COLLIERS INTERNATIONAL
Multifamily Advisory Group Specialized Real Estate Investment Services Accelerating success.
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Colliers is the Answer As an investor in multifamily properties, you need a firm that provides experience, broad reach and the ability to market (or locate) an asset no matter how challenging the economic environment. Colliers International has one of the largest and most experienced teams of multifamily specialists in the industry, strategically located in key markets throughout North America. Our combination of expertise, market dominance and singular focus make us uniquely successful in helping our clients achieve their acquisition and/or disposition objectives. Whether you are selling a single asset or a national portfolio, use our combined resources to obtain the best market information and achieve the highest price. If expanding your portfolio is the objective, our local market relationships can help you identify and acquire properties which meet or exceed your investment goals.
How are we able to bring together the skills and tools necessary to complete challenging assignments? Colliers Multifamily Advisory Group is connected by purpose and focus. Our team is dedicated to sharing information on market opportunities, capital sources and buyers/sellers to achieve the best results for our clients.
SERVICE LINES BROKERAGE SERVICES
INVESTMENT SERVICES
CAPITAL MARKETS
REAL ESTATE MANAGEMENT
LAND & PROPERTY CONSULTING
PROJECT MANAGEMENT
TECHNOLOGY SOLUTIONS
LOGISTICS & SUPPLY CHAIN
CORPORATE SERVICES
Southeast Region The Southeast Region team, led by Ron Cameron and Will Mathews, is based in Atlanta, GA and is strategically organized to provide unparalleled service to the clients of the Multifamily Advisory Group. As the single point of contact, the Southeast Team will oversee all marketing, financial analysis, touring, buyer qualification, negotiations, due diligence and closing. Local Southeast team members will provide local knowledge and assist with certain due diligence items. The Southeast team is in constant communication with its members to discuss local market conditions, active buyers and sellers and the financial environment. This collaboration provides the ability to guide clients through a variety of complex transactions, providing thoughtful strategy, comprehensive market data, detailed financial analysis and innovative marketing concepts. The 80+ years experience of the Southeast Region team with the local knowledge provides our clients with superior service and a competitive edge in the market.
Colliers Multifamily Advisory Group With more than 70 brokers, the Colliers Multifamily Advisory Group is one of the largest and most experienced teams of multifamily specialists in the industry. CMAG is made up of strategically located brokers in key markets throughout North America, whose sole focus is multifamily investments. Our combination of expertise, market knowledge and singular focus, make us uniquely successful in helping clients achieve their acquisition, disposition or financing objectives.
Colliers Investment Services Group (CISG) Colliers International’s elite team of institutional investment sales specialists sees beyond the bricks and mortar to analyze how property acquisition, ownership and disposition can accelerate the success of your financial portfolio. We work with national and global institutions and investors to identify, evaluate and select assets that best complement their portfolio, income goals, and risk profile. This often requires complex analysis and innovative thinking to provide a defensible, well-researched strategy for asset acquisition. When the time is right for disposition, we provide a clear competitive analysis and transaction history of comparable assets to maximize the property’s momentum in the market. Through our best-in-class marketing technology and our creative approach, we drive strong investor interest in properties. At the same time, we work with you to preserve confidentiality, minimize disruption to tenants and prevent surprises in the due diligence process. Through our integrated platform, we offer owners debt placement, valuation and appraisal services, property assessment and management, and project management services to increase the asset’s income stream and overall value. Our proven system of investment sales takes into account each investor’s unique priorities and weighted concerns for price, closure and risk. The outcome of our specialized approach is strategic development of the property’s competitive profile, speed to market and careful negotiation to ensure a smooth closure and the investment return.
