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CUSHMAN & WAKEF IELDCUSHMAN & WAKEF IELD

FUTUREFUTURELEADERSLEADERSM a y 2 0 1 1

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C & W F U T U R E L E A D E R S

COMMUNITYCOMMUNICATION COMMUNITY

O U R M I S S I O N

COMMUNICATION

O U R M I S S I O N

"To create a network in the Americas of rising professionals within Cushman & Wakefield which, through continuing education collaboration and through continuing education, collaboration, and

community service, will grow individually and collectively. As professionals, we will strive to advance the Cushman & Wakefield brand, our

careers and the company's vision to provide the careers, and the company's vision to provide the most creative and innovative services to our clients, becoming the best at what we do."

CONTINUING EDUCATIONCOLLABORATION

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F O U N D A T I O N

F U T U R E L E A D E R P R O F I L EStrata 1 & 2 Brokers and Client Coordinators (0 to 7 years

Our goal is to create a

network in the Americas of – Strata 1 & 2 Brokers and Client Coordinators (0 to 7 years

of experience) from C&W and Alliance Members

– Rising professionals from Valuation & Advisory, Research, Consulting, Analytics, Marketing, CIS, and Debt & Equity

future leaders who share in

the responsibility of our

T H E C O R E P R I N C I P L E S O F T H E C W F L

clients’ & Cushman &

Wakefield’s success.

C ontinuing Education

C

C ollaboration

CC ommunication C ommunity

SHARING OF BEST PRACTICES, CLIENT REFERRALS, AND GENERAL C&W BONDING

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F O U N D A T I O N

THE CW FUTURE LEADERS OVERSIGHT THE CW FUTURE LEADERS OVERSIGHT

COMMITTEE IS REPRESENTATIVE OF C&W

SERVICE LINES, ALL BASED IN MAJOR MARKETS. O U R T E A MSERVICE LINES, ALL BASED IN MAJOR MARKETS. O U R T E A M

SCOTT GARLICKBROKERAGE | TAMPA

MIKE RYANDEBT & EQUITY | ATLANTA

SAMIR IDRISINVESTMENT SALES | ATLANTA

ANA LEONRESEARCH | BOSTON

JON DISHOTSKYBROKERAGE | SAN FRANCISCO

WILL STRONGBROKERAGE | PHOENIX

ROBBIE BATY

INVESTMENT SALES | ATLANTA

ERICK MAZZONI

RESEARCH | BOSTON

will help in programming and planning of

T H E C W F L OV E R S I G H T C O M M I T T E E

ROBBIE BATYBROKERAGE | DALLAS

JORDAN ROVITOBROKERAGE | CHICAGO

ERICK MAZZONIVAS | PHILADELPHIA

ELISA AYARZACONSULTING | CHICAGO

– will help in programming and planning of all CW Future Leaders events.

– will be served by Active Advisors Tom Johnston (Branch Manager, Phoenix)

d J C k (A L d N h ADAM KLIMEK

ERIC DUCHONCIS | NEW YORK

PHILIP SANTOMARKETING | NEW YORK

and Joe Cook (Area Leader, Northwest Region).

ADAM KLIMEKBROKERAGE | STAMFORD

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N E W I N I T I A T I V E S

U P C O M I N G E V E N T S A N D W E B I N A R S

MAYS i l

JUNE 5-7D ll

SEPTR i l

OCTF i

NOVB iSocial

MediaDallas Symposium

CWFLReception

Regional

Events

Fusion Business

Plans

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C O M M U N I C A T I O N

C O N F E R E N C E S

– Regional

– NationalNational

– Shared Expenses

C O M M U N I C AT I O N

–Facebook

–Twitter

–LinkedIn

–A CWNow link with calendar of upcoming events, list of current members contact information, forum, and case studies (depending on IT capabilities).

–CWFL forum on Outlook

–Fusion site

COMMUNICATION TOOLS ALLOW FOR

EASY ACCESS TO CWFL PROGRAMMING.

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2011 & BEYOND

N E W I N I T I AT I V E S

C O N T I N U I N G E D U C AT I O N /

2011 & BEYONDS P E A K E R S B U R E AUC O N T I N U I N G E D U C AT I O N /

M O N T H LY P R E S E N TAT I O N S

– CW Future Leaders will receive monthly presentations for sales training, presentation skills, best practices in

– Similar to toastmasters, CWFL members have public speaking forums every other month to work on presentation skills

for sales training, presentation skills, best practices in tenant and agency rep, cold calling tips and techniques, appraisal, consulting, analytics, research, marketing, and investor services

These events will occur in major markets and be

– CWFL members present an introductory speech (4-6 minutes), work-related speech (6-8 minutes) and mock presentation (8-10 minutes).

– These events will occur in major markets and be broadcasted on a monthly basis via webinar or video conference.

