Schedule & Program


	SIOR (Society of Industrial & Office Realtors®) 2007 SIOR FALL PROFESSIONAL CONFERENCE Pre-Conference Dates: November 6 - 8 · Conference Dates: November 8 - 10 Location: Renaissance Grand · St. Louis, Missouri USA ATTENDEE LIST: Click here to see who attended!

Click Here: Audio recordings and presentations

($) = additional funds needed

(CE) = continuing education

(*) = closed meeting / by invitation only

TUESDAY, NOV. 6
8:00am - 6:00pm	Course 200 ($)
12:00noon - 1:00pm	Course 200 Lunch ($)
6:15pm - 7:15 pm	Course 200 Reception ($)

WEDNESDAY, NOV. 7
7:00am - 6:00pm	Registration Open
8:00am - 6:00pm	Course 200 ($)
8:00am - 10:00pm	Leadership Conference*
6:00pm - 8:00pm	SIORF Executive Committee *

THURSDAY, NOV. 8
7:00am - 6:30pm	Registration Open
8:00am - 2:50pm	Course 200 ($)
9:00am - 10:50am	Membership Development & Retention Committee
	Membership Standards Committee *
	Nominating Committee *
	Professional Standards Committee *
	Specialty Practice Board Committee *
11:00am - 1:00pm	Lunch
11:00am - 12:50pm	New Member Orientation & Lunch sponsored by DP Partners *
11:00am - 3:00pm	SIORF Board of Trustees
11:30am - 2:50pm	Women's Networking Spa Event
1:00pm - 1:50pm	Chapter Admissions Chair Training
1:00pm - 2:50pm	Audit Committee *
	Benefits & Services Committee
	Convention Education Committee
	Faculty Committee
2:00pm - 2:50pm	Admissions Committee *
3:00pm - 5:00pm	Opening General Session (CE) sponsored by Spectrus
5:15pm - 6:15pm	10/20/30 Year Reunion *
	President's Reception *
	New Member Reception *
6:30pm - 8:30pm	Opening Cocktail Party sponsored by Panattoni

FRIDAY, NOV. 9
7:00am - 7:00pm	Registration Open
7:00am - 8:20am	COPs Networking Breakfast *
7:00am - 8:30am	Breakfast in Exhibit Hall
	Exhibit Hall Open
8:30am - 10:30am	Concurrent Specialty Practice Boards (CE): Choose 1 of 3
	1. Investment (CE)
	2. Distribution & Logistics (CE)
	3. Tenant Representation (CE)
8:30am - 10:30am	Membership Council *
	Past Presidents Advisory Council *
	Education Council *
10:40am - 12:00noon	Concurrent Educational Sessions (CE) Choose 1 of 4
	1. Adaptive Reuse (CE) Sponsored by Clayco
	2. "Looking for Mr. Goodbuilding" (CE) Sponsored by Weingarten
	3. Risk Management for the Commercial Real Estate Agent (CE)
	4. The SIOR Tech Guru: Global Competitiveness - Technology Insights You Can Use (CE) - Sponsored by Higgins Development Partners
12:00noon - 2:00pm	Lunch in Exhibit Hall
12:00noon - 3:30pm	Exhibit Hall Open
12:10pm - 1:50pm	International Advisory Council Lunch
12:10pm - 2:50pm	COPs Business Session *
2:00pm - 3:20pm	Concurrent Educational Sessions (CE) Choose 1 of 4
	1. How to Compare the Best Deals for your Clients (CE)
	2. Liquidity and Today's Commercial Real Estate Market (CE) sponsored by Opus
	3. Negotiating Skills for Commercial Real Estate Brokers (CE)
	4. Using Integrated Marketing Communications to Create a Personal Brand (CE)
3:30pm - 5:30pm	General Session (CE) sponsored by ProLogis
5:30pm - 7:00pm	Exhibit Hall Open
5:45pm - 6:45pm	Bull 'n' Beer Reception in Exhibit Hall - sponsored by Clayco
7:00pm - 10:00pm	Anheuser-Busch Brewery Tour sponsored by Clayco

