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HFF/Inc · S-1/A · On 1/16/07

Filed On 1/16/07 9:55pm ET   ·   SEC File 333-138579   ·   Accession Number 893220-7-50

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  As Of               Filer                 Filing     As/For/On Docs:Pgs              Issuer               Agent

 1/17/07  HFF/Inc                           S-1/A                  2:201                                    Bowne of Philadelphia FA

Pre-Effective Amendment to Registration Statement (General Form)   ·   Form S-1
Filing Table of Contents

Document/Exhibit                   Description                      Pages   Size 

 1: S-1/A       Amendment No.5 to Form S-1                          HTML  1,158K 
 2: EX-23.1     Consent of Ernst & Young Llp                        HTML      5K 


S-1/A   ·   Amendment No.5 to Form S-1
Document Table of Contents

Page (sequential) | (alphabetic) Top
 
11st Page
"Prospectus Summary
"Risk Factors
"Forward-Looking Statements
"Trademarks
"Organizational Structure
"Use of Proceeds
"Dividend Policy
"Capitalization
"Dilution
"Unaudited Pro Forma Financial Information
"Selected Historical Financial Data
"Management s Discussion and Analysis of Financial Condition and Results of Operation
"The Commercial Real Estate Industry
"Business
"Management
"Principal Stockholders
"Certain Relationships and Related Party Transactions
"Description of Capital Stock
"Shares Eligible for Future Sale
"Material U.S. Federal Tax Considerations for Non-U.S. Holders of Class A Common Stock
"Underwriting
"Legal Matters
"Experts
"Where You Can Find More Information
"Index to Financial Statements
"Industry and Market Data
"Table of Contents

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Table of Contents

As filed with the Securities and Exchange Commission on January 17, 2007.
Registration No. 333-138579
 
UNITED STATES SECURITIES AND EXCHANGE COMMISSION
Washington, DC 20549
 
 
 
 
Amendment No. 5
to
Form S-1
REGISTRATION STATEMENT
UNDER
THE SECURITIES ACT OF 1933
 
 
 
 
HFF, Inc.
(Exact name of Registrant as specified in its charter)
 
         
Delaware   6500   51-0610340
(State or Other Jurisdiction
of Incorporation or Organization)
  (Primary Standard Industrial
Classification Code Number)
  (I.R.S. Employer
Identification No.)
 
 
 
 
429 Fourth Avenue
Suite 200
Pittsburgh, PA 15219
(412) 281-8714
(Address, including zip code, and telephone number,
including area code, of registrant’s principal executive offices)
 
 
 
 
John H. Pelusi, Jr.
Chief Executive Officer
429 Fourth Avenue
Suite 200
Pittsburgh, PA 15219
(412) 281-8714
(Name, address including zip code, and telephone number,
including area code, of agent for service)
 
 
 
 
Copies to:
 
     
James A. Lebovitz, Esq.
Brian D. Short, Esq.
Dechert LLP
2929 Arch Street
Philadelphia, PA 19104-2808
(215) 994-4000
  Alan D. Schnitzer, Esq.
Joshua Ford Bonnie, Esq.
Simpson Thacher & Bartlett LLP
425 Lexington Avenue
New York, NY 10017-3954
(212) 455-2000
 
 
 
 
Approximate date of commencement of proposed sale to the public:  As soon as practicable after the effective date of this Registration Statement.
 
If any of the securities being registered on this form are to be offered on a delayed or continuous basis pursuant to Rule 415 under the Securities Act of 1933, check the following box.  o
 
If this form is filed to register additional securities for an offering pursuant to Rule 462(b) under the Securities Act, check the following box and list the Securities Act registration statement number of the earlier effective registration statement for the same offering.  o
 
If this form is a post-effective amendment filed pursuant to Rule 462(c) under the Securities Act, check the following box and list the Securities Act registration statement number of the earlier effective registration statement for the same offering.  o
 
If this form is a post-effective amendment filed pursuant to Rule 462(d) under the Securities Act, check the following box and list the Securities Act registration statement number of the earlier effective registration statement for the same offering.  o
 
CALCULATION OF REGISTRATION FEE
 
                         
            Proposed Maximum
    Proposed Maximum
     
Title of Each Class of
    Amount to be
    Offering Price
    Aggregate Offering
    Amount of
Securities to be Registered     Registered(1)     Per Share     Price(2)(3)     Registration Fee(4)
Class A Common Stock, par value $0.01 per share     16,445,000     $17.00     $279,565,000     $30,000
                         
 
(1) Includes 2,145,000 shares subject to the underwriters’ option to purchase additional shares.
 
(2) Estimated solely for the purpose of computing the registration fee pursuant to Rule 457(a) under the Securities Act based on an estimate of the proposed maximum aggregate offering price.
 
(3) Includes shares subject to the underwriters’ option to purchase additional shares.
 
(4) This amount has previously been paid.
 
 
 
The Registrant hereby amends this Registration Statement on such date or dates as may be necessary to delay its effective date until the Registrant shall file a further amendment which specifically states that this Registration Statement shall thereafter become effective in accordance with Section 8(a) of the Securities Act of 1933 or until the Registration Statement shall become effective on such date as the Commission, acting pursuant to said Section 8(a), may determine.
 



Table of Contents

The information in this prospectus is not complete and may be changed. These securities may not be sold until the registration statement filed with the Securities and Exchange Commission is effective. This prospectus is not an offer to sell nor does it seek an offer to buy these securities in any jurisdiction where the offer or sale is not permitted.
 
SUBJECT TO COMPLETION, DATED JANUARY 17, 2007
 
14,300,000 Shares
 
Image -- (HFF LOGO)
 
Class A Common Stock
 
 
 
This is an initial public offering of Class A common stock of HFF, Inc.
 
All of the 14,300,000 shares of Class A common stock are being sold by HFF, Inc.
 
Prior to this offering, there has been no market for our Class A common stock. It is currently estimated that the initial public offering price per share will be between $15.00 and $17.00 per share.
 
We have applied to list our Class A common stock on the New York Stock Exchange under the symbol “HF.” See “Underwriting” for a discussion of the factors to be considered in determining the initial public offering price.
 
Investing in our Class A common stock involves significant risks. See “Risk Factors” beginning on page 15 to read about factors you should consider before buying shares of our Class A common stock.
 
Neither the Securities and Exchange Commission nor any other regulatory body has approved or disapproved of these securities or passed upon the adequacy or accuracy of this prospectus. Any representation to the contrary is a criminal offense.
 
 
 
 
                 
    Per Share     Total  
 
Initial public offering price
  $           $        
Underwriting discount
  $       $    
Proceeds, before expenses, to HFF, Inc. 
  $       $  
 
To the extent that the underwriters sell more than 14,300,000 shares of our Class A common stock, the underwriters have the option to purchase up to an additional 2,145,000 shares of Class A common stock from HFF, Inc. at the public offering price less the underwriting discount.
 
 
 
 
The underwriters expect to deliver the shares of Class A common stock in New York, New York on          , 2007.
 
 
 
Goldman, Sachs & Co. Morgan Stanley
 
 
 
Banc of America Securities LLC Wachovia Securities
 
JPMorgan Lehman Brothers
 
 
 
 
Prospectus dated          , 2007.



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PROSPECTUS SUMMARY
 
This summary highlights information contained elsewhere in this prospectus. Before making an investment decision, you should read the entire prospectus carefully, including the section entitled “Risk Factors” and our consolidated financial statements and related notes included elsewhere in this prospectus.
 
Unless we state otherwise, the terms “we,” “us,” “our,” “HFF,” and the “Company,” refer to HFF, Inc., a newly formed Delaware corporation, and its consolidated subsidiaries after giving effect to the reorganization transactions to be completed prior to the consummation of this offering as described in “Organizational Structure”; prior to the reorganization transactions, these terms refer to HFF Holdings (as such term is defined below) and its consolidated subsidiaries. Unless the context otherwise requires, references to (1) “HFF Holdings” refer solely to HFF Holdings LLC, a Delaware limited liability company that is currently the holding company for our consolidated subsidiaries, and not to any of its subsidiaries, (2) “HFF LP” refer to Holliday Fenoglio Fowler, L.P., a Texas limited partnership, (3) “HFF Securities” refer to HFF Securities L.P., a Delaware limited partnership and registered broker-dealer, (4) “Holliday GP” refer to Holliday GP Corp., a Delaware corporation and the general partner of HFF LP and HFF Securities, (5) “HoldCo LLC” refer to HFF Partnership Holdings LLC, a Delaware limited liability company and a wholly-owned subsidiary of HFF, Inc. and (6) “Holdings Sub” refer to HFF LP Acquisition LLC, a Delaware limited liability company and wholly-owned subsidiary of HFF Holdings. Our business operations are conducted by HFF LP and HFF Securities which are sometimes referred to in this prospectus as the “Operating Partnerships.” Unless we state otherwise, the information in this prospectus gives effect to the reorganization transactions described in “Organizational Structure.” The term “Predecessor” refers to HFF LP prior to its acquisition from Lend Lease by HFF Holdings on June 16, 2003. The term “‘Successor” refers to HFF Holdings after the date of such acquisition.
 
HFF
 
We are a leading provider of commercial real estate and capital markets services to the U.S. commercial real estate industry based on transaction volume and are one of the largest private full-service commercial real estate financial intermediaries in the country. We operate out of 18 offices nationwide with more than 130 transaction professionals and approximately 270 support associates. In 2005, we advised on approximately $32 billion of completed commercial real estate transactions, more than a 40% increase compared to the approximately $22 billion of completed transactions we advised on in 2004.
 
Our fully-integrated national capital markets platform, coupled with our knowledge of the commercial real estate markets, allows us to effectively act as a “one-stop shop” for our clients, providing a broad array of capital markets services including:
 
  •  Debt placement;
 
  •  Investment sales;
 
  •  Structured finance;
 
  •  Private equity, investment banking and advisory services;
 
  •  Note sale and note sales advisory services; and
 
  •  Commercial loan servicing.
 
Substantially all of our revenues are in the form of capital market services fees collected from our clients, usually negotiated on a transaction-by-transaction basis. We believe that our multiple product offerings, diverse client mix, expertise in a wide range of property types and our national platform create a stable and diversified revenue stream. Furthermore, we believe our business mix, operational expertise and the leveragability of our platform have enabled us to achieve profit margins that are among the highest of our public company peers. Our revenues and net income were $205.8 million and $46.8 million, respectively, for the year ended December 31, 2005, compared to $143.7 million and $28.1 million, respectively, for the year ended December 31, 2004. For the


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nine months ended September 30, 2006, our revenues and net income were $156.5 million and $31.7 million, respectively.
 
We have established strong relationships with our clients. Our clients are both users of capital, such as property owners, and providers of capital, such as lenders and equity investors. Many of our clients act as both users and providers of capital in different transactions, which enables us to leverage our existing relationships and execute multiple transactions across multiple services with the same clients.
 
We believe we have a reputation for high ethical standards, dedicated teamwork and a strong focus on serving the interests of our clients. We take a long-term view of our business and client relationships, and our culture and philosophy are firmly centered on putting the client’s interests first. Furthermore, through their ownership of HFF Holdings, approximately 40 of our senior transaction professionals will in the aggregate own a majority interest in the Operating Partnerships following this offering. We believe this further aligns their individual interests with those of the Company.
 
Our Competitive Strengths
 
We attribute our success and distinctiveness to our ability to leverage a number of key competitive strengths, including:
 
  •  People, Expertise and Culture.  We and our predecessor companies have been in the commercial real estate business for over 25 years, and our transaction professionals have significant expertise and long-standing relationships with our clients. The transaction history accumulated among our transaction professionals ensures a high degree of market knowledge on a macro level, intimate knowledge of local commercial real estate markets, long-term relationships with the most active investors, and a comprehensive understanding of capital markets products. In addition, our culture is governed by our commitment to high ethical standards, putting the client’s interest first and treating clients and our own associates fairly and with respect.
 
  •  Integrated Capital Markets Services Platform.  In the increasingly competitive commercial real estate and capital markets industry, we believe our key differentiator is our ability to analyze all commercial real estate product types and markets as well as our ability to provide clients with comprehensive analysis, advice and execution expertise on all types of debt and equity capital markets solutions.
 
  •  Independent Objective Advice.  Unlike many of our competitors, we do not currently offer services that compete with services provided by our clients such as leasing or property management, nor do we currently engage in principal capital investing activities. This allows us to offer independent objective advice to our clients.
 
  •  Extensive Cross-Selling Opportunities.  As some participants in the commercial real estate market are frequently buyers, sellers, lenders and borrowers at various times, our relationships with these participants across all aspects of their business provides us with multiple revenue opportunities throughout the life cycle of their commercial real estate investments. In addition, we often provide more than one service in a particular transaction, such as in an investment sale or note sale assignment where we not only represent the seller of a commercial real estate investment but also represent the buyer in arranging acquisition financing.
 
  •  Broad and Deep Network of Relationships.  We have developed broad and deep-standing relationships with the users and providers of capital in the industry and have completed multiple transactions for many of the top institutional commercial real estate investors in the U.S. Importantly, our transaction professionals, analysts and closing specialists foster relationships with their respective counterparts within each client’s organization. This provides, in our opinion, a deeper relationship with our firm relative to our competitors.
 
  •  Proprietary Transaction Database.  We believe that the extensive volume of commercial real estate transactions that we advise on throughout the U.S. and across multiple property types and capital market service lines provides our transaction professionals with valuable, real-time market information. We maintain a proprietary database on over 4,800 clients as well as databases that track key terms and provisions of all closed and pending transactions for which we are involved as well as historic and current


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  flows and the pricing of debt, structured finance, investment sales, note sales and equity transactions. We believe this information strengthens our competitive position by enhancing the advice we provide to clients and improving the probability of successfully closing a transaction.
 
Our Strategic Growth Plan
 
We seek to improve our market position by focusing on the following strategic growth initiatives:
 
  •  Expand Our Geographic Footprint.  We believe that opportunities exist to establish and increase our presence in several key domestic and, potentially, international markets. While our transaction professionals, located in 18 offices throughout the U.S., advised clients on transactions in 44 states (and the District of Columbia) and in more than 500 cities in 2005, there are a number of major metropolitan areas where we do not maintain an office, and we have no overseas offices. We expect to achieve future strategic geographic expansion through a combination of recruitment of key transaction professionals, organic growth and possible acquisitions of smaller local and regional firms across all services in both new and existing markets. However, in all cases our strategic growth will be focused on serving our clients’ interests and predicated on finding the most experienced professionals in the market who have the highest integrity, work ethic and reputation, while fitting into our culture and sharing our philosophy and the way we conduct our business.
 
  •  Increase Market Share Across Each of Our Services.  We have achieved significant growth in each of the services we provide through our integrated capital markets platform. We believe that we have the opportunity to continue to increase our market share in each of the various services we provide to our clients by penetrating deeper into our national, regional and local client relationships. We also intend to increase our market share by selectively hiring transaction professionals in our existing offices and in new locations, predicated on finding the most experienced professionals in the market who have the highest integrity, work ethic and reputation, while fitting into our culture and sharing our philosophy and the way we conduct our business.
 
  •  Continue to Capitalize on Cross-Selling Opportunities.  Participants in the commercial real estate market increasingly are buyers, sellers, lenders and borrowers at various times. We believe our relationships with all of these participants across all aspects of their businesses provide us with multiple revenue opportunities throughout the lifecycle of their commercial real estate investments. Our clients typically execute transactions throughout the U.S. utilizing the wide spectrum of our services. By maintaining close relationships with these clients, we intend to continue to generate significant repeat business across all of our business lines.
 
