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Property Research, Analysis and Evaluation
Introductions
• Your Name• Where You Work• Your Job Responsibilities• How long have you been in the Industry?• Have you ever been asked to research and
suggest solutions for a property problem?• What are your expectations for this
program?
Property Research, Analysis and Evaluation
Today’s Agenda
• Identifying Issues and Problems• Conducting Research• Analysis and Evaluation Techniques• Finding and Supporting Conclusions• Making Persuasive Recommendations
Property Research, Analysis and Evaluation
Overview – Cognitive Abilities
• The process of acquiring knowledge by the use of reasoning, intuition or perception
• Perceiving conditions around you, analyzing problems and recommending solutions
Property Research, Analysis and Evaluation
You Already know How to Analyze!
Property Research, Analysis and Evaluation
Overview – Business Analysis
• Identifying Business Needs
• Determining Business Solutions
Property Research, Analysis and Evaluation
You will Get Answers to…….
• What current conditions present problems?• Where do I find relevant information?• How do I separate out meaningful facts?• How do I determine what the facts are
telling me?• How should my property respond?
Property Research, Analysis and Evaluation
Chapter 1
Identifying Issues and Problems
Property Research, Analysis and Evaluation
Identifying Issues & Problems - Topics• Issue or Problem?• Typical Rental Housing Issues and
Problems• Identifying Present Conditions• Link to the Owner’s Goals and
Strategies• CLASS ACTIVITY
Property Research, Analysis and Evaluation
Definitions
Issue
A subject of concern; the central or most important topic in a discussion or debate
Problem
A difficulty; a difficult situation, matter or person; a question or puzzle that needs to be solved
Property Research, Analysis and Evaluation
Industry Examples
• Issue: New apartment property nearby in lease-up• Problems: Increased need for visibility; inferior curb
appeal; poorly trained leasing staff; poorly focused market outreach
• Issue: Operating expenses exceed budget• Problems: Poor purchasing strategy; failure to use
company- approved vendors; poor maintenance skills
Property Research, Analysis and Evaluation
Some Typical Rental Housing Issues
Issues and Problems
Staff
Need for Income
Physical Structure
Owner's Strategy
Market
Residents
Property Research, Analysis and Evaluation
Activity #1
Identify potential problems or missed opportunities for your assigned issue.
Property Research, Analysis and Evaluation
Identify and List Present Conditions
Property Research, Analysis and Evaluation
Examples of “Present Conditions”
• Fantastic Weekly Activity Levels
• Too much Delinquent Rent
• Staff is not Energetic and Engaged
• Shop is messy and parts inventory is not covering usage
• The neighborhood is losing retail establishments
• Building one has been damaged by Fire
• Closing ratios are under 10%
• Maintenance follow-up calls are not made
• Property siding is uneven and warped
Property Research, Analysis and Evaluation
What are your Owner’s Goals for the Property?
A specific rate of return Regular cash flow
Tax benefits Investment diversification
Quick profit Increased property value
Improved management performance
Pride of ownership
Property Research, Analysis and Evaluation
Goals can Change!
Original Goal: Regular Cash
Flow
Market conditions shift and cash flow
diminishes
Revised Goal: Quick Profit
Property Research, Analysis and Evaluation
Sample Strategies to Achieve Goals
• Refinancing• Property Improvements• Renovation or Retrofit• Property Conversion• Property Exchange• Property Liquidation
Property Research, Analysis and Evaluation
Example Strategies
• Property Improvement
• RetrofitQuick Profit
• Conversion• Property
Improvement
Increased Property
Value
Property Research, Analysis and Evaluation
Short Term Hold - - - Long Term Flooring??
Property Research, Analysis and Evaluation
Activity #2
Present Conditions & Problems
Property Research, Analysis and Evaluation
Chapter 2
Conducting Research
Property Research, Analysis and Evaluation
Conducting Research - Topics
• Gathering Information• Taking Notes• Multifamily Rental Housing Data• ACTIVITY: DATA GATHERING• Information Overload
Property Research, Analysis and Evaluation
Print Materials
• Libraries are great places to start
• As you read, stay on track by keeping problem statement handy.
• Quick scan table of contents or index to save time.
Property Research, Analysis and Evaluation
Interviewing People• Capture experiences of people who
have had similar problems
• Compose your questions before the conversation!
