The Communicator2011

Fourth Quarter

C C I M C h a p t e r o f N o r t h C a r o l i n a

In ThIs Issue

www.nc-ccim.org

Grab a coffee and settle in to read the latest NC-CCIM newsletter

Contact one of these committee leaders to make the most of your CCIM designation:

• Public Relations - Gina Hensley RPA, CPM, CCIM, Presidia Asset Management, LLC - ghensley@presidiagroup.com

• sponsorship – Marlene Spritzer, CCIM, Cresa - mspritzer@cresa.com• Communicator – Brooke Gibson, CCIM, Hart Corporation - bgibson@hartcorp.com• education – Sam DiFranco, CCIM, SIOR, Cresa - sdifranco@cresa.com• Member services – Drew Showfety, CCIM, Emerson Commercial Properties, Inc.,

- dshowfety@emersonprop.com• Website - Carolyn T. Kellogg, CCIM, Kellogg Realty, Inc, -

email@carolyntkellogg.com• Candidate Guidance – Jay Taylor, CCIM, The Tar Heel Companies of North

Carolina, Inc. - jaytaylor@tarheelcos.com

We neeD YOu TO GeT InVOLVeD ...

1st Quarter2012

uPCOMInG eVenTs

Triangle Market ForecastMarch 21, 11:15 amCaryRegister Here

Charlotte Market ForecastMarch 27, 11:15 amCharlotteRegister Here

Triad Speed DealmakingMarch 28, 11:30 amGreensboroRegister Here

Charlotte Networking BreakfastApril 5, 7:30 amCharlotteRegister Here

Capital Hill VisitsApril 17-18Washington, DCRegister Here

Downtown Raleigh Economic UpdateApril 18, 8:00 amRaleighRegister Here – FREE

Hillsboro Street AllianceApril 26, 8:00 amDetails to come

Charlotte Networking BreakfastMay 3, 7:30 amCharlotteRegister Here

ESRI UpdateMay 17, 12:00 pmGreensboroRegister Here

Virtual DealmakingMarch 13April 10May 8June 12July 10August 14September 11October 9November 13December 11

NC-CCIM Free CE Day and State GatheringOctober 4-5Greensboro Register Here

n e w s :• T h e 2 0 1 2 M a r k e t F o r e c a s t s • B o a r d A p p r o v e s $ 1 5 , 0 0 0 I n

s c h o l a r s h i p s• n C Te r m i n a t e s L i c e n s e

R e c i p r o c i t y

D e a l s :• D e s i g n e e s D o i n g D e a l s• h a v e s A n d Wa n t s

P e o p l e :• n C - C C I M s M a k i n g Wa v e s• P e o p l e O n T h e M o v e• J o b O p p o r t u n i t i e s A l s o :• M a r k e t i n g F o r s u c c e s s• L e t t e r F r o m T h e P r e s i d e n t• n C - C C I M h a s A n e w We b s i t e• Yo u r B o a r d O f D i r e c t o r s• n C - C C I M P h o t o G a l l e r y

2012 MARkeT FOReCAsTs

ChARLOTTe

March 27, 2012Carmel Country Club4735 Carmel Road, Charlotte, NC

Networking & Registration: 11:15 – 11:45

Program & Lunch: 12:00 – 1:30

Click Here To Register

Keynote Speakers:

Johnny Harris, President, Lincoln Harris LLC

Mike Ortlip, Senior Vice President, Grandbridge Capital

Mark Vitner, Managing Director And Senior EconomistWells Fargo

TRIAnGLe

March 21, 2012Embassy Suites201 Harrison Oaks Blvd., Cary, NC

Networking & Registration: 11:15 – 12:00

Program & Lunch: 12:00 – 1:30

Click Here To Register

Keynote Speakers:

John Jung, Sr. Managing DirectorBB&T Capital Markets

Bob Hukill, Senior Vice PresidentGrandbridge Capital

Jeff GlennCBRE

CI 104April 30 – May 3Charlotte, nCClick here to Register

CI 101June 4 – 7 nashville, TnClick here to Register

CI 101July 9 – 12Charlotte, nCClick here to Register

CI 101sept 18 - 21Birmingham, ALClick here to Register

CI 103Oct 1 - 4Atlanta, GAClick here to Register CI 102 Oct 29 - nov 1Charlotte, nCRegistration to Come

