Michael Rozender

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Discover Mobility Applications

• Michael Rozender
• Consultants InternationalJanuary 22, 2008

Sponsored by
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When Broadband Wireless Networksenable mobility
of the commercial real estate agent, Opportunity
Knocks!
Private Hotspot
Agents Wireless Network
Public Hotspot
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Client/Project Background

• Major Industrial/Commercial Real Estate Brokerage
  Firm
• Predominant in the U.S. Three large regional
  offices in the east, central and west with over
  100 branch offices
• Most of the corporate overhead costs were admin
  staff and rent for prestigious office space and
  facilities
• The initial plan was to take costs out by closing
  offices, reducing admin staff, and leveraging
  tele-work, nomadic mobile communications
  technology
• Initially this plan was rejected by the corporate
  partners

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People Process Challenges

• CIO reports to CFO. The CEO is a major league
  broker and deal maker NOT technology oriented
• CFO was adamant that the plan must work but
  wasnt prepared to be the champion
• 5 year worst case scenario forecast showed they
  were headed for insolvency
• U.K. stakeholders didnt understand the finality
  of a sale using mobile communications, unique to
  the U.S. market
• Agents were quite partial to the style comforts
  of their luxurious offices werent keen to go
  virtual
• They considered themselves to be master sales
  producers, marketing strategists and negotiators
  didnt want to be computer jocks or wireless
  geeks

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The Major Issue

• The CFO eventually convinced the CEO that he
  needed to be that champion
• Best thing the CEO could say to his agents
• If I can use this technology, then anyone can

• Convinced the CFO that his influence was needed
  to motivate incent the champion

There was no Project Champion for this Do
More with Less opportunity

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Technology and Application Challenges

• Needed ubiquitous wireless broadband networks in
  the field
• Needed hard copy print outs and faxes
• Needed to easily transition agents between
• Tele-worker from their home office to
• Nomad at a Client office, Kinkos or Starbucks to
• Mobile enabled in their vehicle or on the street
• Agents needed easy to use comparison tools for
  listings
• Needed off-line client/agent meeting and
  collaboration tools

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Set up a trial using

• Kinkos/Fedex, Starbucks and iPass hotspots
• T-Mobile notebook cards, voice data plans
• VPN encryption security corporate network with
  Radius/IPSec authentication
• Customized Commercial/Industrial Listing
  Comparison software

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Results

• A few agents didnt adapt some left for
  competitors
• Negative rumors that the business was in trouble,
  circulated to potential clients
• Expenses at Starbucks went up 100 fold !
• Cell phone problems coverage, battery life,
  broken, lost, etc.
• VPN client software headaches

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Results (Continued)

• Overall sales commissions went up almost 20 in
  first year although about half of that could be
  due to improved market conditions
• Corporate profits and dividends for the partners
  rose to never seen before levels !
• Other soft benefits trickled in fewer meetings,
  less water cooler talk, more time to promote to
  prospects
• Subsequent turnover of agents much less than in
  previous years churn continues to go down
• Now they are able to attract the young new, very
  independent breed of tech savvy agent
• Deployed an early example of UM Every agent has
  One number, One Voice Mail box, One e-mail
  address

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Enhancement Plans

• VPN mini hardware device in trial looks
  promising
• Plug Play VoIP phone for home office e.g.
  Mitels Your Assistant
• Upgrade to 802.11n cards networks
• WiMax based services to be evaluated metro
  sized ubiquitous footprints
• Migrate to a single handheld standard in the
  field Need tighter integration of
  listing/comparison apps, better size/quality
  image displays, printouts still needed
• Location based services for proximity searches
  while the agent is in the area, could be very
  useful

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Let me know if I can help make Wireless Broadband
Mobilityopportunities work for you your
clients!
Q A
mr_at_rozender.com 905-815-9414
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Thank you
Michael Rozender Rozender Consultants
International
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