• Write or record everything
• Stay on Track
• Follow-up may be necessary
Property Research, Analysis and Evaluation
Using the Internet
• Know your Purpose
• Don’t believe Everything
• Smart Search Tactics– Key words– Gateway sources
Property Research, Analysis and Evaluation
DON’T FORGET!
Use Company and Property Documents and Reports!
Property Research, Analysis and Evaluation
Other Factors to Consider
External• Economics• Social Trends• Business Activity• Employment• Roads and Access• Building Codes• Regulations
Internal• Technology• New Applications• Products and Services• Reports• Company Best Practices• Competition• Your Own Property
Property Research, Analysis and Evaluation
Tips for Taking Notes
• Use index cards or word processing to sort as
you go
• Always identify the source as you note the
information
• Paraphrase for your purpose
• Using quotes
Property Research, Analysis and Evaluation
Activity #3
• Research Practice
Property Research, Analysis and Evaluation
Information Overload!!
Property Research, Analysis and Evaluation
Looking for Meaningful Material
• Keep your Problems and Issues with you while you research
• Keep asking your 4 or 5 questions about the issue
• Keep notes separated by the topics in your 4 or 5 questions.
Property Research, Analysis and Evaluation
Wrapping Up Research
• Underline Key Words• Look for Specific Answers• Think how Ideas might
Link Together• Reject Information that is
too Detailed• Gain Confidence in your
Conclusions!
Chapter 3
Analysis & Evaluation
Property Research, Analysis and Evaluation
NOW ITS TIME TO ANALYZE
Did your research change your suggestions?
Will your final recommendations change?
Property Research, Analysis and Evaluation
Analysis & Evaluation Topics
• Analysis Defined• Preparing and Using an Outline• Preparing and Using a Concept Map• Trend spotting• Critical Thinking
Property Research, Analysis and Evaluation
Definitions• ANALYSIS – the process of breaking a
complex topic or substance into smaller parts to gain a better understanding of it.
• BUSINESS ANALYSIS – the discipline of identifying business needs and determining solutions to business problems.
Property Research, Analysis and Evaluation
Potential Solutions• Process Improvement
• Organizational Change
• Strategic Planning
• Policy Development
Property Research, Analysis and Evaluation
Multifamily Business Analysis
Present Property and Company
Conditions
Alignment with Owner’s
Strategies
Support of Suggested Solutions
Property Research, Analysis and Evaluation
Preparing and Using Outlines
Property Research, Analysis and Evaluation
Working OutlineVs.Final Outline
Typical Outline StructureI. Major Component of Issue
A. Smaller Factor of the Component1. Details
2. Details
3. Details
B. Another Smaller Factor of the Component1. Details
2. Details
II. Second Major Component of Issue
Property Research, Analysis and Evaluation
New Construction Down the Street
Review Example
Property Research, Analysis and Evaluation
The Final Outline• Add specifics to details• Check for evenness – enough detail on
each element, or did you over focus on one?
• With the right detail, this is almost your final proposal if you are making it in writing!
Property Research, Analysis and Evaluation
Sorting Major Topics• Chronology
• Cause/Effect
• Compare/Contrast
Property Research, Analysis and Evaluation
Concept Maps
Property Research, Analysis and Evaluation
Numbers or Patterns?
Traffic
Drive By 25Apt Magaz. 11Website 20Referral 6Pref Emp 2ILS-A 12ILS-B 12Billboard 2Transit Ad 1Renewal 6Direct Mail 3
Property Research, Analysis and Evaluation
Concept Maps…..• Establish Connections between Ideas you
Already Have
• Uncover new Connections
• Organize logically, but not rigid
Property Research, Analysis and Evaluation
Sample Concept Map
Property Research, Analysis and Evaluation
New Property in the Neighborhood
Closing ContestShops
TrainingStaff
Sources
Traffic
New Signage
Flags
Curb Appeal
Test Upgrades
Our Units
Preferred Employers
Outreach
Loss Leader
Our Rents
Amenities
Pet Park
New Bike
Shop Comps
Qualify?
Activity #4
Outline Or Concept Map?
Property Research, Analysis and Evaluation
TrendSpotting
Property Research, Analysis and Evaluation
Tips from Sonicbids1. Stop talking and listen
2. Look beyond your own business
3. Visit your alma mater
4. Kill your products before someone else does
5. Think “yes,” not “no”
Property Research, Analysis and Evaluation
TrendSpotting in Reports• Repetition• Once is a Charm• Knowledge is Power• External influences• Reporting• All alone
Property Research, Analysis and Evaluation
Critical Thinking
Lots of Data…
What’s important and why?