CI 104nov 5 – 8Atlanta, GA Click here to Register

For a complete list of upcoming NC-CCIM events, details and

registration go to: http://ncccim.affiniscape.com/

calendar.cfm

uPCOMInG eDuCATIOn

TRIAnGLe

March 21, 2012Embassy Suites201 Harrison Oaks Blvd., Cary, NC

Networking & Registration: 11:15 – 12:00

Program & Lunch: 12:00 – 1:30

Click Here To Register

Keynote Speakers:

John Jung, Sr. Managing DirectorBB&T Capital Markets

Bob Hukill, Senior Vice PresidentGrandbridge Capital

Jeff GlennCBRE

Effective February 29, 2012, North Carolina terminated the reciprocity system it has had with other states. Starting March 1, 2012, an out of state licensee can obtain a North Carolina license by demonstrating that he/she has a license in good standing from their state and by passing the state portion of the North Carolina real estate exam.

Also effective March 1, the North Carolina licensing exam will be broken into two parts - the national portion, which tests on non state specific topics common in real estate, and a state portion, which covers license law, state statutes and typical practices. North Carolina rules will allow non-resident licensees to continue to renew their non-resident North Carolina licenses without additional requirements.

South Carolina will now also have a similar licensing requirement for North Carolina resident licensees who wish to obtain South Carolina non-resident licenses.

LICense ReCIPROCITY TeRMInATeD

The NC-CCIM Board of Directors recently voted to provide scholarship funding for UNC Charlotte’s Belk College of Business’ incoming Masters of Science in Real Estate class in an amount of $15,000, contributed at $3,000 a year over a five year period. This one-year program will start in fall 2012 with plans for 12-15 students in the inaugural class. NC-CCIM is also providing MSRE students with access to “Site to Do Business.”

NC-CCIM’s commitment to higher education in the commercial real estate field was acknowledged by Dustin C. Read, Director of the Center for Real Estate at UNC Charlotte’s Belk College of Business, “The North Carolina Chapter of CCIM has once again demonstrated its commitment to higher education by providing both scholarships and professional development opportunities to UNC Charlotte students pursuing graduate degrees in real estate. This type of support from the private sector is essential to the development of our Master of Science in Real Estate (MSRE) program

and we look forward to collaborating with CCIM in the future.”

UNC Charlotte has agreed to provide classroom space for all four core CCIM classes in 2012 at no cost to NC-CCIM.

nC-CCIM Board of Directors Approves $15,000 in scholarships

“The North Carolina Chapter of CCIM has once again demonstrated its commitment to higher education ...”

TRI-CITY PLATInuM • BB&T / Grandbridge

TRI-CITY GOLD• UNC-Charlotte -Belk

School of Business

TRI-CITY sILVeR• Lincoln Harris

TRI-CITY BROnZe • Cassidy Turley• CB Richard Ellis• Costar• Highwoods Properties• Integra Realty

Resources• Karnes• Office Suites Plus• Property Marketing

Advisors• Richardson Properties• Spectrum Properties • tax-advantage

property services• The Nichols Company• tw telecom• Wishart, Norris,

Henninger & Pittman• Womble Carlyle

Sandridge & Rice, PLLC

2012 sPOnsORs

www.nc-ccim.org

DesIGnees DOInG DeALs• Jay Taylor, CCIM (Tar Heel Companies, Raleigh) had just finished teaching a NC CCIM

chapter-sponsored financial calculator course in Raleigh when he was approached by a student named Frank Bridger, CCIM. Bridger was looking for multifamily properties, and Taylor told him about the 177-unit Autumn View Apartments in Fayetteville, NC, which his client hadn’t put on the market yet. The CCIM connection helped to expedite the more than $11.8 million sale.

• howard hawks, CCIM and Bob Lewis, CCIM both of NAI Piedmont Triad Commercial Properties, Inc. in Burlington, NC teamed up to complete a five year office lease between Thomas E. Chandler (owner) and Pride of North Carolina (tenant) in 1,800 SF of space at 2815 South Church Street in Burlington.

