GCC08 InfoGuide 4conference, Jeffrey Gitomer. Jeffrey is the author of The New York Times bestsellers The Sales Bible and The Little Red Book of Selling is one of the most sought after

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I n f o r m a t i o n G u i d e

Welcome to Orlando and the 2008 Coldwell Banker Commercial® Global Commercial Conference!

The GCC event is the premier forum for all CBC professionals to expand their knowledge through a wide-range of educational workshops and network with colleagues from across the country. It’s also an opportunity to honor the peak performers in our company who have driven themselves to the highest levels of success.

Both Coldwell Banker Commercial and our industry are entering a new era with more complex challenges, and we need to address these challenges head on. Thus, we have themed this year’s GCC as a “Blueprint For Success” because that’s precisely what we’re furnishing to our professionals.

Coldwell Banker Commercial is providing the tools that will allow our professionals to flourish in the coming years. We’ve introduced a cutting edge technology platform with our new company Intranet Blueprint and website CBC Worldwide, and our comprehensive professional development programs are still among the best available in the industry. Most importantly, we’ve made a concerted effort going forward to focus our energies at the corporate level on driving news business opportunities to our affiliates.

We’re particularly excited about the keynote speaker at this year’s conference, Jeffrey Gitomer. Jeffrey is the author of The New York Times bestsellers The Sales Bible and The Little Red Book of Selling is one of the most sought after speakers in the business circuit today. Jeffrey will motivate and inspire while sharing some of his practical business savvy, and his presentation is not to be missed.

In addition to all the activities we have to offer over the next two days, GCC is also a great time to reflect with pride on the continued growth of our company, the camaraderie that exists among our affiliates, and the professionalism that each of us demonstrates every day. Always remember your collective efforts have made us one of the most respected brand names in the industry.

Thank you for your attendance and support of the 2008 Global Commercial Conference. I strongly encourage you to take advantage of all we have to offer over the next two days and get the most out of your GCC experience.

Sincerely,

Richard W. DavidsonPresident and Chief Operating OfficerColdwell Banker Commercial Affiliates, Inc.

SUNDAY, FEBRUARY 177:00am - 7:00pm Conference Registration

9:00am - 11:45am Concurrent Pre-Conference SeminarsPre-enrollment required. Visit Commercial University to Register

1:30pm - 5:00pm Pre-Conference Seminars Pre-enrollment required. Visit Commercial University to register.

6:00pm - 8:00pmWelcome Reception (all attendees)

MONDAY, FEBRUARY 187:00am - 6:00pm Conference Registration

7:00am - 9:00amContinental Breakfast

9:00 am - 10:30amConcurrent Educational Seminars

9:00am - 12:30pmConcurrent Educational Seminar

11:00 am - 12:30pmConcurrent Educational Seminars

2:30pm - 4:00pmConcurrent Educational Seminars

4:00 pm - 8:00pmMarketPlace Open

5:30pm - 6:30pmCircle of Distinction ReceptionBy invitation Only

6:30pm - 8:00pmMarketPlace Reception

TUESDAY, FEBRUARY 197:00am - 5:00pm Conference Registration

7:00am - 8:00amContinental Breakfast

8:00am - 10:15amGeneral Session

10:15am - 2:00pm MarketPlace Open

10:45am - 11:45amConcurrent Educational Seminars

11:45am - 1:00pmMarketPlace Luncheon

1:45pm - 2:45pmConcurrent Educational Seminars

3:00am - 4:00 amConcurrent Educational Seminars

5:30pm - 6:00pmAnnual Global Awards Reception

6:00pm - 9:00pmAnnual Global Awards Dinner & Ceremony

WEDNESDAY, FEBRUARY 20Departures

*The above agenda is tentative and event dates and times are subject to change.

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Rick Davidson, President & COOColdwell Banker Commercial®

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TENTATIVE CONFERENCE AGENDA **Badges must be worn at all times**

All learning information listed in this guide is subject to change/ The views, opinions and statements made, and/or expressed by individuals and/or entities in connection with any presentation or program described herein are not necessarily reflective of the views of Coldwell Banker Real Estate LLC

d/b/a Coldwell Banker Commercial Affiliates.

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SUNDAY, FEBRUARY 177:00am - 7:00pm Conference Registration

6:00pm - 8:00pmWelcome Reception (all attendees)

MONDAY, FEBRUARY 187:00am - 6:00pm Conference Registration

7:00am - 9:00am Continental Breakfast

4:00 pm - 8:00 pmMarketPlace Open

6:30 pm - 8:00 pmMarketPlace Reception

TUESDAY, FEBRUARY 19, 20087:00am - 6:30pm Conference Registration

7:00am - 8:00amAttendee Continental Breakfast

8:00 am - 10:15amGeneral Session

10:15am - 2:00pm MarketPlace Open

11:45 am - 1:00pm MarketPlace Luncheon

5:30pm - 6:00pmAnnual Global Awards Reception

6:00pm - 9:00pmAnnual Global Awards Dinner & Ceremony

WEDNESDAY, FEBRUARY 20Departures



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JEFFREY GITOMER Chief Executive Salesman and Author of The New York Times bestseller The Sales Bible and The Little Red Book of Selling.

GENERAL SESSIONTuesday, February 19, 2008

Jeffrey Gitomer is the author of The New York Times bestseller The Sales Bible and The Little Red Book of Selling. All of his books have been number one bestsellers on Amazon.com, including Customer Satisfaction is Worthless, Customer Loyalty is Priceless, The Patterson Principles of Selling, and his latest best-selling books: The Little Red Book of Sales Answers, The Little Black Book of Connections, and The Little Gold Book of YES! Attitude. Gitomer’s books have sold millions of copies worldwide.