SATURDAY, NOV. 10
7:00am - 3:30pm	Registration Open
7:00am - 8:30am	Breakfast in Exhibit Hall
	Exhibit Hall Open
7:00am - 8:30am	SIOR "Young Professionals" Breakfast
8:30am - 10:30am	Budget & Finance Committee *
8:30am - 10:30am	Concurrent Specialty Practice Boards (CE): Choose 1 of 3
	1. Brokerage Management (CE)
	2. Corporate Services (CE)
	3. Land (CE)
10:40am - 12:00noon	Roundtables (CE)
12:00noon - 2:00pm	Lunch in Exhibit Hall
	Exhibit Hall Open
12:10pm - 3:10pm	Executive Committee *
12:30pm - 1:30pm	Exhibitor Raffle in Exhibit Hall sponsored by Clayco
2:00pm - 3:20pm	Concurrent Educational Sessions (CE)
	1. Anatomy of a Commercial Real Estate Purchase and Sale Agreement (CE)
	2. How to Use CRM to Build your Business (CE) sponsored by J. J. Barnike Limited
	3. Investment Property Marketplace (CE) sponsored by Ware Malcomb
3:30pm - 5:30pm	Closing General Session (CE) sponsored by GE Real Estate
5:30pm - 6:00pm	CE Exams & Formalities (CE)
6:30pm - 9:30pm	Board of Directors Business Meeting

($) = additional funds required
(CE) = continuing education
(*) = closed meeting / by invitation only

Educational Sessions

THURSDAY, NOV. 8

3:00pm - 5:00pm	Opening General Session: A Whole New Mind (CE) Sponsored by Spectrus Real Estate Group Speaker: Daniel Pink Click here for bio AUDIO (Speaker Only): Click here! AUDIO (Entire Session): Click here! Doctors. Lawyers. Engineers. That's what our parents told us to be when we grew up. But were Mom and Dad right? Actually, the future belongs to a different kind of person with a different kind of mind, people like artists, inventors, storytellers, caregivers. These right-brained people are the next business elite - the women and men who will power your organization. In this entertaining and provocative presentation, best-selling author Daniel Pink surveys evidence from around the world to reveal how the forces of Abundance, Asia, and Automation are nudging us into an era defined not by traditional "knowledge workers," but by creators and empathizers. He explains what this transformation means for your organization - and he offers hands-on tools and tips, as well as real-life examples, for how you can navigate this new terrain. Pink will show you: - Why "high tech" abilities are giving way to "high concept" and "high touch" talents - The six essential aptitudes necessary for thriving in this emerging world - Why the widespread search for meaning is perhaps the greatest recruiting challenge - and the largest business opportunity - of our time


FRIDAY, NOV. 9
8:30am - 10:30am	Concurrent Educational Sessions (CE) Choose 1 of 3

	1. Investment Specialty Practice Board: Competing with your Clients: Investing for your own Account (CE) AUDIO: Click here! SPB Leaders Chair: Mark B. Goode, SIOR, Venture One Real Estate Vice Chair: Michael K. Houge, SIOR, Upland Real Estate Group Guest Speakers: Whitfield Hamilton, SIOR, Panattoni Development Co. David Harker, SIOR, First Industrial Realty Trust Bradford L. Kitchen, SIOR, Alterra Real Estate Advisors Charles Klatskin, SIOR, Lee & Klatskin Assoc. Attend this session to discuss challenges and solutions to include: Confidentiality with information learned from a brokerage assignment. Representing a tenant for a development or property you own. Cooperating with other brokers in the market when you may be an owner. Will being an owner in the market cost you commission dollars and listings?
	2. Distribution & Logistics Specialty Practice Board (CE) SPB Leaders Chair: F. Daniel Batten III, SIOR, NAI Batten & Moore Vice Chair: Fritz A. Kauffman, SIOR, Colliers Turley Martin Tucker Guest Speakers Part I Paul Bowman, Hogan Dedicated Svcs. John McHugh, Logistics Management Solutions Mr. Hogan, Hogan Dedicated Logistics Jesse D. Moose, Norfolk Southern Corp. Steve Spiess, Hogan Transports Dennis Wilmsmeyer, Tri City Regional Port AUDIO (Part 1 of 2): Click here! The Distribution and Logistics SPB will be divided into two parts. Part I will focus on “Rails, Roads and Rivers.” The Global Economy depends on the Midwest’s rivers, rails and roads. Attendees will acquire the perspectives of a panel of specialists in the Midwest’s rivers, railroads and roads (truck transportation), and how the Midwest fits into the Global Economy. *Guest Speaker Part II* *- In the World of Logistics, is There Life Beyond the "Big Six Markets?"* James L. Dieter, SIOR, CB Richard Ellis Click here for bio AUDIO (Part 2 of 2): Click here! The ever changing dynamics of global trade is changing the North American landscape with a new focus beyond the huge markets of LA, Chicago, New Jersey,Toronto, Dallas and Atlanta to now include "emerging markets." Only a few years ago these new markets were not on the radar screens of many. They were considered large risks to enter for developers and institutions and had cap rate concerns with exit strategies challenges. Learn about these "emerging and new markets" so as to better advice your clients on why they should be there including the risks that come along entering such a market.

