3. Your Global Real Estate Business Partner
Quick List
Refer to the noted page number for information about the resources, services, and information described
in this guide.
Ambassador Associations, 11 Global New Home Resorts, 10 Online Network Directory, 12
Americans Buying Homes Global Perspectives in Real
Abroad, 4 Estate Newsletter, 6 Personal Marketing, 14
Audio Books, 6 Global Perspectives in Real Prepackaged Sales Meetings, 8
Estate Newsletter Presentations, 8
Camera-Ready Ads, 14 Advertising, 14 President’s Liaisons, 11
Certified International Property Global Real Estate Project, 5 Profile of International Home
Specialist Designation, 9 Global Resources for Local Buying Activity in Florida, 4
China—Education and Markets e-Newsletter, 6 Profile of International Home
Membership Initiatives, 15 Globalization and Real Estate Buying Activity in the United
CIPS Course Licensing, 8 Presentation, 5 States, 4
CIPS Designation Courses, 7
®
CIPS Network, 11 ICREA, 10 REALTOR University Online, 8
®
CIPS Network Directory India—Association REALTORS Annual Conference
Advertising, 14 Development and Industry and Expo, 12
CIPS Network Mailing List Best Practices, 15 Referral fees,Global New Home
Rental, 14 International Consortium of Resorts, 10
CIPS Network Member Benefits, Real Estate Associations, 11 Regional Coordinators, 11
3 International e-Report, 6 Risk Reduction, 8
Cooperating Associations, 11, International Housing Coalition, Road Map to Information about
25 15 the Foreign Born, 5
Country Profiles, 5 International Memberships, 11
International Networking SIMA, 13
Doing Business in Mexico, 7 Center, 12 Speakers Cadre, 8
Doing Business in the United International Night Out, 12 Speeches, 8
States, 7 International Operations Staff, 2 Sponsorships, 14
International Real Estate for State-by-State International
Education Sessions, 8 Local Markets, 7 Business Activity Reports, 4
Embassy Visits, 12 International Real Property Success Case Studies, 6
Expand Your Market, 7 Foundation, 15
Extra: Trade Missions, 20 International Second Home The Global Neighborhood
Pavilion, 12 Report, 6
®
Field Guide to REALTORS and Total-Immersion Language
the Global Marketplace, 6 Local International Councils, 11 Learning, 6
Find a CIPS Online, 12 Logo Downloads, 14 Trade Shows, 16
Find a TRC Online, 12 Transnational Referral
Foreign Investment in U.S. Real Market-to-Market Initiative, 12 Certification, 7, 9
Estate, 4 Market-to-Market Toolbox, 12
Foreign-Born Population in the Mexico—AMPI Joint Venture Virtual Library, 6
United States, 4 with NAR, 15
Foreign-Born Residents by MIPIM, 13 Weekly News Headlines, 6
State, 4 Winning Strategies, 6
Foreign-Speaking Residents in NAR Participation in World Urban Forum, 15
the United States by State International Expositions, 13 WorldProperties.com, 10
and County, 4 News items Association/Firm www.Realtor.org/International,
Forums, 8 Newsletter, 6 3
1
4. ®
NATIONAL ASSOCIATION OF REALTORS International Operations
Your Global Business Partner
Why does NAR invest resources in international real estate?
How does it benefit my business?
How can NAR help me accelerate and expand my international real estate reach?
®
NAR‟s international mission is to maximize global market access and profit for REALTORS so that they
®
can achieve business success in an orderly and ethical market. Every REALTOR has an expert global
business partner, NAR International Operations, who has already accomplished the advance work to
bring order to the market and transparency and reliability to the transaction.
Savvy real estate professionals gain the edge on their competition by realizing that global business is
often local market business—they are local around the globe—and using the resources and support
®
offered by their international global partner, the NATIONAL ASSOCIATION OF REALTORS International
Operations.
When members take advantage of the resources and support offered by NAR, international business
success follows. And, most resources and services described in this guide are included in membership
®
dues*. REALTORS have a head-start because NAR has already:
Done the research…page 4
Compiled the news and information…page 6
Written the education courses…page 7
Developed the credentials…page 9
Provided the property marketing Web sites…page 10
Connected the network…page 11
Planned the marketing…page 14
Anticipated the future… page 15
Extra sections with tips on participating in international trade shows (page 16) and international trade
missions (page 20) help real estate professionals get the most out of these business opportunities.
The global real estate market begins at the front door of your office.
The question is—when will you tap into all the tools for your international business success?
Are you ready?
*
Some items require CIPS Network membership.
2
5. Your Global Real Estate Business Partner
www.Realtor.org/International—Your Virtual Global Business Partner
Have you touched base with your business partner lately? Your virtual global business partner,
www.Realtor.org, brings you the research, connections, news, education, and marketing for international
®
real estate business successes—all tailored specifically for REALTORS . Almost all of the items
described in this guide are accessible online and, for CIPS Network members, most of the benefits are
included your membership dues.
The Certified International Property Specialist Network
The CIPS Network is the international real estate specialty group of the NATIONAL ASSOCIATION OF
®
REALTORS . Around the world, 2,500 real estate professionals are members of the CIPS Network and
most are CIPS designees. CIPS Network membership benefits include:
Listing in Who’s Who in International Real Estate and the online member directory
Subscription to quarterly magazine Global Perspectives in Real Estate
®
Advance information on the REALTORS Annual Exposition and Conference
International real estate news updates
Invitations to business and networking events at top international real estate events
Resources and services described in this guide—most are included in membership dues
www.Realtor.org/international Web site access
3
6. ®
NATIONAL ASSOCIATION OF REALTORS International Operations
The Research
Would it help to know where foreign real estate buyers are from and what language they speak? How
would you respond if a foreign investor asked how your market compares to others? Smart marketing and
business plans are based on reliable research and benchmarks. NAR research compiles the data you
need to interact intelligently with foreign real estate clients and customs, from the multimillion-dollar
investor to the immigrant first-time home buyer. The resources listed below offer more than a thousand
pages of downloadable research reports.
Profile of International Home Buying Activity Foreign-Born Population in the United States
in the United States (2007) This spreadsheet depicts the foreign-born
You don‟t have to pack a suitcase or buy a plane population trends in each county from 1996 to
ticket to experience international real estate. 2003. Find out who's coming and going.
