NAIBH Commercial is a division of Beverly-Hanks and Associates, the largest real estate firm in Western North

Carolina. A full-service commercial brokerage firm, NAIBH Commercial offers sales and marketing services
for industrial, warehouse, land acquisition, multi-family, retail, and office properties; leasing administration, real
estate investment consultation. The NAIBH Commercial Team also represents buyers and tenants in the search
for appropriate commercial properties.

NAIBH Commercial offers a full spectrum of professional services designed to effectively match the needs of
their customers.
Founded in 1976, Beverly-Hanks has grown to become the largest full-service brokerage firm in Western North
Carolina. In 2006, BH Commercial became a formal division of Beverly-Hanks and Associates with its office
adjacent to the firm’s downtown Asheville office and on September 1st, 2008 BH Commercial joined the NAI
Network and is now NAIBH Commercial. Our roots here are deep within this community and like the general
brokerage business, have developed solid, long-term relationships with clients. Our knowledgeable, experienced
and customer-focused Brokers are committed to providing results for their customers that exceed expectations.

A hallmark of this organization is our ability to attract and retain quality associates who provide service that is
second to none. Our team is comprised of a broad range of consummate professionals - experienced Brokers
and a dedicated support staff who are committed to providing prompt, positive results. No one knows the
commercial market better than this team of professionals. Knowledge, backed by talent and enhanced by
experience, has allowed NAIBH Commercial to serve clients and broker transactions of all types and sizes, with
the same commitment to outstanding service.

Through its affiliations with the Society of Industrial and Office Realtors (SIOR), Certified Commercial Investment
Member (CCIM), and the International Council of Shopping Centers (ICSC), NAIBH Commercial connects
worldwide.

Commercial / Industrial / Office / Retail Brokerage We hold memberships in:

Consulting / Market Analysis
Lease Administration • S.I.O.R. – Society of Industrial and Office Realtors
Tenant / Landlord Representation • C.C.I.M. – Certified Commercial Investment Member
Investment Properties / Tax Exchange • I.C.S.C. – International Council of Shopping Centers
Commercial Market Leader for 30 years
Full time Commercial Team
Regional Market Knowledge

Committed to WNC, Connected to the World.

410 Executive Park • Asheville, NC 28801
828.210.3940
www.naibhcommercial.com
COMMERCIAL 1
Individual Memberships
 Local experts,
Global relationships.
410 Executive Park
Asheville, NC 28801
828.210.3940
www.naibhcommercial.com

Burns Aldridge Roy Borden, Robin Boylan, Frank Carr, Stephen G. Duncan
CCIM CCIM, SIOR GRI GRI

Laura Flores Jim Gelleny David Hughes Jeff Hunter A. Ryan Israel

Dick Kennedy Bill Kuhns Debbie Lane John Monroe Wes Morgan
CRB

IndIvIdual Mike Patterson Terry Peterson Suzanne Woosley

MeMbershIps Skip Skoglund Rick Tisdale
CCIM, CPM

The Commercial Real Estate Specialists.

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 Beverly-Hanks
COMMERCIAL POLICY AND PROCEDURE
BRAD FREEMAN
Vice President
NAI Beverly-Hanks Commercial Department

Brad is a native of Asheville and attended Country Day

School and graduated from Asheville High School. He earned
a B.A. Economics from North Carolina State University in
Raleigh, NC.
Upon college graduation Brad began a career with a
Commercial real estate company in Raleigh handling property
management, financial reporting for real estate owners &
investors and assisting with MAI appraisals and commercial
real estate brokers.
He then became a Senior Staff Member of a real estate consulting and tax advisory
practice in Atlanta, where he consulted with the Firm’s real estate clients on asset
valuation studies and facilitated management strategies.
In 2002 , upon returning to Asheville, he became licensed as a real estate Broker
specializing in Commercial real estate Revised
sales and co-ordinated and closed in excess of
06/09
$90,000,000. in retail, industrial, office, and investment property transaction volume. He
later began a partnership with a Knoxville, TN based investment company and began
focusing on acquiring desirable commercial sites in the Asheville area with the intent
of developing high quality office, retail and industrial real estate products for delivery to
Asheville’s rapidly expanding markets. You may be familiar with many of those projects:
The Overlook at Lake Julian, The Shops at Rutledge Commons, Meridian Place in south
Asheville, Sherwin Williams on Merrimon Avenue and the current construction of South
College of Asheville on Sweeten Creek Road.
His expansive experience in Commercial Sales and Development provide the knowledge
needed to successfully lead Beverly-Hanks Commercial Department sales team.
He serves the community on the Board of Meals on Wheels and on the real estate
committee of the Community Foundation of Western North Carolina. He and his wife
Cassie and their two young sons reside in south Asheville.