Experienced
Multifamily Investments Group RON CAMERON | SENIOR VICE PRESIDENT | ATLANTA Ron Cameron leads the Southeast Region team, with a sole focus on multifamily investments outside the state of Florida. Ron is a Senior Vice President in the Atlanta office of Colliers International and has been active in the real estate industry since 1981. Prior to joining Colliers International, Ron worked with Primary Capital Realty Group where he was responsible for all facets of investment sales for multifamily, shopping centers and land. Ron has over 25 years of investment sales experience and has successfully closed over $1 billion in sales over the past 15 years. WILL MATHEWS | ASSISTANT VICE PRESIDENT | ATLANTA Will Mathews brings a high intensity, customer satisfaction-driven personality to the Multifamily Investments Group. His primary role is sourcing and executing institutional quality assets. Prior to joining Colliers, William worked as the Director of Acquisition for Southeast Capital Companies. Will’s institutional acquisition and development experience provides his clients with an unparalleled level of service and the necessary tools to garner the most favorable terms. Will was a double major graduating with honors from the University of Georgia and completed his Masters in Building Construction from the Georgia Institute of Technology. HEATHER FRANCIS | MARKETING COORDINATOR Heather Francis has 10 years of experience in the marketing and analysis of multifamily, office and industrial commercial real estate assets. Her responsibilities include coordinating information from different sources and assisting in the preparation and distribution of packages used to solicit sale transactions. As Marketing Coordinator for the Atlanta office, Heather is responsible for the creation and implementation of company marketing strategies that assist the company and its brokers by enhancing their presence in the local marketplace.
JOE DEHAVEN | SENIOR FINANCIAL ANALYST Serving as the Senior Financial Analyst for the Atlanta office’s Multifamily Advisory Group, Joe DeHaven’s responsibilities include financial and debt analysis, market research, due diligence, and offering memorandum production. Prior to working with Colliers International, Joe worked with Pollack Partners’ acquisition team where his focus was sourcing and underwriting complex multifamily acquisition opportunities across the southeast. Joe has a BA in Economics from Vanderbilt University, and recently earned his MBA from Goizueta Business School at Emory University where he focused his studies in real estate and finance. Joe is a 6 year veteran in the commercial real estate industry.
Capital Markets Based out of Colliers International’s Atlanta office, the Capital Markets team arranges debt and equity financing for commercial real estate developers, investors and users.
27 YEARS
SEVEN DEDICATED PROFESSIONALS WITH MORE THAN 27 AVERAGE YEARS OF EXPERIENCE
17
CORRESPONDENT LENDERS
LONG-TERM RELATIONSHIPS WITH 17 CORRESPONDENT LENDERS AND ACCESS TO MANY MORE
$750 LOAN VALUES
CURRENTLY SERVICING 170 LOANS TOTALING OVER $750 MILLION
$2.39 TRANSACTIONS
SINCE 2000, FINANCED OVER $2.39 BILLION OF OFFICE, INDUSTRIAL, RETAIL, MULTIFAMILY AND HOSPITALITY TRANSACTIONS
Experience
National Market Coverage
NORTHWEST TEAM Dave Schumacher
CALIFORNIA TEAM Kitty Wallace
SOUTHWEST TEAM Cindy Cooke Brad Cooke
Updated May 2012
MIDWEST TEAM Brian Pohl
SOUTHEAST TEAM Ron Cameron Will Mathews
TEXAS TEAM Teresa Lowery
FLORIDA TEAM John Stone Jason Stanton
Colliers International | USA Office Recent & Pending Multifamily Transactions
Marketing
Process
6 STEPS TO A SUCCESSFUL SALE
1
Understand the asset fully and unveil the “hidden” value
2
Understand the capital structure, investment strategy and business objectives of the prospective buyer pool segments
3
Narrow the segmented investor pool into a list of high probability buyers who will be attracted to the assets based on the location, quality and exit opportunity
4
Develop an effective strategy and process to communicate the value of the assets to qualified prospective buyers
5
Have all material aspects of the due diligence identified and addressed at the time a buyer is selected to ensure a timely close and mitigate all false starts and re-trades during escrow
6