NAR‟s comprehensive research on purchases of
primary and vacation homes by international
clients shows that one-third of REALTORS
® Foreign Languages Spoken in the United
experience international real estate business in States
their home markets. Use this research study to After English, which languages are most popular
benchmark your own market strategy. in each state and each county? This
spreadsheet report covers the twenty most-
frequently spoken foreign languages and
Foreign Investment in U.S. Real Estate (2007) provides the percentage of state population
Whether planning your own business strategy or speaking each one.
laying the groundwork for a trade mission, this
research report offers valuable insight into the
extent of foreign investment in commercial and Foreign-Speaking Residents in the United
residential U.S. real estate. The report describes States by State and County
where the majority of foreign investors originate This spreadsheet report breaks down the
from, what they purchase, and why they invest. percentage of the population speaking a
Compare the investment potential of your local language other than English. It is broken down
market national trends and help investors make by those speaking only English and those
the right decisions. speaking a foreign language, instead of or in
addition to English.
State-by-State International Business
Activity Reports Profile of International Home Buying Activity
These downloadable reports profile international in Florida (2007)
business activity by state. Data includes NAR partnered with the Florida Association of
®
population demographics, year of arrival, REALTORS on this report which looks at home
household languages, homeownership rates, purchases in Florida by international clients.
immigration and naturalization trends by country, Florida‟s coastlines and year-round climate
foreign visitors and workers, exports by product make it a major target for home buyers from
type, and exports by trading-partner country. Europe and other international clients.
Foreign-Born Residents by State Americans Buying Homes Abroad (2007)
Refer to this state-by-state listing of foreign-born For many, owning a home abroad is as much as
residents for a breakdown of those arriving in part of the American dream as owning a home in
the last ten years. the United States. This ground-breaking
benchmark study examines real estate purchase
activity of U.S. citizens in other countries. Use
this study to learn where Americans are buying
property and hook up with referral partners in
other countries.
4
Access the benefits in this guide at
7. Your Global Real Estate Business Partner
Road Map to Information about the Foreign Country Profiles
Born (2006) Profiles on more than fifty countries provide
Putting research information together in order to succinct information on real estate business,
market to international clients can be market conditions, political environment, land
challenging and sometimes the data can be rights and usage, foreign ownership regulations,
confusing. To help you serve as a resource for and cultural norms. It‟s what you need to know
data, trends, and other information on just when you need to know it. For the
international real estate clients, NAR Research practitioner doing business in another country
offers this guide to data and analysis. this information is invaluable. For local market
business, understanding a foreign client‟s
business and cultural background leads to a
Globalization and Real Estate Presentation successful transaction.
(2007) www.Realtor.org/internationalselect
Dr. Lawrence Yun, NAR's Chief Economist, Country Profiles
authored this authoritative PowerPoint
presentation you can use. It provides an
overview of world economic and real estate Global Real Estate Project
markets with a focus on foreign investment in The University of Denver's Burns School of Real
U.S. real estate. Estate and Construction Management maintains
the Global Real Estate Project. The Web site
offers information on the real estate business
practices of eighty countries with side-by-side
comparisons of country real property
characteristics and trends plus cultural
characteristics and business etiquette.
http://burns.dcb.du.edu.
Go to www.Realtor.org/international and select
International Research
Go to the noted Web site
5
www.Realtor.org/international
8. ®
NATIONAL ASSOCIATION OF REALTORS International Operations
The News and Information
Successful international practitioners know that market intelligence is a key factor in building their
businesses and staying ahead of their competitors. But, who has time to comb through stacks of
newspapers and magazines or surf the Web for authoritative, up-to-date information? NAR International
does the legwork for you with news and information gleaned from diverse sources worldwide and in-depth
analysis of issues, trends, and data.
Global Perspectives in Real Estate Magazine Field Guide to the Global Marketplace
All CIPS Network members receive Global This one-stop online resource brings a diverse
Perspectives in Real Estate, the Network‟s range of information resources together on one
quarterly magazine. It contains global statistics, Web page. You'll find links to articles, books,
in-depth analysis on international real estate Web sites, statistics, networking opportunities,
markets, news and data on global, economic education courses, and more.
and political trends plus highlights from www.Realtor.org/LibraryField Guides
international education and networking events. International Real Estate
Articles from past issues can be viewed in the
online archive. Subscription available for non-
CIPS Network members. Virtual Library
This digital library, created especially for
®
REALTORS includes a special section for
International e-Report international real estate. Titles include
Looking for international real estate news items downloadable audio books for total-immersion
for your association or firm newsletter? NAR language learning. Check out Adobe and
publishes a monthly electronic newsletter, the Mobipocket eBooks for use on a PC or handheld
International Real Estate Report: Global device, or listen on-the-go with digital audio
Resources for Local Markets. All of the books. The downloadable media collections also
information provided may be used in local include OverDrive MP3 Audiobooks which can
®
REALTOR association newsletters, Web sites, be transferred to a wide range of devices,
®
or members‟ personal marketing materials. including the iPod , iPhone™, and iPod Touch.
News items include a link to the source http://ebooks.Realtor.org
information for the complete article.
Winning Strategies and Success Case
Weekly News Headlines Studies
Receive international real estate news and Are you wondering if involvement in international
market trends, compiled weekly by NAR‟s real estate is right for you? The real estate
information specialists and categorized by professionals who share their success stories in
region, from newspapers and magazines these collections of articles and case studies
worldwide. This convenient weekly e-mail keeps provide valuable tips and ideas for building an
you current on developing news and issues in international business and transferring learning
Europe, Asia, Pacific Rim, Americas, Caribbean, from the classroom to the real estate office.
Africa, and the Middle East. Links provide
access to full text of articles.
The Global Neighborhood Report
An expert think-tank assembled by NAR
developed this overview of trends, market
Go to www.Realtor.org/international and select
International News forces, and future expectations in world real
estate business. Use this document for insight
Go to the noted Web site on the dynamics of today‟s international real
estate market and respond to opportunities.
6
9. Your International Real Estate Business Partner
The Education
NAR‟s international educational offerings are designed for learners at all levels from beginner to veteran.
Access to learning is not confined to a classroom and does not have to take you or your sales force away
®
from your real estate business. Courses are offered locally through a network of REALTOR associations
and licensed education providers. Some offerings are turn-key programs designed for presentation in the
firm. Program planners can access a cadre of qualified practitioner-speakers with real world experience
and proven platform skills. Some educational programs offer credit toward other certifications and
professional designations offered by NAR affiliates and specialty sections.