Gitomer gives seminars, runs annual sales meetings, and conducts live and Internet training programs on selling and customer loyalty. He has presented an average of 120 seminars a year for the past ten years. His customers include Coca-Cola, D.R. Horton, Caterpillar, BMW, BNC Mortgage, Cingular Wireless, MacGregor Golf, Ferguson Enterprises, Kimpton Hotels, Hilton, Enterprise Rent-A-Car, AmeriPride, NCR, Stewart Title, Comcast Cable, Time Warner Cable, Liberty Mutual

Insurance, Principal Financial Group, Wells Fargo Bank, Baptist Health Care, BlueCross BlueShield, Carlsberg Beer, Wausau Insurance, Northwestern Mutual, MetLife, Sport Authority, GlaxoSmithKline, AC Neilsen, IBM, The New York Post, and hundreds of others.

Gitomer’s syndicated column, “Sales Moves,” appears in more than 95 business newspapers worldwide, and is read by more than four million people every week. He is the host and commentator of Selling Power Live, a monthly, subscription-based sales resource bringing together the insights of the world’s foremost authorities on selling and personal development.

Gitomer’s WOW! websites, www.gitomer.com and www.trainone.com get as many as 25,000 hits a day from readers and seminar attendees. His state-of-the-art web presence and e-commerce ability has set the standard among peers, and has won huge praise and acceptance from customers.

Online sales training lessons are available at www.trainone.com. The content is fun, pragmatic, real world, and immediately implementable. TrainOne’s innovation is leading the way in the field of customized e-learning.

Gitomer’s weekly e-zine, Sales Caffeine, is a sales wakeup call delivered every Tuesday morning to more than 130,000 subscribers, free of charge. Sales Caffeine allows him to communicate valuable sales information, strategies, and answers to sales professionals on a timely basis.

Gitomer is also responsible for the world’s first customized online sales assessment, renamed a “successment,” which not only judges your selling skill level in 12 critical areas of sales knowledge, but gives you a diagnostic report that includes 50 mini sales lessons. This amazing sales tool will rate your sales abilities and explain your customized opportunities for sales knowledge growth. This program is aptly named KnowSuccess because you can’t know success until you know yourself.

In 1997, Gitomer was awarded the designation of Certified Speaking Professional (CSP) by the National Speakers Association. The CSP award has been given less than 500 times in the past twenty-five years and is the association’s highest earned award.

M A R K E T P L A C E

This program is designed for spouses and companions of Global Commercial Conference attendees. Registered spouses and companions are encouraged to attend General Sessions, the Welcome Reception, Awards Ceremony, other meal functions, as well as visit the MarketPlace.

**Badges must be worn at all times and pre-registration for activities is required for the Spouse Programs.**

The 2008 Coldwell Banker Commercial MarketPlace is your one stop to learn about the latest tools, products and services available to our commercial real estate industry. With a wide variety of exhibitors, the MarketPlace will prove to be a site you will not want to miss.

MarketPlace Presentations – Our CBC convention attracts the largest group of decision makers in the network when it comes to getting things done. Since technology has become a much more strategic opportunity and daily impact on commercial business, we have expanded our Trade Show to include live, on the hour, presentations during the entire conference. Professionals, managers and executives interested in improving their business should attend the presentations by Argus, LoopNet, Claritas, RE Applications, and many others hosted live on the main Trade Show floor.

MONDAY, FEBRUARY 184:00pm - 8:00pmMarketPlace Open

6:30pm - 8:00pm MarketPlace Reception

TUESDAY, FEBRUARY 1910:15am - 2:00pm MarketPlace Open

11:45am - 1:00pm MarketPlace Luncheon

K E Y N O T E S P E A K E R

VISIT BLUEPRINT TO REGISTER ONLINE AT: http://www.cbcblueprint.com

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Realogy Corporation and Coldwell Banker Commercial® are very proud to support the work that you, as real estate professionals, do for your community, your company and the Coldwell Banker Commercial brand. To honor your dedication to the industry and the support that your families have provided for your careers, Realogy Corporation and Coldwell Banker Commercial are proud to offer the Realogy Real Estate Franchise Group Scholarship Grant Program. The program will provide two (2) $5,000 grants to two (2) prospective college students in need of financial assistance to support their undergraduate college training at an accredited school.

Realogy Corporation and Coldwell Banker Commercial are seeking students who reflect the same ideals for which our affiliated real estate professionals are so well known: leadership, volunteerism and a commitment to life-long learning.

To be eligible for the grant program, students must be children, grandchildren or legal wards of real estate professionals (non-owners) currently affiliated with the Coldwell Banker Commercial brand. In addition, students must have a current cumulative GPA of 3.3 or higher (on a 4.0 scale) and a demonstrated financial need.*

The higest bidders on each will be announced at the conclusion of the MarketPlace. The selected Coldwell Banker Commercial recipient will be contacted by Rick Davidson, President & COO, Coldwell Banker Commercial to make arrangements to attend

the Global Commercial Conference, being held in Orlando, FL, February 17 – 20, 2008.

The deadline for submission of completed grant applications, including the application form, sealed official transcripts, supporting financial documentation, and essay is January 18, 2008.

Applications may be downloaded from the commercial intranet site at www.CBCBlueprint.com and all supporting documentation should be submitted by mail:

Coldwell Banker Commercial Attn: Awards Departmentc/o Lisa Randall1 Campus Drive, Wing 2A Parsippany, NJ 07054

To send application by fax or email (supporting documents must be received by mail): Fax: (973) 407-6615 or e-mail: [email protected].

Questions: 1-800-222-2162*Please note that owners of affiliated companies/offices are not eligible to participate. The sponsoring real estate professional must be active with the Coldwell Banker Commercial brand at the time the scholarship is received. We will respect your privacy in applying for the grant and will maintain these records only for the purpose of assessing eligibility for the Realogy Real Estate Franchise Group Scholarship Grant. We do not intend to sell, solicit or market your personal data to third parties.

S C H O L A R S H I P G R A N T P R O G R A M

P R O J E C T B L U E . . .

Want to come test-drive our new CBC technology tools? Interested in learning how to maximize your production through Blueprint or CBC Worldwide? Then make sure you come visit project BLUE, the place to be for hands-on technology support for all CBC professionals...

From 12-4PM on February 17, 2008, Coldwell Banker Commercial will be hosting a free technology testing lab for our professionals we’re calling project BLUE. The project BLUE lab is an “Apple Store” like setting with laptop stations placed around the room, each with a different technology to experiment with. CBC professionals are encouraged to browse around at their leisure and explore the latest and greatest features available on Blueprint and CBC Worldwide.