Selected Risk Factors
 
We face a number of competitive challenges and potential risks. See “Risk Factors” for a discussion of the factors you should consider before buying shares of our Class A common stock. Some of the more significant challenges and risks include:
 
  •  General Economic Conditions and Commercial Real Estate Market Conditions.  Negative economic conditions, changes in interest rates, disruptions in capital markets, and declines in the demand for commercial real estate and related services in international or domestic markets or in significant markets in which we do business could have a material adverse effect on our business, results of operations and/or financial condition.
 
  •  Retention of Qualified and Experienced Transaction Professionals and Employees.  Our most important asset is our people, and our continued success is highly dependent upon the efforts of our transaction professionals and other important associates, including our analysts and production coordinators as well as our key servicing and company overhead support associates. Our transaction professionals generate a significant majority of our revenues. If any of these key transaction professionals or other important associates leave, or if we are unable to attract other qualified transaction professionals, our business, financial condition and results of operations may suffer.


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  •  Preservation of Our Business Philosophy and Culture.  We are deeply committed to maintaining our business philosophy and culture. The effects of becoming a public company, including potential changes in our compensation structure, could adversely affect our culture.
 
  •  Control by HFF Holdings of the voting power in HFF, Inc.  After the offering, HFF Holdings will have a number of votes in HFF, Inc. that is equal to the total number of shares of Class A common stock for which the partnership units that HFF Holdings holds in the Operating Partnerships are exchangeable. As a result, because HFF Holdings will have a majority of the voting power in HFF, Inc., following the offering HFF Holdings will have the ability to elect all of the members of our board of directors and thereby to control our management and affairs.
 
  •  Tax Benefits.  Although we expect our structure to produce significant tax benefits as a result of the initial sale to us of interests in the Operating Partnerships and subsequent exchanges of interests in the Operating Partnerships, we will be required to pay HFF Holdings for 85% of those tax benefits. We may need to incur debt to finance payments under the tax receivable agreement to the extent our cash resources are insufficient to meet our obligations under the tax receivable agreement as a result of timing discrepancies or otherwise.
 
  •  Transformation into a public company.  Our business has historically operated as a privately-owned company, and we expect to incur significant additional legal, accounting, reporting and other expenses as a result of having publicly traded common stock. Additionally, the demands associated with being a public company may disrupt regular operations of our business by diverting attention of some of our most active senior transaction professionals away from revenue producing activities to management and administrative oversight.
 
 
HFF, Inc. was incorporated in Delaware in November, 2006. Our principal executive offices are located at 429 Fourth Avenue, Suite 200, Pittsburgh, Pennsylvania 15219, and our telephone number is (412) 281-8714.


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Organizational Structure
 
Prior to the closing of this offering, we will effect the reorganization described in “Organizational Structure” beginning on page 29. The diagram below depicts our current organizational structure:
 
Current Organizational Structure
 
Image -- (FLOW CHART)
 
 
(a) Approximately 40 of our senior transaction professionals.


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Following the reorganization and this offering, HFF, Inc. will be a holding company and hold partnership units in the Operating Partnerships and all of the outstanding shares of Holliday GP. As the owner of Holliday GP, the sole general partner of the Operating Partnerships, HFF, Inc. will operate and control all of the business and affairs of the Operating Partnerships. HFF, Inc. will consolidate the financial results of the Operating Partnerships, and the ownership interest of HFF Holdings in the Operating Partnerships will be treated as a minority interest in HFF, Inc.’s consolidated financial statements. HFF Holdings and HFF, Inc., through their wholly-owned subsidiaries, will be the only limited partners of the Operating Partnerships after this offering. The diagram below depicts our organizational structure immediately following this offering.
 
Post – IPO Organizational Structure
 
Image -- (FLOW CHART)
 
(a) Approximately 40 of our senior transaction professionals.


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Immediately following this offering, HFF, Inc. will hold partnership units in the Operating Partnerships representing approximately 39% of the total number of partnership units of each of the Operating Partnerships, or approximately 45% if the underwriters exercise in full their option to purchase additional shares, and HFF Holdings will hold partnership units in the Operating Partnerships representing approximately 61% of the total number of partnership units of each of the Operating Partnerships, or approximately 55% if the underwriters exercise in full their option to purchase additional shares. Accordingly, immediately following this offering, public stockholders will own approximately 39% of the equity in our business and HFF Holdings will own approximately 61% of the equity in our business. If the underwriters exercise in full their option to purchase additional shares, immediately following this offering, public stockholders will own approximately 45% of the equity in our business and HFF Holdings will own approximately 55% of the equity in our business. In addition, our public stockholders will have approximately 39% of the voting power in HFF, Inc., or approximately 45% if the underwriters exercise in full their option to purchase additional shares, and HFF Holdings will have approximately 61% of the voting power in HFF, Inc., or approximately 55% if the underwriters exercise in full their option to purchase additional shares.


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The Offering
 
Class A common stock offered by us
14,300,000 shares
 
Common stock to be outstanding after the offering
 
  Class A common stock
14,300,000 shares (or 36,800,000 shares if HFF Holdings exchanges all of its partnership units in the Operating Partnerships for newly-issued shares of Class A common stock)
 
  Class B common stock
1 share
 
Option to purchase additional shares
If the underwriters sell more shares than the total number set forth above, the underwriters have an option to buy up to an additional 2,145,000 shares from us to cover such sales. They may exercise that option for 30 days.
 
Use of proceeds
We estimate that our net proceeds from this offering, after deducting underwriting discounts and estimated offering expenses, will be approximately $209.0 million, or approximately $240.9 million if the underwriters exercise in full their option to purchase additional shares. We will use these proceeds, as well as any proceeds received from the exercise of the underwriters’ option to purchase additional shares, to purchase from HFF Holdings all of the shares of Holliday GP and partnership units representing approximately 39% of each of the Operating Partnerships, or partnership units representing approximately 45% of each of the Operating Partnerships if the underwriters exercise in full their option to purchase additional shares. HFF Holdings will use approximately $56.3 million of the sale proceeds to repay all outstanding borrowings under HFF LP’s credit agreement, based on amounts outstanding under the credit agreement on January 1, 2007. Accordingly, we will not retain any of the proceeds from this offering.
 
Voting rights
Each share of our Class A common stock will entitle its holder to one vote on all matters to be voted on by stockholders generally.
 
HFF Holdings will be issued one share of our Class B common stock. Class B common stock has no economic rights but will entitle the holder to a number of votes that is equal to the total number of shares of Class A common stock for which the partnership units that HFF Holdings holds in the Operating Partnerships as of the relevant record date for the HFF, Inc. stockholder action are exchangeable.
 
See “Description of Capital Stock.”
 
Holders of our Class A common stock and Class B common stock will vote together as a single class on all matters presented to our stockholders for their vote or approval, except as otherwise required by applicable law.
 
Dividends
We do not currently intend to pay a quarterly cash dividend. If we do declare a dividend in the future, the Class B common stock will not be entitled to dividend rights.
 
HFF, Inc. will be a holding company and will have no material assets other than its ownership of partnership units in the Operating Partnerships. If we declare a dividend at some point in the future, we intend to cause the Operating Partnerships to make distributions to HFF, Inc. in an amount sufficient to cover any such dividends. If the Operating Partnerships make such distributions, HFF Holdings will be


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entitled to ratably receive equivalent distributions on its partnership units in the Operating Partnerships.
 
New York Stock Exchange symbol
HF
 
Risk factors
Please read “Risk Factors” and other information included in this prospectus for a discussion of factors you should carefully consider before deciding to invest in our Class A common stock.
 
 
Class A common stock outstanding and other information based thereon in this prospectus does not reflect:
 
  •  2,145,000 shares of Class A common stock issuable upon exercise of the underwriters’ option to purchase additional shares;
 
  •  210,940 shares of our Class A common stock that will underlie awards we expect to grant under our proposed stock incentive plan at the time of this offering. A $1.00 increase (decrease) in the assumed offering price of $16.00 per share would decrease (increase) the amount of shares underlying these awards by approximately 15,000 shares. See “Management — Omnibus Incentive Compensation Plan;” and
 
  •  3,289,060 additional shares of our Class A common stock expected to be available for future grant under our proposed stock incentive plan after the consummation of this offering. See “Management — Omnibus Incentive Compensation Plan.”
 
Unless we specifically state otherwise, all information in this prospectus assumes that our Class A common stock will be sold at $16.00 per share (the midpoint of the price range on the cover of this prospectus).


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Summary Consolidated Financial Data
 
The following tables present summary consolidated financial data as of and for the dates and periods indicated for HFF Holdings. We derived the summary consolidated financial data set forth below as of and for the years ended December 31, 2005 and 2004 and as of and for the nine months ended September 30, 2006 from the audited consolidated financial statements of HFF Holdings, which have been audited by Ernst & Young LLP, our independent registered public accounting firm, and are included elsewhere in this prospectus. We derived the summary consolidated financial data set forth below for the nine months ended September 30, 2005 from the unaudited consolidated financial statements of HFF Holdings, which are included elsewhere in this prospectus.
 
The summarized unaudited pro forma financial data as of September 30, 2006 and for the year ended December 31, 2005 and the nine months ended September 30, 2006 have been prepared to give pro forma effect to all of the reorganization transactions described in “Organizational Structure” and the sale of shares in this offering, and the application of the net proceeds from this offering, as if they had been completed as of January 1, 2005 with respect to the unaudited condensed consolidated pro forma statements of income and as of September 30, 2006 with respect to the unaudited pro forma statement of financial condition data. This data is subject, and gives effect, to the assumptions and adjustments described in the notes accompanying the unaudited pro forma financial statements included elsewhere in this prospectus. The summary unaudited pro forma financial data is presented for informational purposes only and should not be considered indicative of actual results of operations that would have been achieved had the reorganization transactions and this offering been consummated on the dates indicated, and do not purport to be indicative of statements of financial condition data or results of operations as of any future date or for any future period.
 
The summary consolidated financial data presented below is not indicative of our results for any future period. In management’s opinion, the unaudited information has been prepared on substantially the same basis as the consolidated financial statements appearing elsewhere in this prospectus and includes all adjustments (consisting of normal recurring adjustments) necessary for a fair presentation of the unaudited consolidated data. The summary consolidated financial data set forth below should be read in conjunction with the consolidated financial statements and related notes included elsewhere in this prospectus, “Unaudited Pro Forma Financial Information,” “Selected Historical Financial Data” and “Management’s Discussion and Analysis of Financial Condition and Results of Operation.”


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                            Pro Forma(a)  
          Nine Months
          Nine Months
 
    Year Ended
    Ended
    Year Ended
    Ended
 
    December 31,     September 30,     December 31,     September 30,  
    2004     2005     2005     2006     2005     2006  
                (unaudited)           (unaudited)     (unaudited)  
    (In thousands, except per share data)  
 
Statement of Income Data
                                               
Revenues
                                               
Capital markets services revenue
  $ 142,192     $ 203,457     $ 135,983     $ 153,586     $ 203,457     $ 153,586  
Interest on mortgage notes receivable
          412       65       662       412       662  
Other
    1,499       1,979       1,251       2,289       1,979       2,289  
                                                 
Total revenues
    143,691       205,848       137,299       156,537       205,848       156,537  
Operating expenses
                                               
Cost of services
    85,778       119,106       81,026       89,340       119,106       89,340  
Personnel
    9,107       14,369       8,874       10,460       14,936       10,648  
Occupancy
    5,047       5,357       4,034       4,629       5,357       4,629  
Travel and entertainment
    3,617       5,067       3,221       3,842       5,067       3,842  
Supplies, research and printing
    2,933       5,089       3,690       4,800       5,089       4,800  
Insurance
    1,500       2,470       1,883       2,265       1,459       1,056  
Professional fees
    871       1,201       1,012       1,979       1,101       1,295  
Depreciation and amortization
    2,506       2,735       1,988       2,039       2,595       1,946  
Other operating
    3,441       3,483       2,532       3,270       3,417       3,288  
Interest on warehouse line of credit
          409       60       676       409       676  
                                                 
Total operating expenses
    114,800       159,286       108,320       123,300       158,536       121,520  
                                                 
Operating income
    28,891       46,562       28,979       33,237       47,312       35,017  
Interest and other income
    317       1,267       675       1,394       274       369  
Interest expense
    (406 )     (271 )     (220 )     (2,377 )     (80 )     (47 )
                                                 
Income before minority interest and income taxes
    28,802       47,558       29,434       32,254       47,506       35,339  
Minority interest
                            29,026       21,592  
                                                 
Income before taxes
    28,802       47,558       29,434       32,254       18,480       13,747  
Income tax expense(b)
    728       715       433       557       7,392       5,499  
                                                 
Net income
  $ 28,074     $ 46,843     $ 29,001     $ 31,697       11,088       8,248  
                                                 
Pro forma basic net income per share of Class A common stock(c)
                                  $ 0.77     $ 0.58  
Pro forma diluted net income per share of Class A common stock(c)
                                  $ 0.77     $ 0.57  
Pro forma basic weighted average shares of Class A common stock(c)
                                    14,313       14,313  
Pro forma diluted weighted average shares of Class A common stock(c)
                                    14,329       14,368  
 


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                            Pro Forma(a)  
          Nine Months
          Nine Months
 
    Year Ended
    Ended
    Year Ended
    Ended
 
    December 31,     September 30,     December 31,     September 30,  
    2004     2005     2005     2006     2005     2006  
    (Dollars in thousands)  
 
Other Financial and Operational Data: (Unaudited)
                                               
EBITDA(d)
  $ 31,714     $ 50,564     $ 31,642     $ 36,670     $ 50,181     $ 37,332  
EBITDA margin
    22.1 %     24.6 %     23.0 %     23.4 %     24.4 %     23.8 %
Transaction volume by service(e):
                                               
Debt placement and structured finance
  $ 16,567,740     $ 23,914,648     $ 16,175,033     $ 16,738,793                  
Investment sales
  $ 5,549,781     $ 7,606,145     $ 5,038,859     $ 6,454,221                  
Note sale and note sales advisory services
  $ 189,963     $ 93,900     $ 74,400     $ 0                  
Private equity, investment banking and advisory services
        $ 165,400     $ 112,000     $ 1,020,000                  
Total
  $ 22,307,484     $ 31,780,093     $ 21,400,292     $ 24,213,014                  
Number of transactions
    1,004       1,472       1,014       914                  
Servicing portfolio balance
  $ 13,040,524     $ 14,889,963     $ 14,169,055     $ 16,399,388                  
Transaction professionals
    118       131       130       139                  
Total number of employees
    328       380       366       408                  
 
                                 
                As of
 
    December 31,     September 30,     September 30, 2006  
    2004     2005     2006     Pro Forma(a)  
                      (Unaudited)  
    (In thousands)  
 
Balance Sheet Data:
                               
Cash and cash equivalents
  $ 41,301     $ 59,595     $ 55,224     $ 12,381  
Total assets
    56,090       89,941       112,851       175,168  
Long term debt (including current portion)
    7,644       272       57,690       190  
Total liabilities
    18,978       29,903       120,952       153,521  
Minority interest
                      13,226  
Stockholders’/members’ equity (deficiency)
    37,112       60,038       (8,101 )     8,421  
 
 
(a) See “Unaudited Pro Forma Financial Information.”
 
(b) We have historically operated as two limited liability companies (HFF Holdings and Holdings Sub), a corporation (Holliday GP) and two limited partnerships (HFF LP and HFF Securities), which two partnerships we refer to as the Operating Partnerships. As a result, our income has been subject to limited U.S. federal income taxes, and our income and expenses have been passed through and reported on the individual tax returns of the members of HFF Holdings. Income taxes shown on our consolidated statements of income are attributable to taxes incurred at the state and local level. Following this offering, HFF, Inc. will be subject to additional entity-level taxes that will be reflected in our consolidated financial statements. See “Management’s Discussion and Analysis of Financial Condition and Results of Operation — Key Financial Measures and Indicators — Costs and Expenses — Income Tax Expense” and “Unaudited Pro Forma Financial Information.”

