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Day Two (June 12, 2009)

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CSA NEW ASSOCIATES COST SEGREGATION ADVISOR, LLC

09:00 - 09:15 Review Session / Recap

09:30 – 10:00 Ask The Engineer (Guest Speaker)

10:00 - 10:30 Sales Tools / Lead Generation / Filling the Pipeline

10:30 - 11:00 Lead-Trac Vendor Demo ( Guest Speaker)

11:00 - 11:30 CoStar Vendor Demo ( Guest Speaker)

11:30 - 12:00 Sales Support

Market Size & Opportunity, Associate Website, CSA BackOffice, Field Support

12:00 - 12:15 Wrap Up / Q&A

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Agenda DAY #2

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www.CostSegAdvisor.com

Review Session / Recap

www.CostSegAdvisor.com

Review Session / RecapQuestions, Clarifications, HUH?

� The Basics - Math

� Deal Flow

� History

� CSA BackOffice

� Marketing

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www.CostSegAdvisor.com

Ask the Engineer

Ask the EngineerOverview / Thoughts / Comments

www.CostSegAdvisor.com

AskTheEngineer@costsegadvisor.com

Technical Questions? General Thoughts?What do you think?

Sponsored by

Thank You for your inquiry into Cost Segregation Advisor's "Ask The Engineer"

Your request has been received and will be reviewed within the next 24 hours (M-F).

NOTE: If you have a more URGENT issue or would like to schedule an appointment, please contact our Administrative Support on HELP@costsegadvisor.com

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Ask the EngineerAnswers You Should Know!

www.CostSegAdvisor.com

THE ANSWERS YOU NEED!Questions to a client will want to know about a Cos t Seg Company

� How much experience do they have performing cost segregation studies?

� Will an engineer perform the site visit and analysis?

� What are the documentation procedures?

� What does the final cost segregation study consist of and how will the accountant or CPA use it?

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Sales Tools

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Sales ToolsCommunications

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TOLL-FREE

NUMBERTOLL-FREE

NUMBER

VOICEMAIL SENT TO EMAIL

EMAIL

ADDRESS

FREE USE CONFERNCE BRIDGE LINE

FREE USE CONFERENCE BRIDGE LINE

WEBEXWEBEX

Make contact convenient and

nationwide

Email that REFLECTS the business and product offered -- Cost Segregation

VOICEMAIL SENT TO EMAILVOICEMAIL SENT

TO EMAIL

Pickup Voicemails on Phone, Email or Internet

Avoid Telephone Tag, ability to include CPA or allow others to join call

You control page turn when remote

Sales ToolsCREDIBILITY – “WE” factor is the KEY!

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SPEAKING ENGAGEMENTS…Take advantage of our speaking experience to gain Credibility with both CPA’s and Owners who defer to their CPA’s

…we give seminars and EDUCATE Accountants/CPAs on this subject all around the country

See: http://SPEAKING.costsegadvisor.com

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Sales ToolsWhere can use Short URL’s

Short URL’shttp://SHORTURL.costsegadvisor.com

See More: http://SHORTURL.costsegadvisor.com

Sales ToolsAnswers to ALL Questions…. almost!

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SHORT URL’s / Answers - more on the CSA BackOffice

Can you tell me about cost segregation at a high le vel?http://EXECSUMMARY.costsegadvisor.com

I heard cost segregation would red flag me with IRShttp://MYTHS.costsegadvisor.com

I can't believe you can do a Golf Course - tell me m orehttp://COMPONENTS.costsegadvisor.com

What properties have the highest potential? http://PROPERTY.costsegadvisor.com

How long has cost segregation been around?http://HISTORY.costsegadvisor.com

What kind of results can a Building Owner Expect?http://CASESTUDY.costsegadvisor.com

Why can't my CPA do this?http://MOSTFAQ.costsegadvisor.com

I am a CPA so how would I make this work for my cli ent? http://CPA.costsegadvisor.com

Tell me how this will work - step by step!http://THEPROCESS.costsegadvisor.com

What is so "special" about Cost Seg Advisor http://WhyChooseCSA.costsegadvisor.com

What do I get if I pay you this money? http://DELIVERABLES.costsegadvisor.com

Top 5 Things Building Owners should know!http://TOP5.costsegadvisor.com

See More: http://SHORTURL.costsegadvisor.com

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Sales ToolsGeneric Cost Seg Study

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• Project InformationProject InformationProject InformationProject Information• Property Description• Site Visit - Engineers Notes• Invoices / Details

• Report SummaryReport SummaryReport SummaryReport Summary• Charts• NPV• Results

• Detailed ReportDetailed ReportDetailed ReportDetailed Report• Asset Distribution List• Component Unit / Analysis• Photographs

PLUS: Includes a DVD with Electronic versions of data, reports, photos, and audio

Sales ToolsGet a CRM / Email Tool (Free or close to it!)