	3. Tenant Representation Specialty Practice Board: Making More Money: Business Model Differentiation and Avoiding Conflicts of Interest (CE) AUDIO (Part 1 of 2): Click here! AUDIO (Part 2 of 2): Click here! HANDOUT: Click here! SPB Leaders Chair: Andrew B. Zezas, SIOR, Real Estate Strategies Corp. Vice Chair: Nora Hogan, SIOR, Transwestern Commercial Svcs. *Guest Speakers* J. Leonard Caldiera, SIOR, The Staubach Co. Lance C. Ross, SIOR, Ross Property Advisors Raymond C. Walker, SIOR, The Walker Cos. Experienced tenant reps, and those interested in learning may wish to attend this session to learn: (1) Alternative business models, (2) Answers to "What business should I be in?" (3) How to provide a conflict free service model
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10:40am - 12:00noon	Concurrent Educational Sessions (CE) Choose 1 of 4

	1. Adaptive Reuse (CE) - Sponsored by Clayco AUDIO: Click here! HANDOUT: Click here! Moderator: Sydney V. Hamber SIOR, J.J. Barnicke *Panelists:* Stephen C. Asbury, SIOR, Commercial Industrial Real Estate Assoc. Trey Hollingsworth, Hollingsworth Capital Partners Daniel E. Smith. SIOR, Big Industrial There really is an afterlife for old industrial buildings. Because a building is tired, worn and functionally obsolete does not mean it can’t be brought back to life. Sometimes the owner of a derelict property might be a major corporation. Rather than knock the building down or sell to the Big Box stores, they might want to “leave a legacy” as good long-standing corporate citizens. This can help redirect the thinking process during marketing. Attend this session for real-life examples of successful adaptive reuse.

	2. "Looking for Mr. Goodbuilding" (CE) - Sponsored by Weingarten AUDIO (Part 1 of 2): Click here! AUDIO (Part 2 of 2): Click here! Moderator: David A. Drummond, SIOR, Colliers Intl. Panelists: Byron Pinckert, Hill, Pinckert Architects (HPA) Tony Perez, Oltmans Construction Co. The Logistics, Warehouse and Distribution businesses are in constant change requiring careful consideration and re-thinking of what is needed in today's ( and tomorrow's) industrial buildings. Where is your property owner's money best spent in refurbishing existing properties will also be discussed. Byron will walk us through a quick understanding of design for today and future warehouse distribution buildings followed by Tony's analysis of the cost ramifications involved. We will also discuss, time permitting, some "green building" considerations and the cost/savings benefits associated with them. A healthy Q&A is encouraged.

	3. Risk Management For the Commercial Real Estate Agent: (CE) Mike W. Smith, Axis Insurance AUDIO: Click here! In this session, Mike Smith will address current liability issues affecting commercial real estate companies including claims scenarios and risk management techniques for mitigating risk. He will bring insight into current trends and new risks associated with the internet and the changing role of the commercial real estate agent. Among the topics he will including will be the non traditional real estate services such as Corporate Services, Tenant Representation, Real Estate Advisory Services and Portfolio Management. Mike Smith, President of Axis Insurance Services has insured hundreds of commercial real estate firms in almost every state. His keen insight will help you manage your business more effectively and help mitigate risk.

