USING AI TO HELP BANKERS SELL TO THE COMMERCIAL REAL ESTATE INDUSTRY

Lots of people are talking about AI.

However, I’m not seeing the real-life examples, so I thought I would write an article on using AI to sell more
effectively to the Commercial Real Estate Industry.

Below is an example of how you can use prompts to better understand an industry and more effectively sell to it.

Tell me more about the Commercial Real Estate Industry?

The commercial real estate industry refers to the buying, selling, leasing, and management of properties that are
used for commercial purposes. These properties are typically meant for businesses rather than residential purposes.
The industry encompasses various types of properties, including office buildings, retail spaces, industrial
facilities, hotels, and multifamily residential buildings.

Key Players: The commercial real estate industry involves several key players, including:

Investors: Individuals or companies that provide the capital necessary for purchasing and
developing commercial properties.

Developers: Entities responsible for acquiring land, obtaining necessary permits, and constructing
commercial properties.

Brokers: Professionals who facilitate property transactions by connecting buyers and sellers or
landlords and tenants.

Property Managers: Individuals or companies hired to oversee the day-to-day operations,
maintenance, and tenant relations of commercial properties.

Lenders: Financial institutions that provide loans and financing for commercial real estate
projects.

Types of Commercial Properties: Commercial real estate can be classified into various categories
based on their specific purpose and usage. Some common types of commercial properties include:

Office Buildings: These properties are designed to accommodate businesses and professional
services. They can range from small office spaces to large corporate towers.

Retail Spaces: Commercial properties used for retail purposes, such as shopping malls, strip
malls, department stores, and standalone retail outlets.

Industrial Facilities: Properties used for manufacturing, production, warehousing, and
distribution activities. Examples include factories, warehouses, distribution centers, and industrial parks.

Hotels and Hospitality: Properties that provide accommodations and services to travelers and
tourists, such as hotels, resorts, and motels.

Multifamily Residential Buildings: Commercial properties that contain multiple residential units,
such as apartment complexes and condominiums.

Market Dynamics: The commercial real estate industry is influenced by various factors, including
economic conditions, supply and demand dynamics, interest rates, and government regulations. The market can
experience cycles of growth and decline, with factors like economic recessions impacting property values, occupancy
rates, and rental rates.

Investment and Financing: Investing in commercial real estate can be an attractive option for
individuals and institutions seeking long-term returns and diversification. Investors can generate income through
rental payments from tenants or profit from property appreciation when selling. Financing for commercial real estate
projects often involves a combination of equity and debt, with lenders assessing the project’s viability and risk.

Leasing and Tenants: Commercial real estate leases differ from residential leases and can be more
complex. Lease terms, such as rental rates, lease duration, and responsibilities for maintenance and repairs, are
typically negotiated between landlords and tenants. Commercial leases often involve long-term commitments, and
tenants may negotiate provisions like options to renew or terminate the lease.

Trends and Challenges: The commercial real estate industry is constantly evolving, and some
notable trends and challenges include:

Technology Integration: The adoption of technology in commercial real estate, such as smart
buildings, data analytics, and virtual reality, is transforming the way properties are managed and marketed.

Sustainability and ESG: There is an increasing focus on environmental sustainability and corporate
responsibility in commercial real estate, with efforts to develop green buildings and implement environmentally
friendly practices.

Remote Work Impact: The rise of remote work and flexible work arrangements, accelerated by the
COVID-19 pandemic, has led to shifts in demand for office spaces and changes in workspace requirements.

Economic Uncertainty: Economic factors and geopolitical events can significantly impact the
commercial real estate market, leading to fluctuations in property values, rental rates, and investment activity.

It’s important to note that the commercial real estate industry can vary by location and market conditions, so it’s
essential to consider local factors when analyzing specific opportunities or challenges.

Who are the major players in the industry?

The commercial real estate industry has numerous major players that operate on various levels, including global,
national, and regional scales. Here are some of the key players in the industry:

CBRE Group: CBRE is one of the largest commercial real estate services and investment firms
globally. They offer a wide range of services, including property sales and leasing, asset management, valuation,
and consulting.

JLL (Jones Lang LaSalle): JLL is another prominent global commercial real estate services company.
They provide services in areas such as leasing, property management, investment management, and capital markets.

