Browsing by Author "Tiensuu, Lauri"
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- Added value of a sales advisor
School of Engineering | Master's thesis(2012) Tiensuu, LauriAs a result of the internationalisation that has taken place in the Finnish commercial property market during the last decade, the use of transaction advisory services has significantly increased. The primary objective of this thesis is to identify the value that a commercial real estate sales advisor in the Finnish property market potentially provides for a professional real estate investor. The secondary objectives include studying the micro economic background of transaction advisory services and identifying sales advisor's tasks. The theoretical part of this thesis was carried out as a literature review. Values potentially added and tasks conducted by a sales advisor were extracted from the source literature and the homepages of 10 sales advisory service providers. In total five such values were identified: higher probability of closing, higher closing price, shorter time on the market, resource savings and risk management. In addition, altogether 20 tasks of a sales advisor were extracted from the literature. The empirical part was implemented by an Internet-based survey. In total SO professionals responded to the survey. According to the respondents, a sales advisor has the most significant effect on resource savings and the probability of closing. These two and a higher closing price were considered as the most important reasons for appointing a sales advisor. Shorter time on the market was considered as somewhat important whereas risk management was viewed only as of little importance. The respondents considered the tasks of identifying potential investors, producing sales material and contacting investors as the most value-adding. The results implicate that sales advisors add the most value by bringing together buyers and sellers. Other important tasks include, according to the respondents, indicative valuation, screening out 'unlikely investors, compiling data room material, arranging site visits and coordinating the due diligence process. - Hotellikiinteistöjen erityispiirteet kiinteistösijoittajan näkökulmasta
Insinööritieteiden ja arkkitehtuurin tiedekunta | Bachelor's thesis(2009) Tiensuu, Lauri