Corporate staff representatives will be on hand to answer questions and help attendees with any feature that sparks their interest ranging from an overview of our new networking feature to creating a flyer on e-Presentations.

So if you’re in town Sunday afternoon, come and check out project BLUE! Additional information and directions to the room will be available at Registration.

The 2008 GCC marks the second year of our philanthropic alliance with Big Brothers Big Sisters (BBBS), the worldwide leader in youth mentoring. We would like to personally thank everyone throughout CBC who contributed to the success of our first year, whether it was through donating to the Climb or by supporting their local BBBS chapters. But we’re raising the bar for 2008 and hope to generate even more dollars and awareness.

2007 Overview – The Climb For Kids’ Sake

2007 was a fantastic initial year of CBC fund and awareness raising for Big Brothers Big Sisters. We kicked it off with the announcement of our new alliance with BBBS at the 2007 GCC.

But without question the greatest accomplishment of 2007 was the success of the extraordinary Climb For Kids’ Sake event. President Rick Davidson led a team of CBC mountain climbers on an expedition to scale Mount Adams in Washington and Mount Hood in Oregon over three days in the early summer. The climbers battled severe weather conditions throughout, but the team persevered to complete their mission. Our initial goal was to generate $23,526 for BBBS, the exact amount of money equal to the altitude of both mountains, but we are delighted to report over $35,000 was raised, exceeding our goal by 50 percent.

2008 GCC – Silent Auction and GCC Speaker Breakfast Raffle

At this year’s GCC, we’ve organized two activities for which all proceeds will go to BBBS.

Silent Auction: We are hosting a silent auction during the conference in the MarketPlace at the CBC booth. CBC professionals may stop by the booth to see the items and hand in their bid on a specific item of their choice. The highest bidders on each will be announced at the conclusion of the MarketPlace

• Sports memorabilia, including autographed jerseys and equipment

• Theme park tickets • Weekend golf getaway• An invitation to our exclusive “Top Two” event

in Palm Beach, FL• And lot’s more...

So come on down and place your bids!

Breakfast Raffle in addition, there will be a raffle to win an invitation to a meet and greet breakfast with keynote speaker Jeffrey Gitomer before he gives his presentation at GCC. Jeffrey is one of the most sought after speakers in business today and the raffle winners will have the opportunity to meet Jeffrey and get some personal “one on one” insight from him over breakfast.

Information on both the auction and the raffle will be available at registration.

2008 And Beyond...

And there’s lots more in store for the rest of the year, including the next Climb For Kid’ Sake slated for the summer, stay tuned for more details.

There are so many ways you can contribute to BBBS. Whether it’s being a mentor, donating money, or participating in local event, we encourage you to get involved in any way you can. Coldwell Banker Commercial is proud to align itself with an organization as commendable as BBBS. We thank you again for all your support and look forward to making 2008 our most successful ever.

B I G B R O T H E R S B I G S I S T E R S


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SUNDAY, FEBRUARY 17thPre-enrollment is required. Visit Commercial University to register.

TRANSITION YOUR BUSINESS INTO LEASINGSPEAKER: Walt Clements, CCIM, MRCMTIME: Sunday, February 17, 9:00am – 11:45amTUITION: No Charge

For professionals of all levels... Learn why you should consider leasing. Financial calculation of average lease deal and fees to be garnered. How to measure your market for lease business. Some strategies for getting into leasing. Area of Responsibility: product type specialization, sources of business, how to market yourself. Additionally, learn things you need to know about leases and the leasing business (all the following are in Module 2 CCIM 103 manual): User mentality; Three basic types of leases and their differences; Abstracting of leases exercise; Most commonly negotiated lease clauses; Rentable verses usable calculations; Percentage lease calculations. Refreshments served.

PRESENTATIONS PLUS!SPEAKER: Mike LipseyTIME: 2 sessions offered -

Sunday, February 17, 9:00am – 11:45am and 2:00pm – 4:45pm

TUITION: $65

Making a presentation is much more than convincing the client to buy a service or product! This session focuses on solution selling! The ability to present a concise, to the point and energetic presentation is what differentiates you from your competitors! Lipsey will outline every phase of a winning presentation including the five key components: executive summary, situation, approach, experience, and conclusion. Limited seating. Refreshments served.

THE HUMAN ELEMENT OF NEGOTIATINGSPEAKER: Tom McDonald, MCRTIME: Sunday, February 17, 9:00am – 4:45pmTUITION: $80

Learn negotiating tactics from a perennial top producer. Thomas G. McDonald, MCR, is a Principal in the Los Angeles office of The Staubach Company. Active in the commercial real estate industry since 1979, Mr. McDonald’s core practice is the representation of corporate and professional firms in the acquisition and disposition of office facilities. This program will focus on the psychological and emotional elements of negotiating, as well as discuss many of the proven “substantive” techniques of effective negotiating.Lunch and refreshments served.

CCIM: ADVANCED STUDIES IN MARKET ANALYSIS SPEAKER: Byron Smith Sr., Esq., CCIM TIME: Sunday, February 17, 9:00am – 4:45pmTUITION: $80

Extracted from CCIM 104. All attendees receive 1/2 CCIM Credit. Bring a calculator and your charged laptop with Excel. Advanced Studies in Market Analysis explores the viability of a proposed retail development site. Some of the skills you will hone include: Market Feasibility – learn to delineate a market area, as well as to identify and collect the market data needed to evaluate store supply and demand and then quantify the gap; Site Feasibility – understand how to determine if a site meets physical, regulatory and environmental requirements, and the technical feasibility of the project; Financial Feasibility - understand various ways to analyze the financial feasibility of the development.Limited seating. Lunch and refreshments served.