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(c) For the purposes of the HFF, Inc. pro forma net income per share of Class A common stock calculation, the weighted average shares of Class A common stock outstanding, basic and diluted, are calculated based on:
 
                                 
    Year Ended
    Nine Months Ended
 
    December 31, 2005
    September 30, 2006
 
    Pro Forma     Pro Forma  
    (unaudited)     (unaudited)  
    Basic     Diluted     Basic     Diluted  
 
HFF, Inc. shares of Class A common stock
                       
New shares from offering
    14,300       14,300       14,300       14,300  
Restricted stock units
    13       29       13       68  
Weighted average shares of Class A common stock outstanding
    14,313       14,329       14,313       14,368  
 
The partnership units of Operating Partnerships exchangeable into shares of Class A common stock pursuant to the Exchange Right are not included in the calculation of weighted average shares of Class A common stock outstanding as they are anti-dilutive.
 
HFF, Inc. pro forma basic and net diluted net income per share of Class A common stock are calculated as follows:
 
                                 
          Nine Months
 
    Year Ended
    Ended
 
    December 31,
    September 30,
 
    2005
    2006
 
    Pro Forma     Pro Forma  
    (unaudited)     (unaudited)  
    Basic     Diluted     Basic     Diluted  
 
Basic and Diluted Net Income Per Share
                               
Net income available to holders of shares of Class A common stock
  $ 11,088     $ 11,088     $ 8,248     $ 8,248  
Basic and diluted weighted average shares of Class A common stock outstanding
    14,313       14,329       14,313       14,368  
Basic and diluted net income per share of Class A common stock
  $ 0.77     $ 0.77     $ 0.58     $ 0.57  
 
The share of Class B common stock has no right to receive dividends or distributions from HFF, Inc. The share of Class B common stock does not share in the earnings of HFF, Inc. and no earnings are allocable to such class. Accordingly, pro forma basic and diluted net income per share of Class B common stock have not been presented.
 
(d) We define EBITDA as net income (loss) before interest expense, income taxes, depreciation and amortization, and income reported to the minority interest. We use EBITDA in our business operations to, among other things, evaluate the performance of our business, develop budgets and measure our performance against those budgets. We also believe that analysts and investors use EBITDA as a supplemental measure to evaluate a company’s overall operating performance. However, EBITDA has material limitations as an analytical tool and you should not consider this in isolation, or as a substitute for analysis of our results as reported under GAAP. We find it as a useful tool to assist us in evaluating performance because it eliminates items related to capital structure and taxes. The items that we have eliminated from net income in determining EBITDA are interest expense, income taxes, depreciation of fixed assets, amortization of intangible assets and income reported to the minority interest. However, some of these eliminated items are significant to our business. For example, (i) interest expense is a necessary element of our costs and ability to generate revenue because we incur interest expense related to any outstanding indebtedness, (ii) payment of income taxes is a necessary element of our costs, (iii) depreciation is a necessary element of our costs and (iv) income reported to minority interest based upon HFF Holding’s ownership interest in the Operating Partnerships. Any measure that eliminates components of our capital structure and costs associated with carrying significant amounts of fixed assets on our balance sheet has material limitations as a performance measure. In light of the foregoing limitations, we do not rely solely on EBITDA as a performance measure and also consider our GAAP results. EBITDA is not a measurement of our financial performance under GAAP and should not be considered as an alternative to net income, operating income or any other measures derived in accordance with GAAP. Because EBITDA is not


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calculated in the same manner by all companies, it may not be comparable to other similarly titled measures used by other companies.
 
Set forth below is an unaudited reconciliation of net income (loss) to EBITDA for the periods presented.
 
                                                 
                            Pro Forma(a)  
    For the Year Ended
    Nine Months Ended
    Year Ended
    Nine Months
 
    December 31,     September 30,     December 31,     September 30,  
    2004     2005     2005     2006     2005     2006  
    (In thousands, except per share data)  
 
Net income
  $ 28,074     $ 46,843     $ 29,001     $ 31,697     $ 11,088     $ 8,248  
Income tax expense
    728       715       433       557       7,392       5,499  
Interest expense
    406       271       220       2,377       80       47  
Depreciation and amortization
    2,506       2,735       1,988       2,039       2,595       1,946  
Minority interest
                            29,026       21,592  
                                                 
EBITDA
    31,714       50,564       31,642       36,670       50,181       37,332  
                                                 
 
(e) HFF estimates derived from internal database.


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RISK FACTORS
 
The purchase of our Class A common stock involves a high degree of risk. The risks described below comprise the material risks of which we are aware. You should consider these risks carefully before making a decision to invest in our Class A common stock. In addition, there may be risks of which we are currently unaware, or that we currently regard as immaterial based on the information available to us, that later prove to be material. These risks may adversely affect our business, financial condition and operating results. As a result, the trading price of our Class A common stock could decline and you could lose some or all of your investment.
 
Risks Related to Our Business
 
General economic conditions and commercial real estate market conditions, both globally and
domestically, can have a negative impact on our business.
 
We have experienced in past years, and expect in the future to be negatively impacted by, periods of economic slowdowns, recessions and disruptions in the capital markets, including international, national, regional and local markets, and corresponding declines in the demand for commercial real estate and related services, within one or more of the markets in which we operate. Historically, commercial real estate markets, and in particular the U.S. commercial real estate market, have tended to be cyclical and related to the condition of the economy as a whole and to the perceptions of the market participants as to the relevant economic outlook. Negative economic conditions, changes in interest rates, disruptions in capital markets and declines in the demand for commercial real estate and related services in international or domestic markets or in significant markets in which we do business could have a material adverse effect on our business, results of operations and/or financial condition, including as a result of the following factors.
 
For example:
 
  •  Slowdowns in economic activity could cause tenant demand for space to decline, which would adversely affect the operation and income of commercial real estate properties and thereby affect investor demand and the supply of capital for debt and equity investments in commercial real estate.
 
  •  Declines in the regional or local demand for commercial real estate, or significant disruptions in other segments of the real estate market, could adversely affect our results of operations. During 2005, approximately 19%, 14%, 9% and 10% of our capital market services revenues was derived from transactions involving commercial real estate located in Texas, California, Florida and the region consisting of the District of Columbia, Maryland and Virginia, respectively. As a result, a significant portion of our business is dependent on the economic conditions in general and the markets for commercial real estate in these areas, which, like other commercial real estate markets, have experienced price volatility or economic downturns in the past.
 
  •  Significant fluctuations in interest rates as well as steady and protracted increases or decreases of interest rates could adversely effect the operation and income of commercial real estate properties as well as the demand from investors for commercial real estate investments. Both of these events could adversely affect investor demand and the supply of capital for debt and equity investments in commercial real estate. In particular, increased interest rates may reduce the number of acquisitions, dispositions and loan originations, as well as the respective transaction volumes, which could also adversely affect our servicing revenue. All of the above could cause prices to decrease due to the reduced amount of financing available as well as the increased cost of obtaining financing and could lead to a decrease in purchase and sale activity.
 
  •  Significant disruptions or changes in capital market flows, regardless of their duration, could adversely affect the supply and/or demand for capital from investors for commercial real estate investments. In particular, while commercial real estate is now viewed as an accepted asset class for portfolio diversification, if this perception changes there could be a significant reduction in the amount of debt and equity capital available in the commercial real estate sector.
 
These and other types of events could lead to a general decline in transaction activity, which would likely lead to a reduction in fees and commissions relating to such transactions, as well as a significant reduction in our loan servicing activities as a result of increased delinquencies and the lack of additional loans that we would have


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otherwise added to our servicing portfolio. These effects would likely cause us to realize lower revenues from our transaction service fees, including debt placement fees and investment sales commissions, which fees usually are tied to the transaction value and are payable upon the successful completion of a particular transaction, and from our loan servicing revenues due to reduced financing and refinancing transactions as well as higher delinquencies.
 
If we are unable to retain and attract qualified and experienced transaction professionals and associates, our growth may be limited and our business and operating results could suffer.
 
Our most important asset is our people, and our continued success is highly dependent upon the efforts of our transaction professionals and other associates, including our analysts and production coordinators as well as our key servicing and company overhead support associates. Our transaction professionals generate a significant majority of our revenues. If any of these key transaction professionals or other important associates leave, or if we lose a significant number of transaction professionals, or if we are unable to attract other qualified transaction professionals, our business, financial condition and results of operations may suffer. We have experienced in the past, and expect to experience in the future, the negative impact of the inability to retain and attract associates, analysts and experienced transaction professionals. Additionally, such events may have a disproportionate adverse effect to our operations if they occur in geographic areas where substantial amounts of our capital market services revenues are generated. See “— General Economic Conditions and Commercial Real Estate Market Conditions.”
 
As part of our transformation to a public company, we may also face additional retention pressures as a result of reductions in distributions from HFF Holdings to approximately 40 of our most valuable transaction professionals who are the members of HFF Holdings. Following the termination of their employment contracts and expiration of their lock-ups, we may not be able to retain these members of HFF Holdings. Even if we are able to retain them, we may not be able to retain them at compensation levels that will allow us to achieve our target ratio of compensation expense-to-operating revenue. Following this offering, we intend to use a combination of cash compensation, equity, equity-based incentives and other employee benefits rather than solely cash compensation to motivate and retain our transaction professionals. Our compensation mechanisms as a public company may not be effective, especially if the market price of our Class A common stock declines.
 
In addition, our competitors may attempt to recruit our transaction professionals. The employment arrangements, non-competition agreements and retention agreements we have entered into with respect to the members of HFF Holdings or may enter into with our key associates may not prevent our transaction professionals and other key associates from resigning or competing against us. See “Management — Employment Agreements.” Any such arrangements and agreements will expire after a certain period of time, at which point each such person would be free to compete against us and solicit our clients and employees.
 
A significant component of our growth has also occurred through the recruiting and hiring of key experienced transaction professionals. Any future growth through recruiting these professionals will be partially dependent upon the continued availability of attractive candidates fitting the culture of our firm at advantageous terms and conditions. However, individuals whom we would like to hire may not be available upon advantageous terms and conditions. In addition, the hiring of new personnel involve risks that the persons acquired will not perform in accordance with expectations and that business judgments concerning the value, strengths and weaknesses of persons acquired will prove incorrect.
 
Our business could be hurt if we are unable to retain our business philosophy and partnership culture as a result of becoming a public company, and efforts to retain our philosophy and culture could adversely affect our ability to maintain and grow our business.
 
We are deeply committed to maintaining this philosophy and culture which we have built. Our Mission and Vision Statement defines our business philosophy as well as the emphasis that we place on our clients, our people and our culture. We seek to reinforce to each of our associates our commitment to our clients, our culture and values by sharing with everyone in the firm what is expected from each of them. We strive to maintain a work environment that reinforces our owner-operator culture and the collaboration, motivation, alignment of interests and sense of ownership and reward those associates based on their value-added performance who adhere to this culture. The effects of becoming a public company, including potential changes in our compensation structure, could adversely


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affect this culture. If we do not continue to develop and implement the right processes and tools to manage our changing enterprise and maintain this culture, our ability to compete successfully and achieve our business objectives could be impaired, which could negatively impact our business, financial condition and results of operations.
 
In addition, in an effort to preserve our strong partnership culture, our process for hiring new transaction professionals is lengthy and highly selective. In the past, we have interviewed a significant number of individuals for each transaction professional that we hired, and we have in the past and may in the future subordinate our growth plans to our objective of hiring transaction professionals whom we think will adhere to and contribute to our culture. Our ability to maintain and grow our business could suffer if we are not able to identify, hire and retain new transaction professionals meeting our high standards, which could negatively impact our business, financial condition and results of operations.
 
We have numerous significant competitors and potential future competitors, some of which may have greater resources than we do, and we may not be able to continue to compete effectively.
 
We compete across a variety of businesses within the commercial real estate industry. In general, with respect to each of our businesses, we cannot give assurance that we will be able to continue to compete effectively or maintain our current fee arrangements or margin levels or that we will not encounter increased competition. Each of the services we provide to our clients is highly competitive on an international, national, regional and local level. Depending on the product or service, we face competition from, including but not limited to, commercial real estate service providers, private owners and developers, institutional lenders, insurance companies, investment banking firms and investment managers, some of whom are clients and many of whom may have greater financial resources than we do. In addition, future changes in laws and regulations could lead to the entry of other competitors. Many of our competitors are local, regional, national or international firms. Although some are substantially smaller than we are, some of these competitors are larger on a local, regional, national or international basis. We may face increased competition from even stronger competitors in the future due to a trend toward consolidation. In recent years, there has been substantial consolidation and convergence among companies in our industry. We are also subject to competition from other large national and multi-national firms as well as regional and local firms that have similar service competencies to ours. Our existing and future competitors may choose to undercut our fees, increase the levels of compensation they are willing to pay to their employees and either recruit our employees or cause us to increase our level of compensation necessary to retain our own employees or recruit new employees. These occurrences could cause our revenue to decrease or negatively impact our target ratio of compensation-to-operating revenue, both of which could have an adverse effect on our business, financial condition and results of operations.
 
We could be adversely affected if the Terrorism Risk Insurance Act of 2002 is not renewed beyond 2007, or is adversely amended, or if insurance for other natural or manmade disasters is interrupted or constrained.
 
Our business could be adversely affected if the Terrorism Risk Insurance Act of 2002, or TRIA, is not renewed beyond 2007, or is adversely amended, or if insurance for other natural and manmade disasters is interrupted or constrained. In response to the tightening of supply in certain insurance and reinsurance markets resulting from, among other things, the September 11, 2001 terrorist attack, the Terrorism Risk Insurance Act of 2002 was enacted to ensure the availability of commercial insurance coverage for terrorist acts in the United States. This law established a federal assistance program through the end of 2005 to help the commercial property and casualty insurance industry cover claims related to future terrorism-related losses and required that coverage for terrorist acts be offered by insurers. Although TRIA recently has been amended and extended through 2007, it is possible that TRIA will not be renewed beyond 2007, or could be adversely amended, which could adversely affect the commercial real estate markets and capital markets if a material subsequent event occurred. Lenders generally require owners of commercial real estate to maintain terrorism insurance. In the event TRIA is not renewed, terrorism insurance may become difficult or impossible to obtain. Natural disasters such as Katrina and the lack of commercially available wind damage and flood insurance could also have a negative impact on the acquisition, disposition and financing of the commercial properties in certain areas. Any of these events could result in a general decline in acquisition, disposition and financing activities, which could lead to a reduction in our fees for arranging such transactions as well as a reduction in


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our loan servicing activities due to increased delinquencies and lack of additional loans that we would have otherwise added to our portfolio, all of which could adversely affect our business, financial condition and results of operation.
 
We have experienced significant growth over the past several years, which may be difficult to sustain and which may place significant demands on our administrative, operational and financial resources.
 
We expect our significant growth to continue, which could place additional demands on our resources and increase our expenses. Our future growth will depend, among other things, on our ability to successfully identify experienced transaction professionals to join our firm. It may take years for us to determine whether new transaction professionals will be profitable or effective. During that time, we may incur significant expenses and expend significant time and resources toward training, integration and business development. If we are unable to hire and retain profitable transaction professionals, we will not be able to implement our growth strategy, which could adversely affect our business, financial condition and results of operations.
 
Sustaining our growth will also require us to commit additional management, operational and financial resources to maintain appropriate operational and financial systems to adequately support expansion. There can be no assurance that we will be able to manage our expanding operations effectively or that we will be able to maintain or accelerate our growth, and any failure to do so could adversely affect our ability to generate revenue and control our expenses which could adversely affect our business, financial condition and results of operations.
 
If we acquire companies in the future, we may experience high transaction and integration costs, the integration process may be disruptive to our business and the acquired businesses may not perform
as we expect.
 