Cushman & Wakefield: Cushman & Wakefield is a global real estate services firm that offers
services in areas such as leasing, property sales, valuation, and consulting. They have a strong presence in both
the domestic and international markets.

Colliers International: Colliers International is a leading global real estate services and
investment management company. They provide services in areas such as leasing, property management, valuation, and
project management.

Newmark Knight Frank (NKF): NKF is a global commercial real estate advisory firm that offers
services in areas such as leasing, property sales, valuation, and investment management.

Brookfield Asset Management: Brookfield is a global alternative asset management company that has
a significant presence in the commercial real estate sector. They invest in and manage a diverse portfolio of
commercial properties worldwide.

Blackstone Group: Blackstone is a leading global investment firm that has a substantial presence
in the commercial real estate industry. They specialize in acquiring and managing commercial properties across
different sectors.

Prologis: Prologis is one of the largest global owners, operators, and developers of industrial
real estate. They focus on logistics and distribution centers and have a significant presence in key markets around
the world.

Simon Property Group: Simon Property Group is a real estate investment trust (REIT) that
specializes in owning and operating shopping malls, premium outlets, and mixed-use properties in the United States
and internationally.

Greystar Real Estate Partners: Greystar is a global leader in the rental housing industry,
specializing in the development, investment, and management of multifamily residential properties.

These are just a few examples of major players in the commercial real estate industry. There are many other
significant firms, institutional investors, developers, and REITs that play important roles in the market. The
specific major players can vary depending on the region and sector of the commercial real estate industry being
considered.

What are the biggest challenges facing the industry?

The commercial real estate industry faces several significant challenges, which can vary depending on factors such
as economic conditions, market segments, and geographical regions. Here are some of the key challenges facing the
industry:

Economic Uncertainty: Economic fluctuations, including recessions, interest rate changes, and
geopolitical events, can significantly impact the commercial real estate market. Uncertainty in the broader economy
can affect property values, rental rates, demand for space, and investor confidence.

Changing Demographics and Consumer Behavior: Shifts in demographics and consumer behavior, such as
the rise of e-commerce, remote work, and changing retail patterns, pose challenges to various sectors of commercial
real estate. For example, the growth of online shopping has impacted traditional brick-and-mortar retail spaces,
leading to store closures and a need for adaptive reuse strategies.

Technology Disruption: Rapid advancements in technology are disrupting the commercial real estate
industry. The integration of technologies like automation, artificial intelligence, and the Internet of Things (IoT)
is transforming building management, operations, and tenant experiences. Real estate professionals need to adapt to
these changes and invest in technology to stay competitive.

Sustainability and Environmental Regulations: Increasing focus on sustainability, energy
efficiency, and environmental responsibility presents challenges and opportunities for the commercial real estate
sector. There is a growing demand for green buildings, energy-efficient practices, and environmentally friendly
designs. Real estate companies must navigate complex regulations and incorporate sustainable practices into their
operations.

Shifting Workspace Needs: The COVID-19 pandemic has accelerated trends like remote work and
flexible work arrangements. As a result, there is a growing need for more agile, flexible, and adaptable workspaces.
Commercial real estate owners and operators must adapt to changing tenant requirements and implement strategies to
meet evolving workspace needs.

Financing and Capital Availability: The availability of financing and access to capital can pose
challenges for developers and investors in the commercial real estate industry. Economic downturns, changes in
lending practices, and regulatory constraints can impact funding availability and affect the feasibility of
projects.

Rising Construction Costs: Construction costs have been steadily rising in recent years, driven by
factors such as labour shortages, increased material prices, and regulatory requirements. These rising costs can
impact project feasibility and profitability.

Regulatory and Legal Complexities: The commercial real estate industry is subject to a wide range
of regulations, zoning laws, permits, and legal requirements. Navigating these complexities can be challenging for
developers, property owners, and investors, and non-compliance can result in delays, penalties, or legal disputes.

Property Valuation and Market Volatility: Accurate property valuation is crucial for investors,
lenders, and property owners. However, determining the value of commercial properties can be complex and subject to
market volatility. Fluctuations in property values can impact investment decisions, financing terms, and overall
market stability.