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Sales ToolsCold Calling – Do it Yourself

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Five “P’s” for Successful Cold Calling

• Prepared• Persistent• Practice• Not Personal• Profitable

Training Manual (Page 61)

Sales ToolsCold Calling – Have Someone Do It For You

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• Goal is to Set Appointments

• 110-120 Calls per Day

• Call on behalf of YOU!

• Daily Call Reports

• Use Established Script orYOUR own

* Additional charges apply

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Sales ToolsCase Study

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• Insights into study results

• Additional Collateral totake it over the top

Sales ToolsCSA BackOffice

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Common place for current Forms, Collateral, or Administrative information

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�Training Manual (Page 113)

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Sales ToolsLead Generation: Immerse YOURSELF in Industry

Sales ToolsLead Generation

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• Lead Generation• Phone Scripts• Email (harvesting)• Direct Mail• Drive-By / Walk-Ins• Partnerships / Alliances• Miscellaneous• Commercial Databases

(CoStar, GoLeads, ZapData, etc)

�Training Manual (Page 57)

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Sales ToolsLead Database: CoStar, GoLeads, InfoUSA, etc

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Focus on specific industry (i.e. Hotels and title of owner)

Others…D&B, ZapData, etc

Sales ToolsVendor Demo: Lead-Trac

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SPEAKER: Sean Wayne

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Sales ToolsVendor Demo: CoStar COMPS

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SPEAKER:Jennifer Stanec

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Sales Support

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Sales SupportDevelop a “SALES PLAN”

� Set Sales goals (i.e. one sale per month….10 sales per month…or ??)

� Establish a plan of action in order to meet the established Goals.

� Marketing: Do MANY things… not just one!� Hunting� Referral � Discovery� Awareness

� Feed your PIPELINE� Contact “X” number of suspects� Talk with X-y who become prospects� Get X-y-z to do FREE analysis � Close 1 in zz that do FREE analysis

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Sales SupportPlanner / Diary

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• Use to make task Natural(through consistency)

• Track Activity Level / Checklist

• Goals / Objectives

�Training Manual (Appendix E)

Business Diary

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Sales SupportDevelop a “SALES PLAN”

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Sales SupportUnderstand the Pipeline

� Filling the Sales Pipeline is the key…

� Do MANY things…not just one!not just one!not just one!not just one!

� Don’t be hesitant…you do not know them

� BE PREPARED: Anticipate the Question (answer with written word)

� Name and Brand Recognition should associate with “Knowledge”

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$

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Sales SupportKnow the Market Potential

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Lots of Options / Lots of Dollars

• New Construction• Renovations• Existing Properties• Recent / New Acquisitions• Leasehold Improvements

Sales SupportUtilize Tools to for Presence

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• Validate concept in clients eyes as the writtenword adds credibility to whatis spoken.

• LINKS:LINKS:LINKS:LINKS: take to source IRSwebsite

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Sales SupportSeminars / Sales Meeting / Events / Conferences

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Sales SupportClient Meetings

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Web Based In-Person Phone

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Sales SupportCommunications: CSA Newsletters / Updates

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• Interesting• Meaningful• Thought Provoking• Cool

Past editions are archived on CSA BackOffice

Sales SupportBrainstorming

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Think!Think!

IdeaCreative

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Sales SupportMonthly Associate Sales Conference Call

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- Associate Driven Agenda

- Sounding Boards

- Shared Experiences

- Good, Bad, & Ugly

CSA Sales Meeting

$

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The “Cost Seg”Presentation

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The “Cost Seg” Presentationpractice , Practice, PRACTICE

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The “Cost Seg” PresentationTips, Thoughts, Feedback

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Associate takes 5 minutes to “pitch” us!!

FIND YOUR VOICE…

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Q&A