Future acquisitions and any necessary related financings may involve significant transaction-related expenses. Transaction-related expenditures include severance costs, lease termination costs, transaction costs, deferred financing costs, possible regulatory costs and merger-related costs, among others. We may also experience difficulties in integrating operations and accounting systems acquired from other companies. These challenges include the diversion of management’s attention from the regular operations of our business and the potential loss of our key clients, our key associates or those of the acquired operations, each of which could harm our financial condition and results of operation. We believe that most acquisitions will initially have an adverse impact on revenues, expenses, operating income and net income. Acquisitions also frequently involve significant costs related to integrating information technology, accounting, reporting and management services and rationalizing personnel levels. If we are unable to fully integrate the accounting, reporting and other systems of the businesses we acquire, we may not be able to effectively manage them and our financial results may be materially affected. Moreover, the integration process itself may be disruptive to our business as it requires coordination of geographically diverse organizations and implementation of new accounting and information technology systems.
 
In addition, acquisitions of businesses involve risks that the businesses acquired will not perform in accordance with expectations, that the expected synergies associated with acquisitions will not be achieved and that business judgments concerning the value, strengths and weaknesses of businesses acquired will prove incorrect, which could have an adverse affect on our business, financial condition and results of operations.
 
A failure to appropriately deal with actual or perceived conflicts of interest could adversely affect
our businesses.
 
Outside of our people, our reputation is one of our most important assets. As we have expanded the scope of our businesses and our client base, we increasingly have to address potential actual or perceived conflicts of interest relating to the capital market services we provide to our existing and potential clients. For example, conflicts may arise between our position as an advisor to both the buyer and seller in commercial real estate sales transactions or in instances when a potential buyer requests that we represent it in securing the necessary capital to acquire an asset we are selling for another client. In addition, certain of our employees hold interests in real property as well as invest in pools of funds outside of their capacity as our employees, and their individual interests could be perceived to or actually conflict with the interests of our clients. While we have attempted to adopt various policies, controls and procedures to address or limit actual or perceived conflicts, these policies and procedures may not be adequate or


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carry attendant costs and may not be adhered to by our employees. Appropriately dealing with conflicts of interest is complex and difficult and our reputation could be damaged and cause us to lose existing clients or fail to gain new clients if we fail, or appear to fail, to deal appropriately with conflicts of interest, which could have an adverse affect on our business, financial condition and results of operations.
 
A majority of our revenue is derived from capital market services transaction fees, which are not
long-term contracted sources of revenue and are subject to intense competition, and declines in those engagements could have a material adverse effect on our financial condition and results of operations.
 
We historically have earned over 90% of our revenue from capital market services transaction fees. We expect that we will continue to rely heavily on capital market services transaction fees for a substantial portion of our revenue for the foreseeable future. A decline in our engagements or in the value of the commercial real estate we sell or finance could significantly decrease our capital market services revenues which would adversely affect our business, financial condition and results of operations. In addition, we operate in a highly competitive environment where typically there are no long-term contracted sources of revenue; each revenue-generating engagement typically is separately awarded and negotiated on a transaction-by-transaction basis, and the inability to continue to be paid for services at the current levels or the loss of clients would adversely affect our business, financial condition and results of operation.
 
Our business could be hurt if we are unable to obtain additional capital.
 
Prior to the closing of this offering, substantially all of the Operating Partnerships’ cash will be distributed to the members of HFF Holdings. As a result, we will have little cash and the cash that we generate from our operations may be insufficient to fund our working capital needs. Although we have received a commitment letter from Bank of America, N.A. for a new $40 million line of credit to be put in place contemperaneously with the consummation of this offering, we cannot guarantee that this line of credit will be put in place at such time or at all. If we are unable to obtain sufficient additional financing, we will be required to fund our short-term liquidity requirements solely from our operations, which may not be sufficient for our capital needs or may be inadequate to maintain or grow our business, which could adversely affect our business, financial condition and results of operation.
 
Additional indebtedness may make us more vulnerable to economic downturns and limit our ability to withstand competitive pressures.
 
Prior to the closing of this offering, substantially all of the Operating Partnerships’ cash will be distributed to members of HFF Holdings and, other than our line of credit, which we hope to increase, and any loans outstanding under the arrangement with Red Mortgage Capital, Inc. used in connection with the Freddie Mac loans we originate and then sell to Freddie Mac, we will have almost no indebtedness. Even though we will have limited indebtedness, we will have little cash and the cash that we generate from our operations may be insufficient to fund our working capital or our on-going capital needs. As a result, we may require additional financing to fund our on-going capital needs as well as to fund our working capital needs. Any additional indebtedness that we incur will make us more vulnerable to economic downturns and limit our ability to withstand competitive pressures.
 
The level of our indebtedness could have important consequences, including:
 
  •  a substantial portion of our cash flow from operations will be dedicated to debt service and may not be available for other purposes;
 
  •  making it more difficult for us to satisfy our obligations;
 
  •  limiting our flexibility in planning for, or reacting to, changes in our business and the industry in which we operate;
 
  •  obtaining financing in the future for working capital, capital expenditures and general corporate purposes, including acquisitions, and may impede our ability to secure favorable lease terms;
 
  •  making us more vulnerable to economic downturns and may limit our ability to withstand competitive pressures;


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  •  making it more difficult to continue to fund our strategic growth initiatives and retain and attract key individuals; and
 
  •  placing us at a competitive disadvantage compared to our competitors with less debt and greater financial resources.
 
Our future cash flow may not be sufficient to meet our obligations and commitments. If we are unable to generate sufficient cash flow from operations in the future to service our indebtedness and to meet our other commitments, we will be required to adopt one or more alternatives, such as refinancing or restructuring our indebtedness, selling material assets, operations or seeking to raise additional debt or equity capital or terminating significant numbers of key associates. These actions may not be effected on a timely basis or on satisfactory terms or at all, and these actions may not enable us to continue to satisfy our capital requirements. As a result, we may not be able to maintain or accelerate our growth, and any failure to do so could adversely affect our ability to generate revenue and control our expenses, which could adversely affect our business, financial condition and results of operations.
 
Significant fluctuations in our revenues and net income may make it difficult for us to achieve steady earnings growth on a quarterly or an annual basis, which may make the comparison between periods difficult and may cause the price of our Class A common stock to decline.
 
We have experienced and continue to experience significant fluctuations in revenues and net income as a result of many factors, including the timing of transactions, the commencement and termination of contracts, revenue mix and the timing of additional selling, general and administrative expenses to support new business activities. We provide many of our services without written contracts or pursuant to contracts that are terminable at will. Consequently, many of our clients can terminate or significantly reduce their relationships with us on very short notice for any reason.
 
We plan our capital and operating expenditures based on our expectations of future revenues and, if revenues are below expectations in any given quarter or year, we may be unable to adjust capital or operating expenditures in a timely manner to compensate for any unexpected revenue shortfall, which could have an immediate material adverse effect on our business, financial condition and results of operation.
 
Our results of operation vary significantly among quarters during each calendar year, which makes comparisons of our quarterly results difficult.
 
A significant portion of our revenue is seasonal. Historically, this seasonality has caused our revenue, operating income, net income and cash flows from operating activities to be lower in the first six months of the year and higher in the second half of the year. This variance among periods during each calendar year makes comparison between such periods difficult, and it also makes the comparison of the same periods during different calendar years difficult as well. See “Management’s Discussion and Analysis of Financial Condition and Results of Operation — Seasonality.”
 
Employee misconduct, which is difficult to detect and deter, could harm us by impairing our ability to attract and retain clients and subjecting us to significant legal liability and reputational harm.
 
If our associates engage in misconduct, our business could be adversely affected. For example, our business often requires that we deal with confidential matters of great significance to our clients. It is not always possible to deter employee misconduct, and the precautions we take to deter and prevent this activity may not be effective in all cases. If our associates were improperly to use or disclose confidential information provided by our clients, we could be subject to regulatory sanctions and suffer serious harm to our reputation, financial position and current client relationships and significantly impair our ability to attract future clients, which could adversely affect our business, financial condition and results of operation.


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Compliance failures and changes in regulation could result in an increase in our compliance costs or subject us to sanctions or litigation.
 
A number of our services are subject to regulation, including by the Securities and Exchange Commission, National Association of Securities Dealers, Inc. (the (“NASD”) and state real estate commissions and securities regulators. Our failure to comply or have complied with applicable laws or regulations could result in fines, suspensions of personnel or other sanctions, including revocation of the registration of us or any of our subsidiaries as a commercial real estate broker or broker-dealer. Even if a sanction imposed against us or our personnel is small in monetary amount, the adverse publicity arising from the imposition of sanctions against us by regulators could harm our reputation and cause us to lose existing clients or significantly impair our ability to gain new clients. Our broker-dealer operations are subject to periodic examination by the Securities and Exchange Commission and the NASD. Because the Reorganization Transactions will result in HFF, Inc. acquiring a greater than 25% equity interest in HFF Securities, a registered broker-dealer, HFF Securities has filed an application with the NASD for approval of the change of control that is deemed to result from such transactions. Prior to the effective date of our Registration Statement on Form S-1 of which this prospectus is a part, HFF Securities will have complied with the NASD requirements to provide advance notice of, and apply for approval of, the deemed change of control and will be permitted under the rules of the NASD to complete the Reorganization Transactions. However, in connection with the application for a change of control, the NASD may identify deficiencies in the procedures and practices of HFF Securities and may require HFF Securities to take remedial action. The NASD may also identify significant violations of law, rules or regulations, resulting in formal disciplinary action and the imposition of sanctions, including potentially the revocation of HFF Securities’ registration as a broker-dealer. We cannot predict the outcome of any such examinations or processes, and any negative regulatory action may have a significant and material adverse affect on our company. In addition, it is possible that the regulatory scrutiny of, and litigation in connection with, conflicts of interest will make our clients less willing to enter into transactions in which such a conflict may occur, and will adversely affect our businesses as well as significantly impair our ability to gain new clients, which could adversely affect our business, financial condition and results of operation.
 
In addition, we may be adversely affected as a result of new or revised legislation or regulations imposed by the Securities and Exchange Commission, other United States or state or local governmental regulatory authorities or self-regulatory organizations that supervise the financial and commercial real estate markets.
 
Risks Related to Our Organizational Structure
 
Our only material asset after completion of this offering will be our units in the Operating Partnerships, and we are accordingly dependent upon distributions from the Operating Partnerships to pay our expenses, taxes and dividends (if and when declared by our board of directors).
 
HFF, Inc. will be a holding company and will have no material assets other than its ownership of partnership units in the Operating Partnerships. HFF, Inc. has no independent means of generating revenue. We intend to cause the Operating Partnerships to make distributions to its partners in an amount sufficient to cover all expenses, applicable taxes payable and dividends, if any, declared by our board of directors. To the extent that HFF, Inc. needs funds, and the Operating Partnerships are restricted from making such distributions under applicable law or regulation or under any present or future debt covenants, or are otherwise unable to provide such funds, it could materially adversely affect our business, liquidity, financial condition and results of operation.
 
We will be required to pay HFF Holdings for most of the benefits relating to any additional tax depreciation or amortization deductions we may claim as a result of the tax basis step-up we receive in connection with this offering, subsequent sales of our common stock and related transactions with HFF Holdings.
 
As described in “Organizational Structure”, partnership units in HFF LP and HFF Securities held by Holdings Sub, a wholly-owned subsidiary of HFF Holdings, will be sold to HoldCo LLC, our wholly-owned subsidiary, for cash raised in the initial public offering. In the future, partnership units in HFF LP and HFF Securities held by HFF Holdings may be exchanged by HFF Holdings for shares of our Class A common stock. The initial sale and subsequent exchanges are expected to result in increases in the tax basis of the assets of HFF LP and HFF Securities


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that would be allocated to HFF, Inc. These increases in tax basis would likely reduce the amount of tax that we would otherwise be required to pay in the future depending on the amount, character and timing of our taxable income, but there can be no assurances that such treatment will continue in the future.
 
HFF, Inc. intends to enter into a tax receivable agreement with HFF Holdings that will provide for the payment by HFF, Inc. to HFF Holdings of 85% of the amount of cash savings, if any, in U.S. federal, state and local income tax that we actually realize as a result of these increases in tax basis and as a result of certain other tax benefits arising from our entering into the tax receivable agreement and making payments under that agreement. For purposes of the tax receivable agreement, cash savings in income tax will be computed by comparing our actual income tax liability to the amount of such taxes that we would have been required to pay had there been no increase to the tax basis of the assets of HFF LP and HFF Securities as a result of the initial sale and later exchanges and had we not entered into the tax receivable agreement. The term of the tax receivable agreement will commence upon consummation of this offering and will continue until all such tax benefits have been utilized or expired, including the tax benefits derived from future exchanges.
 
While the actual amount and timing of payments under the tax receivable agreement will depend upon a number of factors, including the amount and timing of taxable income we generate in the future, the value of our individual assets, the portion of our payments under the tax receivable agreement constituting imputed interest and increases in the tax basis of our assets resulting in payments to HFF Holdings, we expect that the payments that may be made to HFF Holdings will be substantial. Assuming no material changes in the relevant tax law and that we earn significant taxable income to realize the full tax benefit of the increased amortization of our assets, we expect that future payments to HFF Holdings in respect of the initial sale to aggregate $90.4 million and range from approximately $4.1 million to $10.6 million per year over the next 15 years. Future payments to HFF Holdings in respect of subsequent exchanges would be in addition to these amounts and are expected to be substantial. The payments under the tax receivable agreement are not conditioned upon HFF Holdings’ or its affiliates’ continued ownership of us. We may need to incur debt to finance payments under the tax receivable agreement to the extent our cash resources are insufficient to meet our obligations under the tax receivable agreement as a result of timing discrepancies or otherwise.
 
In addition, although we are not aware of any issue that would cause the Internal Revenue Service, or IRS, to challenge the tax basis increases or other benefits arising under the tax receivable agreement, HFF Holdings will not reimburse us for any payments previously made if such basis increases or other benefits were later not allowed. As a result, in such circumstances we could make payments to HFF Holdings under the tax receivable agreement in excess of our actual cash tax savings.
 
If HFF, Inc. was deemed an “investment company” under the Investment Company Act of 1940 as a result of its ownership of the Operating Partnerships, applicable restrictions could make it impractical for us to continue our business as contemplated and could have a material adverse effect on our business.
 
If HFF, Inc. were to cease participation in the management of the Operating Partnerships, its interest in the Operating Partnerships could be deemed an “investment security” for purposes of the Investment Company Act. Generally, a person is deemed to be an “investment company” if it owns investment securities having a value exceeding 40% of the value of its total assets (exclusive of U.S. government securities and cash items) on an unconsolidated basis, absent an applicable exemption. Following this offering, HFF, Inc. will have no material assets other than its equity interest in the Operating Partnerships and Holliday GP. A determination that this interest was an investment security could result in HFF, Inc. being an investment company under the Investment Company Act and becoming subject to the registration and other requirements of the Investment Company Act. HFF, Inc. will not be deemed an investment company because it will manage the Operating Partnerships through its wholly owned subsidiary, Holliday GP. Holliday GP is the sole general partner of each of the Operating Partnerships.
 
The 1940 Act and the rules thereunder contain detailed parameters for the organization and operations of investment companies. Among other things, the 1940 Act and the rules thereunder limit or prohibit transactions with affiliates, impose limitations on the issuance of debt and equity securities, prohibit the issuance of stock options, and impose certain governance requirements. We intend to conduct our operations so that HFF, Inc. will not


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be deemed to be an investment company under the 1940 Act. However, if anything were to happen which would cause HFF, Inc. to be deemed to be an investment company under the 1940 Act, we could, among other things, be required to substantially change the manner in which we conduct our operations either to avoid being required to register as an investment company or to register as an investment company. If we were required to register as an investment company under the 1940 Act, we would be subject to substantial regulation with respect to, among other things, our capital structure (including our ability to use leverage), management, operations, ability to transact business with affiliated persons as defined in the 1940 Act (including our subsidiaries), portfolio composition (including restrictions with respect to diversification and industry concentrations) and ability to compensate key employees. These restrictions and limitations could make it impractical for us to continue our business as currently conducted, impair our agreements and arrangements and materially adversely affect our business, financial condition and results of operations.
 