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MOVING CONVERSATIONS FORWARDTM SPEAKER: John KlymshynTIME: Sunday, February 17, 2:00pm – 4:45pmTUITION: No Charge

Best selling Sales Skills author, John Klymshyn, teaches the same class that’s been a hit with Cushman Wakefield and Grubb & Ellis when managing multiple prospects, accounts, and referral sources, it is imperative that our approach be professional, persistent, and patient. People will tend to help us or want to work with us when it is clear that we are interested in them. One key skill in creating and maintaining a positive impression with many people is called “Move The Conversation Forward”. Regardless of where we are in our relationship with a contact (we could be doing business with them, or have never even made the first cold call) we have tools at our disposal to reduce stress, and increase long-term results.

UNDERSTANDING FINANCIAL STATEMENTS AND DEBTSPEAKER: Robert Nahigian, FRICS, SIOR, CRETIME: Sunday, February 17, 2:00pm – 4:45pmTUITION: $35

The course is designed to help the commercial broker enhance their wealth as well as their clients by understanding the positive use of debt. The material guides the broker to probe and understand the various loans and how equity plays a role as a loan to an asset. To learn how to conduct a “financial assessment” and create a successful growth portfolio with real estate and other appreciating assets. The broker will also benefit by understanding how to use debt as a positive driver in his/her early years when equity is not as readily available. Unlimitted seating. Refreshments served.

P R E - C O N F E R E N C E S E M I N A R S


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TRACK 1: MARKETING – TOOLS & TECHNIQUES

BEST PRACTICES: WIN BUSINESS BY HOSTING A LOCAL INDUSTRY EVENT SPEAKERS: Dean Saunders, CBC Saunders; Terry Simmons, Alex Rhoten and Jamie Martinson, CBC Mountain West

Coldwell Banker Commercial Mountain West Real Estate in Salem, Oregon and Coldwell Banker Commercial Saunders in Lakeland, Florida will give insight into their successful, annual forecasting conferences.

EFFECTIVE PROPERTY MARKETING USING CURRENT TECHNOLOGIESSPEAKER: Ralph Spencer, CCIM, SIOR & Courtney Bennett

This session is targeted for producers and marketing managers. Some strategies for successfully marketing a property have not changed over time and others have changed a great deal. Are you caught in no man’s land between the old and the new? Are you looking to win more business, complete more assignments and get better results with your marketing programs? This session is a must for anyone who wants to see the old and the new merged to create a truly effective property marketing campaign that will win more assignments and generate more closed transactions.

MARKETING & ADMINISTRATORS COUNCIL (M.A.C.) MEETING

Current and potential M.A.C. members are invited to attend this informative meeting. An overview of 2008 initiatives will be presented along with a M.A.C. subcommittee working and needs-gathering session and presentations from current members.

MARKETING & GREAT LISTINGS WITH CBCWORLDWIDESPEAKERS: Ann Dillon & Tom O’Sullivan

Learn how to harness the power of CBCWorldwide.com. The new ‘dot com’ website includes progressive tools to build your business, including advanced property searches, aerial mapping of listings, demographics, and searchable office and agent profiles – all of which are linked to the Internet’s Google Search capability. Enhance your listings and bring in more leads!

PANEL DISCUSSION: EFFECTIVELY MARKETING LISTINGSSPEAKER: John Boyer

This panel will explore how to market the Business/Listing once it is secured.



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SELF MARKETING POWER: BRANDING YOURSELF AS A BUSINESS OF ONESPEAKER: Jeff Beals

This course will cover:• Promoting your brand to your personal target audience • How to become a "celebrity" inside your sphere of interest • How to get real results from your networking efforts • Harness the media for your advantage • Why an "attitude of success" is critical to self marketing

TRACK 2: PRINCIPAL & MANAGER – EXCELLENCE

ATTRIBUTES OF THE ULTIMATE SALES MANAGERTM

SPEAKER: John Klymshyn

What are the attributes of The Ultimate Sales Manager™? This session outlines them in practical detail, and is presented with John Klymshyn’s renowned wit, humor and interactive approach. Twenty Six leaders - spanning Staffing, Commercial Real Estate, Media, Advertising and Hospitality - were interviewed for Klymshyn’s latest book: “The Ultimate Sales Managers’ Guide”. This session draws on his industry experience as a trainer, manager, coach and consummate sales person. This lively, fast- moving session offers insight from today’s Thought Leadership, from across the US and Canada!

BRINGING PRECISION TO SALES EXECUTION IN TURBULENT COMMERCIAL REAL ESTATE TIMES SPEAKER: Rick Longnecker

This session will provide you with:1. A framework for managing the forces that are impacting your

revenue growth ability2. Step-by-step tactics for aligning your professionals with

your strategy3. Methods to drive sales forecasting accuracy 4. Tools to ensure that your structure enables

producer effectiveness5. Methods to communicate your sales direction in a way to energizes

your professionals and minimizes distractions6. An overview of using sales operations to increase your time with

producers and increase producers’ time with prospects and clients.

LECTURE & PANEL DISCUSSION: THE FIRST 365 DAYS – EFFECTIVE COACHING AND MENTORING OF NEW ASSOCIATESSPEAKER: Ralph Spencer, CCIM, SIOR

One of the greatest challenges is growing your business by bringing on a new to the business associate. This session (part lecture, part panel) is for the owner/manager who wants to pick up some ideas for getting new associates started quickly on their way to being productive. The session will include ideas from the successful “Emerging Broker Training (EBT)” program which Mr. Spencer teaches, as well as industry best practices via four panelists: Tom Worth, SIOR (CBC Almar), David Neault, CCIM (CBC Inland Empire), Jerry Hocker, CCIM (CBC Hocker & Associates), and Russell Johnson (20 year veteran manager) - who will discuss their own successes as coaches and mentors.

SEMINAR FOR PRINCIPALS: BECOMING THE BEST IN CLASSSPEAKER: Chris Lee

Christopher Lee is one of the nation’s leading consulting organizations specializing in strategic planning, compensation, satisfaction and opinion surveys and performance improvement. This session for Principals will focus on what it takes to be a best in class real estate services provider. You will learn the behind-the-scenes strategies of today’s leading firms and learn why planning for the future is far better than reacting to the daily challenges we all face. As a special bonus, this session will highlight the generational conflicts going on today and why these conflicts are the root of and solution to becoming best in class. You won’t want to miss this exciting session.