	4. The SIOR Tech Guru: Global Competitiveness Technology Insights You Can Use (CE) - Sponsored by Higgins Development Partners AUDIO (Part 1 of 2): Click here! AUDIO (Part 2 of 2): Click here! Jim Young, Realcomm What does a developer in Dubai have to do with New York City or an owner in Sydney have to do with San Diego...the short answer is A LOT! A quick look at the local news or nightly news shows how small the world has become and how global business can impact us at home. To understand the opportunities and avoid the pitfalls of a global real estate market, today’s professional needs to better understand what lies outside our boundaries and equally as important, what tools allow them to navigate this new business landscape. To put this into perspective, most SIOR's have made their living providing commercial real estate services for a country of 300 million. Can you imagine the opportunities when the rest of the world, another 6.7 billion, build office buildings, malls, industrial parks and multifamily projects. The opportunities are endless if the right perspective is gained and the right business tools are put into place. Jim Young will provide you with the great insight at this annual presentation on the opportunities both near and far, found at intersection of technology/innovation and commercial/corporate real estate.
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2:00pm - 3:20pm	Concurrent Educational Sessions (CE) Choose 1 of 4

	1. How to Compare the Best Deals for your Clients (CE) AUDIO: Click here! Pete Johnson, Spectrus Real Estate Not all cash flows are created equal. Learn how to analyze cash flow projections for real estate investments and easily discern cash flow projections and communicate to your clients the best options fitting to their needs.

	2. Liquidity and Today's Commercial Real Estate Market (CE) - Sponsored by Opus AUDIO (Part 1 of 2): Click here! AUDIO (Part 2 of 2): Click here! HANDOUT: Click here! Robert J. Nahigian, SIOR, Auburndale Realty This session is an all encompassing US review of the last 24 months of investment capital. What types of properties have been more attractive to investors? How has other investment options compared to real estate returns? Where is the money today and who has the money for investments? Can cap rates get any lower? Who is buying at these high prices? A review of the national market will be presented with a truth to the home loan default picture. Are home loan defaults impacting the capital market? There will be a review of the international liquidity influence with US commercial properties. What countries and cities are attracting the capital? Has the US lost its attractiveness to international real estate investors? What countries are the investors originating from and what types of properties are they buying?

	3. Negotiating Skills for Commercial Real Estate Brokers (CE) AUDIO: Click here! Daniel C. Eshbaugh, GE Real Estate As a follow up to the Socratic Selling course, this breakout will highlight a new course by GE Real Estate to SIOR Chapters. Learn about personality styles, methods to overcome conflict and objections in a fast-paced interactive course.

	4. Using Integrated Marketing Communications to Create a Personal Brand (CE) AUDIO: Click here! Tim Ruffin, SIOR, Colliers Intl. Attend this session to find out how to create a personal brand using media relations, advertising, public speaking, newsletters, networking and your website.

3:30pm - 5:30pm	General Session - ProLogis Speaker Series Presents: Moneyball: Lessons for Life and Business from Baseball's Best General Manager (CE) Sponsored by ProLogis Audio recording not permitted by speaker. Speaker: Billy Beane Click here for bio Combining a down-to-earth style, humorous anecdotes, and concrete lessons for business success, Billy Beane is a celebrity speaker with a difference - real content that will help you to become a more effective manager and leader. Billy will explore his approach to management - an approach that is a stunningly successful example of identifying undervalued assets and using these to create and sustain a competitive advantage. He will share a wealth of practical advice on how to compete with opponents who have more money than you. It is an inspiring tale of brains over brawn, and will help you to achieve greater success in both your personal and professional life.

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SATURDAY, NOV. 10

8:30am - 10:30am	Concurrent Educational Sessions (CE) Choose 1 of 3

	1. Brokerage Management Specialty Practice Board: Controlling Operating Costs, the Efficient Operation of a Brokerage Company (CE) AUDIO: Click here! POWERPOINT SLIDES: Click here! HANDOUT: Click here! SPB Leaders Chair: J. Michael Boyd, SIOR, Boyd Commercial Vice Chair: David A. Prior, SIOR, The Klabin Co. Panel of three SIORs will discuss their firms’ fiscal operations and review the recent Operating Expense Survey results. The group will then breakout into discussion groups based on firm size.