Risks Related to Our Class A Common Stock and this Offering
 
Control by HFF Holdings of the voting power in HFF, Inc. may give rise to conflicts of interests and may prevent new investors from influencing significant corporate decisions.
 
Our certificate of incorporation provides that the holders of our Class B common stock (other than HFF, Inc. or any of its subsidiaries) will be entitled to a number of votes that is equal to the total number of shares of Class A common stock for which the partnership units that HFF Holdings holds in the Operating Partnerships are exchangeable.
 
Accordingly, immediately following this offering, HFF Holdings will have approximately 61% of the voting power in HFF, Inc. As a result, because HFF Holdings will have a majority of the voting power in HFF, Inc. and our certificate of incorporation will not provide for cumulative voting, HFF Holdings will have the ability to elect all of the members of our board of directors and thereby to control our management and affairs, including determinations with respect to acquisitions, dispositions, borrowings, issuances of common stock or other securities, and the declaration and payment of dividends. In addition, HFF Holdings will be able to determine the outcome of all matters requiring stockholder approval and will be able to cause or prevent a change of control of our company or a change in the composition of our board of directors and could preclude any unsolicited acquisition of our company. We cannot assure you that the interests of HFF Holdings and its members will not conflict with your interests.
 
The concentration of ownership could deprive our Class A stockholders of an opportunity to receive a premium for their shares as part of a sale of our company and might ultimately affect the market price of our Class A common stock. As a result of the control exercised by HFF Holdings over us, we cannot assure you that we would not have received more favorable terms from an unaffiliated party in our agreements with HFF Holdings. For additional information regarding the share ownership of, and our relationships with, HFF Holdings and its members, you should read the information under the headings “Principal Stockholders” and “Certain Relationships and Related Party Transactions.”
 
In addition, the HFF LP and HFF Securities Profit Participation Bonus Plans may only be amended or terminated with the written approval of all of the limited partners and general partners of each Operating Partnership. Accordingly, so long as HFF Holdings continues to hold any partnership units in the Operating Partnerships, the consent of HFF Holdings will required to amend or terminate these plans. This could prevent our board of directors or management from amending or terminating these plans. For a detailed description of these plans, you should read the information under the heading “Management — Profit Participation Bonus Plan.”
 
Transformation into a public company may increase our costs and disrupt the regular operations of
our business.
 
This offering will have a significant transformative effect on us. Our business has historically operated as a privately-owned company, and we expect to incur significant additional legal, accounting, reporting and other expenses as a result of having publicly traded common stock. We will also incur costs which we have not previously incurred, including, but not limited to, costs and expenses for directors fees, increased directors and officers insurance, investor relations fees, expenses for compliance with the Sarbanes-Oxley Act and new rules implemented by the Securities and Exchange Commission and the New York Stock Exchange, and various other costs of a


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public company. On an annual basis, we estimate that we will incur costs of more than $3 million per year as a result of becoming a publicly-traded company. Since we have not operated as a public company before, there can be no assurance that this estimate is accurate and our actual costs may be significantly higher.
 
We also anticipate that we will incur costs associated with recently adopted corporate governance requirements, including requirements under the Sarbanes-Oxley Act of 2002, as amended, as well as rules implemented by the SEC and the NYSE. We expect these rules and regulations to increase our legal and financial compliance costs and make some management and corporate governance activities more time-consuming and costly. These rules and regulations may make it more difficult and more expensive for us to obtain director and officer liability insurance and we may be required to accept reduced policy limits and coverage or incur substantially higher costs to obtain the same or similar coverage, and therefore could have an adverse impact on our ability to recruit and bring on a qualified independent board. We cannot predict or estimate the amount of additional costs we may incur as a result of these requirements or the timing of such costs.
 
The individuals who now constitute our management have never had responsibility for managing a publicly-traded company, and we may experience difficulty attracting and retaining qualified individuals to serve on our board of directors or as executive officers. The additional demands associated with being a public company may disrupt regular operations of our business by diverting attention of some of our most active senior transaction professionals away from revenue producing activities to management and administrative oversight, adversely affecting our ability to attract and complete business opportunities with clients and increasing difficulty in retaining transaction professionals and managing and growing our businesses, the occurrence of any of which could harm our business, financial condition and results of operations.
 
Our internal controls over financial reporting may not be effective and our independent registered public accounting firm may not be able to certify as to their effectiveness, which could have a significant and adverse effect on our business and reputation.
 
We will evaluate our internal controls over financial reporting in order to allow management to report on, and our independent registered public accounting firm to attest to, our internal controls over financial reporting, as required by Section 404 of the Sarbanes-Oxley Act of 2002, as amended, and rules and regulations of the SEC thereunder, which we refer to as “Section 404.” The process of documenting and testing our internal control procedures in order to satisfy the requirements of Section 404 requires annual management assessments of the effectiveness of our internal controls over financial reporting and a report by our independent registered public accounting firm addressing these assessments. During the course of our testing, we may identify deficiencies which we may not be able to remediate in time to meet the deadline imposed by the Sarbanes-Oxley Act for compliance with the requirements of Section 404. In addition, if we fail to achieve and maintain the adequacy of our internal controls, as such standards are modified, supplemented or amended from time to time, we may not be able to ensure that we can conclude on an ongoing basis that we have effective internal controls over financial reporting in accordance with Section 404. We cannot be certain as to the timing of completion of our evaluation, testing and any remediation actions or the impact of the same on our operations. If we are not able to implement the requirements of Section 404 in a timely manner or with adequate compliance, our independent registered public accounting firm may not be able to certify as to the effectiveness of our internal control over financial reporting and we may be subject to sanctions or investigation by regulatory authorities, such as the SEC. As a result, there could be a negative reaction in the financial markets due to a loss of confidence in the reliability of our financial statements. In addition, we may be required to incur costs in improving our internal control system and the hiring of additional personnel. Any such action could harm our reputation and cause us to lose existing clients or fail to gain new clients and otherwise negatively affect our results of operations. While our management has not identified any material weaknesses in our internal controls over financial reporting, management has identified reportable conditions involving, among other things, the documentation of and adherence to certain accounting policy and financial reporting matters and management and governance of information systems, which could have an adverse effect on our business, financial condition or results of operations if not remediated timely.


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The historical and pro forma financial information in this prospectus may make it difficult to accurately predict our costs of operations in the future.
 
The historical financial information in this prospectus does not reflect the added costs we expect to incur as a public company or the resulting changes that will occur in our capital structure and operations. In preparing our pro forma financial information we have given effect to, among other items, the reorganization transactions described in “Organizational Structure,” a deduction and charge to earnings of estimated taxes based on an estimated tax rate (which may be different from our actual tax rate in the future), and the cash distribution of pre-incorporation profits to members of HFF Holdings. The estimates we used in our pro forma financial information may not be similar to our actual experience as a public company. For more information on our historical financial information and pro forma financial information, see “Unaudited Pro Forma Financial Information,” “Management’s Discussion and Analysis of Financial Condition and Results of Operations” and the historical combined financial statements included elsewhere in this prospectus.
 
You will experience immediate and substantial dilution.
 
The price you pay for shares of our Class A common stock sold in this offering is substantially higher than our net tangible book value per share, after giving effect to this offering. Assuming an initial public offering price for our Class A common stock of $16.00 per share (the midpoint of the initial public offering price range indicated on the cover of this prospectus), you will incur immediate dilution in net tangible book value per share of $15.94. Dilution is the difference between the offering price per share and the net tangible book value per share of our Class A common stock immediately after the offering. See “Dilution.”
 
Because all of the proceeds from this offering will be used to purchase partnership units in each of the Operating Partnerships and to repay outstanding debt, we will not have any of the proceeds from this offering available to invest in our business.
 
We estimate that our proceeds from this offering, after deducting underwriting discounts and estimated offering expenses, will be approximately $209.0 million, or $240.9 million if the underwriters exercise in full their option to purchase additional shares. We intend to use all of the net proceeds from this offering (including any proceeds received pursuant to the underwriters’ option to purchase additional shares) to purchase partnership units in each of the Operating Partnerships and repay all outstanding borrowings under HFF LP’s credit agreement. Accordingly, we will not retain any of the proceeds from this offering and such proceeds will not be available to us to invest in and grow our business. See “Use of Proceeds.”
 
We may be required to make payments to the underwriters if participants in our reserved share program fail to pay for and accept shares which were subject to properly confirmed orders.
 
At our request, the underwriters have reserved for sale to our employees, directors and families of employees and directors at the initial public offering price up to 5% of the shares being offered by this prospectus. We do not know if any of our employees, directors, families of employees and directors will choose to purchase all or any portion of the reserved shares, but any purchases they do make will reduce the number of shares available to the general public. If all of these reserved shares are not purchased, the underwriters will offer the remainder to the general public on the same terms as the other shares offered by this prospectus. In connection with the sale of these reserved shares, we have agreed to indemnify the underwriters against certain liabilities, including those that may be caused by the failure of the participants in the reserved share program to pay for and accept delivery of the shares of Class A common stock which were subject to a properly confirmed agreement to purchase. As a result, we may be required to make payments to the underwriters if participants in the reserved share program fail to pay for and accept delivery of the shares of Class A common stock which were subject to a properly confirmed agreement to purchase and, as a result, we must indemnify the underwriters for such failure.


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There may not be an active trading market for shares of our Class A common stock, which may cause our Class A common stock to trade at a discount from its initial public offering price and make it difficult to sell the shares you purchase.
 
Prior to this offering, there has been no public trading market for shares of our Class A common stock. It is possible that, after this offering, an active trading market will not develop or continue, which would make it difficult for you to sell your shares of Class A common stock at an attractive price or at all. The initial public offering price per share of our Class A common stock will be determined by agreement among us and the representatives of the underwriters, and may not be indicative of the price at which the shares of our Class A common stock will trade in the public market after this offering.
 
If securities analysts do not publish research or reports about our business or if they downgrade our
company or our sector, the price of our Class A common stock could decline.
 
The trading market for our Class A common stock will depend in part on the research and reports that industry or financial analysts publish about us or our business. We do not control these analysts. Furthermore, if one or more of the analysts who do cover us downgrades our company or our industry, or the stock of any of our competitors, the price of our Class A common stock could decline. If one or more of these analysts ceases coverage of our company, we could lose visibility in the market, which in turn could cause the price of our Class A common stock to decline.
 
Our share price may decline due to the large number of shares eligible for future sale and for exchange.
 
The market price of our Class A common stock could decline as a result of sales of a large number of shares of Class A common stock in the market after the offering or the perception that such sales could occur. These sales, or the possibility that these sales may occur, also might make it more difficult for us to sell equity securities in the future at a time and at a price that we deem appropriate. After the consummation of this offering, we will have 14,300,000 outstanding shares of Class A common stock. This number is comprised of the shares of our Class A common stock we are selling in this offering, which may be resold immediately in the public market. See “Shares Eligible for Future Sale.”
 
We have agreed with the underwriters not to dispose of or hedge any of our Class A common stock or securities convertible into or exchangeable for shares of our Class A common stock, subject to specified exceptions, during the period from the date of this prospectus continuing through the date 180 days after the date of this prospectus, except with the prior written consent of the underwriters. Subject to these agreements, we may issue and sell in the future additional shares of Class A common stock.
 
In addition, HFF Holdings will, at the time of this offering, own 22,500,000 partnership units in each of the Operating Partnerships. Our amended and restated certificate of incorporation will allow the exchange of partnership units in the Operating Partnerships (other than those held by us) for shares of our Class A common stock on the basis of two partnership units (one in each Operating Partnership) for one share of Class A common stock, subject to customary conversion rate adjustments for stock splits, stock dividends and reclassifications. HFF Holdings has agreed with the underwriters not to dispose of or hedge any of our Class A common stock or securities convertible into or exchangeable for shares of our Class A common stock (including partnership units in the Operating Partnerships), subject to specified exceptions, during the period from the date of this prospectus continuing through the date 180 days after the date of this prospectus, except with the prior written consent of the underwriters. After the expiration of the 180-day lock-up period, the shares of Class A common stock issuable upon exchange of the partnership units in the Operating Partnerships will be eligible for resale from time to time, subject to certain contractual and Securities Act restrictions. Pursuant to contractual provisions and subject to certain exceptions, HFF Holdings will be restricted from exchanging partnership units for Class A common stock for two years. After two years, HFF Holdings will have the right to exchange 25% of its partnership units, with an additional 25% becoming available for exchange each year thereafter. However, these contractual provisions may be waived, amended or terminated by the members of Holdings LLC following consultation with our Board of Directors.
 
HFF Holdings has entered into a registration rights agreement with us. Under that agreement, after the expiration of the 180-day lock-up period, HFF Holdings will have the ability to cause us to register the shares of our Class A common stock it could acquire upon exchange of its partnership units in the Operating Partnerships.


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The market price of our Class A common stock may be volatile, which could cause the value of your investment to decline or subject us to litigation.
 
Our stock price will be affected by a number of factors, including quarterly and annual variations in our results and those of our competitors; changes to the competitive landscape; estimates and projections by the investment community; the arrival or departure of key personnel, especially the retirement or departure of key senior transaction professionals and management, including members of HFF Holdings; the introduction of new services by us or our competitors; and acquisitions, strategic alliances or joint ventures involving us or our competitors. Securities markets worldwide experience significant price and volume fluctuations. This market volatility, as well as general global and domestic economic, market or political conditions, could reduce the market price of our Class A common stock. In addition, our operating results could be below the expectations of public market analysts and investors, and in response, the market price of our Class A common stock could decrease significantly. You may be unable to resell your shares of our Class A common stock at or above the initial public offering price.
 
When the market price of a company’s common stock drops significantly, stockholders sometimes institute securities class action lawsuits against the company. A securities class action lawsuit against us could cause us to incur substantial costs and could divert the time and attention of our management and other resources from our business.
 
Anti-takeover provisions in our charter documents and Delaware law could delay or prevent a change
in control.
 
Our certificate of incorporation and by-laws may delay or prevent a merger or acquisition that a stockholder may consider favorable by permitting our board of directors to issue one or more series of preferred stock, requiring advance notice for stockholder proposals and nominations, providing for a classified board of directors, providing for super-majority votes of stockholders for the amendment of the bylaws and certificate of incorporation, and placing limitations on convening stockholder meetings and not permitting written consents of stockholders. In addition, we are subject to provisions of the Delaware General Corporation Law that restrict certain business combinations with interested stockholders. These provisions may also discourage acquisition proposals or delay or prevent a change in control, which could harm our stock price. See “Description of Capital Stock.”


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FORWARD-LOOKING STATEMENTS
 
This prospectus contains forward-looking statements, which reflect our current views with respect to, among other things, our operations and financial performance. You can identify these forward-looking statements by the use of words such as “outlook,” “believes,” “expects,” “potential,” “continues,” “may,” “will,” “should,” “seeks,” “approximately,” “predicts,” “intends,” “plans,” “estimates,” “anticipates” or the negative version of these words or other comparable words. Such forward-looking statements are subject to various risks and uncertainties. Accordingly, there are or will be important factors that could cause actual outcomes or results to differ materially from those indicated in these statements. We believe these factors include, but are not limited to, those described under “Risk Factors.” These factors should not be construed as exhaustive and should be read in conjunction with the other cautionary statements that are included in this prospectus. We undertake no obligation to publicly update or review any forward-looking statement, whether as a result of new information, future developments or otherwise.
 