E D U C A T I O N A L S E M I N A R S

TRACK 1: Marketing – Tools & TechniquesMarketing Tools & Techniques seminars for all professionals.

TRACK 2: Principal & Manager – ExcellenceSeminars from top consultants on excellence in management, leadership and strategic thinking.

TRACK 3: Professional – Skills & KnowledgeSkill and knowledge seminars from the best instructors targeted for sales and leasing professionals.

TRACK 4: Special – Investment TopicsSpecial seminars for investors and investment brokers.

TRACK 5: Trends – Market, Property Specialty, Legal and Economic Seminars from leading experts on Global & US Market trends, as well as Property Specialty, Legal and Economic mega and micro trends.

COLDWELL BANKER COMMERCIAL® has identified the following seminar tracks for the 2008 Global Commercial Conference, which has been created to help attendees gain the most from the sessions available during this conference:

SALES PROFESSIONAL PROGRAMS


SEMINAR FOR PRINCIPALS: “EMERGING REAL ESTATE TRENDS…A PEEK INTO THE FUTURE”SPEAKER: Chris Lee

Christopher Lee is one of the nation’s leading consulting organizations specializing in strategic planning, compensation, satisfaction and opinion surveys and performance improvement. This session for Principals will highlight the 8 “T” words that will shape and reshape the future of real estate. From “Talent” to “Transactions,” and from “Temperature” to “Taxes,” this session will focus on what’s ahead for the real estate industry. Find out how the broker industry will look 10 to 15 years from today. Learn when the next two real estate cycles will begin. Discover the impact and unlimited real estate opportunities created by demographic shifts. This is a “not-to-be-missed” session for Principals and Key Leaders.

SEVEN KEYS TO SIZZLING SALES MEETINGS SPEAKER: Peter Droubay

There are seven simple, yet profound principles upon which to base your sales meetings that will make them energetic, informative, instructional, and even fun. The application of these seven principles will cause even your most independent veterans to want to attend and participate positively in your meetings, which in turn will create a better, more productive atmosphere in your firm. This session will offer these seven principles as well handouts that include a year’s worth of sales meeting agendas!

STRATEGIC BUSINESS PLANNING: CREATING COMPETITIVE SEPARATIONSPEAKER: Thomas Smith

This session will highlight a proven strategic thinking and planning process that will enable each principal and manager to take advantage of the multiple dynamics which are creating discontinuous change currently sweeping the commercial real estate industry. Thomas Smith, who engineered and led much of the change management process for CB Richard Ellis during the 1990’s will lead the discussion and offer instruction as to how each principal and manager can create and sustain competitive advantage through the five key factors that will enable success in 2008 and beyond. This is a practical course that when understood and implemented will increase productivity, efficiency, and profitability. Take away a strategic business planning methodology that can transform your organization and competitive standing.

STRATEGIC GROWTH THROUGH MERGERS AND ACQUISITIONSSPEAKER: Kyle King

This owners-only session contains an overview of the acquisition and merger process utilizing a systemic approach. The areas of prospecting, analyzing, valuation, negotiating and transition will be discussed. The session will use real-life examples and situations. Successful tips and proven techniques from industry experts will be shared.

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TRACK 3: PROFESSIONAL – SKILLS & KNOWLEDGE

BEST PRACTICE: BUSINESS PLANNING 2008SPEAKER: Allen Nunez, CBC Almar

This seminar for all sales/lease professionals reviews the 2008 Business Plan utilized by Top Performers within Coldwell Banker Commercial Almar Group. This plan was drafted to address a “tempered” (Southern California) economy and to assure six figure incomes for brokers in an atmosphere of increased market reluctance. This presentation/outline includes a specific twelve month schedule, with a (minimum) forty-hour work week. Topics addressed include annual calendar, marketing & territory control, cold calling tools, team network (RH), and tools for creating a marketing portfolio. Hand-outs presented are listing presentation reports, Opinion of Value, Investment Packages and Business Plan tools.

BOMA SEMINAR: SUSTAINING, PROTECTING AND IMPROVING COMMERCIAL OFFICE VALUESPEAKER: Kurt R. Padavano, RPA, CPM, FMA, SMA

As market dynamics change, and asset value no longer increases purely by appreciation, the management and operations strategy become essential to sustaining and preserving value for owners. This session from Kurt Podavano, RPA, CPM, FMA, SMA (2007 BOMA Chairman) will offer insight into developing a management plan that preserves the integrity of the asset structurally and operationally and ultimately, financially. Learn how to plan and stage capital expenditures, as well as to identify and implement operational improvements to enhance asset value.

BROKER MARKETING DYNAMICS AND MARKETING STRATEGIESSPEAKER: Russell Johnson

This seminar is targeted for producers. Change is inevitable in Commercial Real Estate. All markets are dynamic, shifting constantly in reaction to current events. Economic forces from the national to local level create change. Establish a mindset that all change can be turned into opportunity. Learn how to look for it, react to it and create a targeted marketing strategy to make the most of it. Overcome media hype, negativity and economic challenges to put yourself in position to win no matter what direction the market is heading.

CCIM SEMINAR: DISCOUNTED CASH FLOW & NET PRESENT VALUESPEAKER: Byron Smith, CCIM

Calculate the value of a property. Measure investment performance of a property using a variety of methods, the sales comparison approach, the cash flow model, net present value, discount rate and capitalization rate methods. Calculator required.

GETTING STARTED IN LEASINGSPEAKER: Bob McComb

Bob McComb of Top Dogs gives an introduction to commercial leasing. In this session emerging brokers will be provided with a macro view of how the leasing business works, including; ideas on how to develop your knowledge and skills, generating leads, the steps to tenant and landlord representation and compensation structures. Agents will also learn some of the fundamental differences between the office, industrial and retail leasing venues, to help them choose an appropriate specialty.

INTRODUCTION TO RETAIL BUSINESS DEVELOPMENTSPEAKER: Steve Bogden

Geared towards professionals with 1-5 yrs experience. This seminar focuses on creating and maintaining commercial retail business including retail tenant representation and retail listings.