Have a hands-on approach throughout the entire process from listing to closing
MARKETING TIME LINE PHASE ONE - PRE-MARKETING
PHASE THREE - PROSPECT SOLICITATION
>> Execute exclusive listing agreement
>> Conduct property tours
>> Gather due diligence information
>> Assist with potential buyer underwriting
>> Review financials and rent rolls
>> Contact all initial offers
>> Discover hidden values
>> Identify buyer
>> Photograph asset(s) >> Gather and create site plans, floor plans, renderings
PHASE FOUR - DUE DILIGENCE AND ESCROW
>> Create rough draft of brochure
>> Negotiate purchase and sale agreement
>> Create rough draft of offering memorandum
>> Execute purchase and sale agreement
>> Establish initial contact list
>> Open escrow
>> Create internet based marketing materials
>> Coordinate buyer’s debt placement >> Distribute due diligence documentation >> Coordinate and conduct site inspections
PHASE TWO - MARKETING >> Invite target buyers to review information
PHASE FIVE - CLOSING PERIOD
>> Publish property brochure >> Distribute executive summaries and brochures to initial contact list
>> Resolve title issues (if necessary)
>> Publish offering memorandum
>> Remove all contingencies within escrow including financing
>> Personally contact each prospect
>> Finalize prorations
>> Expand to national and international database
>> Review settlement statement with escrow officer
>> Initiate full exposure
>> Obtain and confirm all documentation from buyer, seller and lenders >> Confirm transfer of funds
Phase One
1
2
>> Close escrow Phase Two
3
4
Phase Three 5
6
Phase Four 7
8
9
10
Phase Five 11 12 weeks
Partnering for Success Because the successful and timely closing of the sale is our ultimate objective, Colliers prefers to remain actively involved through the escrow and closing. Realizing that representatives of both buyer and seller will be actively involved, we will be familiar with the objectives of both parties to help facilitate correct communications, negotiations and the closing process
TARGETED MARKETING
1. Institutional Investors 2. Private Investors 3. REITs / Pension Funds 4. Foreign Investors 5. Local, National and Global Brokerage Community 6. Colliers International Network
Marketing
Approach
“A NEW APPROACH FOR A NEW MARKET” There is a high demand for multifamily acquisitions. The brokerage team will use its extensive skills, strategies and unique database of existing leads created over the years of specializing in large multifamily investments in order to maximize the value and accelerate the sale of the property.
TARGETED MARKETING >> Unmatched proprietary database of vetted buyers and sellers in the market >> Focus on size-specific multifamily investment groups >> Personalized contact with key decision makers >> Utilization of Real Capital Markets (RCM) for “broadly” marketed listings
BROKER/REFERRAL MARKETING >> Local and national listing services >> Foster referral marketing through demonstrated performance >> Leverage vast network of local and national brokerages
PRINT MEDIA >> Customized brochures showcasing property attributes >> Market and demographic information >> Property floor plans, site plans and photos >> Access and amenities aerial maps
ELECTRONIC MEDIA AND MOBILE MARKETING >> Email campaigns >> Digital collateral >> Customized property website with mobile accessibility >> Leverage valuable social media channels (Twitter, LinkedIn, etc)
OUTBOUND & INBOUND MARKETING >> Reach beyond traditional “outbound” marketing tactics to engage prospects >> Engage in “inbound” techniques of social media, blogging and webinars >> Produce relevant, knowledge-driven content to encourage dialogue with interested prospects
ACCOUNTABILITY The Colliers Multifamily Advisory Group understands the communication and reporting are key to developing and maintaining positive relationships with buyers and sellers. Whether multi-state portfolios or single asset dispositions, CMAG will develops a customized virtual collaborative website. >> Easy navigation through online document libraries >>
Weekly and monthly tracking reports
>>
Regional contact information
>>
Client dashboards
>>
Email alerts
>>
Market data
>>
Marketing collateral
>>
Agreements and contract storage
CREATIVE MARKETING ›› Partnering with our institutional clients to identify the right buyers for the right assets ›› Customizing a positioning strategy to fulfilled predetermined needs and objectives ›› Creating high quality print and digital collateral and implementing marketing strategies