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 GENERAL

The NC Real Estate License Law requires that any licensee act competently when
engaging in any aspect of real estate brokerage. The failure to act competently when
dealing with real estate consumers is considered to be an act, which endangers the public
interest and constitutes grounds for disciplinary action against the licensee. To practice
commercial real estate brokerage competently, a licensee will need substantial education
and training beyond the introductory level instruction provided in the manual and in pre-
licensing courses.

The cornerstone of Beverly-Hanks & Associates business philosophy is providing real

estate service to the consumer that is second to none. It is our belief that the complexities
of the commercial transaction vary significantly from those of the residential practitioner.
Beverly-Hanks & Associates supports and encourages each agent to grow, rather than
limit, his/her business working diligently to obtain the highest level of expertise in the
agent’s chosen field.

Criteria for Practicing Commercial Real Estate

Commercial Team members pursue commercial brokerage on a full time basis. Each
Team member must fulfill all criteria outlined below; exceed the minimum annual
number of closed units and commercial business volume must exceed 65% of total
business. Team member’s names shall appear on all Commercial rosters, including
appropriate advertising. Commercial Team members are qualified for Commercial floor
duty, awards and recognition.

Other Beverly-Hanks agents who are currently general brokerage practitioners may
become “Qualified” commercial agents. The purpose of the qualified agent classification
is to provide an opportunity to practice commercial real estate for those who primarily
practice residential sales, but may have or develop skills that service our commercial
clients. The key is not only to protect each of us from liability; it is of utmost importance
that our clients receive the best of service from our company. Qualified is defined as
having met all criteria outlined below and close at minimum 4 units per calendar year.
Once an agent is on the commercial qualified list, he or she shall have the option to
commercial opportunity time. It is expected of all duty agents to tour new and existing
NAI BH Commercial listings. After meeting the established qualifications all
commercial agents shall be promoted as such on the NAI web site and promotional
materials. All qualified agents shall pay the NAI technology fees.

A sales associate who has previously qualified to sell Commercial real estate, and no
longer meets the annual units requirement must co-list/sell four commercial properties
with a Commercial Team member to regain eligibility, until criteria is met.

While all agents are responsible to their Broker in Charge, Commercial Team Members
and Qualified Team Members will act under the direction of the Commercial Manager

COMMERCIAL 4
for each commercial transaction. Because Commercial listings are input into
Commercial Property Exchange rather than Multiple Listing Service, copies of master
files, data and reporting will be generated and housed in the Commercial office.

Requirements for Qualified and Commercial Team Members:

• Knowledge of local, state and federal regulatory laws regarding zoning,
environmental issues and other land use restrictions
• Working knowledge of costs associated with land development
• Working knowledge of tenant / landlord representation
• Current and proficient commercial financing knowledge
• Proficient knowledge of all commercial forms and contracts
• Competent in financial analysis
• Market analysis capabilities
• Site selection
• CCIM 101 as a minimum with ongoing commitment to obtain designation
o New hires shall have a minimum of 1 year to successfully complete 101
• Attend and actively participate in ACIRA
• Attend and participate in weekly BH Commercial meetings/tour
• Member of WNC CPE

Agents working toward Commercial Qualification

An agent actively working toward commercial brokerage shall collaborate with a
commercial team agent for any commercial transactions. Referral fees for such
transactions shall be reduced to writing using the Agent to Agent Referral form. At such
time that the agent’s business meets the total units (4 per year) requirement and the agent
has obtained management approval, he/she may become a qualified member of the
Commercial Division. The NC Real Estate Commission considers commercial brokerage
to be a very broad and complex area. It is imperative that these transactions be handled
with care, skill and diligence.

Company Referrals
All company referrals received by the Relocation Department shall be given to the
Manager of the Commercial Division.
• The manager will select a commercial agent to work the referral.
• The terms and conditions of the handling of commercial referrals will be
the same as for other company referrals.

COMMERCIAL REFFERALS
Beverly-Hanks agents who have not met the qualifying criteria to list/sell commercial
real estate and agents who have previously met Qualifying criteria but are not actively
and on a regular basis, participating in commercial transactions must refer commercial
clients to a commercial agent. “Active” shall be defined as closing a minimum of 4
commercial units per year or said agent’s commercial business volume exceeds 65% of

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his/her total business. Referral fees shall be determined between participating agents
with an agreement signed by the referring agent, receiving agent and both the Managing
Brokers. All applicable signatures should be obtained prior to contacting the customer.

