I have a remarkable story of how one referral turned into ten business opportunities for my BNI and professional partners.
The Background:
Three years ago, I was engaged to represent a large manufacturing concern in their search for a building in Mexicali, Mexico...a four and one half hour drive from Orange, California. The assignment required several trips to Mexicali which in turn required several documents for the frequent border crossings, including a work visa. We identified a suitable building that was a former Mitsubishi plant and owned by a pension fund advisor in Santa Fe, New Mexico. On one of the last trips to the building, I was introduced to an industrial engineer from El Paso, Texas who had been engaged to advise the owner of the building (from Santa Fe) about the electrical, gas, water infrastructure servicing the building. We met with my manufacturing client, exchanged cards and said our good byes. The deal never made because of the extreme logistical costs for my manufacturing clients.
The Requirement:
Flash forward to March of 2010. I received an email from the industrial engineer. He has a brother in Bowling Green Kentucky. The brother has a neighbor who had recently purchased a business in Los Angeles (Avani). The new business owner (neighbor) needed relocation advice. The email asked if I could help. I responded that I would be happy to assist.
The Business:
We just closed a lease transaction on a listing that my company had. I was paid a leasing commission as were two of my partners who represented the owner and had the listing.
The Butterfly Effect:
In the three month process leading up to the lease, I introduced Avani to our 1. BNI CPA, Greg Beck; our 2. BNI business attorney, Mark Waterman; our 3. BNI ad agency, DSYL, Our 4. BNI general contractor, Harry Ashmore; Our 5. BNI sign company, Martin Neil; Our 6. BNI computer/cabling company, Richard Lane; our 7. BNI commercial insurance broker, George Varela, a business client of mine, 8. Raymond Handling Solutions, and a 9. business client of our BNI wealth manager who manufacturers tags for garments. Counting the fee that was earned by my partners who had the listing, ten companies earned a fee or had an opportunity to earn a fee!!
Wednesday, June 23, 2010
Monday, June 21, 2010
BNI (Business Network International)
Networking organizations such as BNI, Provisors, and Progrowth Team can dramatically increase your exposure and help build your brand. You must, however, commit to working the system and making new contacts. A clearly defined "this is what my ideal client looks like" is critically important to communicating the referrals that you want. Don't assume that members of your group understand what you do for a living.
Saturday, June 19, 2010
My Location Advice Clientele
I was asked yesterday by Ken Potalivo, the CEO of Pro Growth http://www.progrowthteam.com/ to consider very carefully what my ideal client looks like. My ideal client is an owner or an occupant of a 20,000-100,000 square foot industrial building in Orange County, California.
My ideal clients fall into three distinct categories, Owner Occupants, Non Owner Occupants (tenants) or Non-Occupant Owners (investors).
Owner Occupants:
I have had the pleasure to provide location advice to numerous owner occupants since I began my brokerage career in 1984. Most notably, Selco ECC, Allied Exhaust, Tuffcare Medical, California Pipeline, Rapid Fit, The Richardson Group, Specification Seals, Fine Finish Doors and Windows, US Wheels, Lasco Bathware, MacBeath Hardwoods, Price Communications, Exsilio, etc.
Non Owner Occupants (Tenants)
Location advice to tenants has represented the "bread and butter" of my practice. I count among my loyal tenant clients: Western Air Limbach, Apogee, Raymond Handling Solutions, Code 3 CPR, KLS Doors, LMI, Avani Apparel, Lasco Bathware, C.A.D.E. (California Auto Dealers Exchange), Advantage Adhesives, Direct List Technology, Drake Controls, Cardiac Science, etc.
Non Occupant Owners (Investors)
Hager Pacific Properties, Kilroy Realty Corporation, TA Realty, Davis Partners, Cardoza Investment Company, Satco Center, Slater Partners, Tri-State Development, Richardson Properties, Wells Fargo Bank, Trico Realty, Sanre Corporation, etc. I provided location advice to many of these Non Owner Occupants in their acquisition of their current holdings and continue to provide location advice in locating tenants and buyers for their vacant holdings.
Frequently, I encounter a client that needs location advice but does not meet the characteristics described above...an office building owner occupant, a non owner office building occupant, a non occupant owner with an industrial building smaller or larger than 20,000-100,000. A non owner occupant who needs location advice outside Orange County. Do I reject giving location advice? Certainly not! I simply partner with the very best expertise within my Lee and Associates network of professionals and provide the necessary advice.
My ideal clients fall into three distinct categories, Owner Occupants, Non Owner Occupants (tenants) or Non-Occupant Owners (investors).
Owner Occupants:
I have had the pleasure to provide location advice to numerous owner occupants since I began my brokerage career in 1984. Most notably, Selco ECC, Allied Exhaust, Tuffcare Medical, California Pipeline, Rapid Fit, The Richardson Group, Specification Seals, Fine Finish Doors and Windows, US Wheels, Lasco Bathware, MacBeath Hardwoods, Price Communications, Exsilio, etc.