INDUSTRY AND MARKET DATA
 
In this prospectus, we rely on and refer to information and statistics regarding economic conditions and trends, our market and our market share in the sectors of that market in which we compete. In particular, we have obtained general industry information and statistics from Real Capital Analytics, Mortgage Bankers Association, Commercial Mortgage Alert, Kingsley Associates, Institutional Real Estate Inc., and Pension Real Estate Association. We believe that these sources of information and estimates are reliable and accurate, but we have not independently verified them.
 
Although some of the companies that compete in our markets are publicly held as of the date of this prospectus, many are not. Accordingly, no current publicly available information is available with respect to our relative market strength or competitive position. Our statements about our relative market strength and competitive position in this prospectus are based on our management’s belief, internal studies and our management’s knowledge of industry trends.
 
 
TRADEMARKS
 
We have proprietary rights to the trademarks HFF® and HFFS®. Other trademarks appearing in this prospectus are the property of their respective owners.


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ORGANIZATIONAL STRUCTURE
 
Reorganization Transactions
 
HFF, Inc. was formed in November 2006 for purposes of this offering. HFF, Inc. has not engaged in any business or other activities except in connection with its formation and the Reorganization Transactions.
 
Upon the consummation of this offering, HFF, Inc. will contribute the net proceeds raised in this offering to HoldCo LLC, its wholly-owned subsidiary. In consideration for the net proceeds from this offering and one share of Class B common stock, HFF Holdings will sell all of the shares of Holliday GP, which is the sole general partner of each of the Operating Partnerships, and approximately 39% of the partnership units in each of the Operating Partnerships (including partnership units in the Operating Partnerships held by Holliday GP), or approximately 45% of the partnership units in each of the Operating Partnerships (including partnership units in the Operating Partnerships held by Holliday GP) if the underwriters exercise in full their option to purchase additional shares, to HoldCo LLC. HFF Holdings will use approximately $56.3 million of the sale proceeds to repay all outstanding borrowings under HFF LP’s credit agreement. Accordingly, we will not retain any of the proceeds from this offering. In addition to cash, HFF Holdings will also receive an exchange right that will permit HFF Holdings to exchange interests in the Operating Partnerships for shares of our Class A common stock (the “Exchange Right”) and rights under a tax receivable agreement between HFF, Inc. and HFF Holdings (the “TRA”).
 
The Exchange Right will entitle HFF Holdings to exchange, at permitted times, two partnership units, one in each Operating Partnership, for a share of Class A common stock. HFF Holdings will also receive rights under the TRA to receive payments from HFF, Inc. for 85% of the tax benefits attributable to the basis step-up for tax purposes derived from the initial sale by HFF Holdings of its interests in the Operating Partnerships. In addition, subsequent exchanges of partnership units in the Operating Partnerships for Class A common stock upon exercise of the Exchange Right will also result in tax basis step-ups, and the TRA will entitle HFF Holdings to 85% of the tax benefits resulting from these exchanges.
 
The purchase of shares of Holliday GP and partnership units in each of the Operating Partnerships will be treated as a reorganization under common control for financial reporting purposes. Accordingly, the net assets of HFF Holdings purchased by HFF, Inc. will be reported in the consolidated financial statement of HFF, Inc. at HFF Holdings’ historical cost.
 
Effect of the Reorganization Transactions
 
As a result of the transactions described above, which we collectively refer to as the “Reorganization Transactions,” immediately following this offering:
 
  •  HFF, Inc., through HoldCo LLC, will become the sole stockholder of Holliday GP and control the Operating Partnerships;
 
  •  HFF Holdings will hold one share of our Class B common stock and 22,500,000 partnership units in each of the Operating Partnerships (or 20,355,000 partnership units in each of the Operating Partnerships if the underwriters exercise in full their options to purchase additional shares). HFF, Inc. will hold 14,300,000 partnership units in each of the Operating Partnerships (or 16,445,000 partnership units in each of the Operating Partnerships if the underwriters exercise in full their option to purchase additional shares);
 
  •  our public stockholders will collectively own 14,300,000 shares of Class A common stock (or 16,445,000 shares if the underwriters exercise in full their option to purchase additional shares); and
 
  •  our public stockholders will collectively have approximately 39% of the voting power in HFF, Inc. (or approximately 45% if the underwriters exercise in full their option to purchase additional shares) and, through its holdings of our Class B common stock, HFF Holdings will have approximately 61% of the voting power in HFF, Inc. (or approximately 55% if the underwriters exercise in full their option to purchase additional shares). See “Description of Capital Stock”.
 
There will be certain restrictions on the right of HFF Holdings to exchange into and sell Class A common stock. It is expected that these restrictions will be in effect for two years, and after two years HFF Holdings will have the right


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to sell 25% of the Class A common stock that it is entitled to, with an additional 25% becoming available for sale each year thereafter, so that after five years, the restrictions on HFF Holdings will have fully expired. However, these contractual provisions may be waived, amended or terminated by us. See “Shares Eligible for Future Sale — Lock-up Arrangements.”
 
Holding Company Structure
 
Following the reorganization and this offering, HFF, Inc. will be a holding company and its sole assets will be, through its wholly-owned subsidiary HoldCo LLC, partnership units in the Operating Partnerships and all of the outstanding shares of Holliday GP.
 
As the sole stockholder of Holliday GP, the sole general partner of the Operating Partnerships, HFF, Inc. will operate and control all of the business and affairs of the Operating Partnerships. HFF, Inc. will consolidate the financial results of the Operating Partnerships and the ownership interest of HFF Holdings in the Operating Partnerships will be treated as a minority interest in HFF, Inc’s consolidated financial statements. HFF Holdings through its wholly-owned subsidiary, Holdings Sub, and HFF, Inc., through its wholly-owned subsidiaries HoldCo LLC and Holliday GP, will be the only partners of the Operating Partnerships after this offering.
 
The holders of partnership units in the Operating Partnerships, including HFF Holdings and HFF, Inc., will incur U.S. federal, state and local income taxes on their proportionate share of any net taxable income of the Operating Partnerships. In the case of HFF Holdings such taxes will be incurred principally by the members of HFF Holdings. Net profits and net losses of the Operating Partnerships will generally be allocated to its partners pro rata in accordance with their respective partnership units. Because HFF, Inc. will own approximately 39% of the total partnership units in each of the Operating Partnerships, including partnership units held through Holliday GP (or approximately 45% if the underwriters exercise in full their option to purchase additional shares), HFF, Inc. will be allocated approximately 39% of the net profits and net losses of the Operating Partnerships (or approximately 45% if the underwriters exercise in full their option to purchase additional shares). The remaining net profits and net losses will be allocated to HFF Holdings. These percentages are subject to change, including upon an exchange of partnership units to shares of our Class A common stock and upon issuance of additional shares to the public. The partnership agreements of the Operating Partnerships will provide for cash distributions to the holders of partnership units of the Operating Partnerships if HFF, Inc. determines that the taxable income of the Operating Partnerships will give rise to taxable income for its partners. In accordance with the partnership agreements, we intend to cause the Operating Partnerships to make cash distributions to the holders of partnership units of the Operating Partnerships for purposes of funding their tax obligations (or in the case of HFF Holdings principally its members’ tax obligations) in respect of the income of the Operating Partnerships that is allocated to them. Generally, these tax distributions will be computed based on our estimate of the net taxable income of the Operating Partnerships allocable to such holder of partnership units multiplied by an assumed tax rate equal to the highest effective marginal combined U.S. federal, state and local income tax rate prescribed for an individual or corporate resident of New York, New York (taking into account the nondeductibility of certain expenses and the character of our income). If we had effected the Reorganization Transactions on January 1, 2006, this assumed tax rate for 2006 would have been approximately 46%.
 
After this offering, the Operating Partnerships also intend to make distributions to HFF, Inc. in order to pay expenses, taxes and fund dividends the board of directors of HFF, Inc. may declare on the Class A common stock, if any. If HFF, Inc. declares such dividends, HFF Holdings will be entitled to receive equivalent distributions pro rata based on its partnership units in the Operating Partnerships.


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USE OF PROCEEDS
 
We estimate that our net proceeds from this offering, after deducting underwriting discounts and estimated offering expenses, will be approximately $209.0 million, or approximately $240.9 million if the underwriters exercise in full their option to purchase additional shares. We will use these proceeds, as well as any proceeds received from the exercise of the underwriters’ option to purchase additional shares, to purchase from HFF Holdings all of the shares of Holliday GP and partnership units representing approximately 39% of each of the Operating Partnerships, or partnership units representing 45% of each of the Operating Partnerships if the underwriters exercise in full their option to purchase additional shares. HFF Holdings will use approximately $56.3 million of the sale proceeds to repay all outstanding borrowings under HFF LP’s credit agreement. Accordingly, we will not retain any of the proceeds from this offering.
 
At our request, the underwriters have reserved for sale to our employees, directors and families of employees and directors at the initial public offering price up to 5% of the shares being offered by this prospectus. See “Underwriting” for more information. In connection with the sale of these reserved shares, we have agreed to indemnify the underwriters against certain liabilities, including those that may be caused by the failure of the participants in the reserved share program to pay for and accept delivery of the shares of Class A common stock which were subject to a properly confirmed agreement to purchase. As a result, we may be required to make payments to the underwriters if participants in the reserved share program fail to pay for and accept delivery of the shares of Class A common stock which were subject to a properly confirmed agreement to purchase and, as a result, we must indemnify the underwriters for such failure.
 
HFF LP’s credit agreement consists of a senior secured term loan facility in an aggregate amount of $60 million and a senior secured revolving credit facility in an aggregate amount of $20 million. Borrowings under the credit agreement bear interest at the applicable thirty-day London Interbank Offered Rate, or LIBOR rate (5.32% at September 30, 2006), plus 250 basis points. We have the option to convert revolving credit borrowings, subject to certain restrictions, to Base Rate Notes which bear interest at the Base Rate (defined as the greater of (a) the federal funds rate (5.34% at September 30, 2006) plus 50 basis points, and the (b) prime rate, as determined pursuant to the credit agreement (8.25% at September 30, 2006)), plus 150 basis points. As of September 30, 2006, we had outstanding borrowings of approximately $57,500,000 under our term loan facility bearing interest at a weighted average rate of approximately 7.7% and no borrowings under our revolving credit facility. As of January 1, 2007, we had outstanding borrowings of approximately $56,273,000 under our term loan facility bearing interest at a weighted average rate of approximately 7.7% and no outstanding borrowings under our revolving credit facility. The credit agreement matures on March 29, 2010, subject to our option to extend the maturity date an additional 12 months upon the satisfaction of certain conditions set forth in the credit agreement. Proceeds from these borrowings have been used for distribution payments to the members of HFF Holdings.
 
An affiliate of Banc of America Securities LLC is the lender under our credit agreement and, based on an initial public offering price per share of $16.00 and assuming no exercise of the underwriters’ option to purchase additional shares, will receive approximately 26.9% of the proceeds of this offering of shares of Class A common stock used to repay those borrowings. See “Underwriting.”
 
 
DIVIDEND POLICY
 
We currently do not intend to pay cash dividends on our Class A common stock. If we do declare a dividend at some point in the future, the Class B common stock will not be entitled to dividend rights. The declaration and payment of any future dividends will be at the sole discretion of our board of directors.
 
HFF, Inc. will be a holding company and will have no material assets other than its ownership of partnership units in the Operating Partnerships. If we declare a dividend at some point in the future, we intend to cause the Operating Partnerships to make distributions to HFF, Inc. in an amount sufficient to cover any such dividends. If the Operating Partnerships make such distributions, HFF Holdings will be entitled to ratably receive equivalent distributions on its partnership units in the Operating Partnerships.


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CAPITALIZATION
 
The following table sets forth the consolidated cash and cash equivalents and capitalization of HFF Holdings as of September 30, 2006 on an actual basis and of HFF, Inc. on a pro forma basis giving effect to the Reorganization Transactions as described in “Organizational Structure” and to reflect our sale of 14,300,000 shares of our Class A common stock in this offering, after deducting the estimated underwriting discounts and commissions and the estimated offering expenses payable by us and our use of the proceeds as described in “Use of Proceeds.”
 
This table should be read in conjunction with “Organizational Structure,” “Unaudited Pro Forma Financial Information,” “Selected Historical Financial Data,” “Management’s Discussion and Analysis of Financial Condition and Results of Operations” and the historical financial statements and related notes included elsewhere in this prospectus.
 
                 
    As of September 30, 2006  
    Actual     Pro Forma  
          (unaudited)  
    (In thousands)  
 
Cash and cash equivalents
  $ 55,224     $ 12,381  
                 
         
Capital leases
    190       190  
Term note payable
    57,500        
Minority interest
          13,226  
Stockholders’/members’ equity:
               
Members’ (deficiency) equity
    (8,101 )      
Class A common stock, par value $.01 per share, 175,000,000 shares authorized; 36,800,000 shares issued and outstanding, as adjusted for this offering
          143  
Class B common stock, par value $.01 per share, 1 shares authorized; 1 share issued and outstanding, as adjusted for this offering
          0  
Additional paid-in capital
          8,278  
Retained earnings
           
Total stockholders/members’ (deficiency) equity
    (8,101 )     8,421  
                 
Total capitalization(a)
  $ 49,589     $ 21,837  
                 
 
 
(a) A $1.00 increase (decrease) in the assumed initial public offering price $16.00 per share would increase (decrease) total capitalization by $1,050,000, assuming the number of shares offered by us, as set forth on the cover page of this prospectus, remains the same and after deducting the estimated underwriting discounts and commissions and estimated expenses payable by us.


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DILUTION
 
If you invest in our Class A common stock, your interest will be diluted to the extent of the difference between the initial public offering price per share of our Class A common stock and the pro forma net tangible book value per share of our Class A common stock after this offering. Dilution results from the fact that the per share offering price of the Class A common stock is substantially in excess of the book value per share attributable to the existing equity holders.
 
Our pro forma net tangible book value as of September 30, 2006 was approximately $(57,741,000), or $(1.57) per share of our Class A common stock. Pro forma net tangible book value represents the amount of total tangible assets less total liabilities and pro forma net tangible book value per share represents pro forma net tangible book value divided by the number of shares of Class A common stock outstanding, in each case, after giving effect to the Reorganization Transactions and assuming that HFF Holdings exchanges all of its interests in the Operating Partnerships for newly-issued shares of our Class A common stock on the basis of two partnership units, one of each Operating Partnership, for one share of Class A common stock.
 
After giving effect to the sale of 14,300,000 shares of Class A common stock in this offering at an assumed initial public offering price of $16.00 per share (the midpoint of the price range on the cover of this prospectus) and the payoff of all outstanding borrowings under HFF LP’s credit agreement and the tax receivable agreement, our pro forma net tangible book value would have been $2,029,000, or $0.06 per share. This represents an immediate increase in net tangible book value (or a decrease in net tangible book deficit) of $1.63 per share to existing equityholders and an immediate dilution in net tangible book value of $15.94 per share to new investors.
 
The following table illustrates this dilution on a per share basis assuming the underwriters do not exercise their option to purchase additional shares:
 
                 
Assumed initial public offering price per share
          $ 16.00  
Pro forma net tangible book value per share as of September 30, 2006
  $ (1.57 )        
Increase in pro forma net tangible book value per share attributable to new investors
  $ 1.63          
                 
Pro forma net tangible book value per share after the offering
          $ 0.06  
                 
Dilution in pro forma net tangible book value per share to new investors (a)
          $ 15.94  
                 
 
(a) A $1.00 increase (decrease) in the assumed initial public offering price of $16.00 per share would increase (decrease) our adjusted net tangible book value per share after this offering by approximately $0.01 as a result of the impact of the tax receivable agreement, assuming the number of shares offered by us, as set forth on the cover page of this prospectus, remains the same and after deducting the estimated underwriting discounts and commissions and estimated expenses payable by us. We will not retain any of the proceeds from this offering.
 