Urbanization and Infrastructure Constraints: Rapid urbanization in certain regions can lead to
increased demand for commercial real estate, but it can also strain infrastructure, transportation networks, and
utilities. Managing urban growth and addressing infrastructure constraints are ongoing challenges for the industry.

These challenges require industry participants to be adaptable, innovative, and proactive in their approach to
navigating the evolving landscape of the commercial real estate sector.

What are the biggest challenges the Commercial Real Estate industry faces regarding
banking?

The commercial real estate industry faces several challenges in relation to banking and financing. Here are some of
the key challenges:

Access to Financing: Securing financing for commercial real estate projects can be challenging, particularly for
small and medium-sized developers or investors. Lenders often have stringent requirements, and economic conditions
can impact the availability of capital for real estate investments.

Tightened Lending Standards: Following the global financial crisis in 2008, banks and financial institutions have
become more cautious and have implemented stricter lending standards. This can make it more difficult for developers
and investors to obtain loans and financing for commercial real estate projects.

Interest Rate Fluctuations: Interest rates can significantly impact the commercial real estate industry. Changes in
interest rates can affect borrowing costs, mortgage rates, and the affordability of real estate investments. Market
participants need to closely monitor and manage interest rate risks.

Loan-to-Value (LTV) and Debt Service Coverage Ratio (DSCR) Requirements: Lenders often use metrics such as
loan-to-value ratios and debt service coverage ratios to assess the risk and viability of commercial real estate
loans. Meeting these requirements can be challenging, especially in volatile market conditions or when dealing with
unique property types.

Refinancing Risks: Commercial real estate loans typically have finite terms, and refinancing is often required at
the end of the loan term. If market conditions or the property’s performance deteriorate, refinancing can become
challenging, potentially leading to increased default risks.

Non-Recourse Loans: Many commercial real estate loans are structured as non-recourse loans, where the borrower’s
personal assets are not at risk in case of default. However, this can result in lenders being more cautious and
imposing stricter terms and higher interest rates to mitigate their risks.

Regulatory Compliance: Banks and financial institutions face stringent regulatory requirements in the aftermath of
the financial crisis. These regulations, such as risk-based capital standards and stress testing, impact lending
practices and can affect the availability and terms of commercial real estate financing.

Appraisal Challenges: Appraisal issues can arise in commercial real estate transactions. Lenders rely on accurate
and reliable appraisals to assess the value of properties used as collateral for loans. Discrepancies in property
valuations can affect loan approvals and financing terms.

Environmental and Insurance Considerations: Commercial real estate transactions often involve environmental due
diligence, including assessments of potential environmental liabilities and insurance coverage. These considerations
can impact financing decisions and the cost of borrowing.

Liquidity Constraints: Market liquidity plays a crucial role in the commercial real estate industry. During periods
of economic uncertainty or financial crises, liquidity can decrease, making it harder for market participants to
access funding and impacting the overall health of the industry.

Navigating these banking and financing challenges requires a thorough understanding of the lending landscape, close
collaboration with lenders, and proactive risk management strategies. Building strong relationships with banks and
exploring alternative financing options can help mitigate some of these challenges.

Who are the major Commercial Real Estate companies in Australia?

In Australia, there are several major commercial real estate companies that play a significant role in the
industry. Here are some of the prominent commercial real estate companies in Australia:

Dexus: Dexus is one of Australia’s leading real estate investment trusts (REITs) and manages a
substantial portfolio of commercial properties across various sectors, including office, industrial, and retail.
They are involved in property development, leasing, and asset management.

Lendlease: Lendlease is a global property and infrastructure development company with a strong
presence in Australia. They are involved in commercial and residential property development, as well as construction
and asset management.

Charter Hall: Charter Hall is a property investment and funds management company specializing in
commercial real estate. They manage a diverse portfolio of office, retail, industrial, and hospitality properties.
Charter Hall operates both listed and unlisted property funds.

Mirvac: Mirvac is a leading Australian property developer and investment company. They are
involved in the development and management of a range of commercial properties, including office buildings, retail
centers, and industrial assets.

Stockland: Stockland is one of Australia’s largest diversified property development and management
companies. They have a significant presence in residential, retail, and industrial properties, as well as retirement
living and logistics assets.