Non Owner Occupants (Tenants)
Location advice to tenants has represented the "bread and butter" of my practice. I count among my loyal tenant clients: Western Air Limbach, Apogee, Raymond Handling Solutions, Code 3 CPR, KLS Doors, LMI, Avani Apparel, Lasco Bathware, C.A.D.E. (California Auto Dealers Exchange), Advantage Adhesives, Direct List Technology, Drake Controls, Cardiac Science, etc.
Non Occupant Owners (Investors)
Hager Pacific Properties, Kilroy Realty Corporation, TA Realty, Davis Partners, Cardoza Investment Company, Satco Center, Slater Partners, Tri-State Development, Richardson Properties, Wells Fargo Bank, Trico Realty, Sanre Corporation, etc. I provided location advice to many of these Non Owner Occupants in their acquisition of their current holdings and continue to provide location advice in locating tenants and buyers for their vacant holdings.
Frequently, I encounter a client that needs location advice but does not meet the characteristics described above...an office building owner occupant, a non owner office building occupant, a non occupant owner with an industrial building smaller or larger than 20,000-100,000. A non owner occupant who needs location advice outside Orange County. Do I reject giving location advice? Certainly not! I simply partner with the very best expertise within my Lee and Associates network of professionals and provide the necessary advice.
Tuesday, June 15, 2010
A valued business partner of mine
http://www.dsyl.net/ DSYL Advertising in Fullerton California is a terrific choice for all of your advertising needs! Whether your needs are small...designing a logo, or large...designing a full marketing campaign, DSYL account executives are there to help you increase your business. Give them a call, you won't be disappointed.
Monday, June 14, 2010
Sunday, June 13, 2010
Saturday, June 12, 2010
KLS Doors to Relocate
KLS Doors, a manufacturer of shower door and closet enclosure hardware and accessories will relocate its operation from the City of Industry to 4755 Zinfandel in Ontario, California later this year. KLS will expand its operation into 36,000 square feet of manufacturing and distribution space and will be proximate to its sister company LMI. According to the president of KLS, Stuart Leigh, "The new location will provide efficiencies that will allow us to better serve our customers, most notably Lowes. KLS Doors combines two companies, Chaparral Doors and Arthur Cox. The location advice that we received from Allen C. Buchanan at Lee and Associates enabled KLS to achieve our goals."
http://www.klsdoors.com/
Avani Holdings, LLC
Allen C. Buchanan of Lee and Associates' Orange office provided location advice to Avani Holdings, a local manufacturer of yoga and pilates apparel. The new location, at 9915 Bell Ranch Road in Santa Fe Springs, California is approximately 15,000 sf and will house Avani's design, sample production, finished goods, and corporate staff. Avani considered approximately 20 locations before choosing the Bell Ranch location. The driving factors in the decision were the economics and proximity to freeways and local transportation.
http://www.avaniclothing.com/
My Business Community
Here is one of the great businesses that I have the pleasure of associating with in Orange County, California.
The Richardson Group has been my 'go to' general contractor since the mid 1980s. The reasons are simple: professionalism, timely quotations, and a keen adherence to deadlines.
My company recently engaged the Richardson Group to complete a rather complex seven-figure tenant improvement. The Richardson Group brought the job in on time and under budget. My firm of 35 owners was overwhelmed by the results."
Give the Richardson Group a shot at your next job. You won’t be disappointed.
The Richardson Group
413 South Glassell St. - MAP
Orange, California 92866-1905
Office: 714-997-3970
Main Fax: 714-997-5784
Accounting Fax: 714-289-6922
Estimating Fax: 714-288-6508
KimmRichardson@TheRichardsonGroup.com
The Richardson Group is a respected General Contractor in the Orange County business community and has been voted into the Orange County Business Journal’s Top 20 Contractors List, Tenant Improvement, multiple years in succession. Some of our notable clients include Nordstrom, Morgan Stanley, J.H. Snyder Co., Lee & Associates Commercial Real Estate, Princeland Properties, Smith Barney, Starwood Resort & Hotels, C.J. Segrestrom & Sons, to name a few.
The Richardson Group has been my 'go to' general contractor since the mid 1980s. The reasons are simple: professionalism, timely quotations, and a keen adherence to deadlines.
My company recently engaged the Richardson Group to complete a rather complex seven-figure tenant improvement. The Richardson Group brought the job in on time and under budget. My firm of 35 owners was overwhelmed by the results."
Give the Richardson Group a shot at your next job. You won’t be disappointed.
The Richardson Group
413 South Glassell St. - MAP
Orange, California 92866-1905
Office: 714-997-3970
Main Fax: 714-997-5784
Accounting Fax: 714-289-6922
Estimating Fax: 714-288-6508
KimmRichardson@TheRichardsonGroup.com
The Richardson Group is a respected General Contractor in the Orange County business community and has been voted into the Orange County Business Journal’s Top 20 Contractors List, Tenant Improvement, multiple years in succession. Some of our notable clients include Nordstrom, Morgan Stanley, J.H. Snyder Co., Lee & Associates Commercial Real Estate, Princeland Properties, Smith Barney, Starwood Resort & Hotels, C.J. Segrestrom & Sons, to name a few.
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