If the underwriters’ overallotment option is exercised in full the pro forma net tangible book value per share of Class A common stock, after giving effect to the Reorganization Transactions, would be approximately $0.03 per share and the dilution in pro forma net tangible book value per share to new investors would be $15.97 per share.
 
The following table summarizes, on the same pro forma basis as of September 30, 2006, the total number of shares of Class A common stock purchased from us, the total cash consideration paid to us and the average price per share paid by the existing equityholders and by new investors purchasing shares in this offering, assuming that HFF Holdings exchanged all of its partnership units in the Operating Partnerships for shares of our Class A common stock on the basis of two partnership units, one of each Operating Partnership, for one share of Class A common stock (in thousands, except per share data):
 
                                         
    Shares Purchased     Total Consideration     Average Price
 
    Number     Percent     Amount     Percent     per Share  
 
Existing equity holders
    22,500       61.1 %   $       %   $  
New investors(a)
    14,300       38.9       228,800       100       16.00  
                                         
Total
    36,800       100 %   $ 228,800       100 %        
                                         
 
(a) A $1.00 increase (decrease) in the assumed initial public offering price of $16.00 per share would increase (decrease) the total consideration paid by new investors by $14,300,000, assuming the number of shares offered by us, as set forth on the cover page of this prospectus, remains the same.


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UNAUDITED PRO FORMA FINANCIAL INFORMATION
 
The following unaudited condensed consolidated pro forma statements of income for the year ended December 31, 2005 and the nine months ended September 30, 2006 and the unaudited pro forma consolidated balance sheet as of September 30, 2006 present our consolidated results of operations and financial position to give pro forma effect to all of the Reorganization Transactions described in “Organizational Structure” and the sale of shares in this offering (excluding shares issuable upon exercise of the underwriters’ option to purchase additional shares, if any), and the application of the net proceeds from this offering, as if all such transactions had been completed as of January 1, 2005 with respect to the unaudited condensed consolidated pro forma statements of income and as of September 30, 2006 with respect to the unaudited pro forma balance sheet data. The unaudited pro forma consolidated financial statements reflect pro forma adjustments that are described in the accompanying notes and are based on available information and certain assumptions we believe are reasonable, but are subject to change. We have made, in our opinion, all adjustments that are necessary to present fairly the pro forma financial data.
 
The pro forma adjustments principally give effect to the following items:
 
  •  the Reorganization Transactions described in “Organizational Structure,” including the elimination of the financial results of HFF Holdings and Holdings Sub from the historical audited consolidated financial statements, which are included elsewhere in this prospectus;
 
  •  cash distributions of pre-incorporation profits to members of HFF Holdings. The net assets purchased by HFF, Inc. will be reported in the consolidated statements of HFF, Inc. at historical cost;
 
  •  this offering and the use of a portion of the proceeds to repay outstanding borrowings as described in “Use Of Proceeds;”
 
  •  the provision for corporate income taxes;
 
  •  the tax receivable agreement we will enter into with HFF Holdings; and
 
  •  the awards we expect to grant under our proposed stock incentive plan at the time of this offering. See “Management — Omnibus Incentive Compensation Plan.”
 
We will account for the income tax effects and corresponding tax receivable agreement effects as a result of the initial purchase and the sale of units of the Operating Partnerships in connection with the Reorganization Transactions and future exchanges of Operating Partnership units for our Class A shares as follows:
 
  •  we will recognize an increase in our deferred tax asset for the estimated income tax effects of the increase in the tax basis of the assets owned by the Operating Parternships, based on enacted tax rates at the date of the transaction;
 
  •  we will evaluate the likelihood that we will realize the benefit represented by the deferred tax asset and, to the extent we estimate that we will not realize the benefit based on a more likely than not standard, we will reduce the deferred tax asset with a valuation allowance; and
 
  •  we will record 85% of the estimated amount of the increase in deferred tax assets, net of any valuation allowance, as a liability to HFF Holdings under the tax receivable agreement and the remaining 15% of the increase in deferred tax assets directly in additional paid-in capital in stockholders’ equity.
 
Therefore, at the date of the Reorganization Transactions, on a cumulative basis the net effect of accounting for income taxes and the tax receivable agreement on our financial statements will be a net increase in shareholders’ equity of 15% of the estimated realizable tax benefit. All of the effects of changes in any of our estimates after the date of any exchange will be included in net income. Similarly, the effect of subsequent changes in the enacted tax rates will be included in net income.
 
The unaudited pro forma financial data is presented for informational purposes only and should not be considered indicative of actual results of operations that would have been achieved had the Reorganization Transactions and this offering been consummated on the dates indicated, and do not purport to be indicative of statements of financial condition data or results of operations as of any future date or for any future period.


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Unaudited Pro Forma Combined Income Statement

                                         
    Year Ended December 31, 2005  
    (in thousands, except per share data)  
          Adjustments for
          Adjustments
       
    Historical     Reorganization     Post-Reorganization     for Offering     Pro Forma  
 
Revenues
                                       
Capital markets services revenue
  $ 203,457             $ 203,457             $ 203,457  
Interest on mortgage notes receivable
    412               412               412  
Other
    1,979               1,979               1,979  
                                         
Total revenue
    205,848             205,848             205,848  
Expenses
                                       
Cost of services
    119,106               119,106               119,106  
Personnel
    14,369       (350 )(a)     14,019       917 (c)     14,936  
Occupancy
    5,357               5,357               5,357  
Travel and entertainment
    5,067               5,067               5,067  
Supplies, research, and printing
    5,089               5,089               5,089  
Insurance
    2,470       (1,011 )(a)     1,459               1,459  
Professional fees
    1,201       (100 )(a)     1,101               1,101  
Depreciation and amortization
    2,735       (140 )(a)     2,595               2,595  
Interest on warehouse line of credit
    409               409               409  
Other operating
    3,483       (66 )(a)     3,417               3,417  
                                         
Total expenses
    159,286       (1,667 )     157,619       917       158,536  
Operating income
    46,562       1,667       48,229       (917 )     47,312  
Interest and other income
    1,267       (993 )(a)     274               274  
Interest expense
    (271 )     191 (a)     (80 )             (80 )
                                         
Income before minority interest and income taxes
    47,558       865       48,423       (917 )     47,506  
Minority interest
                        29,026 (e)     29,026  
                                         
Income before income taxes
    47,558       865       48,423       (29,943 )     18,480  
Provision for income taxes
    715       (427 )(b)     288       7,104 (f)     7,392  
                                         
Net income
  $ 46,843       1,292       48,135       (37,047 )     11,088  
                                         
Weighted average shares of Class A common stock:
                                       
Basic
                                    14,313 (g)
Diluted
                                    14,329 (g)
Net income per share of Class A common stock:
                                       
Basic
                                  $ 0.77 (g)
Diluted
                                  $ 0.77 (g)


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Unaudited Pro Forma Combined Income Statement

                                         
    Nine Months Ended September 30, 2006  
    (in thousands, except per share data)  
          Adjustments for
          Adjustments
       
    Historical     Reorganization     Post-Reorganization     for Offering     Pro Forma  
 
Revenues
                                       
Capital markets services revenue
  $ 153,586             $ 153,586             $ 153,586  
Interest on mortgage notes receivable
    662               662               662  
Other
    2,289               2,289               2,289  
                                         
Total revenue
    156,537               156,537               156,537  
Expenses
                                       
Cost of services
    89,340               89,340               89,340  
Personnel
    10,460       (350 )(a)     10,110       538 (c)     10,648  
Occupancy
    4,629               4,629               4,629  
Travel and entertainment
    3,842               3,842               3,842  
Supplies, research, and printing
    4,800               4,800               4,800  
Insurance
    2,265       (1,209 )(a)     1,056               1,056  
Professional fees
    1,979       (684) (a)     1,295               1,295  
Depreciation and amortization
    2,039               2,039       (93) (d)     1,946  
Interest on warehouse line of credit
    676               676               676  
Other operating
    3,270       18 (a)     3,288               3,288  
                                         
Total expenses
    123,300       (2,225)       121,075       445       121,520  
Operating income
    33,237       2,225       35,462       (445)       35,017  
Interest and other income
    1,394       (1,025) (a)     369               369  
Interest expense
    (2,377)               (2,377)       2,330 (d)     (47)  
                                         
Income before minority interest and income taxes
    32,254       1,200       33,454       1,885       35,339  
Minority interest
                        21,592 (e)     21,592  
                                         
Income before income taxes
    32,254       1,200       33,454       (19,707)       13,747  
Provision for income taxes
    557       (344 )(b)     213       5,286 (f)     5,499  
                                         
Net income
  $ 31,697       1,544     $ 33,241     $ (24,993)     $ 8,248  
                                         
Weighted average shares of Class A common stock:
                                       
Basic
                                    14,313 (g)
Diluted
                                    14,368 (g)
Net income per share of Class A common stock:
                                       
Basic
                                  $ 0.58 (g)
Diluted
                                  $ 0.57 (g)


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Notes to Unaudited Pro Forma Combined Income Statements
 
(a) Adjustment reflects the elimination of the historical results of operations of HFF Holdings and Holdings Sub as these entities will not be included in the consolidated results of HFF, Inc. as a result of this offering and the Reorganization Transactions. See “Organizational Structure — Reorganization Transactions.” For the year ended December 31, 2005, this adjustment reflects $1,011,000 death and disability insurance premiums on individual members of HFF Holdings, $656,000 of other operating costs, $993,000 of interest income, and $191,000 of interest expense on outstanding debt. For the nine months ended September 30, 2006, this adjustment reflects $1,209,000 of death and disability insurance premiums, $1,016,000 of other operating costs, and $1,025,000 of interest income.
 
(b) Adjustment reflects the tax impact associated with the Reorganization Transactions. The entities that formed HFF Holdings have been limited liability companies, partnerships, and a corporation. The income of the limited liability companies and partnerships of HFF Holdings has not been subject to U.S. federal and state income taxes. The adjustment reflects taxes attributable to business and corporate income taxes in various jurisdictions.
 
(c) Represents non-cash compensation expense in the form of restricted stock awards and stock options. See “Omnibus Incentive Compensation Plan.”
 
(d) Adjustment reflects $93,000 and $2,330,000 for the nine months ended September 30, 2006 for the amortization of deferred financing costs and the interest expense, respectively, associated with the outstanding borrowings that will be repayed as a result of this offering. See “Use of Proceeds”.
 
(e) Reflects an adjustment to record the 61.1% minority interest ownership of HFF Holdings. Following the Reorganization Transactions, as the sole stockholder of Holliday GP, the sole general partner of the Operating Partnerships, HFF, Inc. will operate and control all of the business affairs of the Operating Partnerships. HFF, Inc. will consolidate the financial results of the Operating Partnerships and Holliday GP. HFF Holdings and HFF, Inc., through its wholly-owned subsidiaries HoldCo, LLC and Holliday GP, will be the only partners of the Operating Partnerships following this offering. HFF Holdings, through its ownership of Class B common stock will have no economic rights in HFF, Inc. but will hold the majority of our voting power. Accordingly, HFF, Inc. will consolidate the Operating Partnerships and Holliday GP and will record a minority interest for the economic interest of HFF Holdings in the Operating Partnerships.
 
(f) Adjustment to reflect a pro forma provision for income taxes at an effective tax rate of 40.0% for the year ended December 31, 2005 and the nine months ended September 30, 2006.
 
(g) For purposes of the HFF, Inc. pro forma net income per share of Class A common stock calculation, the weighted average shares outstanding of Class A common stock, basic and diluted, are calculated as follows (in thousands):
 
                                 
    Year Ended
    Nine Months Ended
 
    December 31, 2005
    September 30, 2006
 
    Pro Forma     Pro Forma  
    Basic     Diluted     Basic     Diluted  
 
HFF, Inc. shares of Class A common stock
                           
New shares from offering
    14,300       14,300       14,300       14,300  
Restricted stock units
    13       29       13       68  
Weighted average shares of Class A common stock outstanding
    14,313       14,329       14,313       14,368  
 
The partnership units of Operating Partnerships exchangeable into shares of Class A common stock pursuant to the Exchange Right are not included in the calculation of weighted average shares of Class A common stock outstanding as they are anti-dilutive.


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HFF, Inc. pro forma basic and net diluted net income per share of Class A common stock are calculated as follows (in thousands, except per share data):
 
                                 
    Year Ended
    Nine Months Ended
 
    December 31,2005
    September 30, 2006
 
    Pro Forma     Pro Forma  
    Basic     Diluted     Basic     Diluted  
 
Basic and Diluted Net Income Per Share
                               
Net income available to holders of shares of Class A common stock
  $ 11,088     $ 11,088     $ 8,248     $ 8,248  
Basic and diluted weighted average shares of Class A common stock outstanding
    14,313       14,329       14,313       14,368  
Basic and diluted net income per share of Class A common stock
  $ 0.77     $ 0.77     $ 0.58     $ 0.57  
 
The share of Class B common stock has no right to receive dividends of HFF, Inc. The share of Class B common stock does not share in the earnings of HFF, Inc. and no earnings are allocable to such class. Accordingly, pro forma basic and diluted net income per share of Class B common stock have not been presented.


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Unaudited Pro Forma Consolidated Balance Sheet

                                         
    As of September 30, 2006  
    (in thousands, except per share data)  
          Adjustments for
          Adjustments
       
    Historical     Reorganization     Post-Reorganization     for Offering     Pro Forma  
Assets
Current assets:
                                       
Cash and cash equivalents
  $ 55,224       (42,843 )(a)(b)   $ 12,381       (c)(d)(e)   $ 12,381  
Restricted cash
    280               280               280  
Accounts receivable
    1,701       1,373 (a)     3,074               3,074  
Mortgage notes receivable
    39,550               39,550               39,550  
Prepaid expenses and other current assets
    3,853       (1,488 )(a)     2,365       (477 )(f)     1,888  
                                         
Total current assets
    100,608       (42,958 )     57,650       (477 )     57,173  
Property and equipment, net
    4,903               4,903               4,903  
Goodwill
    3,712               3,712               3,712  
Intangible assets, net
    3,328               3,328       (648 )(d)     2,680  
Deferred tax asset
                        106,400 (h)     106,400  
Other noncurrent assets
    300               300               300  
                                         
Total assets
  $ 112,851       (42,958)       69,893     $ 105,275     $ 175,168  
                                         
 
Liabilities
Current liabilities:
                                       
Current portion of long-term debt
  $ 17,094               17,094       (16,960 )(d)     134  
Warehouse line of credit
    39,550               39,550               39,550  
Accrued compensation and related taxes
    17,888               17,888               17,888  
Accounts payable
    933               933               933  
Other current liabilities
    1,914       (98 )(a)     1,816       (13 )(d)     1,803  
Income taxes payable
                                 
                                         
Total current liabilities
    77,379       (98 )     77,281       (16,973 )     60,308  
Deferred rent credit
    2,606               2,606               2,606  
Other long-term liabilities
    371       (260 )(a)     111               111  
Long-term debt, less current portion
    40,596               40,596       (40,540) (d)     56  
Due to HFF Holdings under tax receivable agreement
                        90,440 (h)     90,440  
                                         
Total liabilities
    120,952       (358 )     120,594       32,927       153,521  
                                         
Minority interest
                        13,226 (g)     13,226  
                                         
Stockholders’/Members’ Equity (Deficit)
                                       
Members’ equity (deficit)
    (8,101 )     (42,600 )(a)(b)     (50,701)       50,701 (g)      
                              143 (c)     143  
Class A common stock, $0.01 par value per share, 175,000,000 shares authorized: 36,800,000 shares issued and outstanding, actual and as adjusted for this offering
                                   
Class B common stock, $0.01 par value per share, 1 share authorized: 1 share issued and outstanding, actual and as adjusted for this offering
                                       
Additional paid in capital
                            8,278 (c)(d)(e)(f)(g)(h)     8,278  
Retained earnings
                                   
                                         
Total stockholders/members’ equity
    (8,101 )     (42,600)       (50,701)       59,122       8,421  
                                         
Total liabilities and stockholders’/members’ equity
  $ 112,851       (42,958)     $ 69,893     $ 105,275     $ 175,168  
                                         


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Notes to Unaudited Pro Forma Consolidated Balance Sheet
 
(a) Adjustment reflects the elimination of the cash, accounts receivable, prepaid expenses and other current assets, and other current and long-term liabilities of HFF Holdings and Holdings Sub, as these entities will not be included in the consolidated results of HFF, Inc. as a result of this offering and the Reorganization Transactions. See “Organizational Structure — Reorganization Transactions.”
 
