Property Management pentru NPL-uri

Property Management pentru NPL-uri (REO Management) Valentin Ilie Coldwell Banker Affiliates of Romania

Agenda 1. REO Overview 2. Statement of understanding and needs 3. Delivery structure 4. Integrated delivery platform, methodology and process

Agenda 1. REO pe scurt 2. Ce este REO Management 3. Structura de livrare 4. Platforma integrata de livrare, metodologie si proces

1. REO Overview Defaulting Loans Bank must liquidate assets Taking back collateral (REO assets) Owning & managing the property (distressed) Selling the property Bank Becomes a Property Owner Not typically equipped Current trends Residential Commercial

1. REO pe scurt Credite cu probleme Banca trebuie sa vanda bunurile Banca preia bunurile Detinerea si administrarea proprietatii (distressed) Vanzarea proprietatii Banca devine detinatorul proprietatii Banca nu este pregatita logistic pentru preluare Trenduri curente Rezidential Comercial

2. Statement of understanding and needs REO Business Ideals Two Aspects to the REO Business: Disposition Management Asset Management Two Philosophies on the Transaction Sell at the highest possible return to the seller In the shortest amount of time Two Ideals on the Asset Management side Lower carrying cost / conservation Limit liability

2. Statement of understanding and needs REO Business Ideals Two Aspects to the REO Business: Disposition Management Asset Management Integration Two Philosophies on the Transaction Sell at the highest possible return to the seller In the shortest amount of time Two Ideals on the Asset Management side Lower carrying cost / conservation Limit liability

2. Ce este REO Management Doua aspecte ale Afacerii REO: Managementul tranzactiei (vanzarii bunului) Managementul Bunurilor (administrare) Doua Filozofii ale Tranzactiei Vinde la cel mai mare posibil pret In cea mai scurta perioada de timp Doua Idealuri ale Managementului Bunurilor Costuri de intretinere mai mici / conservare Limitarea pierderilor (ex. venituri din chirii)

2. Ce este REO Management Doua aspecte ale Afacerii REO: Managementul tranzactiei (vanzarii bunului) Managementul Bunurilor (administrare) Integrare Doua Filozofii ale Tranzactiei Vinde la cel mai mare posibil pret In cea mai scurta perioada de timp Doua Idealuri ale Managementului Bunurilor Costuri de intretinere mai mici / conservare Limitarea pierderilor (ex. venituri din chirii)

3. Delivery structure REO Manager Commercial/Residential ORE Property Services Portfolio Management Web-Based Reporting Valuation and Appraisal Site Inspections Broker s Opinion of Value Due Diligence Property & Facility Management Lease Administration Data Management Marketing & Creative Property Tax Consulting &Administration Document Management Disposition & Leasing Closing Management Services Auctions Project Management Market Research

3. Structura de Livrare Manager REO Servicii ORE pentru Proprietate Comerciala/Rezidentiala Management al Portofoliului Raportare pe platforma web Evaluare si Estimare Inspectii tehnice Opinia Brokerului asupra Valorii Due dilligence Management al Proprietatii Administrarea Inchirierii Management al Datelor Marketing si Creatie Vanzari si inchirieri Management de Proiect Consultarea si Administrarea Taxelor de Proprietate Managementul tranzactiei Cercetare de Piata Management al Documentelor Licitatie

3. Structura de Livrare Manager REO Servicii ORE pentru Proprietate Comerciala/Rezidentiala Management al Portofoliului Raportare pe platforma web Evaluare si Estimare Inspectii tehnice Opinia Brokerului asupra Valorii Due Dilligence Management al Proprietatii Administrarea Inchirierii Management al Datelor Marketing si Creatie Vanzari si inchirieri Management de Proiect Consultarea si Administrarea Taxelor de Proprietate Managementul tranzactiei Cercetare de Piata Management al Documentelor Licitatie

3. Delivery structure REO Management Core Alliance Team Service Delivery Directors Single Point of Contact Team Leader - Alliance Director Team Leader - Dispossition Team Leader - Property Management QUALITY ASSURANCE Brokerage Property Management Inspection & Security Services Reporting Marketing & Auctions Web - Based Reporting Bank