Goodman Group: Goodman Group is a global integrated commercial and industrial property group with
a strong presence in Australia. They specialize in owning, developing, and managing logistics and industrial
properties.

Investa Property Group: Investa is a leading Australian commercial property owner, developer, and
manager. They focus on office properties in prime locations and provide leasing and asset management services.

GPT Group: GPT Group is a diversified property group that owns and manages a portfolio of
commercial properties, including office buildings, retail centers, and logistics facilities. They are involved in
property development, funds management, and property services.

Vicinity Centres: Vicinity Centres is one of Australia’s largest owners and operators of retail
properties. They manage a portfolio of shopping centers across the country, including regional and sub-regional
malls.

Scentre Group: Scentre Group is the owner and operator of Westfield shopping centers in Australia
and New Zealand. They manage a portfolio of high-quality retail properties, including flagship shopping
destinations.

These are just a few examples of major commercial real estate companies in Australia. The industry also includes
numerous smaller regional players and specialized firms that operate in specific sectors or geographic areas.

Tell me about #8?

GPT Group is a prominent Australian commercial property group with a diverse portfolio of assets. The company
specializes in the ownership, development, and management of commercial properties, including office buildings,
retail centers, and logistics facilities. Here’s some more information about GPT Group:

Portfolio: GPT Group’s portfolio consists of high-quality assets located in prime Australian locations. They own
and manage a significant number of office properties, including landmark buildings in central business districts
(CBDs) of major cities like Sydney and Melbourne. The company also has a presence in the retail sector with
ownership interests in shopping centers and retail precincts. Additionally, GPT Group owns and manages logistics
properties and business parks.

Sustainability: GPT Group has a strong commitment to sustainability and has integrated sustainable practices into
its operations. The company focuses on reducing energy consumption, greenhouse gas emissions, and water usage in its
buildings. GPT Group has been recognized for its sustainability initiatives and is included in various
sustainability indexes.

Funds Management: In addition to owning and managing its properties, GPT Group operates a funds management
business. They manage a range of investment vehicles, including wholesale and listed funds. The funds management arm
provides opportunities for investors to access GPT Group’s expertise and invest in commercial real estate assets.

Tenant Relationships: GPT Group maintains strong relationships with its tenants and aims to provide a positive
experience for occupiers of its properties. They offer a range of services to meet tenant needs, including property
management, leasing, and ongoing support. GPT Group focuses on creating productive and sustainable work environments
for its office tenants and enhancing the retail experience for shoppers.

Community Engagement: GPT Group is committed to engaging with the communities in which it operates. They
collaborate with local stakeholders, participate in community initiatives, and support charitable causes. GPT Group
strives to contribute positively to the communities where its properties are located.

Corporate Governance: GPT Group prioritizes strong corporate governance practices and adheres to ethical and
responsible business conduct. The company has a Board of Directors responsible for strategic oversight and
decision-making. They also emphasize transparency, integrity, and compliance with applicable laws and regulations.

GPT Group is recognized as one of Australia’s leading property companies, known for its high-quality assets,
sustainable practices, and commitment to tenant and community relationships. The company continues to actively
manage and enhance its portfolio, explore development opportunities, and pursue sustainable growth strategies in the
commercial real estate sector.

What departments are involved in influencing the decision of buying banking services in Commercial Real
Estate?

In the commercial real estate industry, several departments within a company can be involved in influencing the
decision to buy banking services. These departments play different roles and provide input based on their specific
expertise and requirements. Here are some of the key departments typically involved:

Finance Department: The finance department is often at the forefront of the decision-making
process when it comes to banking services. They are responsible for managing the company’s financial resources,
analyzing the costs and benefits of various banking options, and assessing the financial impact of banking
decisions. The finance department works closely with other departments to understand their requirements and ensure
that banking services align with the company’s financial objectives.

Treasury Department: The treasury department focuses on managing the company’s cash flow,
liquidity, and financial risks. They play a crucial role in evaluating banking services related to cash management,
payment processing, liquidity management, and risk mitigation. The treasury department works to optimize banking
relationships to ensure efficient cash management and maximize returns on idle funds.