LAND: A PRIMER ON ENVIRONMENTAL EASEMENTSSPEAKER: Dean Saunders, ALC

This seminar will give you insight and answers to your questions about conservation easements and other landowner rights. Learn essential facts that you must know if you are considering selling your land development rights or a conservation easement. Today, the number of conservation easements being bought not only by the Federal, State and Local governments is growing, but the demand from conservation organizations is, too. The pathway to conservation easements is not always a straight line, but more often than not is worth the trip.


LEASE VS. OWNSPEAKER: Garry Weiss, CCIM, SIOR

This is a discussion led seminar that will address the operational and financial considerations that factor into a sale leaseback decision. Leases are the engines that drive the value of commercial real estate. Keeping this concept at the forefront, this seminar explores strategies needed to counsel clients on the critical decision of leasing versus owning. Examples of lease options will be addressed through real world situations the attendees bring up.

LEASING YOUR WAY TO HIGHER INCOMESPEAKER: Russell JohnsonWhy should you consider leasing? Strategies for getting into leasing; important facts you have to know about leases and the leasing business; different types of leases. The session concludes with action ideas for getting started.

RAINMAKINGSPEAKER: Mike Lipsey

Rainmaking is a high-energy, interactive and innovative session on business development and customer relationship management designed to make Rainmakers out of every broker. The session will focus on ways to out-distance your competitors by improving sales skills, expanding the prospect base and increasing market share. It will also include segments on: Negotiating/Sales Benchmarking Skills; Presentation Skills; Relationship Rules; Questioning Skills. This session is repeated three times.

TENANT REP A TO ZSPEAKER: Greg Shenk, SIOR

250 of the most requested questions from Greg Schenk’s teaching Tenant Rep over the last 11 years will be discussed. Success stories, horror stories, case studies, etc. Learn the basics and proper foundation to represent tenants, buyers and investors. Get the mistakes out of the way now not when you are doing a project for a client! Learn the right way to life-long earning in this great niche!

THE APPRAISAL PROCESS AND HOW TO CREATE A BROKER OPINION OF VALUE (BOV)SPEAKER: Robert Nahigian, FRICS, SIOR CRE

Learn how to use the three methods of appraisal to create a broker opinion of value (BOV): Market, Income & Cost Approach. As a result of this appraisal process overview, the commercial real estate broker will better understand how an appraiser develops a regulated appraisal report and assist the broker to develop a strategy and improve the success of selling. The broker will have a better grasp of the problems that an appraiser faces in valuation that often frustrate a real estate broker.

THE HUMAN ELEMENT OF NEGOTIATIONSPEAKER: Tom McDonald, MCR

Learn negotiating tactics in this 1.5 hour session from a perennial top producer. Thomas McDonald, MCR, is a Principal in the Los Angeles office of The Staubach Company. This session will review the negotiation process from four separate perspectives to provide negotiators an enhanced level of control over the process and ultimately the outcome. Key learning points include the following: Phases of a Negotiation; Alternative Negotiating Styles; Critical Elements of a Negotiation; Myers-Briggs Personality Profile.

TOP TEN TENANT-REP BEST PRACTICESSPEAKER: Greg Shenk, SIOR

Learn what mistakes tenants make during the process of lease renewals and relocations, and how you can be the one to insure they don’t make them again. Turn yourself into the market expert in this area and make yourself the income you have always wanted. This seminar gives you insight to the market and helps take the mystery out of site selection and lease negotiations.

TRACK 4: SPECIAL – INVESTMENT TOPICS

FEE OPPORTUNITIES FROM GIFTS OF REAL ESTATESPEAKER: Chase Magnuson

Aging clients of Realtors often face the choices of selling, keeping or donating their property. They evaluate these alternatives each client must considerer and actions as it impacts tax position, family legacy, retirement income and social capital. This includes whether the family be cared for, what can be done to insurer a life time income and might it be possible for philanthropy to be served at the same time. These are inter-connected issues that should be addressed by consulting real estate agents with the right professional tools. This seminar will provide a broad general educational background for the Realtor practitioner to being addressing this market niche and provides an opportunity to expand their businesses.

INVESTING IRA FUNDS IN COMMERCIAL REAL ESTATESPEAKER: Glen Mather

This course will discuss the following key objectives:• Investing your IRA in non-traditional ways – is it legal?• What types of investments are allowed?• What is meant by true Self-Direction?• The role of the administrator – and the broker• How to defer $44,000 or more per year – and invest it in real estate• The Individual K plan – accelerating your contributions• Disqualified Individuals and Prohibited Transactions• How it works – processing a commercial real estate purchase,

lease and sale• Accessing IRA investors to build your commissions/transactions• Partnering, LLC investments, TICs, Private Placements –

all with an IRA• Combining 1031 and IRA investments

TENANCY-IN-COMMON (TIC)SPEAKER: Mark Quam

Topics covered include:• History of TICs• How TIC can benefit your business• Master Lease vs. Property Management• The differences between structures that utilize master leases and

property management agreements.• Deal Structure Financing

UNDERSTANDING UNITED STATES REGULATIONS FOR FOREIGN INVESTORSSPEAKER: Carmela Ma, CCIM, CIPS, CRE, FRICS, TRC

Successfully Investing into the USA Commercial Market from Abroad. Targeted to both the international investor, as well as the USA listing-rep / landlord-rep. There are a number of significant regulations and laws that are dedicated to real estate investments that can create financial concerns for foreign investors. Learn about U.S. regulations as well as provide our attendees with advice on how to leverage your U.S. real estate investments, including regulations that affect foreign investors.


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15VISIT BLUEPRINT TO REGISTER ONLINE AT: http://www.cbcblueprint.com

TRACK 5: TRENDS – MARKET, PROPERTY SPECIALTY, LEGAL AND ECONOMIC

BOMA SEMINAR: NINE TRENDS IN OFFICE BUILDINGS YOU CAN’T AFFORD TO IGNORESPEAKER: Kurt R. Padavano

If there’s one constant in the office building industry, it’s change. From market conditions, to new operational strategies, to evolutions in assets and their tenancies, the industry is constantly in flux. This session will address some of the biggest trends at play at the moment, including changes in the capital markets (including the emergence of new ownership models for real estate); global influences and trends; sustainability; technology innovations and high performance buildings; mixed use and “hybrid” buildings; controlling operating costs, while achieving operational excellence; managing construction costs; and trends in office building users and in commercial real estate staffing.