Certified International Property Specialist Expand Your Market
(CIPS) Designation Courses ®
REALTORS across the nation are increasing
The CIPS designation course curriculum is the their businesses by expanding their market
educational foundation of the CIPS Network. It outreach to include immigrants and culturally-
distinguishes designees as individuals who have diverse buyers and sellers. This fundamentals
both completed an intensive program of study course helps real estate professionals learn how
and demonstrated the ability to manage cultural differences impact business transactions
international real estate transactions. and provides ideas for taking advantage of
Requirements include completion of a increasing business opportunities. The turn-key
prerequisite plus four required courses on program can be offered by any experienced
specific regions and finance plus documented international real estate practitioner at a local
®
international real estate experience. Most REALTOR association, company sales
courses are available online at REALTOR
®
meeting, or state association convention.
University.
Doing Business in Mexico
International Real Estate for Local Markets If your clientele includes second-home buyers,
This course opens students‟ eyes to retirees looking for a low cost of living, or
international opportunities in their local markets. investors, you should consider the possibility
®
Completion of it qualifies U.S. REALTORS for that a profitable portion of your market is
CIPS Network membership and starts the “thinking Mexico.” Real estate professionals who
student on the path to earning the designation. recognize and prepare for this trend have an
Offered online and in classrooms. opportunity to be in the vanguard of a market
poised for tremendous growth. Offered online
and in classrooms.
Transnational Referral Certification
The International Consortium of Real Estate
Associations (ICREA) offers this certification Doing Business in the United States
course which prepares real estate professionals This course familiarizes real estate professionals
to make and receive compensated referrals from outside of the United States with the
using the system developed by ICREA. Students structure, operation, and legal and regulatory
learn how to make and receive international environment of the U.S. real estate market. It
referrals and increase income by referrals into prepares them to work effectively with U.S. real
their business plans. Offered in classrooms. estate professionals, on a referral basis, to
Online in English, French, Portuguese, Spanish, provide quality service and align clients‟
and Italian. expectations with U.S. business practices and
www.Realtor.org/internationalselect market conditions.
“Transnational Referral Certification
7
10. ®
NATIONAL ASSOCIATION OF REALTORS International Operations
Risk Reduction: International Business Forums and Education Sessions at NAR
Factors Affecting Your Local Market National Meetings
This turn-key course is designed for use as in- Events at NAR‟s national meetings provide
®
house training for brokers or REALTOR information and education for international
associations. Students learn about legal issues practitioners plus valuable networking. Programs
involved when working with foreign buyers and focus on international business development
sellers such as the Patriot Act, interstate opportunities and networking events to bring
commerce regulations, reporting requirements, practitioners together.
and other risk reduction topics. Brokers whose www.Realtor.org/internationalAbout
agents work with international clients need this CIPSMeetings & Events
knowledge too. Offered online and in
classrooms.
Licensing a CIPS Course
®
NAR licenses CIPS courses to REALTOR
Presentations and Speeches associations, firms, franchises, proprietary
Need a presentation for a sales meeting or schools, mortgage companies, and real estate
association program? Tap into a collection trainers. Licensed sponsors generate net
presentations and speeches made by NAR revenue from the program while offering a
Leadership and representatives of NAR's valuable educational opportunity.
international program. Most presentations can www.Realtor.org/internationalselect About
be customized and used by those speaking CIPSCIPS CoursesLicensing the CIPS
about NAR and the CIPS Network. Courses
www.Realtor.org/internationalselect About
CIPSBusiness DevelopmentSpeeches and ®
Presentations REALTOR University Online
®
REALTOR University is NAR‟s Internet-based
online education portal. Real estate
Speakers Cadre professionals can take courses online for
Looking for a speaker for your next event? The continuing education credit, professional
International Speaker Cadre has a searchable development, and designation certification.
database of qualified speakers. Search by International real estate course offerings include
name, topic, geographical location, or search the CIPS courses, risk reduction, referrals, and
entire database for the right presenter. other topics. New courses are added frequently.
www.Realtor.org/internationalselect About www.learninglibrary.com/realtoruniversity
CIPSBusiness DevelopmentTools for
International PractitionersInternational
Speakers Cadre
Go to www.Realtor.org/international and select
About CIPSCIPS Education
Prepackaged Sales Meetings
Are business opportunities being lost because Go to the noted Web site
your agents do not understand the elements of
an international real estate transaction? These
downloadable free modules, specifically
designed for company sales meetings, help
firms educate agents about the global market
and international transactions.
www.Realtor.org/internationalselect About
CIPSBusiness DevelopmentTools for
International PractitionersPrepackaged Sales
Meetings
8
11. Your International Real Estate Business Partner
The Credentials
The Certified International Property Specialist designation connects the practitioner to an active global
network of real estate professionals and these valuable network connections relate directly to higher
®
incomes. A recent study found that REALTORS with a CIPS designation more than double that of non-
designee peers. Why? The difference is the CIPS Network. In addition to the prestigious CIPS
designation, NAR is a founding partner in the International Consortium of Real Estate Associations
(ICREA) which offers the Transnational Referral Certification. Together, these credentials demonstrate
investment in and commitment to professionalism.
Certified International Property Specialist Transnational Referral Certification
Designation The Transnational Referral Certification course
CIPS designees have prepares real estate professionals to make and
demonstrated expertise in receive compensated referrals using the ICREA
international real estate practice Transnational
by completing education and Referral
experiential requirements. The System and
CIPS designation focuses on integrate
educating real estate international
professionals about transaction principles of referrals into their business plans. The course
international real estate, including specifics on covers finding a referral partner, agreeing on
real estate markets, investment trends, compensation, meeting customer service
marketing strategies, currency issues, and standards, participating in the compensation
financing in Europe, the Americas, Africa, Middle dispute arbitration process, and using ICREA
East, Asia, and the Pacific Rim. Topics covered business tools.
in the CIPS classes also include cultural www.Realtor.org/international
diversity. Savvy real estate professionals use Transnational Referral Certification
the CIPS designation to distinguish themselves
in their local markets. Plus, CIPS designees
earn more. Median income for CIPS designees
is more than $100K, compared to less than
$50K for non-designees. Twice as many CIPS
designees earn more than $100K than Go to the noted Web site
® 1
REALTORS in general.
www.Realtor.org/internationalAbout CIPS
1
(Source: NAR Marketing Research, “2008 Certified
International Property Specialist Survey”)
9
12. ®
NATIONAL ASSOCIATION OF REALTORS International Operations
The Property-Marketing Web Sites
Advertise your listings around the globe. Two property-marketing Web sites put your listings in front of an
audience of millions of potential buyers. If your U.S. multiple listing service participates in Realtor.com,
you have the opportunity to flag properties for international exposure on WorldProperties.com. The Global
New Home Resorts Web site enables you to register buyers on a unique consumer-oriented site and earn
a referral fee when the transaction closes. WorldProperties.com and Global New Home Resorts are part
of the Realtor.com family of Web sites—the world‟s largest real estate portal.
