1. Opportunities Beyond Point In Time Appraisal: Life Beyond The Fee World Brian G. Varner AACI, P.App

2. Overview of Presentation Career path Career path Current position and role Current position and role Career opportunities within municipal government Career opportunities within municipal government Future of profession for AIC members Future of profession for AIC members Questions Questions

3. Fee Career Path – typical Real estate sales/fee appraisal (1980- 1982) Real estate sales/fee appraisal (1980- 1982) Residential fee appraisal (1982-1986) Residential fee appraisal (1982-1986) Awarded CRA in 1985 Awarded CRA in 1985 Commercial & res. fee appraisal (1986-2001) Commercial & res. fee appraisal (1986-2001) Awarded AACI in 1990 Awarded AACI in 1990

4. Fee Experience – typical Developed broad range of appraisal experience Developed broad range of appraisal experience Valuations completed on everything from the cottage to hotels Valuations completed on everything from the cottage to hotels Many assignments completed for various levels of government Many assignments completed for various levels of government Completed several expropriation reports Completed several expropriation reports

5. Fee Business Path Founded Varner Appraisals Ltd. in Halifax (1992) Founded Varner Appraisals Ltd. in Halifax (1992) Established partnership with Ingram Varner & Associates in Halifax (1997) Established partnership with Ingram Varner & Associates in Halifax (1997) Involved with AIC at Provincial and National levels (1990-present) Involved with AIC at Provincial and National levels (1990-present) Moved to Toronto in 2001 to commence new career path, seeking opportunities in non-fee world Moved to Toronto in 2001 to commence new career path, seeking opportunities in non-fee world

6. Non-Fee Career Path Manager Real Property – Town of Markham, Ontario (2001-2006) Manager Real Property – Town of Markham, Ontario (2001-2006) AACI Member Breaks New Ground (Spring 2003 Canadian Appraiser) highlights role and Markhams needs. AACI Member Breaks New Ground (Spring 2003 Canadian Appraiser) highlights role and Markhams needs. Competed for new position with persons having municipal experience. Competed for new position with persons having municipal experience. Markham said we can teach you our processes, we want someone with real estate knowledge, private sector thinking Markham said we can teach you our processes, we want someone with real estate knowledge, private sector thinking Report writing skills, negotiation skills. Report writing skills, negotiation skills.

7. Non-Fee Career Path Manager Policy & Appraisal Services – City of Toronto (2006-current) Manager Policy & Appraisal Services – City of Toronto (2006-current) New position involving appraisal services group and specialized project management. New position involving appraisal services group and specialized project management. Position requires AACI designation, knowledge of various Provincial Acts such as cash in lieu of parkland, cash in lieu of parking, expropriations and additional development density. Position requires AACI designation, knowledge of various Provincial Acts such as cash in lieu of parkland, cash in lieu of parking, expropriations and additional development density. Report writing skills, negotiation skills. Report writing skills, negotiation skills. Role reports to Director, Real Estate Services and Acting Director at the request or absence of Director. Role reports to Director, Real Estate Services and Acting Director at the request or absence of Director.

8. City of Toronto Real Estate Section Organizational Chart Executive Director Facilities & Real Estate Director Real EstateServices Manager* Policy & Appraisal Services (Brian Varner) Manager Acquisitions & Expropriations Manager Leasing & Site Management Manager Portfolio Management Toronto Real Estate Services employs 65 staff. Part of Corporate Services. Smaller municipalities often have all real estate activities within one division, i.e. part of Corporate Services or Legal Services.

9. Policy & Appraisal Services 6 appraisal staff providing valuation services (Section 37 and Section 42 Planning Act, acquisition, dispositions, market rental rates, etc.) 6 appraisal staff providing valuation services (Section 37 and Section 42 Planning Act, acquisition, dispositions, market rental rates, etc.) 375 appraisals per year (external reports prepared exclusively by AIC members) 375 appraisals per year (external reports prepared exclusively by AIC members) 3 Project Managers with carriage of several high profile files 3 Project Managers with carriage of several high profile files Why did I apply for this position? Why did I apply for this position? Toronto has a very diverse real estate portfolio which provides unique experiences and challenges.

10. Common Themes For Large and Small Municipalities Real estate represents one of largest assets of municipalities and is a revenue generator, yet historically real estate has often been understaffed and thus under performing. Real estate represents one of largest assets of municipalities and is a revenue generator, yet historically real estate has often been understaffed and thus under performing. Difficult to attract knowledgeable real estate professionals who possess strong negotiation skills and who have public sector experience. Difficult to attract knowledgeable real estate professionals who possess strong negotiation skills and who have public sector experience.