RAPID CONNECTION TECHNOLOGY ›› Colliers International’s cutting-edge technology platform enhances collaboration, efficiency and transparency ›› Proprietary cloud-based tool, the Colliershub, manages our vast knowledge base, increases cross-market communication and exposes existing relationships across our deep bench of local market experts
IN-DEPTH RESEARCH ›› Colliers International’s cutting-edge technology platform enhances collaboration, efficiency and transparency ›› Proprietary cloud-based tool, the Colliershub, manages our vast knowledge base, increases cross-market communication and exposes existing relationships across our deep bench of local market experts
Success Story VILLAS AT KENNESAW, VILLAS AT NEWNAN, VILLAS AT SUGARLOAF & VILLAS AT WEST RIDGE APARTMENTS
CHALLENGE
SELLER Busbee Development, LLC BUYER Iron Gate (Private Capital / Institutional Capital)
THE FACTS # of Units: 1,168 Built: 2003 - 2008 Closing Date: 11/22/2011 THE NUMBERS Closing Price: $106,500, 000 Price / Unit: $91,182 TEAM Ron Cameron
The four property portfolio was encumbered by four separate agency loans, three of which were cross-collatoralized with other seller owned assets outside this group. The seller had to increase his guarantee on the remaining (non-selling) properties so the overall portfolio debt service coverage remained the same.
STRATEGY The Colliers Multifamily Advisory Team was the exclusive sales agent for Busbee Development, LLC.
RESULTS The assumption process occurred as a result of the increased guaranty and, in doing so, the sale successfully closed in November 2011. The added delay in resolving this dilemma allowed the properties to take advantage of the positive trends in the submarkets, resulting in higher overall going in cap rates.
The Colliers International
Advantage
Colliers International is a leading global real estate services organization defined by our spirit of enterprise. Through our culture of service excellence and a shared sense of initiative, we have integrated the resources of real estate specialists worldwide to accelerate the success of our clients. Our headquarters in Seattle, Washington and more than 522 offices worldwide share a common brand and vision to provide the best service experience available. To us, that means empowering our service teams to partner with each client, truly listen to their unique business needs and design an integrated service offering. Our goal is to make your property a competitive business advantage and ensure your entire range of property needs are met. We also challenge our professionals to go the extra mile in their attitudes and actions, allowing our values of expertise, community, service and fun come through in everything we do. Most commercial real estate firms are either loose networks of variously owned companies, or a tightly controlled corporate structure. Colliers International has created a unique operating model, combining the power and accountability of a global enterprise with local equity and flexibility. We are backed by the financial strength of FirstService Corp., a strong, diversified capital partner, allowing us to invest in major client resources.
$68B
Updated May 2012
TRANSACTION VALUE
1.25B SF UNDER MANAGEMENT
$1.8B IN REVENUE
522 OFFICES
12,300
62
PROFESSIONALS
COUNTRIES
Ranked US Real Estate Company MULTI-HOUSING NEWS 2011
The LandLeasing scap e
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Jan uary 201 1
Wha t’s W orkin g No w
2011 Indu Apartm stry Fore ent cast
Gre en Benc Perfo hmar rman king ce: Tool s
Man Mul aging Di tifam st ily As ressed sets
2011 ™
Founding member of the World Green Building Council
Member of World Economic Forum
Named Top 100 service provider more times than any other real estate firm
The second-most-recognized commercial real-estate brand (2011 Lipsey Survey)
Ranked #1 real estate company (January, 2011)
Ranked #2 in 2010 global transaction volume
RON CAMERON DIRECT +1 404 877 9287 ron.cameron@colliers.com WILL MATHEWS DIRECT +1 404 877 9285 will.mathews@colliers.com
Colliers International 1349 West Peachtree Street, NE Two Midtown Plaza, Suite 1100 Atlanta, Georgia 30309 | United States MAIN +1 404 888 9000 www.colliers.com