Global New Home Resorts Web Site
One of the newest WorldProperties.com
features is the Global New Home Resorts portal.
This robust Web site serves consumers, buyer‟s
representatives, listing and referring brokers,
and builder/developers. It features top-quality
new construction products by established
developers with an emphasis on vacation home
and investment buyers. Participation in the Web
site and lead management system is an
exclusive member benefit for ICREA
organization members. Brokers and agents can
use the unique lead management system to
register interested buyer and developer clients,
and provide detailed information about new
developments and resort properties. When a
www.WorldProperties.Com transaction is successfully completed through
The property information Web site of the the system, the referring broker or agent
International Consortium of Real Estate receives a referral fee.
Associations (ICREA) advertises more than www.GlobalNewHomeResorts.
three million commercial and residential worldproperties.com
properties around the world.
WorldProperties.com helps members of
Consortium associations advertise properties to
the global marketplace and helps consumers
find properties and qualified real estate
professionals around the world. As a
®
REALTOR you are already affiliated with
ICREA and can take advantage of member-only
services available from WorldProperties.com.
just go to the Web site and register as a New
User (you will need your NRDS ID#). In the U.S.,
®
REALTORS who subscribe to the Realtor.com
Enhanced Listing Package can flag listings as
“Distinctive Properties” for upload to
WorldProperties.com. As a benefit for CIPS
designees, ICREA broker and agent designees
are highlighted in the “Find a Professional”
member search. Go to the noted Web site
www.WorldProperties.com
10
13. Your International Real Estate Business Partner
The Network
Networking is essential to building a successful international real estate practice. But making quality
contacts in the right places can be a bit daunting. NAR facilitates networking by bringing international
practitioners together, online and face-to-face. In addition to events and meetings, the synergy of
Ambassador Associations, President‟s Liaisons and Regional Coordinators, Cooperating Association
partnerships, and Local International Councils creates an incomparable network of productive
relationships.
industry professionals and consumers. ICREA
CIPS Network supports the Transnational Referral System and
The CIPS Network has 2,500 members in 50 Certification as well as WorldProperties.com.
countries. Network membership is open to www.Realtor.org/international International
association executives too. Network members Consortium of Real Estate Associations
are listed in both a printed and searchable online
directory. President’s Liaisons and Regional
Coordinators
International Memberships President's Liaisons, who are assigned to
Real estate professionals who reside outside of specific countries as representatives, help
the United States, and are affiliated with one of maintain NAR's important relationships with
NAR‟s Cooperating Associations, have three foreign real estate associations. Five Regional
membership options for joining NAR directly: Coordinators are also appointed to serve North
®
International REALTOR Member and Central America and the Caribbean; South
America; Asia and Pacific; Western Europe; and
International CIPS Network Member
Central/Eastern Europe.
CIPS Designee
A direct membership option is also available for
real estate professionals in markets not covered Ambassador Associations
by the Cooperating Association alliance. The Ambassador Association program is
www.Realtor.org/internationalAbout modeled after the international Sister-City
CIPSAbout CIPS Membership programs by linking Cooperating Associations
®
with a state or local REALTOR association. The
Ambassador Association works closely with a
Cooperating Associations President‟s Liaison and Regional Coordinator to
Through an international network of 76 national expand global business opportunities. They also
real estate associations in 57 countries, as well host Cooperating Association delegates at NAR
as the NAR Ambassador Associations and meetings and during official visits to the United
President's Liaisons assigned to each country,
NAR maintains formal relationships with
States.
organized real estate associations around the
world. View the current list of these groups Local International Councils
including addresses, e-mail contacts, and Web ®
State and local REALTOR associations
sites. organize International Committees or Local
www.Realtor.org/internationalForeign Councils to bring together members interested in
Cooperating Associations international real estate. Activities range from a
simple brown-bag lunch to a foreign trade
International Consortium of Real Estate mission, but they all have one thing in
Associations (ICREA) common—helping members develop business
opportunities in the growing international market.
The national real estate organizations of ICREA,
collectively represent two million brokers and
agents worldwide. The Consortium‟s mission is
to set standards for international real estate
practice and transactions for the benefit of
11
14. ®
NATIONAL ASSOCIATION OF REALTORS International Operations
International Night Out biography. www.Realtor.org/international
An event held at NAR‟s Midyear and Annual Personal Market Tools
Conventions brings together globally-minded
practitioners from the U.S. and abroad for an Online CIPS Network Directory
evening of social networking, connecting with
old friends, and making new ones. International The online CIPS Network membership directory
Night Out at the Annual Convention attracts features the same information as Who’s Who in
more than a thousand attendees for a gala International Real Estate, but is updated weekly.
black-tie dinner and awards event where new www.Realtor.org/internationalFind an
CIPS designees and International program International Specialist
award winners are recognized.
www.Realtor.org/Meetings & Expo Find a CIPS Online
Search for a Certified International Property
Embassy Visits Specialist designee who can help foreigners buy
Held in conjunction with the NAR Midyear in the U.S., help Americans buy abroad, or serve
Meeting in Washington, D.C., this program an immigrant niche in local markets.
offers CIPS designees the opportunity to meet www.Realtor.org/internationalFind an
with the ambassador and commerce staff of International Specialist
foreign embassies. Discussion focuses on points
of interests between the U.S. and the embassy Find a TRC Online
country. The visits promote NAR and CIPS
ICREA-affiliated brokers and sales agents who
designees as a professional resource for the
have completed the TRC training on
country‟s global real estate needs. Invitations
transnational referrals can be located in this
are sent annually to CIPS Designees.
online searchable database. TRCs understand
the concept of paid referrals and are prepared to
Market-to-Market Program participate in a fee-sharing arrangement.