All Beverly-Hanks & Associates agents understand the importance of nurturing referrals
to conclusion and handling all aspects of the transaction in a most professional manner.
The referring agent, who has an established relationship with the client, is entrusting this
relationship to the receiving agent. The manner in which the customers are handled is a
reflection on both agents and Beverly-Hanks & Associates. Consistent communication
within our organization is paramount. The receiving agent shall update the referring agent
with a status of the transaction immediately after the first contact with the customer and
at minimum monthly, thereafter.

It is expressly understood that a client, prospect or customer referred to a commercial

agent will remain the prospect of that residential sales associate for future residential
transactions.

COMMERCIAL LISTINGS
Although there is no prescribed time period for commercial listings, it is recommended
that the agent request a one year listing, particularly on larger projects, which
traditionally take a longer time period on the market. All listings are to be toured by the
Commercial members.

COMMERCIAL COMMISSION
Beverly-Hanks & Associates will accept commercial listings at 10% commission.
However, depending on the size of the project, commissions may be negotiated between
6 – 10%. Please check with your Manager for approval prior accepting a negotiated
commission.

DEFINITION OF COMMERCIAL PROPERTY

The following property types are considered commercial properties:
• Retail
• Office
• Industrial
• Multi-family (5 plus units)
• Land (zoned commercial) if property is unzoned, then the highest and best use
will be the determining factor. If there are any questions, contact your broker-in-
charge or the commercial manager.

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 • B&B (typically commercial, but contact your Broker-in-Charge or the
Commercial Manager)
• Non-residential investment/income producing property

COMMERCIAL FLOOR TIME

All incoming commercial calls at all branches shall be directed to the commercial
division. Each commercial agent is assigned floor/opportunity time weekdays on a daily
rotation. During such time, the commercial duty agent will receive all commercial calls
and handle all commercial walk-ins. The duty agent is expected to be present during the
entire assigned period. In addition, a commercial agent will be assigned opportunity time
Saturdays and Sundays (excluding holidays) on a rotating basis. Though not expected to
be in the office on weekends, it is expected that the duty agent be immediately available
by phone.

There shall be separate office phone numbers for the commercial division per county.
Example: 828-210-3940 for Buncombe County, 828-210-xxxx for Haywood County and
828-210-xxxx for Henderson County. The listing agent shall have the choice of phone
numbers to place on the standard NAI BH sign. Each of these numbers will ring into the
main NAI BH Commercial office and answered as such. Each incoming number will be
identified as to the appropriate county and attempt will be made to reach the commercial
qualified agent on duty in that county. Should the duty agent not be immediately
available, the call will be handled by the duty agent at the main NAI BH Commercial
office.

COMMERCIAL FORMS
Each commercial agent is expected to have a proficient knowledge of all forms used in
the commercial division. Commercial forms for listings, sales, leases and disclosures are
quite different than residential forms.

COMMERCIAL MARKETING
BROCHURES
The majority of the commercial brochures can and should be produced in the Beverly-
Hanks marketing department. The terms and condition are outlined in the Marketing
Department Policy and Procedures section of the Manual.

ADVERTISING
The Commercial team shall appear on all commercial rosters and appropriate media print.
Publications may change from time to time; however, Commercial Team listings shall

COMMERCIAL 7
appear on a rotating basis. The Managing Broker, prior to publication, shall approve any
advertising.

COMMERCIAL SIGNS
The small commercial sign shall be placed on the property only after the listing has been
obtained and the listing information has been distributed to the commercial department.
The listing agent shall order a large commercial sign through the commercial Manager.

Each listing shall have a standard NAI BH Commercial sign (unless prohibited by Seller
or Landlord) with the listing agent’s choice of county phone numbers. Should the
property owner and/or agent request special signage, the cost of such custom sign shall be
shared by the agent and the company, with NAI BH Commercial absorbing 50% of the
cost. All NAI Global sign specifications must be met. All custom signs shall be
approved and ordered by the Managing Broker.

COMMERCIAL PHOTOS
Property photos for BH Commercial listings shall be promptly ordered by the listing
agent using the same instructions as per the List/Ad form. Aerial photos may be
requested for listings and the coordination of photos shall be determined by the Managing
Broker.

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