(b) Reflects the anticipated cash distributions of pre-offering profits to the members of HFF Holdings. This adjustment, as reflected, is estimated to be $0 at September 30, 2006. The actual amount of the distribution will be funded with available cash, subject to maintenance of minimum working capital requirements of the Operating Partnerships.
 
(c) Reflects net proceeds from the sale by us of 14,300,000 shares of Class A common stock at the initial public offering price of $16.00 per share of Class A common stock, after deducting underwriting discounts, commissions, and estimated offering expenses.
 
(d) Reflects repayment of outstanding term notes using net proceeds from this offering. Adjustment reflects the elimination of $57,500,000 of current and long-term debt, $13,000 of related accrued interest payable, and $648,000 of the unamortized balance of deferred financing costs associated with the term notes.
 
(e) Represents our purchase from HFF Holdings of the partnership units representing 38.9% of each of the Operating Partnerships using net proceeds from this offering. See “Use Of Proceeds.”
 
(f) Reflects the elimination of direct costs incurred through September 30, 2006 in connection with this offering.
 
(g) Reflects a minority interest adjustment for the 61.1% of the total number of partnership units of each of the Operating Partnerships held by HFF Holdings following this offering.
 
(h) Reflects the adjustment to give effect to the tax receivable agreement with HFF Holdings and the tax effects of changes in the tax bases of assets and liabilities resulting in the recognition of deferred tax assets. The “Tax Receivable Agreement” is described in further detail in “Certain Relationships and Related Party Transactions.”


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SELECTED HISTORICAL FINANCIAL DATA
 
The following tables present our selected consolidated financial data as of and for the dates and periods indicated. We derived the selected historical consolidated financial data set forth below as of December 31, 2003, 2004 and 2005 and for the period from June 16, 2003 through December 31, 2003 and for the years ended December 31, 2004 and 2005 and as of and for the nine months ended September 30, 2006 from our audited consolidated financial statements, which have been audited by Ernst & Young LLP, our independent registered public accounting firm, and, except for the consolidated statement of income for the period from June 16, 2003 through December 31, 2003, are included elsewhere in this prospectus. We derived the selected historical consolidated financial data set forth below as of and for the nine months ended September 30, 2005 from our unaudited interim consolidated financial statements which are included elsewhere in this prospectus. We derived the selected historical consolidated financial data set forth below as of December 31, 2003, 2002 and 2001, and for the period from January 1, 2003 through June 15, 2003 and for the years ended December 31, 2002 and 2001 from our unaudited consolidated financial information not included elsewhere in this prospectus.
 
The summary consolidated financial data presented below is not indicative of our results for any future period. In management’s opinion, the unaudited information has been prepared on substantially the same basis as the consolidated financial statements appearing elsewhere in this prospectus and includes all adjustments (consisting of normal recurring adjustments) necessary for a fair presentation of the unaudited consolidated data. The summary consolidated financial data set forth below should be read in conjunction with our consolidated financial statements and related notes, “Unaudited Pro Forma Financial Information” and “Management’s Discussion and Analysis of Financial Condition and Results of Operations” included elsewhere in this prospectus.
 
                                                                   
    Predecessor (a)       Successor  
    For the Year Ended
                  For the Year Ended
    Nine Months Ended
 
    December 31,     1/1/03-
      6/16/03-
    December 31,     September 30  
    2001     2002     6/15/03       12/31/03     2004     2005     2005     2006  
    (unaudited)     (unaudited)     (unaudited)                         (unaudited)        
    (In thousands, except per share data)       (In thousands, except per share data)  
Statement of Income Data
                                                                 
Revenues
                                                                 
Capital markets services revenue
  $ 77,561     $ 84,297     $ 36,626       $ 71,735     $ 142,192     $ 203,457     $ 135,983     $ 153,586  
Interest on mortgage notes receivable
                                    412       65       662  
Other
          364       99         739       1,499       1,979       1,251       2,289  
                                                                   
Total revenues
    77,561       84,661       36,725         72,474       143,691       205,848       137,299       156,537  
Operating expenses
                                                                 
Cost of services
    55,336       59,637       26,289         43,370       85,778       119,106       81,026       89,340  
Personnel
    3,949       2,574       (807 )       5,148       9,107       14,369       8,874       10,460  
Occupancy
    4,731       5,716       2,465         2,824       5,047       5,357       4,034       4,629  
Travel and entertainment
    2,473       2,673       1,575         1,466       3,617       5,067       3,221       3,842  
Supplies, research & printing
    1,618       2,757       929         1,227       2,933       5,089       3,690       4,800  
Insurance
          265       38         777       1,500       2,470       1,883       2,265  
Professional fees
    425       541       206         634       871       1,201       1,012       1,979  
Depreciation and amortization
    256       350       203         1,598       2,506       2,735       1,988       2,039  
Other operating
    4,930       4,145       1,563         1,763       3,441       3,483       2,532       3,270  
Interest on warehouse line of credit
                                      409       60       676  
                                                                   
Total operating expenses
    73,718       78,658       32,461         58,807       114,800       159,286       108,320       123,300  
                                                                   
Operating income
    3,843       6,003       4,264         13,667       28,891       46,562       28,979       33,237  
Interest and other income
                        97       317       1,267       675       1,394  
Interest expense
                        (234 )     (406 )     (271 )     (220 )     (2,377 )
                                                                   
Income before taxes
    3,843       6,003       4,264         13,529       28,802       47,558       29,434       32,254  
Income tax expense(b)
                              728       715       433       557  
                                                                   
Net income
  $ 3,843     $ 6,003       4,264         13,529     $ 28,074     $ 46,843     $ 29,001     $ 31,697  
                                                                   
Pro forma basic net income per share of Class A common stock(c)
                                            $ 0.77             $ 0.58  
Pro forma diluted net income per share of Class A common stock(c)
                                            $ 0.77             $ 0.57  
Pro forma basic weighted average shares of Class A common stock(c)
                                              14,313               14,313  
Pro forma diluted weighted average shares of Class A common stock(c)
                                              14,329               14,368  


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    As of December 31,     As of September 30,        
    2001(a)     2002(a)     2003     2004     2005     2006        
    (unaudited)     (unaudited)                                
    (dollars in thousands)        
 
Balance Sheet Data
                                                       
Total assets
  $ 45,590     $ 44,430     $ 40,499     $ 56,090     $ 89,941     $ 112,851          
Long term debt
  $     $     $ 10,048     $ 7,644     $ 272     $ 57,690          
Total liabilities
  $ 7,326     $ 11,749     $ 19,970     $ 18,978     $ 29,903     $ 120,952          
 
 
(a) The financial information for the period from January 1, 2001 through June 15, 2003 is derived from unaudited financial information and general ledger reports provided by HFF LP’s parent company at that time. Prior to June 15, 2003, HFF LP was an indirect wholly-owned subsidiary of Lend Lease, an Australian company with a June 30 fiscal year. The acquisition of HFF LP on June 16, 2003 by HFF Holdings created a new basis of accounting and, accordingly, the financial information for the periods through December 31, 2003 are not comparable to recent periods and comparisons of those periods to recent periods may not be accurate indicators of our relative financial performance.
 
(b) We have historically operated as two limited liability companies (HFF Holdings and Holdings Sub), a corporation (Holliday GP) and two limited partnerships (HFF LP and HFF Securities), which two partnerships we refer to as the Operating Partnerships. As a result, our income has been subject to limited U.S. federal income taxes, and our income and expenses have been passed through and reported on the individual tax returns of the members of HFF Holdings. Income taxes shown on our consolidated statements of income are attributable to taxes incurred at the state and local level. Following this offering, HFF, Inc. will be subject to additional entity-level taxes that will be reflected in our consolidated financial statements. See “Management’s Discussion and Analysis of Financial Condition and Results of Operation — Key Financial Measures and Indicators — Costs and Expenses — Income Tax Expense” and “Unaudited Pro Forma Financial Information.”
 
(c) For the purposes of the HFF, Inc. pro forma net income per share of Class A common stock calculation, the weighted average of Class A common stock outstanding, basic and diluted, are calculated based on:
 
                                 
    Year Ended
    Nine Months Ended
 
    December 31, 2005
    September 30, 2006
 
    Pro Forma     Pro Forma  
    Basic     Diluted     Basic     Diluted  
    (unaudited)     (unaudited)     (unaudited)     (unaudited)  
 
HFF, Inc. shares of Class A common stock
                       
New shares from offering
    14,300       14,300       14,300       14,300  
Restricted stock units
    13       29       13       68  
Weighted average shares of Class A common stock outstanding
    14,313       14,329       14,313       14,368  
 
The partnership units of the Operating Partnerships exchangeable into shares of Class A common stock pursuant to the Exchange Right are not included in the calculation of weighted average shares of Class A common stock outstanding as they are anti-dilutive.


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HFF, Inc. pro forma basic and net diluted net income per share of Class A common stock are calculated as follows:
 
                                 
    Year Ended
    Nine Months Ended
 
    December 31,
    September 30,
 
    2005
    2006
 
    Pro Forma     Pro Forma  
    (unaudited)     (unaudited)  
Basic and Diluted Net Income Per Share
  Basic     Diluted     Basic     Diluted  
 
Net income available to holders of shares of Class A common stock
  $ 11,088     $ 11,088     $ 8,248     $ 8,248  
Basic and diluted weighted average shares of Class A common stock outstanding
    14,313       14,329       14,313       14,368  
Basic and diluted net income per share of Class A common stock
  $ 0.77     $ 0.77     $ 0.58     $ 0.57  
 
The share of Class B common stock has no right to receive dividends of HFF, Inc. The share of Class B common stock does not share in the earnings of HFF, Inc. and no earnings are allocable to such class. Accordingly, pro forma basic and diluted net income per share of Class B common stock have not been presented.


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MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATION
 
The following discussion should be read in conjunction with “Selected Historical Financial Data,” “Unaudited Pro Forma Financial Information” and the historical financial statements and the related notes thereto included elsewhere in this prospectus. The following discussion contains, in addition to historical information, forward-looking statements that include risks and uncertainties. Our actual results may differ materially from those anticipated in those forward-looking statements as a result of certain factors, including those set forth under the heading “Risk Factors” and elsewhere in this prospectus.
 
Overview
 
Our Business
 
We are a leading provider of commercial real estate and capital markets services to the U.S. commercial real estate industry based on transaction volume and are one of the largest private full-service commercial real estate financial intermediaries in the country. We operate out of 18 offices nationwide with more than 130 transaction professionals and approximately 270 support associates. In 2005, we advised on approximately $32 billion of completed commercial real estate transactions, more than a 40% increase compared to the approximately $22 billion of completed transactions we advised on in 2004.
 
Substantially all of our revenues are in the form of capital market services fees collected from our clients, usually negotiated on a transaction-by-transaction basis. We also earn fees from commercial loan servicing activities. We believe that our multiple product offerings, diverse client mix, expertise in a wide range of property types and national platform create a stable and diversified revenue stream. Furthermore, we believe our business mix, operational expertise and the leveragability of our platform have enabled us to achieve profit margins that are among the highest of our public company peers. Our revenues and net income were $205.8 million and $46.8 million, respectively, for the year ended December 31, 2005, compared to $143.7 million and $28.1 million, respectively, for the year ended December 31, 2004. For the nine months ended September 30, 2006, our revenues and net income were $156.5 million and $31.7 million, respectively.
 
Our business may be significantly affected by factors outside of our control, particularly including:
 
  •  Economic and commercial real estate market downturns.  Our business is dependent on international and domestic economic conditions and the demand for commercial real estate and related services in the markets in which we operate and even a regional economic downturn could adversely affect our business. A general decline in acquisition and disposition activity can lead to a reduction in fees and commission for arranging such transactions, as well as in fees and commissions for arranging financing for acquirers and property owners that are seeking to recapitalize their existing properties. Likewise, a general decline in commercial real estate investment activity can lead to a reduction in fees and commissions for arranging acquisitions, dispositions and financings for acquisitions as well as for recapitalizations for existing property owners as well as a significant reduction in our loan servicing activities, due to increased delinquencies and lack of additional loans that we would have otherwise added to our loan servicing portfolio, all of which would have an adverse effect on our business.
 
  •  Decreased investment allocation to commercial real estate class.  Allocations to commercial real estate as an asset class for investment portfolio diversification may decrease for a number of reasons beyond our control, including but not limited to poor performance of the asset class relative to other asset classes or superior performance of other asset classes when compared with continued good performance of the commercial real estate asset class. In addition, while commercial real estate is now viewed as an accepted and valid class for portfolio diversification, if this perception changes, there could be a significant reduction in the amount of debt and equity capital available in the commercial real estate sector.
 
  •  Fluctuations in interest rates.  Significant fluctuations in interest rates as well as steady and protracted movements of interest rates in one direction (increases or decreases) could adversely effect the operation and income of commercial real estate properties as well as the demand from investors for commercial real estate investments. Both of these events could adversely affect investor demand and the supply of capital for debt


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  and equity investments in commercial real estate. In particular, increased interest rates may cause prices to decrease due to the increased costs of obtaining financing and could lead to decreases in purchase and sale activities thereby reducing the amounts of investment sales and loan originations and related servicing fees. If our investment sales origination and servicing businesses are negatively impacted, it is likely that our other lines of business would also suffer due to the relationship among our various capital market services.
 
Other factors that may adversely affect our business are discussed under the heading “Forward-Looking Statements” and under the caption “Risk Factors” in this prospectus.
 
Key Financial Measures and Indicators
 
Revenues
 
Over 95% of our revenues are capital market service revenues. These capital market service revenues are in the form of fees collected from our clients, usually negotiated on a transaction-by-transaction basis, which includes origination fees, investment sales fees earned for brokering sales of commercial real estate, loan servicing fees and note sale and note sales advisory and other production fees. We also earn interest on mortgage notes receivable. For the nine months ended September 30, 2006, we had total revenues of approximately $156.5 million, of which approximately 98% were attributable to capital markets service revenue, 0.4% were attributable to interest on mortgage notes receivable and 1.6% were attributable to other revenue sources. For the year ended December 31, 2005, our total revenues equaled approximately $205.8 million, of which approximately 99% were generated by our capital markets services, 0.2% were attributable to interest on mortgage notes receivable and 0.8% were attributable to other revenue sources.
 
Total Revenues:
 
Capital markets services revenues.  We earn our capital markets services revenue through the following activities and sources:
 
  •  Origination fees.  Our origination fees are earned through the placement of debt, equity and structured financing. Debt placements represent the majority of our business, with approximately $22 billion of debt transaction volume in 2005. Fees earned by HFF Securities for discretionary and non-discretionary equity capital raises and other investment banking services are also included with capital market services revenue in our consolidated statements of income. We recognize origination revenues at the closing of the applicable financing and funding of capital, when such fees are generally collected. <