Much of the global business done by www.WorldProperties.comFind a
®
REALTORS takes place in local markets with Professional
immigrant buyers, foreign investors, and
Americans buying abroad for investment, ®
REALTORS Annual Conference and Expo
retirement, or second homes. The new market- and International Networking Center
to-market initiative builds on this trend by
supporting business development opportunities With 2,000 real estate professionals from more
®
in specific markets or countries. The program than 50 countries, the REALTORS Conference
provides resources for individual agents and and Expo is a great opportunity to make new
brokers, as well as state and local associations. contacts from all over the world and a truly
An online guide provides a planning roadmap as international event. Located on the Expo‟s main
well as a market-to-market toolbox of resources floor, the Network Center, INC for short, is the
and contacts. place to connect, network, and promote specific
inbound and out-bound investment markets. The
www.Realtor.org/internationalMarket to
INC offers attendees an internationally-focused
Market Program
trade exhibition, country networking sessions for
each of NAR‟s Cooperating Associations, and a
Who's Who in International Real Estate real estate theatre for specific market and
Directory Listing product presentations.
The CIPS Network directory is the referral www.Realtor.org/Meetings & Expo
source for international real estate. It is mailed to
all Network members and Cooperating International Second Home Pavilion
Associations as well as World Trade Centers,
NAR and SIMA, Europe's largest second home
Chambers of Commerce, multinational
and resort exposition of worldwide properties,
corporations, relocation companies and others
cosponsor the International Second Home
key constituents. All CIPS Network members are ®
Pavilion at the REALTORS Annual Conference
listed in the printed directory. Directory entries
and Expo. This show within the show features
for CIPS designees include a photo and brief
12
15. Your International Real Estate Business Partner
more than a hundred developers from the U.S.
and worldwide. Marché Internationel des Professionnels
d’Inmobilier (MIPIM)
www.Realtor.org/Meetings & Expo
MIPIM is held annually in two locations—
Cannes and Hong Kong. These property
NAR Participation in International marketing shows focus on the commercial real
Expositions estate industry in Europe and Asia but both
include a growing U.S. and Latin American
NAR‟s participation in leading international trade component. NAR sponsors the USA pavilion at
®
shows facilitates networking for REALTOR MIPIM Asia. NAR members receive a discount
attendees. Its presence as a major exhibitor and on registration and may use the NAR booth as a
®
sponsor raises awareness of the REALTOR meeting point, message center, and information
brand and also provides a home base for NAR distribution channel. NAR members and their
attendees. For a list of major trade shows see guests are invited to participate in an in-booth
page 19 of this guide. reception.
www.Realtor.org/internationalUpcoming www.Realtor.org/internationalUpcoming
Events Events or go to www.mipim.com
Salón Inmobiliario de Madrid (SIMA)
More International Events
SIMA is the world‟s largest international second
NAR International publishes an up-to-date list of
homes exposition, with more than 150,000
expositions, global property marketing events,
visitors and 750 exhibitors. Its visitors include
international business meetings and events with
15,000+ real estate professionals, representing
® links (when available) for more information and
40 countries. REALTOR attendees receive
registration. Events that NAR participates in or
exclusive access to the International Business
supports are noted. Although NAR does not
Center (IBC) which offers computers, meeting
specifically endorse all events listed at this site,
rooms, and a lounge area. Country networking
it makes this information available as a service
hours, social events, and sponsored receptions
to members who are seeking additional global
at the IBC connect real estate professionals
venues for business networking and property
internationally. The annual event, held in May in
marketing.
Madrid, includes a professional program with
speakers from around the globe and www.Realtor.org/internationalUpcoming
simultaneous translation. Events
www.Realtor.org/internationalUpcoming
Events or go to www.simaexpo.com
Go to www.Realtor.org/international and select
About CIPSAbout CIPS
Expo Real
October in Munich is the time and place for Expo
Real, the International Commercial Property
Go to the noted Web site
Exhibition, which includes 1800 exhibit booths
spread among six halls and draws close to
40,000 participants. Show registration is
reasonably priced and participation is very
business focused. Although initially focused on
European markets, Expo Real has expanded to
include markets worldwide. NAR participates as
®
an exhibitor and REALTOR attendees may use
the NAR booth as a meeting point, message
center, and information distribution channel.
NAR members and their guests are also invited
to an in-booth reception.
www.Realtor.org/internationalUpcoming
Events or go to www.exporeal.net
13
16. ®
NATIONAL ASSOCIATION OF REALTORS International Operations
The Marketing
Advertising resources and sources help you reach targets around the world. Free resources include
downloadable logos, professionally produced print ads, and directory listings. Real estate professionals
who want to invest in more prominent advertising and public relations can choose from a menu of
opportunities such as mailing list rental, event sponsorships, and display advertising. Whether promoting
a destination, marketing a new development, selling a franchise, or promoting your product or service to
the global marketplace, you can reach targeted prospects from around the globe.
Personal Marketing CIPS Network Mailing List Rental
As a benefit of membership, professionally The CIPS Network membership mailing list is
designed personal marketing advertisements available for one-time use direct mail. Self-
are available to CIPS designees for use in local adhesive mailing labels can be provided for the
publications or personal newsletters—camera- full Network list or U.S. residents only. NAR
ready or downloadable PDF files. Please note reserves the right to approve contents of
that use of these advertisements is available mailing.
only to CIPS designees.
www.Realtor.org/internationalPersonal
Marketing Tools Sponsorships
Build market awareness and prestige through a
Logo Downloads sponsorship at the NAR Conference & Expo.
® The basic sponsorship package includes a
Logos for CIPS, and the REALTOR “R” can be display area, recognition in the printed program
downloaded at www.Realtor.org/international. distributed to all 20,000+ registrants, a web link
The TRC logo can be found at from the Realtor.org Convention and
www.WorldProperties.com. Use these logos on International Web pages, and more.
print pieces, business cards, stationery, Web Sponsorships packages are available at three
sites, and promotional items. Please note that levels, from basic to premium, and NAR‟s
only those who have earned the CIPS International Operations staff can help you
designation or TRC certification may use those identify the sponsorship opportunity that best fits
logos.
www.Realtor.org/internationalPersonal your budget and promotional goals.
Marketing Tools
CIPS Network Directory Advertising
CIPS Network Members may purchase
Go to www.Realtor.org/international and select
Advertise with Us
expanded listings in Who’s Who in International
Real Estate, the CIPS Network Directory. Full, Go to the noted Web site
half, and quarter page display advertising makes
advertisers‟ contact information and expertise
stand out.
Global Perspectives in Real Estate
Magazine Advertising
Global Perspectives in Real Estate is the
quarterly professional magazine of the CIPS
Network. This authoritative publication is
reaches all CIPS Network members plus
Cooperating and Ambassador Associations and
Local International Councils. Ad options include
half- and quarter-page ads, inserts, and blow-in
ads.