Q U A R T E R LY & A N N U A L C O N F E R E N C E S

– 2-3 CWFL members present a Building Of The Month (4-6 minutes) at the All Brokers Meeting.

Q U A R T E R LY & A N N U A L C O N F E R E N C E S

– One regional conference to allow CWFL’s across the country to continue to network

A l N ti l CWFL f b i th ti

F E E D B A C K F O R U M - O N G O I N G

– On an annual basis, the group would come up with suggestions or feedback for local b h b – Annual National CWFL conference brings the entire

group together (Symposium breakout)

C O M M U N I T Y S E R V I C E

branch managers to bring to upper management allowing for all voices to be heard

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T H E R O A D M A PSAN FRANCISCO EVENTS

A N N U A L B R O K E R B O W L - A - T H O N

EVENTSH A B I TAT F O R H U M A N I T Y B U I L D DAY

– The C&W San Francisco office just held its 5th

H A B I TAT F O R H U M A N I T Y B U I L D DAY(ANNUAL)

The C&W San Francisco office just held its 5th successful annual broker Bowl-A-Thon benefiting Habitat for Humanity. Over 200 brokers, sponsors, and vendors attend each year and it has received great press for the San

– Gets everyone out of the office to participate in a build day. We chose a Friday during the summer to participate in the construction of a home.

y g pFrancisco office. Sponsors fund lanes or the entire event, which in turn has raised over $250,000 over the last 5 years. Some sponsors include Tishman Speyer, Paramount Group,

ONGOING EDUCATION & CAMARADERIE EVENTS(MONTHLY OR QUARTERLY)

Fortress Investments, & Shorenstein.

L E A R N F R O M T H E B E S T S E R I E S (ANNUAL)

– Lease Review (Allen Matkins)

– Interiors Discussion (Gensler)

– Constructions Costs Discussion (BCCI)

– Panel that pits the top senior and mid level brokerage professionals at C&W in and around the Bay Area on an interactive discussion. Topics have ranged from Business D l S R l E C l

– Construction Pitfalls Presentation (Turner)

– Cinco de Mayo Market and Margaritas (Gensler)

Development, Surviving Real Estate Cycles, Cold Calling 101, & What’s The Worst Mistake You Ever Made?

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E D U C A T I O N & N E T W O R K I N G

T E A M B U I L D I N G

– Sporting Events

– Happy Hours

S ftb ll & Fl F tb ll L– Softball & Flag Football Leagues

– Bowling

– The Arts – theatre, museums, theme parks

– Horse Races

– Hiking

– Philanthropy

AN ATMOSPHERE OF TEAM BUILDING AN ATMOSPHERE OF TEAM BUILDING

AND CAMARADERIE.

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B R A N C H / R E G I O N A L E D U C AT I O N

E D U C AT I O N & N E T W O R K I N G

B R A N C H / R E G I O N A L E D U C AT I O N

A N A LY T I C S– Understanding a company’s balance sheetUnderstanding a company s balance sheet– Lease vs. Buy– How a Tenant’s lease affects it’s balance sheet

A P P R A I S A LA P P R A I S A L– Understanding the process– Appraisal vs. BOV– Practice GroupsPractice Groups

C I S– Understanding our capabilities– Building tour with engineer– Operating Expenses & Pass-throughs– Keys to Quality Tenant Relations– Corporate Services Platform (Occupier Services)Corporate Services Platform (Occupier Services)– Case Study

C O N S U LT I N GEDUCATIONAL RESOURCES AND

OPPORTUNITIES ENCOURAGE– Understanding our capabilities– Case Study

OPPORTUNITIES ENCOURAGE

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E D U C A T I O N & N E T W O R K I N G

B R O K E R AG E - P R OV I D E D B Y M A N AG E M E N T,S E N I O R B R O K E R S , O R OT H E R P R O F E S S I O N A L S

– Senior broker panel - How to Succeed

– Title process

– Investment Sales - How is the tenant affected?

Stacking & Building How is the building’s value affected – Stacking & Building - How is the building s value affected by the lease?

– Cold Calling

– How we won the pitch! Why we lost the pitch?

– Major lease clauses - Landlord & Tenant perspective

– Landlord Rep vs. Tenant Rep

– How to generate business outside the office

– Ground up developmentG ou d up deve op e t

– Through the eyes of a Tenant

– Through the eyes of a Landlord

– Through the eyes of a Client

– Construction - Process & pricing of different product types

– Landlord roundtable

– Senior level interviews

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E D U C A T I O N & N E T W O R K I N G

M A R K E T I N G–Understanding of available resources and capabilities

R E S E A R C H–Understanding C&W Research capabilities

–Overview of Research products and resources,training on Research Tools

M I S C E L L A N E O U S–Personal Board of Directors - Having the right mentors

–Business Planning

–Distressed Assets

–Speakers Bureau/Toast Masters

–Architecture

–Competition- What are they doing? p y gWhat are we selling against?

–Sustainability

–Alliance Partners

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