Prepared: Clients are very busy at the show and have no tolerance for a cold call if you are not prepared. Know their properties, investment criteria and decision makers. Cold calling a booth/client/company without a specific agenda will fail. If the person you are prospecting is not available, leave your business card with a note that you will follow-up at a different time.
Client Appreciation Party – Sunday, May 21, 9:00pm-Midnight at Intrigue at Wynn Las Vegas. Marcus & Millichap is hosting a client appreciate party at the newest nightclub at Wynn Las Vegas, Intrigue. All agents working RECon are encouraged to invite clients to this event. A flyer and e-invitation with instructions will follow. All clients and agents need to register for the party to attend.
RetailTRENDS 2017 – Monday, May 22, 5:00pm-6:30pm at The Renaissance Las Vegas. Attend Marcus & Millichap’s annual investment market outlook and networking reception. Personally invite each of your prospects to one of the firm’s best attended networking and market information sharing events. The Renaissance Hotel is located adjacent to the Las Vegas Convention Center South Hall. The e-invitation and details will follow. All clients and agents attending Retail Trends will need to register.
Post RECon Follow-up:
Proper follow up after the show will be critical to your overall trade show success. This is where most sales people drop the ball.
ü Action Plan: Review all your notes, business cards, e-mails, texts, etc. Develop an action plan and timeline in which to follow-up on these leads.
ü Investment Market Update: Prepare a “RECon Notes” flyer to send to your clients apprising them of what you learned at the show. Clients always want to know what deal flow you are seeing, where debt is pricing, which tenants are hot, who are not, etc. Educate your client base and use this opportunity to ask for business.
ü Grow Relationships: Now that you have personally met with clients, follow-up on a consistent basis with new information as it comes to market. Meet often and always ask for new opportunities to meet their real estate objectives.
ü Ask for the Business: Sometimes it’s just that simple.
As always reach out to myself or your Regional Manager to discuss how we can support your efforts.
Schedule of Events
Sunday, May 21
9pm-midnight Client Appreciation Party Intrigue at Wynn Las Vegas
Monday, May 22
8am-5pm Leasing Mall Open S246 Q Street, South Hall, LVCC
5pm-6:30pm RetailTRENDS 2017 Renaissance Las Vegas
Tuesday, May 23
8am-5pm Leasing Mall Open S246 Q Street, South Hall, LVCC
Wednesday, May 24
8am-2pm Leasing Mall Open S246 Q Street, South Hall, LVCC