3. Structura de Livrare Echipa de Proiect REO Directori de Livrare a Serviciilor Punct Unic de Contact Team Leader Director de Alianta/Team Leader Disponibilitate/Team Leader Managementul Proprietatii Asigurarea Calitatii Brokeraj Managementul Proprietatii Servicii de Inspectie si Securitate Raportare Marketing si Licitatie Raportare pe platforma Web Banca

4. Integrated delivery platform, methodology and process ORE Management Process Extensive Ownership Services Capabilities Limit Costs to Carry & Exposure to Liability Enhance Disposition Opportunities 1. Transition Plan 2. Staffing and Performance 3. Inspection and Maintenance Plan 4. Repair and Preventive Maintenance 5. Service Call Log-in System 6. Subcontracting Plan 7. Relations and Communications Plan 8. Customer Oversight of Facility Support Services 9. Risk Management / Safety Plan 10. Emergency Plan 11. Environmental Compliance Plan 12. Budgeting Control, Financial Review and Operational 13. Disaster Recovery Plan 14. Record Keeping and Administration 15. Quality Control and Compliance Review Programs

4. Platforma integrata de livrare, metodologie si proces Procesul de Management ORE Capacitati Extensive de Servicii de Proprietate Limitarea Costurilor de Intretinere si Expunere Cresterea Oportunitatilor de Vanzare 1. Plan de Tranzitie 2. Personal si Performanta 3. Inspectie si Plan de Intretinere 4. Reparatii si Intretinere Preventiva 5. Help desk 6. Plan de Subcontractare 7. Relatii si Plan de Comunicare 8. Supravegherea Serviciilor de Suport a Facilitatilor de catre Client 9. Managementul Riscului / Plan de Siguranta 10. Plan de Urgenta 11. Plan in conformitate cu mediul inconjurator 12. Controlul Bugetului, Analiza Financiara si Operationala 13. Plan de Redresare de la Dezastru 14. Administrare si Pastrarea Registrelor 15. Controlul Calitatii si Analiza Respectarii Planului

4. Integrated delivery platform, methodology and process REO PROCESS STRATEGY Portfolio Consulting Acquisition Services Disposition Services Property & Facilities Management Lease Administration Project Management Closing Services Data Compilation Vs Key Performance Indicators Reports Monthly Review Relocation Services Appraisal Services

4. Platforma integrata de livrare, metodologie si proces Strategia de Procedura REO Consultarea Portofoliului Servicii de Achizitie Servicii de Vanzare Managementul Proprietatii si Facilitatilor Administrarea Inchirierii Management de Proiect Trierea Datelor vs. Indicatori Cheie ai Performantei Rapoarte si Analize Lunare Incheierea Serviciilor Servicii de Relocare Servicii de Evaluare

4. Integrated delivery platform, methodology and process REO PROCESS STRATEGY Reporting & Key Performance Indicators (KPIs) Reporting Format Standardization Pre-determined KPI s Metric Integration Service Application Critical to Quality Perspective Metrics Quality Assurance Customer Satisfaction Report Cards Quantitative and Qualitative REO SOFTWARE SOLUTION Bundle Book

4. Platforma integrata de livrare, metodologie si proces REO PROCESS STRATEGY Raportarea si Indicatorii Cheie ai Performantei Reporting Standardizarea & Key Formatului Performance Raportarii Indicators (KPIs) Integrarea Metrica Predeterminata a Indicatorilor Cheie ai Performantei Reporting Solicitare Format de Serviciu Standardization Pre-determined KPI s Metric Integration Evaluare Calitatii Service Application Masurarea Oportunitatilor Critical to Quality Perspective Metrics Quality Assurance Asigurarea Calitatii Customer Satisfaction Report Rapoarte Cards privind Satisfacerea Clientului Quantitative Cantitate si Calitate and Qualitative REO SOFTWARE SOLUTION Bundle Book