• Judy J. Hatfield, CCIM (Equity Commercial Realty, Norman, OK) represented restaurant tenant, Cajun King, and Carolyn T. kellogg, CCIM (Kellogg Realty, Charlotte) represented the landlord in a transaction in the Parkway Plaza Shopping Center in Norman, OK.

• Brent Royall, CCIM, sIOR, LeeD Green Assoc. (Colliers International, Charlotte) completed a 5,000 RSF, 10-year medical office lease in Walnut Creek, CA for a national, Denver-based client with local co-broker eric erickson, CCIM, sIOR of Colliers Walnut Creek (Walnut Creek, CA).

• David Dorsch, CCIM, sIOR (Cassidy Turley, Charlotte) and keith Bell, CCIM, sIOR (Mohr Partners, Charlotte) completed a 8,000 SF office relocation for Progressive Insurance in 3Q of 2011. Keith represented Progressive and David represented Parkway Properties in Charlotte.

hAVes -

• Beverly keith, CCIM (Trinity Partners, Raleigh) has 1) three outparcels at the intersection of Weston Parkway and Evans Road in Cary, NC zoned O & I with commercial overlay for sale or build to suit. Looking for retail endusers wanting to locate in Cary NC. And 2) a multi-tenant office building in the heart of Piedmont Centre North at 4160 Piedmont Parkway in Greensboro.

Availability up to 17,000 rsf. Owner can be very aggressive with economics including significant TIA.

• scott Alexander, CCIM Candidate (SMS Real Estate Investment Services, Charlotte) has second row outparcels for sale or ground lease across from Berewick in Charlotte.

WAnTs -

• Mark howe, CCIM, ALC (CBC TradeMark Properties, Inc., Raleigh) is looking for multifamily, class A land in north Raleigh that can accommodate 180-250 units.

• Jim Rogers, CCIM (Flagship Capital Partners, Charlotte) is looking to acquire existing, occupied and economically stabilized MOBs in the southeast for its own account, particularly NC and SC. 20,000 SF to 100,000 SF is ideal.

hAVes AnD WAnTs

TRIAD sInGLe CITY sILVeR• The Business Journal

TRIAnGLe sInGLe CITY sILVeR• Triangle Business

Journal

ChARLOTTe sInGLe CITY sILVeR• Charlotte Business

Journal• McGuire Woods

TRIAD sInGLe CITY BROnZe • Colvin, Sutton,

Winters and Associates

• GRRA-RCA• IREM NC Piedmont

Chapter 56• Schell Bray Aycok

Abel & Livingston PLLC

• Thompson Reuters• Winston-Salem

Regional Association of Realtors

TRIAnGLe sInGLe CITY BROnZe • Bass Nixon and

Kennedy• Grubb and

Ellis|Thomas Linderman Graham

• IREM Greater Raleigh-Durham Chapter 105

• Wyrick Robbins• Tricom

ChARLOTTe sInGLe CITY BROnZe • Accumeasure• Bissell Companies• Charlotte Region

Commercial Board of Realtors (CRC-BR)

• Eagle Engineering• Elliott Davis PLLC• Horack Talley• IREM Chapter 40• National Property

Inspections

eDuCATIOn• ECS Limited

nC-CCIMs MAkInG WAVes

• Did you know that we have a rock star among

us? Check out NC CCIM Board member Jeff Yetter, CCIM (Iron Hill Investments, Inc., Greensboro) jamming on the keyboard with this soul funk group, Doby.

• Bob Lewis, CCIM (NAI Piedmont Triad Commercial Properties, Inc., Burlington) was recently presented with the 2011 Chamber Director of the Year Award for the Alamance County Area Chamber of Commerce.

• Jim Rogers, CCIM (Flagship Capital Partners, Charlotte) was recently awarded the Richard H. Hagemeyer Educational Advancement Award by Central Piedmont Community College, its highest alumni award. In addition, February 1st marked the 7th anniversary of Flagship Capital Partners.

• Pete Frandano, CCIM (Southport Realty, Inc., Southport) recently completed the Iron 70.3 - Beach to Battleship Triathlon (1.2 mile swim, 56 mile ride and half marathon) in 6.5 hours, beating his goal time by 1 hour.

• Lester Osborn, CCIM, sIOR (Piedmont Properties, Charlotte) completed four sprint triathlons and ran both the Thunder Road and Kiawah half marathons in 2011. Sadly, Lester now has a torn rotator cuff and won’t be finished recovering for another six months.