14
17. Your International Real Estate Business Partner
The Future—Emerging Markets
You‟ve read about it in newspapers and seen it on news broadcasts and blogs. Real estate is booming in
China, India, and other emerging markets. NAR is in the forefront of creating orderly markets, instilling
best practices, and opening business opportunities. When your real estate business involves developing-
and emerging-market clients or properties, you can be assured that NAR International Operations has
already accomplished the advance work to bring order to the market and transparency and reliability to
the transaction.
International Real Property Foundation
China—Education and Membership Originally founded in 1992 to support real estate
Initiatives markets in democratizing former Soviet Bloc
China is the world‟s most populous nation with a countries in Eastern and Central Europe, the
foreign exchange reserve over $1 trillion, and IRPF's objectives have broadened to include
$63 billion in foreign direct investment. Through real estate association development around the
alliances with government and private training world. The Foundation supports formation of
centers, NAR is introducing U.S.-style real professional real estate associations. IRPF
estate sales education. NAR membership helps members and professional staff develop
options are also being explored. This initiative leadership and management skills as well as
promises substantial long-term business formulate strategic business plans to further
®
development opportunities for REALTORS . organizational and market development.
www.Realtor.org/internationalCountry www.IRPF.org
ProfilesAsia-PacificChina
International Housing Coalition
India—Association Development and NAR is a founding member of the International
Industry Best Practices Housing Coalition which is dedicated to the goal
In 2007 NAR, with support from the International of „Housing for All.” The coalition advocates for
Real Property Foundation, facilitated the the basic principles of private property rights,
formation of a new, truly national association— secure tenure, effective title systems, and
the National Association of Realtors-India. The efficient and equitable housing finance systems.
alliance with NAR-India opens the door for These principles are essential elements to
introduction of U.S.-style industry best practices furthering economic growth and development as
in the second most populous nation in the world well as civic stability and democratic values. The
and a rapidly expanding real estate market. Coalition is a thought leader in the United
www.narindia.com Nations World Urban Forum which addresses
one of the most pressing issues facing the world
today—rapid urbanization and its impact on
Mexico—AMPI Joint Venture with NAR
communities, cities, economies and policies.
In 2006 AMPI and NAR formed a joint www.intlhc.org
membership venture. All 1,500 members of the
Asociacion Mexicana de Profesionales
Inmobiliarios (AMPI), Mexico‟s national
association for real estate professionals, are
®
Go to the noted Web site
now International REALTOR members. Dues
revenue is reinvested in AMPI‟s organizational
development and international business
outreach activities. The Mexican market is of
great significance to the U.S. real estate industry
and not only because of the shared border.
More than one million Americans live in
Mexico—25 percent of all Americans living
abroad, and it is a premiere retirement and
vacation destination.
www.ampi.org
15
18. ®
NATIONAL ASSOCIATION OF REALTORS International Operations
Extra: Trade Shows
For international real estate in Internet age, the trade show may be the one time when business contacts
have an opportunity to meet face-to-face. Trade shows offer networking, comparison shopping, cost-
effective sales contact, education, an opportunity for keeping an eye on the competition, and exposure to
new ideas, products, and trends. For exhibitors, it is an opportunity to concentrate the sales staff in one
location and market to decision-makers as well as maintain market visibility and position.
Selecting Shows to Attend A Little Planning Goes a Long Way
When selecting where to invest trade-show Strategize how you will accomplish your specific
attendance resources, the first question is what objectives based on the show advance
is your business focus? If concentrating in a information. Many exposition organizers publish
niche market is your aim, shows with a very an advance list of exhibitors—in a printed piece
specific or local-market focus may be the best or on a Web site. Read over this advance listing
choice. If expanding your business reach is the and prioritize exhibits into “must-see” and “like-
goal, the large international expositions are likely to-see” categories. The exhibitors that appear to
the place you want to be. be of most assistance in meeting your business
goals will be your “must-see” list. If the show
Start by setting specific objectives for trade organizer provides a pre-expo booth map, make
show attendance. A plan to hand out business notes on the map of the location of must-see
cards and check out new products is not much exhibits or use a highlighter to mark first- and
of a plan at all. It can leave you wandering up second-priority exhibits. Consider contacting
and down the aisle with a dazed look, grabbing sales representatives of must-see vendors
up brochures and loading up on promotional before the show to set up appointments; plan
items—the freebies—to take back home. If you the action you would like to see happen so you
know what your objectives are in attending trade will be more likely to work toward it.
shows, it will be easier to select the shows to
attend. On the other hand, if your goals are Don‟t discard those “stop by our booth” preshow
vague, it may be a sign that you need to take announcements received from exhibitors; take a
more time to consider why you are attending a minute to scan the announcement and note
particular show or that you need to learn more those that look like a good fit with your
about it. attendance objectives.
Professional show organizers compile
Your Personal Script
information on both exhibitors and attendees
and this data should be the “first-sort” when Prepare a brief (1 minute) speech that quickly
choosing which shows to attend. Talk to others communicates your goals to an exhibitor. Your
who have attended the show and ask about their personal script should answer the questions:
experiences; ask if they attended the show for What do you (your company) do?
specific reasons and if their objectives were met. Why are you at the show/convention?
What are you looking for?
Get the most for your trade-show investment by
selecting well-established, professionally- When you are prepared with responses to these
managed expositions. If you choose to attend a questions, which will be asked repeatedly in
new exposition, realize that the first year of an various forms, you can pay closer attention to
exposition is a learning experience for the the exhibit and also modify your responses to
organizer and the exhibitors. meet the situation.
16
19. Extra: Trade Shows
During the Show opportunity to learn first-hand about new
When you arrive at the show, check the on-site products and business propositions as well as
booth map against your preshow plan and verify check out the competition.
booth locations. Booth numbers and locations
can change at the last minute and you do not Attending an exposition, particularly the mega
want to waste time hunting for the exhibits on shows with multiple exhibit halls, is very tiring.
your must-see list. Of course, you need to schedule some down
time but time spent in your hotel room during
Visit must-see exhibits first. Some veteran show- expo hours is wasted. Fortunately, most shows
goers advise walking the entire show floor first to provide lounge and refreshment areas where
get an overview of locations and booths of attendees can relax for a few minutes. Building
interest. This approach can work at small in a break and snack every couple of hours can
expositions, but at large shows with multiple help you regroup as well as maintain focus and
halls, you can tire yourself out just walking the stamina.
aisles before ever getting down to business.