INDUSTRIAL TRENDSSPEAKER: Garry Weiss, CCIM, SIOR

This seminar was the best rated in three years by CBC conference attendees in the summer of 2006. Enjoy an update of recent industrial indicators as well as a fascinating look at how the biggest retailers manufacture goods in China and get distributed in your home town.

CAPITAL MARKETS OUTLOOK 2008SPEAKER: Sam Chandan

REIS Chief Economist Dr. Sam Chandan will describe the principle drivers of the current turmoil in credit and financial markets, and explain how they will impact commercial real estate transaction activity in 2008. Among the key issues addressed in the presentation: how will the sales environment change in 2008, in terms of buyers’, sellers’, and lenders’ expectations of property performance and pricing; and, how will changing expectations and market conditions impact the type and location of properties that transact, and how they are financed. Credit and financial markets have been roiled in recent months. In spite of rate cuts by the Fed, the cost of capital for commercial real estate investment continues to climb. Learn more about these important trends!

INTERNATIONAL REAL ESTATE – THE NEW FRONTIERSPEAKER: Dr. Glenn Mueller

Learn the basics of how public real estate companies operate and what they are looking for – so that you can market to them, transact with them, and represent them. Many companies are now investing abroad both US overseas and foreigners into the US – so finding and marketing to those companies is now big business. The growth of publicly traded REITs in the US since the early 1990s has created most of the largest real estate operating companies doing transactions today. The growth of public companies and REITs around the world is now in full swing. The Japanese J-REIT started in 2000 and both England and Germany adopted REITs in 2007.

MULTIFAMILY MARKET OUTLOOK 2008SPEAKER: Sam Chandan

REIS Chief Economist Dr. Sam Chandan will describe the short- and long-term trends in the multifamily sector – including demographic trends driving demand and construction costs influencing development activity – as well as explaining what the downturn in the housing sector implies for the apartment industry. In addition to the most current trends and forecasts, Dr. Chandan will describe the changing transaction environment, and the outlook for pricing and cap rates.

REAL ESTATE MARKET CYCLESSPEAKER: Dr. Glen Mueller

Dr. Glenn Mueller will explain the commercial real estate market cycles for major US cities. Dr. Mueller’s research established that there are TWO market cycles in commercial real estate – the PHYSICAL market cycle (where local demand and supply for space drives occupancy and rents by each property type ) and the FINANCIAL market cycle (where international capital markets drive money to real estate investments that affect real estate prices). These two cycles do not always move together and real estate professionals must be able to distinguish and monitor both types of cycles. The internationally known Real Estate Market Cycle Monitor and Real Estate Market Cycle Forecast will be distributed to all participants for their professional use.

RETAIL REAL ESTATE TRENDSSPEAKER: Jeffrey H. Newman, Esq

Retail real estate trends will be identified and analyzed, including: the short and long term impact of, the spate of mergers and acquisitions in retail real estate, seemingly accelerating a continuing industry consolidation; the increased velocity of change; the impact of “Wall Street” on the industry; the off-the-mall migration of some retailers vs. the on-the-mall migration of others; the increasing demands of the financial markets; the “atomization” of various retailing segments; and new development vs. redevelopment.

THE DYNAMIC ASIAN MARKET SPEAKER: Carmela Ma, CCIM, CIPS, CRE, FRICS, TRC

This is an exclusive session prepared for discussing the current state of affairs in some APEC countries with a broad perspective on real estate opportunities and challenges in some of the most dynamic Asian markets. Targeted to both US and international brokers Australia, People’s Republic of China, Indonesia, Japan, Republic of Korea (South Korea), Singapore, Viet Nam, Malaysia. Due to limited time all countries cannot be covered, but Carmela Ma will answer questions regarding any Asian country.

TRENDS IN COMMERCIAL REAL ESTATE LAW & LITIGATIONSPEAKER: Jeffrey H. Newman, Esq.

One of the country’s top commercial real estate attorneys will discuss legal hot buttons and deal breakers affecting recent transactions.

TRENDS IN NEGOTIATING TACTICS FOR INDUSTRIAL LEASESSPEAKER: Robert Nahigian, FRICS, SIOR, CRE

Rob Nahigian leads a discussion on negotiating tactics for industrial leases.

US CAPITAL MARKET TRENDSSPEAKER: Kenneth J. Gaitan

This seminar explores the current state of Capital, Commercial Lending, and related trends. Volatility in the capital markets will be discussed: how this will affect cap rates, when it will level off, and what should brokers do in the meantime.

WHAT DOES GREEN MEAN TO ME?SPEAKER: Paul Shahriari

The session will focus on how the growing green marketplace is impacting the commercial real estate. It will cover the current market demographics in terms of what types of projects are going green with the LEED Rating System with projections from 2008-2010. It will review the types of benefits Green owners/developers/facility managers are targeting through the implementation of green building systems and strategies. An overview of the types of elements within green building that can provide the best financial return on investment. The session will conclude with an overview of the types of services that are required by the growing green building industry to help evaluate opportunities in the marketplace.


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17VISIT BLUEPRINT TO REGISTER ONLINE AT: http://www.cbcblueprint.com

ATTIRE

For all events, except the Global Awards Dinner and Recognition Ceremony, business casual attire is acceptable. For the 2008 Coldwell Banker Commercial® Global Awards Dinner and Recognition Ceremony on Tuesday, February 19, 2008, the attire is black-tie optional.

BADGES

All conference attendees may pick up their badges at the Conference Registration Desk. At that time, attendees will also receive the GCC On-Site Guide, as well as additional conference information. The official conference name badge is required to access all conference events. Please wear it at all times while attending the conference. Guests and children two years of age and older are required to purchase a guest registration in order to be admitted into conference events.