• Beverly keith, CCIM (Trinity Partners, Raleigh) was named NC CCIM 2011 Committee Person of the Year.

• keith Bell, CCIM, sIOR (Mohr Partners, Charlotte) is will celebrate his wife’s birthday by climbing Mount Kilimanjaro this coming fall with his father, sister and brother-in-law.

• Brent Royall, CCIM, sIOR, LeeD Green Assoc. (Colliers International, Charlotte) received his LEED Green Associate designation in January 2012. His daughter also let us know that she voted him “World’s Best Dad!”

• Von (Buck) Moody III, CCIM, CRe (Thompson Reuters Property Tax Services, Denver) was recently elected as the National Liason Vice Chair of CRE (Counselors of Real Estate). Buck will be one of seven national officers.

Click the graphic above to see them in action

But having he right marketing advisor on your side can increase your chances of success and profitability!

GETTING A DEAL DONE THESE DAYS IS MORE CHALLENGING THAN EVER -

• kent Wood, CCIM has recently left Percival McGuire Commercial Real Estate (Charlotte) and formed his own company, Wood Commercial Properties (Charlotte). He will offer full commercial real estate brokerage and advisory services with a concentration in investment properties. It is licensed to do business in North and South Carolina.

• Brooke Gibson, CCIM has recently joined Hart Corporation (Charlotte) and will specialize in sales, leasing and site selection for manufacturing, warehousing and distribution facilities throughout NC, SC and VA.

• Beverly keith, CCIM joined Trinity Partners in January 2012 to head up their new retail division as Senior Director of Retail Brokerage Services in Raleigh.

• Meredith Dickerson, CCIM (Coldwell Banker Commercial MECA, Charlotte) has been promoted to Vice President of Commercial Brokerage.

• keith Bell, CCIM, sIOR opened the Mohr Partners’ Carolinas Office (Charlotte) as Managing Partner in 1Q of 2012.

• kevan smith, CCIM Candidate purchased Joe Mann Builders on December 30, 2011, now renamed to Southeastern Construction and Development Co. (Charlotte) They have an unlimited general contractor’s license in both North and South Carolina.

• Don Moss, CCIM has recently joined Colliers International (Charlotte) as an industrial broker covering the Charlotte Partnership Region.

PeOPLe On The MOVe

• Piedmont Properties (Charlotte) is looking for experienced office and industrial brokers. Contact Lester Osborn, CCIM, SIOR at (704) 375-1101.

• The Tarheel Companies of nC (Raleigh) is looking to hire one to two mid/senior level broker associates, and one new-to-the-business broker. Please contact Jay Taylor, CCIM at (919) 851-6673.

• Cresa (Raleigh/Cary) is seeking an experienced Tenant / Buyer Rep for the Raleigh market. Future ownership potential. Please contact Sam DiFranco, CCIM, SIOR, CEA at (919) 677-6100.

• Bradley Construction Group (Charlotte and Raleigh) is actively seeking Superintendents for their Interiors Division. Please contact Kris Kellogg at (704) 575-0323.

• Mohr Partners (Charlotte) is seeking talented individuals who are familiar and interested in persuing commerical Tenant Representation. Contact Keith Bell, CCIM, SIOR or Scott Dumler at (980) 207-1622.

• Colliers International (Charlotte) is seeking solid Tenant Rep-focused office and retail brokers. Please contact Brent Royall, CCIM, SIOR, LEED Green Assoc. at (704) 409-2366.

• kW Commercial (Charlotte) is seeking brokers for all commercial specializations, both junior and senior. Please contact Brad Spink at (704) 995-1164.

• scott Alexander, CCIM Candidate (SMS Real Estate Investment Services, Charlotte) is looking for a summer intern. Ideal candidates would be college students on summer break. (704) 222-1899.