Legal and Compliance Department: The legal and compliance department is responsible for ensuring
that the company complies with applicable laws, regulations, and industry standards. They review and negotiate
banking contracts, assess legal risks associated with banking services, and ensure compliance with anti-money
laundering (AML) and know-your-customer (KYC) requirements. The legal and compliance department provides input on
the legal implications of banking decisions and ensures that the company’s interests are protected.

Operations Department: The operations department is involved in the day-to-day management of the
company’s financial transactions and processes. They assess the operational impact of banking services, including
account management, transaction processing, and reporting capabilities. The operations department collaborates with
the finance and treasury departments to ensure smooth integration of banking services into the company’s operational
infrastructure.

Risk Management Department: The risk management department identifies, assesses, and manages risks
associated with the company’s financial activities. They evaluate the risk profiles of potential banking partners,
assess the stability and financial strength of banks, and consider the potential risks associated with specific
banking products or services. The risk management department helps in determining the suitability and risk tolerance
of banking services for the company.

Strategic Planning or Executive Management: The strategic planning or executive management team
plays a critical role in shaping the overall strategic direction of the company. They provide guidance and make
high-level decisions regarding banking relationships and services. They consider the company’s long-term goals,
market conditions, and industry trends when evaluating banking options and negotiating contracts.

It’s important to note that the level of involvement and the specific departments may vary depending on the size,
structure, and complexity of the commercial real estate company. Collaboration and coordination among these
departments are crucial to ensure that the company’s banking services align with its financial objectives, legal
requirements, operational needs, and risk management strategies.

What are the pain points for each of these departments in relation to banking?

Here are some common pain points that each department may experience in relation to banking services in the
commercial real estate industry:

Finance Department:

– Limited access to funding or difficulty obtaining favorable financing terms.
– Lack of transparency in banking
fees and charges, making it challenging to assess the true cost of banking services.
– Inefficient processes for
cash management and transaction processing, leading to delays and increased administrative burden.
– Difficulty
in obtaining timely and accurate financial data and reporting from banking systems.
– Limited flexibility in
customizing banking services to align with the company’s financial strategies and objectives.

Treasury Department:

– Limited visibility and control over cash flows, making it challenging to optimize liquidity management.
–
Difficulty in finding suitable banking partners that offer competitive rates and comprehensive cash management
solutions.
– Inadequate support for risk management and hedging strategies.
– Limited access to real-time data
and reporting on cash positions and transaction status.
– Complex onboarding processes and ongoing relationship
management with banks, leading to inefficiencies and delays.

Legal and Compliance Department:

– Complexity and legal intricacies of banking contracts, making it challenging to negotiate favorable terms and
conditions.
– Compliance with stringent regulatory requirements, such as AML and KYC, which can result in
increased paperwork and due diligence processes.
– Ensuring contractual compliance and managing legal risks
associated with banking services.
– Limited visibility into bank fees and charges, making it challenging to
assess the reasonableness and fairness of pricing.
– Difficulty in enforcing contractual obligations and
resolving disputes with banks.

Operations Department:

– Inefficient integration and compatibility issues between the company’s operational systems and banking
platforms.
– Lack of automation and manual processes for payment processing, reconciliation, and reporting.
–
Limited access to real-time transaction data and status updates, resulting in delays in decision-making and customer
service.
– Inadequate customer support and responsiveness from banks regarding operational issues or system
downtimes.
– Difficulty in streamlining and standardizing banking processes across different business units or
regions.

Risk Management Department:

– Limited transparency into the financial stability and creditworthiness of banking partners, creating uncertainty
and potential risks.
– Inadequate risk assessment and monitoring of banking products, such as derivatives or
structured finance instruments.
– Compliance with regulatory requirements and internal risk policies related to
banking relationships.
– Difficulties in managing counterparty risks and ensuring the resilience of critical
banking services.
– Limited access to comprehensive risk reporting and analytics from banking systems.

Strategic Planning or Executive Management:

– Limited options for diversifying banking relationships or finding suitable banking partners that align with the
company’s strategic objectives.
– Inability to negotiate favorable terms, pricing, or bundled services from banks
due to limited bargaining power or market conditions.
– Lack of innovation and responsiveness from banks in
adopting new technologies or offering customized solutions.
– Complexity in managing multiple banking
relationships and coordinating services across different departments or business units.-Difficulty in assessing the
overall value and ROI of banking services and determining their impact on the company’s financial performance.
–
Addressing these pain points requires collaboration among the departments, regular communication with banking
partners, and ongoing evaluation of banking services to ensure they align with the company’s needs and objectives.