Property Research, Analysis and Evaluation
Ask Yourself• Am I too vague?• Do I have enough facts and figures to
support my plan?• Have I thought of every roadblock or
hurdle?• Do I have enough clear examples?
Property Research, Analysis and Evaluation
Critical Evaluation SkillsUse questions to
Clarify Critical Thinking
Property Research, Analysis and Evaluation
Chapter 4
How to Draw Conclusions
Property Research, Analysis and Evaluation
The Fourth Step…..
Problems and Issues
Conducting Research
Analysis & Evaluation
Property Research, Analysis and Evaluation
“Assumption”
“An assumption is a statement that is presumed to be true without concrete evidence to support it”
INC Magazine
Property Research, Analysis and Evaluation
Some Typical Assumptions• This slowdown is temporary – traffic will be back
to normal soon• This resident loves us, so our decision is safe• Our residents want “X”• Our comps can’t beat us at “Y”• We can’t afford to do “X”• We tried “X” before and it didn’t work.
Property Research, Analysis and Evaluation
As you draw your conclusions…
Check for practices, results, stereotypes and history that you may be assuming has or will happen!
Property Research, Analysis and Evaluation
Activity #5
Identify typical assumptions for each category
Property Research, Analysis and Evaluation
The Role of Logic
Property Research, Analysis and Evaluation
Are you relying on:
•Evidence?
•Facts?
•Observation?
•Inference?
Three Parts to a Conclusion• Introduction
• Body
• Recap
Property Research, Analysis and Evaluation
Writing Effective Conclusions
• So What?
• Circle Back
• Synthesize
• Action?
• Broaden
Property Research, Analysis and Evaluation
ConclusionsNever – Ever
• Overused Phrases• 1st Time for
Proposal• New Idea• New Evidence
Property Research, Analysis and Evaluation
Chapter 5
Writing Effective Recommendations
Property Research, Analysis and Evaluation
Effective RecommendationTopics• Recommendations or Conclusions?• Using Debate Skills in Recommendations• Tips for Writing Recommendation• ACTIVITY: Writing Recommendations
Property Research, Analysis and Evaluation
Property Research, Analysis and Evaluation
Research, Analysis & Evaluation Conclusions Recommendations Solutions
Our Example:
Property Research, Analysis and Evaluation
Conclusion: Inadequate service levels are costing
occupancy, income and loyalty
Recommendation: begin new
personalized service program; conduct
focus groups
Solution! Customer retention goes up,
occupancy improves
Consider Who your Audience is!
Property Research, Analysis and Evaluation
What do I want my Audience to get?
Property Research, Analysis and Evaluation
Wear the Stakeholder’s Shoes
Property Research, Analysis and Evaluation
Personal Move-In
Visit?
Property Research, Analysis and Evaluation
Using Debate Skills to Sell Recommendations
Property Research, Analysis and Evaluation
Debate Skills
Persuasive Verbal ArgumentsConfidence and Clarity
Property Research, Analysis and Evaluation
Debate Skills
Use Big Picture Perspective Counter Opposing Arguments
Property Research, Analysis and Evaluation
Debate Skills
Time Management SkillsLogical & Analytic Thinking
Property Research, Analysis and Evaluation
Debate Skills
Research Skills Reading the Audience
Property Research, Analysis and Evaluation
An Equal Balance
Research and Organize Evidence
Make Recommendations
Successful Presentation
Property Research, Analysis and Evaluation
Not Accepted???
Property Research, Analysis and Evaluation
Don’t Give Up!
Your Recommendation Checklist
• Restate the Problem(s)• Don’t Assume they think you have the
Answer!• Double-check your research• Prove your Conclusion(s)• Financially Feasible• Look and Sound Professional
Property Research, Analysis and Evaluation
The Multifamily Professional
Property Research, Analysis and Evaluation
YOU!
Activity #6
Property Research, Analysis and Evaluation
Writing Recommendations
Chapter 6
Property Research, Analysis and Evaluation
Research, Analysis and Evaluation Workshop
Workshop Instructions• Work in small groups• Select a scenario• Complete the Answer Sheet• Present your final Recommendations to
the Class
Property Research, Analysis and Evaluation
Thank You!
Begin to use Your Cognitive Skills TODAY!
Property Research, Analysis and Evaluation