JOB OPPORTunITIes

You know you have a great message but you can’t seem to nail the presentation and win the business. Personality traits, attitudes of speakers and the tools that you use can either attract or repel audiences. Here are a few key issues to consider before your next presentation:

establish Integrity Through A Third PartyIdeally, you want everyone in the audience to know firsthand what an honest, likeable person you are. But your next best option is to establish your integrity through a person the audience does know and trusts. Convey that connection early by having a person qualify you with a personal introduction. Prior to your speaking engagement, ask your “qualifier” to use key words or phrases about you, such as “my friend,” “long time associate,” “known as the go-to man,” “my trusted advisor,” “valuable contributor to my (or other local) business” when introducing you.

The Barrier Between You And The AudienceThat podium is a wall between you and the audience. Get out from behind it! Use a handheld microphone to walk around or stand in front of the podium. Don’t have your presentation memorized and you need your computer to make sure you are hitting on all the information you want to cover? Try using your IPad to hold your notes, or even good old fashioned paper or note cards. No one cares if you need a cheat sheet.

Painful PowerPoints We’ve all sat through these! The presenter basically just reads exactly what is on the screen. There’s too much content on each slide or there are just too many darn slides. PowerPoint presentations can often be a major distraction from your message. You don’t want to loose your audience, all eyes should be on you, not the Powerpoint. If the audience is reading (more likely scanning) the text on your Powerpoint they are not looking at and listening to you. Keep your Powerpoints short and sweet. Graphs and charts are your key tools to a successful presentation. This allows the audience to visualize the content you are providing them. Use images and photos too - create a sense of emotion behind the message you are trying to relay to your audience.

Give ‘em something usefulOf course you need to know your stuff, but the audience doesn’t want a sales pitch. Give them something of value to walk away with. Invite them to call you “anytime for more information.” Let them know you are there to help, not just to sell to them. If they come to respect you as a resource, you are guaranteed to get referrals and or business from these people down the road. Word of mouth is still the most successful marketing tool for everyone! Give the audience something to talk or think about that they may go on to share with others. Do something crazy! No one forgets originality! Wear a zoot suit to your presentation, tell a joke, do a dance, create a slogan or jingle that you can continuously insert into your presentation. Those are things people don’t forget.

Audience InteractionAudiences want to be engaged, not bored. Ask questions, ask what challenges they are currently facing, take a poll, or ask pertinent trivia questions. Group games work great too. Break the audience up into groups and give them a problem to solve. This enables your audience to interact with others at their table and around them, encouraging them to work together as well as be involved in what you are presenting.

Provide Your Printed Collateral After You speakAgain, all eyes should be on you. Don’t provide printed collateral on the tables prior to your presentation. This is a distraction. Ask the meeting coordinator to distribute your materials after you are done. Let the audience know that someone will be coming around to provide them with additional information at the end of your presentation that they can take with them. Again, this is not an opportunity for you to pitch your product or service to your audience. Many people like to have a copy of your presentation, or just general info on how you can help them in achieving their business goals. Also include a link to your web site or blog for further helpful information. Provide recommended resources, such as books or web sites that the attendees will find useful. This piece of paper has now become a valuable take away. Chances are, attendees are going to hold onto this paper and hold onto YOU for future reference.

MARkeTInG FOR suCCessPower, or Pointless PresentationsAre you AttrActing or repelling Audiences with your powerpoint presentAtions?by; Marnie Settle, Property Marketing Advisors

LeTTeR FROM The PResIDenTDear NC-CCIM Chapter Members,

It was great seeing so many of our Chapter members at the February 2nd continuing education classes in Greensboro. The “Free CE” days (we will do it again on October 4, 2012) are very popular and a great benefit to our members; however, they are just two of the numerous programs and networking events we provide throughout the year.

In March we will hold three NC-CCIM Market Forecast Events. (Triad- March 7th, Triangle- March 21st, and Charlotte -March 27th). This will be the 21st year we have held our annual commercial real estate forecast. As a NC-CCIM Chapter member, you receive a discount on the ticket price for these events. Please go to our website (www.nc-ccim.org) for more information on each Forecast and to register. Would you like to get involved with our Chapter? You can also find information on the committees that are responsible for producing and executing our many events. I encourage you to reach out to the Committee Chair or me (704-887-4778, steve@enrichcommercial.com) and get involved with our Chapter.

While at our website, be sure to look at the monthly networking events we offer throughout the year, as well as the State Conference (October 4 – 5, 2012). As you know, CCIM is built around education and NC-CCIM Chapter is very proud of the fact that we will offer all four CCIM classes (Intro, 101, 102, 103 & 104) in the state this year. Please note there are numerous scholarships available at both our website and at www.ccim.com. I encourage you to take advantage of this opportunity and complete an application.