Give three titles of decision makers in each of these departments?

Certainly! Here are three titles of decision makers typically found in each of the mentioned departments:

Finance Department: a) Chief Financial Officer (CFO): The CFO is responsible for overseeing the
company’s financial strategy, managing financial risks, and making decisions related to financing, including banking
services. b) Finance Director/Manager: The Finance Director or Manager plays a key role in financial planning,
analysis, and decision-making. They are involved in evaluating banking options, assessing the financial impact of
banking services, and managing relationships with financial institutions. c) Financial Controller: The Financial
Controller oversees the company’s accounting and financial reporting. They are often involved in assessing banking
services’ cost-effectiveness, evaluating banking fees and charges, and ensuring proper financial controls are in
place.

Treasury Department: a) Treasurer: The Treasurer is responsible for managing the company’s
treasury functions, including cash management, liquidity, and risk management. They make decisions regarding banking
relationships, cash flow optimization, and investment strategies. b) Treasury Manager/Analyst: The Treasury Manager
or Analyst assists the Treasurer in executing treasury operations. They analyze banking services, assess banking
fees and charges, monitor cash flows, and provide input on cash management strategies. c) Risk Manager: The Risk
Manager in the treasury department focuses on identifying and managing financial risks associated with banking
relationships. They assess counterparty risks, evaluate risk mitigation strategies, and ensure compliance with risk
management policies.

Legal and Compliance Department: a) General Counsel: The General Counsel provides legal guidance
and oversees the legal affairs of the company, including contract negotiations with banks and legal compliance
related to banking services. b) Compliance Officer: The Compliance Officer ensures the company’s adherence to
regulatory requirements and internal policies. They play a role in ensuring compliance with AML, KYC, and other
relevant regulations related to banking services. c) Contracts Manager: The Contracts Manager is responsible for
reviewing, negotiating, and managing contracts, including those with banking institutions. They collaborate with the
legal department to assess contractual terms, address legal risks, and ensure favorable conditions for the company.

Please note that the specific titles and roles may vary between organizations based on their size, structure, and
industry. Additionally, larger companies may have additional decision makers and specialized roles within each
department.

Act as if you are the Treasury Manager at a Commercial Real Estate company. What are the challenges and
concerns you have regarding your banking?

As the Treasury Manager at a commercial real estate company, I face several challenges and concerns regarding our
banking relationships. Some of the key ones include:

Cash Management Optimization: One of my primary concerns is ensuring efficient cash management. I need to assess
the available banking services to optimize liquidity, minimize idle cash, and maximize returns on our funds. The
challenge lies in finding banking partners that offer comprehensive cash management solutions, including cash
pooling, sweep accounts, and investment options that align with our risk tolerance and return objectives.

Counterparty Risk: Managing counterparty risk is crucial in our banking relationships. I need to evaluate the
financial stability, creditworthiness, and risk exposure of potential banking partners. Ensuring that our funds are
held with reputable institutions and monitoring their financial health on an ongoing basis is a significant concern.
The challenge is to strike a balance between competitive pricing and mitigating the risk of banking counterparties.

Banking Fees and Charges: Another challenge I face is evaluating the fairness and reasonableness of banking fees
and charges. I need to carefully review the fee structure associated with various banking services such as
transaction processing, wire transfers, account maintenance, and other services we require. My goal is to negotiate
competitive pricing and transparent fee structures to optimize our banking costs and ensure value for money.

Operational Integration: Seamless integration of banking services with our operational systems is essential. I need
to ensure that our banking platforms are compatible with our financial systems, allowing for efficient transaction
processing, reconciliation, and reporting. The challenge lies in overcoming any technical complexities or
integration issues to achieve streamlined and automated processes, minimizing manual intervention and potential
errors.

Regulatory Compliance: Compliance with banking regulations, including AML and KYC requirements, is a significant
concern. I need to ensure that our banking relationships align with these regulations, perform due diligence on
banking partners, and maintain accurate records and documentation. Staying up-to-date with changing regulatory
requirements and ensuring ongoing compliance can be challenging, but it is essential to mitigate legal and
reputational risks.