Your name badge represents an admission contract between you and the Coldwell Banker Commercial brand. Badge switching or unauthorized transfer is a violation of this contract and will subject your badge to confiscation. Replacement of a lost badge is at the sole discretion of the Coldwell Banker Commercial brand. Please note that there is a $50.00 charge for replacing a lost badge.

Please note: attendees under the age of 21 are not permitted into functions where alcohol is served.

HOTEL & TRAVEL INFORMATION

Take advantage of special discounted airline and hotel rates exclusively for Coldwell Banker Commercial GCC attendees.

AIRFARE

Please contact Realogy Corporate Travel at (877) 445-8293 for discounted conference airline rates, and reference the Coldwell Banker Commercial Global Commercial Conference.

HOTEL INFORMATION

The Gaylord Palms Resort and Convention Center is the preferred hotel for room reservations. Discounted rates are available on a first-come, first-serve basis. Last day to book hotel rooms at the discounted price is January 9, 2008! Reservations made after January 9, 2008 will be subject to prevailing rates and availability.

To make room reservations at the Gaylord Palms Resort & Convetion Center, please call (407) 586-2000 and reference Coldwell Banker Commercial to receive the special pricing.

Gaylord Palms Resort and Convention Center 6000 West Osceola ParkwayOrlando, Florida 34746(407) 586-0000www.gaylordhotels.com

ATTRACTION TICKETSLog onto the Coldwell Banker Commercial www.CBCBlueprint.com for information on tickets for the Disney Theme Parks organized for our conference attendees.

G E N E R A L I N F O R M A T I O N

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© 2005 Coldwell Banker Real Estate Corporation. Coldwell Banker Commercial® is a registered trademark licensed to Coldwell Banker LLC. An Equal Opportunity Company. Each Office Is Independently Owned And Operated Except Offices Owned and Operated by NRT Incorporated.

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ATTENDEE REGISTRATION - Please type or print clearly

Name (as it will appear on name badge) Date

Office Name / DBA Coldwell Banker Commercial

Office Address City State/Province

ZIP Code Country Email Address

Telephone Fax Number

Attendee Profile: Broker Owner Manager Sales Associate Office Administrator Other

Specialty: Generalist Retail Hospitality Property Management Multi-Family Corporate Svcs. Investment

Professional Designation(s): ALC CAM CMD CRE CREA CREBM CRIA CSM GAA GRI ICREW IREM MCR RPA SLCR LTG ALC CCIM CPM MAI SIOR

Guest Registration: Guest First Name Guest Last Name

REGISTRATION RATES - Note deadline dates for added savings

COST TOTAL

EARLY BIRDS Registration (Until 4/30/07) - via fax or mail only $375.00 DONE

Fax/Mail Registration (5/1/07 –10/31/07) $450.00 DONE

Fax/Mail Registration (11/1/07 –12/31/07) $525.00 DONE

Fax/Mail or Online Registration (1/1/08 –On-site) $595.00

Spouse/Guest Registration $150.00

Awards Ceremony ONLY $75.00

Full package: Welcome Reception, Trade Show, Educational Sessions, All General Sessions & Global Awards CeremonySpouse/Guest Package: Welcome Reception, Trade Show, All General Sessions & Global Awards Ceremony

GRAND TOTAL

Group Registration: If your office plans to register 10 or more attendees, please contact the Events Department at 800-222-2162 for volume registration discounts.

IMPORTANT INFORMATIONAll Cancellations must be received in writing by Coldwell Banker Commercial Global Commercial Conference Registration Headquarters. A registration cancellation fee of $100.00 applies until January 1, 2008. No cancellations will be accepted after January 1, 2008 for registration, additional education sessions and activities. Please note that there is a $50 charge for replacing a lost badge. A Transfer fee of $50 applies until January 1, 2008. A Transfer Fee of $100.00 applies from January 2, 2008 – onsite. You recognize and understand that neither Coldwell Banker Real Estate LLC, d/b/a Coldwell Banker Commercial Affiliates. (“Coldwell Banker Commercial”), nor its affiliates including Realogy Corporation, are providing transportation, lodging, meals, recreational and other services to you. You agree that the direct providers of those services shall be solely responsible for any personal injury, including death, or property damage you may sustain, and neither Coldwell Banker Commercial Affili-ates, Coldwell Banker Real Estate LLC nor any of its affiliates are the agents of the providers. The 2008 Coldwell Banker Commercial Global Commercial Conference is not open to the general public. Registration for anyone not a member of the Coldwell Banker Commercial system is subject to the approval of the Events Department. Guests must be registered with a Conference Registrant. ©2008 Coldwell Banker Real Estate LLC. Coldwell Banker Commercial® is a registered trademark licensed to Coldwell Banker Real Estate LLC. An Equal Opportunity Company. Each Office Is Independently Owned And Operated .

2008 COLDWELL BANKER COMMERCIAL® GLOBAL COMMERCIAL CONFERENCE REGISTRATION FORM ORLANDO, FL FEBRUARY 17 - 20, 2008

REGISTER ONLINE AND SAVE! Visit CBC Blueprint (http://CBCblueprint.com). Send Completed Registration Form with Payment.

BY MAIL: Coldwell Banker Commercial® Global Commercial Conference Attn: Registration Headquarters P.O. Box 52170, Irvine, CA 92619-2170

BY FAX: Credit card payments can be faxed to (949) 475-1765. Do not fax AND mail form, as this will result in duplicate transactions.

QUESTIONS: Contact Registration Headquarters at (877) 222-2050 Outside of U.S. and Canada, call (949) 477-5080.

PAYMENT INFORMATION

Fees will be accepted by personal check, company check, or credit card only. Payment must be in U.S. dollars. Faxed registrations will be accepted with credit card information only.

Amount $ ______________ Check (payable to Coldwell Banker Commercial) Credit Card: VISA® MasterCard® AMEX

Account Number Expiration Date: Month/Year _____ / _____

Name on card: (please print) ___________________________________ Signature ______________________________________

GCC08 InfoGuide 4conference, Jeffrey Gitomer. Jeffrey is the author of The New York Times bestsellers The Sales Bible and The Little Red Book of Selling is one of the most sought after

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