"When you look at the traditional tenant rep model, you havedifferent tenant reps all going after the same pieces of business,and I looked at that model and thought there had to be a better wayto do this," she tells GlobeSt.com. "What happens to tenant repprofessionals working at a large brokerage firm is that sometimesthey are working with three or four other people and part of theirfee goes back to the house, so they have to do a huge amount oftransactions to make a living. That does not turn out to be themost efficient way to work with a client."

Campbell says her firm, which now has a staff of three, willeventually employ a specialized staff that would be colleagueswithout being competitors. "We're going to handpick other brokersand professionals to work at the firm that will be going be afterseparate business that does not overlap," Campbell says. "We'relooking at geographic territory or vertical markets, and trying tofind what is the best situation that creates not a competitive buta symbiotic relationship. The traditional brokerage model, whereyou're not inclined to share information with you colleagues andyou're competing with them for business, is inefficient."

She says the demand for tenant rep services is actually going togo down, but the demand for a more specialized, service-orientedapproach is going to go up, and that's where Bella Terra is reallygoing to hit the sweet spot. "Clients looking for tenant reps aregoing to demand a savvy approach, and will want more value fromtheir real estate service providers they're hiring. We're going tosee many of our clients going back to wanting service and value forthe partnership, and looking for a long-term relationship, andwe'll provide a level of services that will allow us to continue toservice those clients when the economy recovers."