Choosing a REIT Management Team

Real estate in Canada is a business that requires active management in order to enhance value, increase yield and reduce risk to investors. Real estate investment trusts are dedicated to increasing rental income by increasing occupancy rates, enhancing the value of the property, and thereby, over time, commanding higher and higher rental rates. REIT management teams typically try to maintain current occupancy without interruption and renew existing tenants in order to reduce leasing costs and therefore ensure higher distributions. At the same time, a REIT management team will focus on providing affordable business premises for tenants to prevent turnover, and ensuring this affordability means keen attention to providing good value and service through spending on operating costs.

REITs typically feature a professional team that manages a diversified portfolio of high quality office and industrial assets in different locations. A REIT is focused on managing and growing growing a stable cash flow that generates sustainable returns by adapting our strategy and tactics according to constantly changing conditions in the real estate industry and the greater economy. A REIT management team typically works hard to build a growth-oriented portfolio of properties, with the end result of ensuring that unitholders (investors) receive sustainable cash distributions over long periods of time. A REIT management team also ensures that the activities of the trust adhere to appropriate legislation, and that distributions are well documented for tax purposes. All of this management oversight ensures healthy, sustainably returns, as well as due diligence that offers unitholders trust, confidence and certainty.

A REIT management team also develops and executes a strategy in order to provide a solid platform for stable and growing cash flows. Portfolios are usually composed of office, commercial or industrial space in concentrated key markets. Managers make sure REIT properties are ideally located, suitably priced and are able to produce consistent cash flow that increases over time. A strong team of should be entrepreneurial property managers who are highly experienced in the real estate professionals Focused on achieving increasing sustainable revenue and cashflow from REIT assets is always a top priority.

REIT managers will also work hard to diversify portfolios to mitigate risk – growth is achieved by continuously seeking properties that enhance the overall portfolio of the trust. As well, strong tenants help mitigate risk and also ensure the sustainability of distributions. REIT management teams should also operate the business in a disciplined manner; financial analysis and balance sheet management will help maintain a prudent capital structure.

Singers, Bands & the Artist Management Team

As singers and bands compete for the ears of music industry pro’s, hoping to become the next greatest pop icon, mangers and the relationships with their acts have become increasingly important. With the evolution of technology, the internet and fledgling record labels, trying to compete for the next money making act, you can be sure that artist managers have their plates full sifting through myriads of press kits and demos trying to pick the needle out of the haystack.

With each demo that is sent out, artists wait in anticipation of what might become their next step in their artist career pathway. Most of the time, however, the group or singer is met with the, “Thanks for your submission, but no thanks,” letter at the door. What can singers and bands do to increase their odds of developing a relationship with an artist manager? Good question – Let’s look at some ideas and concepts that you can put to work as you try to move your career forward.

As a former talent booking agent with the William Morris Agency and as the owner of, I can tell you that one of the biggest walls that is built between artist managers and acts is a singer or group that is not prepared. They want the representation, but not the responsibility and financial demands that are placed upon them in the initial phase of their careers. They want someone to hold their hand and make it happen for them before they have sunk initial investments whether time, money or emotional investments that being maturity and basic music business knowledge and understanding. With this wall up you can forget it. There’s too much competition out there for a manager to waste their time – Would you? – Of course not and neither will they. Therefore, you make it your first priority to be prepared.

How do you prepare yourself or your band you ask? – Great question. Start with your music. Is your music the same run of the mill sound that’s already out there at countless levels? Does your music or style lend itself to marketing, or can if be differentiated from scores of others already signed to the majors? Be honest here. Quite honestly many individuals or acts have copied the sound of some other act and have not fully matured into developing their own sound. There’s nothing wrong with having musical influences, every act out there will tell you who has captured their musical hearts, but your sound has got to sound like you.

What does your press kit look like that you are sending out? Is it self-produced with fairly good looking pictures, bios, etc, or is it even a step below that? Your press kit has to shine and grab the attention of your music industry pros or you can forget it. Consider having your press kits reviewed and re-worked where necessary. You’re really missing the ball if you don’t have not only a professional looking press kit, but one that is specifically designed to get your act through the obscure doors of the music industry.

What are you doing now that is worthy of representation? Is it a dream or a real concrete musical idea that will grab the hearts of your listeners? Your listeners have to fall in love with your music. All it takes is one individual with a little clout at a record label to fall in love with your music for them to start talking you up in the halls. And with a little clout, nobody wants to be on the wrong side of the aisle on any given project, so therefore, the ball starts to roll. That’s how it usually works and good managers know this.

When you start out looking for a good manager you want to find out as best you can how authentic, honest and obviously go-getters they are. When you start to approach managers, understand that they only have so much time and resources. Da you say. Well put that information into practice. As you approach managers, what can you do to not only make their lives and jobs easier, but to let them know that you are not a “taker.” Do you know how many individuals, on a regular basis, who approach us wanting to be stars, who want us to invest all of our time and resources without offering anything in return? – Countless. Don’t do that. Offer something to your manager. Offer to help pay for the phones, press kits, postage, etc on behalf of your act. Now you’ve got the attention of the manager. He or she now knows that you are not a taker and are a serious contender in the music industry campaign. Never thought about that did you?

When you start to approach managers, your press kits, as previously detailed, need to exude professionalism. You will want to include a logo that has been specifically designed for you or your act. This logo should be remember able and characteristic of the emotional tone you want the act to initially portray and look like. Put this logo on all of your material including websites, pictures, bios, CD’s, etc. Don’t send out press kits without a logo. There is a lot of software out there to help you with logo creation, but if you need further help you may contact us or 615-300-5030 and we can help you with it.

In closing your approaching artist managers with the “We’ve got a great attitude and would like to do our part,” mentality will go along ways. Make sure that the demos you are sending out, are worthy to roll down the halls of the record labels with artist press kits that shine and show detailed experience and marketing knowledge sure to grab the attention of A&R directors. Do your part and hopefully one day an artist manager will do theirs on your behalf.

What is the Most Effective Quality Within Your Sales Management Team?

Sales has always been a team effort even if you are one person team because your potential customer (a.k.a. as prospect) is also a member of your team. If you could identify the qualities of an effective sales team, what would you consider those to be?

Would you say:

  • Sales skills?
  • Marketing maneuverability?
  • Attracting attention?
  • Inciting interest?
  • Developing desire?

Yes, these are all necessary qualities of an effective sales team, but not, in my opinion, the most effective one. Before I share that with you, what does the word effective mean to you. For me, it is doing the right thing. Some confuse effective with efficient and that means doing things right.

Legendary Coach Vince Lombardi began each football practice season by holding a football in his outstretched hand and making this simple statement: “Gentleman, this is a football.” Under Lombardi’s years, the Greenbay Packers only had 5 offensive running plays. However because they executed these plans flawlessly, they were able to consistently win game after game.

Flawless execution is the most effective quality for any sales team. When you consistently execute your overall sales process that marries marketing and selling skills together, you will always increase sales except for those unique events that are outside of your control such as 9/11 or the international financial meltdown in the fall of 2008.

Of course if you do not have an overall strategic action plan, separate marketing, sales, customer loyalty, financial, growth & innovation and management & leadership plans, written goals for each of these plans and time to practice flawless execution, then your team will start coming apart at the seams. Possibly, you may also need to assess your team to determine the actual talents within your team as well as to what motivates individual team members to take action.

Sometimes by returning to the basics, as Coach Lombardi did every practice season, your sales team can increase sales. Who knows those in sales management may also have a lot less stress given that 40 to 70% of all sales targets are not achieved.