4. Integrated delivery platform, methodology and process Comparison Flowchart for Loss Mitigation Scenarios Distressed property Short Sale (pre-foreclosure) Foreclosure Judicial auction REO (real estate owned) (non-performing asset) Clasic Sales chanels Comparative Market Analysis (CMA) Comparative Market Analysis (CMA) Comparative Market Analysis (CMA) Comparative Market Analysis (CMA) Management for REO properties Property Management. Comparative Market Analysis (CMA) Broker Price Oppion (BPO) Broker Price Oppion (BPO) Broker Price Oppion (BPO) Broker Price Oppion (BPO) Broker Price Oppion (BPO) Hourly Consulting for a fee, based on the client's needs. Full Residential Appraisal Exposure - Marketing the real property to prospective buyers. Facilitating a Sale - guiding a seller through the selling process. Full Residential Appraisal Home Selling Kits - guides to how to market and sell a property. Hourly Consulting for a fee, based on the client's needs. Preparing contracts and leases. (with a 3rd party) Full Residential Appraisal Hourly Consulting for a fee, based on the client's needs. FSBO document preparation - preparing necessary paperwork for "Sale By Owner" sellers. Home Selling Kits - guides to how to market and sell a property. Exposure - Marketing the real property to prospective buyers. Full Residential Appraisal Home Selling Kits - guides to how to market and sell a property. Hourly Consulting for a fee, based on the client's needs. FSBO document preparation - preparing necessary paperwork for "Sale By Owner" sellers. Exposure - Marketing the real property to prospective buyers. Facilitating a Sale - guiding a seller through the selling process. Full Residential Appraisal Home Selling Kits - guides to how to market and sell a property. Hourly Consulting for a fee, based on the client's needs. Leasing for a fee or percentage of the gross lease value. Exchanging property. FSBO document preparation - preparing necessary paperwork for "Sale By Owner" sellers. Home Selling Kits - guides to how to market and sell a property. Preparing contracts and leases. (with a 3rd party) Home Selling Kits - guides to how to market and sell a property. FSBO document preparation - preparing necessary paperwork for "Sale By Owner" sellers. Home Selling Kits - guides to how to market and sell a property. Insolvency/ Bankruptcy CFK (Cash for Key) Auction Power of sales Hourly Consulting for a fee, based on the client's needs. Auctioning property.

4. Platforma integrata de livrare, metodologie si proces Proprietate cu risc Vanzare amiabila Executare silita Licitatie juiciara REO (real estate owned) (active neperformante) Canale clasice de vanzare Comparative Market Analysis (CMA) Comparative Market Analysis (CMA) Comparative Market Analysis (CMA) Comparative Market Analysis (CMA) Property Management. for REO properties Comparative Market Analysis (CMA) Broker Price Oppion (BPO) Broker Price Oppion (BPO) Broker Price Oppion (BPO) Broker Price Oppion (BPO) Broker Price Oppion (BPO) Hourly Consulting for a fee, based on the client's needs. Full Residential Appraisal Exposure - Marketing the real property to prospective buyers. Facilitating a Sale - guiding a seller through the selling process. Full Residential Appraisal Home Selling Kits - guides to how to market and sell a property. Hourly Consulting for a fee, based on the client's needs. Preparing contracts and leases. (with a 3rd party) Full Residential Appraisal Hourly Consulting for a fee, based on the client's needs. FSBO document preparation - preparing necessary paperwork for "Sale By Owner" sellers. Home Selling Kits - guides to how to market and sell a property. Exposure - Marketing the real property to prospective buyers. Full Residential Appraisal Home Selling Kits - guides to how to market and sell a property. Hourly Consulting for a fee, based on the client's needs. FSBO document preparation - preparing necessary paperwork for "Sale By Owner" sellers. Exposure - Marketing the real property to prospective buyers. Facilitating a Sale - guiding a seller through the selling process. Full Residential Appraisal Home Selling Kits - guides to how to market and sell a property. Hourly Consulting for a fee, based on the client's needs. Leasing for a fee or percentage of the gross lease value. Exchanging property. FSBO document preparation - preparing necessary paperwork for "Sale By Owner" sellers. Home Selling Kits - guides to how to market and sell a property. Preparing contracts and leases. (with a 3rd party) Home Selling Kits - guides to how to market and sell a property. FSBO document preparation - preparing necessary paperwork for "Sale By Owner" sellers. Insolvente/Falimente Home Selling Kits - guides to how to market and sell a property. CFK (Cash for Key) Licitatie Power of sales Hourly Consulting for a fee, based on the client's needs. Auctioning property.

Service delivery team Residential assets: Commercial assets: Delivery Team: Transaction Manager Property Manager FM Manager Accounting Manager Tax Manager Appraiser Cadastral Expert Security Manager 3PM Team Transition Manager Engeneering Director Financial Director Reporting Analist Operations Manager (FM Group Services) Ocupancy Services Manager Training Manager QA Manager

Multumesc! Thank You! Valentin Ilie valentin.ilie@coldwell-banker.ro