Attention Please
When you approach a booth, look for everything
During an exposition there are a myriad of things
that provides insight about the company from
that compete for your attention. Exhibitors who
the professionalism and condition of the display
invest a lot of time and money have their own
to the attitudes of the booth attendants. Does it
objectives and will try to control your time and
seem like the company is there because they
attention. Just remember that your own
feel obligated? Do the booth representatives
objectives take priority. If you are prepared with
seem genuinely interested in interacting with
talking points before approaching a booth you
show attendees? Look at what the exhibitor is
will be able to ask specific questions. If the
demonstrating and offering as raffle prizes and
answers to your questions are not the ones you
giveaways as this will tell you who the exhibitor
need or want, move on. The alternative is to
sees as the primary customer and who they
allow the booth representatives to control the
want to appeal to. You can also gain interesting
interaction, pepper you with questions, and steer
information and insight by asking exhibitors the
the conversation. However, once your own
question they most often pose to attendees—
objectives are met, allowing booth staff to pitch
why is your company exhibiting? It may seem
their products is a good way to learn about new
obvious on the surface, but asking why a
things.
company is at a show can turn up some
interesting information.
Debriefing
Major exhibitors with multi-booth space displays If you are attending the show with others from
tend to dominate the prime spots in the show your company or association, plan to meet daily
near the entrance and in central locations. But to maximize show coverage, avoid duplication,
the fringe of the show floor may be where the and learn about new products that you may
start-up companies and new ideas show up first. have overlooked in preshow planning. Even if
When you do find one of these hidden gems, you are on your own, take time at the end of the
consider scheduling an appointment with the day to debrief yourself and jot down some notes
exhibitor, like a coffee break or lunch, to learn about attending the show. If will help you
more. evaluate if you are achieving your objectives;
you can refer back to these notes when deciding
Don‟t forget the educational sessions that if it is worthwhile to attend a future show.
happen around the exhibit. Large exhibitors or
the show organizer sometimes set up a theatre
setting for product presentations. For example, After the Show
at the International Networking Center (INC) at After a show, exhibitors may have several
NAR‟s Annual Conference and Expo sales hundred contacts for follow-up. This post show
representatives present information on new follow-up should be top priority, but the truth is
developments and destinations; it‟s an excellent some companies are better at it than others. If
17
20. ®
NATIONAL ASSOCIATION OF REALTORS International Operations
you really want to build your network quickly and can solve the problem. A travel-size stain-
receive priority treatment from vendors, initiate remover spray or stick can come in handy too.
the follow-up yourself by sending a thank you
note or e-mail or making a phone call. Exhibitors
Healthy Attending
seldom hear from show attendees, so if you
follow-up it will make a big impression. As trade shows bring together people from far-
flung places, they can also bring together some
exotic germs to which your immune system has
Mission Accomplished? little defense. If you are concerned about picking
Review your preshow objectives and notes from up germs from hand shaking, shared restrooms,
on-site daily debriefings. Did you accomplish public transportation, common eating areas, and
your objectives? Did the attendance experience the like, plan ahead by assembling a small pack
meet your expectations? Was attendance worth containing hand sanitizer, a pump-spray bottle
the investment of time and money? If you attend with disinfectant, and pre-moistened towelettes.
in the future, what will you do differently or the
same? Ask other attendees about their
Business Card Etiquette
impressions and future participation plans—
others‟ opinions can help you make a decision Just as your attire and demeanor reflect your
about future attendance by refuting or way of doing business, so does the manner in
reinforcing your perceptions. Keep in mind that which you give and receive business cards. If
you give out your cards like you are dealing a
that a developing an international real estate
hand at a poker game, you are likely sending the
practice requires a long-term commitment and
wrong message about your business conduct,
investment; it may take some time to full realize
intentions, and prospects. It is polite to accept
the benefit of attending an event or trade show. any card that is offered (you can discard it later if
it is not needed) and offer your card in return.
Thank the giver, examine the card briefly, make
Smart Participation a comment on the card such as, “Oh, I see your
Is What You See, What You Get? office is located in …” Put the card away in your
jacket or purse, never in a hip or back pocket.
How you present yourself says a lot about you When exchanging business cards, you will make
and your company—and not always the a positive impression if you take time to chat for
message you would like to convey. Your a minute and find out if you have anything in
behavior demonstrates to observers what type common with the other person.
of behavior is acceptable in your business;
professional behavior and demeanor are best.
Observe how other attendees and exhibitors are Not the Time for Complaints
dressed; if they are dressed in business attire The trade show is not the time or place to make
you should be too, if you want to present the complaints about a service or product. The
right image. If business casual is acceptable people who can resolve a problem are most
then the emphasis should be more on business likely not those staffing the booth and you will
than casual; attending a trade show is work, not create an embarrassing situation for all involved.
a vacation. If you feel you must use this time to discuss a
complaint, make an appointment with the
exhibitor or, at the very least, find a place that is
Travel Light, Travel Right out of earshot of other booth visitors.
Invest in no-wrinkle business or business-casual
clothing for travelers. Clothing designed
specifically for travelers packs light, resists Is Photography Permitted?
wrinkles and stains, and is often designed with If you plan to take photographs of the show or
hidden pockets to discourage pickpockets. booths, find out first if it is permissible. Some
Particularly now that airlines are cutting back on trade shows do not allow photography on the
luggage allowances, packing light is more show floor as a way to prevent competitors from
important than ever. If you leave something scooping each other.