Relationship Management: Developing and maintaining positive relationships with our banking partners is critical. I
need to ensure effective communication, prompt customer service, and responsiveness from our banks. Building strong
relationships facilitates better support, negotiation of favorable terms, and access to innovative banking
solutions. The challenge lies in managing multiple banking relationships, coordinating services, and resolving any
issues or disputes that may arise.

These challenges and concerns require careful analysis, ongoing monitoring, and proactive management of our banking
relationships. As the Treasury Manager, it is my responsibility to address these concerns, make informed decisions,
and collaborate with other departments to ensure that our banking services meet the company’s financial objectives
and operational needs.

Write script for a bank sales manager to contact a commercial real estate company using the information
above?

Bank Sales Manager (BSM): Hello, may I speak with the Treasury Manager, please?

Treasury Manager (TM): Speaking. How can I assist you?

BSM: Good morning, this is [BSM’s Name] from [Bank’s Name]. I wanted to reach out to discuss our banking services
and explore how we can potentially support your commercial real estate company’s financial needs. I understand that
optimizing cash management and managing counterparty risk are key concerns in your role. Would it be convenient for
us to have a brief discussion about your banking requirements?

TM: Yes, I’m interested in learning more about your services. Could you provide me with an overview?

BSM: Certainly! At [Bank’s Name], we have a comprehensive suite of banking services tailored for commercial real
estate companies like yours. We offer a range of cash management solutions to optimize your liquidity, including
cash pooling, sweep accounts, and investment options designed to align with your risk appetite and return
objectives. Our aim is to help you make the most of your available funds while minimizing idle cash.

TM: That sounds promising. How do you address counterparty risk?

BSM: Mitigating counterparty risk is of utmost importance to us. We work with a select group of reputable financial
institutions and perform thorough due diligence to ensure the stability and creditworthiness of our banking
partners. By partnering with us, you can have confidence in the security of your funds and the strength of our
banking relationships.

TM: I appreciate the emphasis on risk management. What about banking fees and charges?

BSM: We understand the importance of transparent and competitive pricing. We will work closely with you to tailor a
fee structure that aligns with your specific banking requirements. Our goal is to provide you with a clear
understanding of the fees associated with our services and deliver value for your investment in banking solutions.

TM: Operational integration is critical for us. Can you elaborate on your capabilities in this area?

BSM: Absolutely. We have a strong focus on seamless operational integration. Our banking platforms are designed to
integrate smoothly with your existing financial systems, enabling efficient transaction processing, real-time
reporting, and automated reconciliation. Our aim is to streamline your banking operations and minimize manual
intervention, ensuring accuracy and efficiency.

TM: That’s encouraging to hear. How does your bank handle regulatory compliance?

BSM: Regulatory compliance is a top priority for us. We maintain strict adherence to all applicable regulations,
including AML and KYC requirements. Our robust compliance framework ensures that your banking relationships align
with the regulatory landscape. We perform due diligence on all our clients and maintain accurate records and
documentation, keeping you in good standing.

TM: Relationship management is crucial to us. How would you support our company in this aspect?

BSM: We value strong relationships with our clients. As your dedicated banking partner, we will provide you with
personalized attention and prompt customer service. Our team of experienced professionals is committed to supporting
you throughout our partnership, ensuring smooth communication, addressing any concerns, and proactively identifying
opportunities to enhance your banking experience.

TM: I appreciate your time and the information you’ve provided so far. I would like to explore this further. Can we
schedule a meeting to delve deeper into our specific banking requirements?

BSM: Absolutely! I would be delighted to meet with you and your team to better understand your needs and tailor our
solutions accordingly. Shall we schedule a convenient time for a meeting next week?

TM: That sounds good. Let’s schedule a meeting for next Wednesday at 10 a.m. I look forward to discussing our
banking requirements in more detail.

BSM: Excellent! I will send you a calendar invite for our meeting next Wednesday at 10 a.m. Thank you for your
time, and I’m excited to explore the potential partnership between [Bank’s Name] and your company.

You can see a video demonstration of how a banker can use AI to sell more effectively to the Commercial Real Estate
sector here.

To find out more about winning new customers and penetrating new industries please email me at mark@markswain.com.au