11. Benefits Of Municipal Public Sector Employment Broad range of real estate (water rights, surface and sub-surface easements, high density lands, brown fields, special purpose assets, golf courses, etc.) Broad range of real estate (water rights, surface and sub-surface easements, high density lands, brown fields, special purpose assets, golf courses, etc.) Constant new challenges Constant new challenges Structured work hours Structured work hours Competitive compensation, benefits, retirement plan Competitive compensation, benefits, retirement plan

12. Sample of Job Postings Post secondary education with completion of a designation program from the Appraisal Institute of Canada. Five years experience in the application of real estate functions related to commercial leasing, property acquisition and disposal, multiple stakeholder negotiations, encroachments, land management, property appraisal, expropriation; Post secondary education with completion of a designation program from the Appraisal Institute of Canada. Five years experience in the application of real estate functions related to commercial leasing, property acquisition and disposal, multiple stakeholder negotiations, encroachments, land management, property appraisal, expropriation; Thorough knowledge of real estate principles including real estate law and applicable legislation, appraisal, land use planning, economics and accounting. Thorough knowledge of real estate principles including real estate law and applicable legislation, appraisal, land use planning, economics and accounting. Strong computer literacy; Knowledge of land registry practices; Market research and analysis skills; Strong computer literacy; Knowledge of land registry practices; Market research and analysis skills; Excellent communication, advocacy and report writing skills; Previous municipal experience is a considerable asset. Excellent communication, advocacy and report writing skills; Previous municipal experience is a considerable asset.

13. Sample of Job Postings You will be responsible for: negotiating for the acquisition of property interests for capital works projects real property acquisition and disposal services to accommodate regional facilities conducting/reviewing appraisals drafting, reviewing and analyzing technical and legal agreements conduct comprehensive property research negotiating with property owners executing expropriation proceedings according to applicable legislation. You will be responsible for: negotiating for the acquisition of property interests for capital works projects real property acquisition and disposal services to accommodate regional facilities conducting/reviewing appraisals drafting, reviewing and analyzing technical and legal agreements conduct comprehensive property research negotiating with property owners executing expropriation proceedings according to applicable legislation. Minimum of 5 years municipal real estate experience, preferably in capital project land acquisitions sound knowledge of Registry Office procedures, legal surveys and engineering plans designated member of the Appraisal Institute of Canada excellent written and verbal communication skills strong organizational abilities, time management skills understanding of legislation affecting municipal real estate proven negotiating skills good computer skills. Minimum of 5 years municipal real estate experience, preferably in capital project land acquisitions sound knowledge of Registry Office procedures, legal surveys and engineering plans designated member of the Appraisal Institute of Canada excellent written and verbal communication skills strong organizational abilities, time management skills understanding of legislation affecting municipal real estate proven negotiating skills good computer skills.

14. Sample of Job Postings Designation from the Appraisal Institute of Canada Designation from the Appraisal Institute of Canada Minimum five (5) years experience in a related field, including three years property appraisal and/or negotiation experience, preferably in a municipal setting. Minimum five (5) years experience in a related field, including three years property appraisal and/or negotiation experience, preferably in a municipal setting. Demonstrated knowledge of real estate practices and principles, the registry system, zoning by-laws and official plan designation. Demonstrated knowledge of real estate practices and principles, the registry system, zoning by-laws and official plan designation. Knowledge of and demonstrated ability in corporate core competencies including customer service, communication, team work, initiative/self management and accountability Knowledge of and demonstrated ability in corporate core competencies including customer service, communication, team work, initiative/self management and accountability Strong communication, negotiation and conflict resolution skills required to influence decisions, to present information to varied audiences, and conduct successful negotiations. Strong communication, negotiation and conflict resolution skills required to influence decisions, to present information to varied audiences, and conduct successful negotiations. Demonstrated ability to prepare comprehensive appraisal reports, develop creative solutions to complex problems and present recommendations for settlements. Demonstrated ability to prepare comprehensive appraisal reports, develop creative solutions to complex problems and present recommendations for settlements. Ability to organize work, set priorities and work to deadlines. Ability to organize work, set priorities and work to deadlines.

15. What You Can Do Become familiar with Acts affecting real estate (Expropriation Act, Planning Act, Environmental Act and THE MUNICIPAL ACT) as an interview will test your general knowledge. Become familiar with Acts affecting real estate (Expropriation Act, Planning Act, Environmental Act and THE MUNICIPAL ACT) as an interview will test your general knowledge. Appraisers tend to submit resumes that are narrow in scope. Expand resume to include negotiation, knowledge of RFP process (perhaps you have responded to one), mediation experience, court experience, appearing before ABCs, AIC volunteer committee experience, making presentations, etc. Appraisers tend to submit resumes that are narrow in scope. Expand resume to include negotiation, knowledge of RFP process (perhaps you have responded to one), mediation experience, court experience, appearing before ABCs, AIC volunteer committee experience, making presentations, etc. No employer expects an applicant to meet 100% of criteria. Expand on the fee appraiser profile, sell your real estate knowledge and skills!!!!! No employer expects an applicant to meet 100% of criteria. Expand on the fee appraiser profile, sell your real estate knowledge and skills!!!!!

16. Future of Profession for AIC Members Governments are responding to fiscal demands by focusing on real estate portfolios - selling surplus lands, consolidating space, appealing assessments for tax base. Governments are responding to fiscal demands by focusing on real estate portfolios - selling surplus lands, consolidating space, appealing assessments for tax base. Municipalities need additional staff – tends to be shifting of deck chairs at present (Ontario). Municipalities need additional staff – tends to be shifting of deck chairs at present (Ontario). Governments facing effects of demographics, aging of the existing work force. Governments facing effects of demographics, aging of the existing work force. There will be continued demand for AIC trained real estate professionals and chance for advancements due to retirements. There will be continued demand for AIC trained real estate professionals and chance for advancements due to retirements.

17. Questions ?