John R. DeGrinis of The Seeley Company in Encino was elected in November to lead the Association in 1999. John has been a member of the AIR for 8 years and has been on the Board of Directors for 7 years. He has served as Long Range Planning Chair, Education Chair, Secretary/Treasurer, MULTIPLE Director, Forms Chair and Orientation/Membership Chair.

Other Officers installed for 1999 include:

Wm. Clint McMorris, The Seeley Company, Torrance, President-Elect

Clifford M. Reston, Real Property Advisors, Encino, Vice President and Education Chair

Ross W. Thomas, Delphi Business Properties, Van Nuys, Vice President and MULTIPLE Director

Allan Maxwell, DAUM Commercial, Los Angeles, Secretary/Treasurer

The Directors include the following:

Becky Blair, Blair Commercial Real Estate

James E. Brown, Valencia Corporation

Stephen R. Cramer, The Seeley Company

John C. Earnhart, Lee & Associates

I Hassan, The Quantum Associates

Lewis C. Horne, CB Richard Ellis

Craig B. Johnson, Leonard & Ohren

Don L. Manning, CB Richard Ellis

Leslie L. Munger, T. F. Merrick Company, Inc.

Edward L. Smith, Matlow-Kennedy Commercial

James K. Sullivan, The Klabin Company

Wm. Bradford Vickrey, DAUM Commercial

Thomas L. Walsmith, Commercial Property Group

Laurie L. Wixted, The Wixted Group

"Today, everyone has access to information. So, what's important is the ability to develop and strengthen relationships in business via the Internet," says Peter Pike, president of PikeNet Directory of Commercial Real Estate. The PikeNet Directory includes more than 2500 web sites of commercial real estate owners and service providers globally.

Speaking at a recent seminar presented by the AIR, Pike urged brokers, developers and other commercial real estate professionals in attendance to place a web site for their business on-line "tomorrow."

"The real reason for brokers to develop web sites is to save yourself time, to form relationships before you walk in the door, and to solidify existing ones," said Pike.

Stating that web sites represent a complimentary marketing took, Pike added: "Web sites enable you to communicate 'this is who I am, this is what I do, and this is who I represent.'"

Discussing what makes a good real estate web site, Pike cautioned, "Just because you can do it, does not mean you should." He cited a major national company's failed attempt to charge for listing properties on their web site.

Among web site success stories, Pike mentioned ARCS making loans to property owners over the Internet in a matter of days; Oxford Properties posting stacking plans of space in all their buildings, and Levin Management bidding jobs over the net via the "Blue Book."

Pike emphasized that one of the main purposes of using a web site is to establish "branding." "A web site can give character and personality to your company, and can give a clear sense of who you are while putting your clients at ease."

The first thing to do, explained Pike, is to put your company brochure on line, enhanced by success stories and testimonials. Other standard items include your headquarters address and phone number, a professional directory and biographies of key personnel, market research data, and property listings.

"Be sure to build interactivity into your web site because people won't go back to it unless new information constantly appears, such as a tour sheet of a property. Give clients different passwords to access interactive data," Pike suggested.

Pike identified several current and future trends in the web site world. Current trends include e-mail rules ('you'll fall behind if you're not developing e-mail mailing lists"); the on-line data explosion, including news, which is virtually free; the property listings "battleground", some free and some subscription, some regional and others national; electronic linkings i.e. Intranet/Extranet for your "strategic allies", and real e-commerce.

Future trends, added Pike, include personalized web sites, net meetings, video tours, and electronic transaction closings.

Commenting on how to launch a web site, Pike said it's not rocket science, but that selecting the right web designer is critical. "It's like picking a doctor or lawyer; you have to be comfortable with the individual." He said a $5000 to $10,000 udget is the norm to launch a site.

Responding to a question from the audience as to where all this leaves brokers, Pike said:

"It's ridiculus to think that brokers will be replaced. Clients won't become familiar with on-line data, so they will always need someone to take raw data and put context around it. Brokers, therefore, provide real value," he concluded.

TROWBRIDGE FIRM COMBINES LAW, REAL ESTATE FOR UNIQUE SERVICE

According to Gene Trowbridge, JD, CCIM, an owner of the firm, every four years an agent or broker in California must completed 45 hours of education to keep their license active.

"Most courses are written for the residential agent, since there are approximately 300,000 real estate licenses in California, and perhaps only 20,000 of those do commercial/investment real estate. It’s a relatively small market that requires a boutique product," says Trowbridge.

Being able to take courses that are meaningful and relevant, and not have to sit through six full classroom days is a real plus for members of AIR, says Trowbridge.

Trowbridge and his partner, Robert Able, Ph.D, have over 18 years of teaching and writing experience in CCIM and GRI courses nationally and locally. Both are practicing commercial/investment brokers.

Trowbridge has been involved in the real estate business since 1971. He was admitted to the State Bar of California in 1994 and specializes in real estate law.