	2. Corporate Services Specialty Practice Board: The Increasing Role of the Corporate Services Provider in Corporate Governance (CE) AUDIO (Part 1 of 2): Click here! AUDIO (Part 2 of 2): Click here! SPB Leaders Chair: James L. McDonald, SIOR, Group 100/Jim McDonald Vice Chair: Paul R. Lehrer, SIOR, Lehrer & Feuerman *Guest Speaker* Dr. Peter Linneman, Linneman Associates Dr. Linneman will bring together his experience in the two arenas of real estate economics and corporate governance to highlight the increasingly strategic importance of corporate real estate.

	3. Land Specialty Practice Board: “Got Dirt?” (CE) AUDIO: Click here! SPB Leaders Co-Chair: Robert J. Dikman, SIOR, The Dikman Co. Co-Chair: J. Leonard Caldeira, SIOR, The Staubach Co. Co-Chair: Ray Oczak, SIOR, Winner's Edge *Guest Speakers* Jonathan Hinds, SIOR, Duke Realty Investments Steven A. Kozarits, SIOR, Scannell Properties Donald C. Land, Balke Brown Associates John Pitcher, Opus Northwest Corp. Attend this session and hear St. Louis area developers review expectations for their most recent land acquisitions. Now that “they’ve got dirt,” what are they planning to do with it? Why buy there? What dictated the size of the project? Their plans? Their timing? We plan to talk about it all.
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2:00pm - 3:20pm	Concurrent Educational Sessions (CE) Choose 1 of 3

	1. Anatomy of a Commercial Real Estate Purchase and Sale Agreement (CE) AUDIO (Part 1 of 2): Click here! AUDIO (Part 2 of 2): Click here! James A. Hochman, Esq., Coman & Anderson This presentation offers an understanding of both business and legal issues in a commercial real estate purchase and sale agreement, for a commercial broker to assist the client and counsel in negotiating a successful contract. The presentation will connect legal issues with money issues, and offer perspective on how these issues overlap.

	2. How to Use CRM to Build your Business (CE) - Sponsored by J. J. Barnike Limited AUDIO (Part 1 of 2): Click here! AUDIO (Part 2 of 2): Click here! HANDOUT: Click here! Moderator: James M. Brown, SIOR, Hawaii Commercial Real Estate *Panelists:* William S. McCullough, SIOR, Chesapeake Real Estate Grp. Carl G. Russell, SIOR, George J. Smith & Son Real Estate Mark J. Duclos, SIOR, Sentry Commercial Real Estate Svcs. Our business is about building and nurturing relationships. Do you want tips on how to better your relationship building and nurturing? This panel presentation will feature SIORs demonstrating how they use computer based CRM (Client Relationship Management or Contact Management) systems to enrich and extend their relationships with past, current and prospective clients. These techniques apply regardless of what software you use, whether it’s Microsoft Outlook, Palm Desktop, ACT!, REA, Goldmine, RealHound, SalesForce.com, RE Apps or some other system.

	3. Investment Property Marketplace (CE) Sponsored by Ware Malcomb No audio available. Mark B. Goode, SIOR, Venture One Real Estate Charles Klatskin, SIOR, Lee & Klatskin Assoc. Herbert L. Krumsick, SIOR, J.P. Weigand & Sons Roy L. Splansky, SIOR, Venture One Real Estate The investment market continues to thrive, and this season will prepare you for today's and tomorrow's opportunities. Bring your property brochures and "haves" and "wants" to this interactive and fast-paced session.

3:30pm - 5:30pm	Closing General Session (CE) Sponsored by GE Real Estate Speaker: Peter Linneman Click here for bio AUDIO (Speaker Only): Click here! AUDIO (Entire Session): Click here! Economic Outlook for Commercial Real Estate Where are real estate markets today? Overpriced? Below replacement cost? Exposed to a recession? Roaring ahead full speed? These and all your questions will be answered in simple and understandable language by renown real estate guru, Dr. Peter Linneman.

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