As proud as I am of the terrific events the NC-CCIM Chapter puts on every year, my fellow Board of Directors and I are always looking for ways to bring even more benefits to our members. Please contact me if you have suggestions on ways we can improve. Your feedback is critical as we strive to serve you; our members!

Sincerely,Steve Rich, CCIM2012 NC-CCIM Chapter President EnRich Commercial, LLC

nC-CCIM neW WeBsITe

COMING SOON! NC-CCIM is updating its website to make it a more exciting and dynamic place for you to call your CCIM home. Stay tuned for more details and contact Carolyn T. Kellogg, CCIM, Kellogg Realty, Inc, with any questions: email@carolyntkellogg.com.

PResIDenTSteve Rich, CCIMEnRich Commercial Real Estate, Charlotte steve@enrichcommercial.com

VICe PResIDenTDrew Showfety, CCIMEmerson Commercial Properties, Inc., Greensboro dshowfety@emersonprop.com

TReAsuReRMark Howe, CCIMCBC TradeMark Properties, Inc, Raleigh mjhowe8@aol.com

seCReTARYMarlene Spritzer CCIM, J.D.Cresa, Cary marlene@spritzercommercial.com

IMMeDIATe PAsT PResIDenTJane C. Doggett, CCIMHighwoods Properties, Raleigh jane.doggett@highwoods.com Brooke Gibson, CCIMHart Corporation, Charlottebgibson@hartcorp.com

Peter Frandano, CCIMSouthport Realty, Southport pfrandano@southport-realty.com

Carolyn Kellogg, CCIMKellogg Realty, Inc, Charlotte email@carolyntkellogg.com

Jeff Yetter, CCIMExpress Oil Change & Service CenterGreensboro yetter_jeffrey@yahoo.com

Austin Walker, CCIMWhitney Commercial Real Estate, Asheville awalker@whitneycre.com

Rob C. Vaughn, CCIMBB&T Commercial REO, Charlotte Robert.Vaughn@BBandT.com

Salvatore DiFranco, CCIM, SIORCresa, Cary sam@trianglecommercial.com

Brian Carr, CCIMCassidy Turley, Raleighbrian.carr@cassidyturley.com

Gina Hensley RPA, CPM, CCIMPresidia Asset Management, LLC, Greensboro ghensley@presidiagroup.com

Bob Lewis, CCIMNAI Piedmont Triad Commercial Properties, Burlingtonblewis@naipt.com

Richard Allen Mossman, CCIMCBRE, Greensboro richard.mossman@cbre.com

Jay Taylor, CCIMThe Tar Heel Companies of North Carolina, Inc.Raleigh jaytaylor@tarheelcos.com

nC-CCIM BOARD OF DIReCTORs

“Leadership is understanding people and involving them to help you do a job. That takes all of the good characteristics, like integrity, dedication of purpose, selflessness, knowledge, skill, implacability, as well as determination not to accept failure.”- Admiral Arleigh A. Burke

nC-CCIM PhOTO GALLeRY

“The supreme accomplishment is to blur the line between work and play.” - Arnold Toynbee

Tiffany Clark, CCIM at Greensboro Networking event

Greensboro Commercial Networking NC-CCIM Board Member, Drew Showfety checking his Crackberry

Rani Hussami, CCIM and Drew Showfety, CCIM at the Greensboro Networking event

Cindy Chandler, CCIM at Free CE Day

Our awesome Administrator, Ashley Boykin

Brent Royall, CCIM, Brad Grow, andMike Fahey, CCIM, SIOR of Charlotte’s new Colliers International

Marlene Spritzer, JD, CCIM, Sam DiFranco, CCIM, SIOR, CEA, Mark Howe, CCIM and Steve Rich, CCIM

Marlene Spritzer, JD, CCIM, and Mark Howe, CCIM at Free CE Day

Pete Frandano, CCIM, of Southport Realty in the Beach to Battleship Triathlon

If you have news or photos that you would like to submit to The Communicator, please email Brooke Gibson, CCIM at bgibson@hartcorp.com.