essential behind, a quick trip to a clothing store
18
21. Extra: Trade Shows
Hello, My Name I…. AMPI Conference*
A badge holder on a cord around the neck is the Mexico
current fashion for name badges. This has the www.ampicongresonacional.com
unfortunate effect of causing one to stare at Barcelona Meeting Point
another‟s midsection to read the name on the Barcelona
badge. You can prevent this awkward situation www.bmpsa.com
by pinning the badge in the right-lapel position or
shortening the cord so that the badge is Cityscape USA
positioned higher on your chest. This allows New York
someone who shakes hands with you to quickly www.cityscape-usa.com
and discreetly note your name. Cityscape China
Shanghai
Glitz and Glamour www.cityscapechina.com
Understand what “hits your hot button” on the Expo Real*
show floor. Is it glitz and glamour, a showy Germany
display, celebrities, entertainment, refreshments, www.exporeal.net
raffle prizes? These hot-button items are there
FIABCI World Congress*
because exhibitors know that they attract and
www.fiabci.com
hold attention, but they also use up your time
and make you more vulnerable to an unwanted Mercado Inmobiliario Turistico (MINT)*
sales pitch. Mexico
www.travex.com.mx
Eat Right
Power up with a hearty breakfast and energy MIPIM Europe*
snack breaks throughout the day. However, Cannes
professional booth staff do not eat or drink when www.mipim.com
on duty and it‟s a good idea to follow this MIPIM Asia*
example as an attendee too. Strolling through Hong Kong
the exhibit hall aisles with a drink or coffee cup www.mipimasia.com
in hand is not a good idea. Aside from the
hazard of spillage—on yourself, others, and Panama Spectacular*
exhibits—you should keep your right hand free Panama City
for shaking hands. www.us-panama.org
RECon Global Retail Real Estate
Stay at the Headquarters Hotel Convention
Germany
Attending the show is not the time to economize
www.icsc.org
by booking an inexpensive hotel some distance
®
from the expo locale. You will waste time REALTORS Annual Conference and Expo*
traveling back and forth between your hotel and USA
the exhibit hall. If you want to set up a meeting www.Realtor.org/meetings-and-expo
at a hotel, the headquarters hotel is usually the
SECOVI Master Immobiliaria and Trade
most convenient location. Plus, large expos
Show
provide shuttle service to the headquarters and
São Paulo
officially designated hotels—a time and money
www.secovi.com
saver.
SIMA*
Madrid
International Trade Shows and Events
www.simaexpo.com
Americas Real Estate Expo*
Central American * NAR Participation
www.americasrealestateexpo.com
19
22. ®
NATIONAL ASSOCIATION OF REALTORS International Operations
Extra: Trade Missions
Real estate trade missions develop relationships, build networks, educate participants about other
markets, and showcase development opportunities. By contrast, many industries and government
organizations, including the U.S. Department of Commerce, understand the concept of a trade mission as
an event during which business deals are transacted between companies. Although a real estate trade
®
mission might more accurately be termed a study tour, within the REALTOR organization, it is a market-
or country-specific trip focused on development of relationships and members‟ business opportunities.
Setting Objectives If there is sufficient interest and support, the next
Determining the organization‟s objectives is the step is a formal proposal and an authorizing
first step for any successful trade mission: what motion by the association‟s board of directors.
do you want to accomplish? If this is a first trip to The presentation to the board should be
a country, particularly if yours is an Ambassador rehearsed with a group of observers so that the
Association, your objectives may be as basic as presenter is prepared to respond to common
learning about the country‟s real estate market questions and objections, including costs and
and developing a networking business value to the association. An important cost factor
relationship between members. More advanced to address is expenditure of staff time.
objectives might be showcasing a specific
development opportunity to foreign investors or
representing investors seeking property Focus on Cooperating Associations
®
opportunities abroad. The trade mission REALTOR association trade missions should
objectives will be the foundation for the rest of focus on developing relationships with those
the planning and decision making regarding the organizations that are NAR Cooperating
trip. Associations. These organizations have already
established a bilateral agreement to cooperate
and have established connections with NAR.
All About You? All About Us? The bilateral agreement, along with
Experienced trade mission planners attest that appointments of ambassadors and liaisons,
the most successful mission are those that give provide the initial groundwork for deepening
equal focus to the both the traveling and host relationships between markets and real estate
group‟s objectives. U.S. groups are more likely professionals.
to be interested in building referral networks,
while non-U.S. groups are more interested in Formalizing alliances between associations,
facilitating foreign investment. However, outside those appointments made by NAR, is
common ground, such as identification of local not encouraged. Cooperating Associations have
partners, can be found, if both the visiting and indicated that such agreements add
host groups understand each other‟s objectives administrative burdens and do little to support
from the start. the business development opportunities
between members.
Build Association Support
Leadership support is essential before planning Making Initial Contact with the Host
a trip. Begin by informally talking to members Before finalizing a destination or travel dates,
about the idea, particularly those who might like contact the host association to discuss the
to participate. Don‟t assume that members organization‟s interest in hosting a group,
automatically understand the value of a trade whether the timing is good for the host,
mission. It may be necessary to educate them resources or support available, and the
on the potential benefits and communicate the appropriate size and makeup of the group. Ask:
value of the endeavor. Sounding out association
leadership and influencers can generate Are you interested in developing a
interest, gauge the level of support, secure relationship between our markets?
support before proceeding with a formal Does your area get buyers from this country
proposal or authorizing committee motions. on a recurring basis?
20
23. Extra: Trade Missions
What are the licensing laws for real estate transportation, and touring. You may want the
practitioners? travel planners to accompany the group to
What are the common business practices? manage travel and hotel logistics. Ask around
How is property transferred? for recommendation on travel planners and seek
What is the commission situation? advice from the host organization on local
Are referrals a common practice? resources. Begin early to assure the best choice
of dates and rates. Traveling off-season can
keep costs down.
Role of NAR
Advise other key constituents of plans for the
Piggyback on Other’s Planning
trade mission including the national President‟s
Liaison and Ambassador Association; both of Experienced planners advise that a smart way to
these contacts can help facilitate contacts and avoid the hassle of trip planning is to hook up
planning. The President‟s Liaison should be with other organizations who plan trade
involved in the planning process and may be the missions, such as chambers of commerce, sister
best person to initiate contact with the host cities, trade centers, or even corporations with a
group. vested interest in international business
development. Piggybacking on another
organization‟s efforts relieves the association
Who Should Participate? leadership, staff, and volunteers of the
Group participants should have comprehensive responsibility for planning travel logistics as well
market knowledge and ability to discuss a range as handling travel reservations and trip sign-ups.
of property types. They should also have a Working with another organization can also
baseline of understanding of international prevent the perception of the trade mission as a
transactions. Travelers must be self-motivated to leadership perk.
make their own appointments outside of the
group schedule. Inviting participants from
Planning Trade Mission Activities
outside your market may present a conflict and
is an issue you may need to address. Although the host organization is likely to play a
Conversely, broadening the group will create a major role in identifying activities and contacts,
more interesting mix for the host organization. there are additional resources you can explore,
including the Sister Cities program, the U.S.
Experience suggests that twenty to thirty is Embassy (most have a commercial attaché) in
about right for a real estate group. The size of the country, World Trade Center (both locally
your group may be determined by something as and abroad), international franchise
basic as the number of seats on a bus. The organizations, private property marketing
problem of more interest than available spots is companies, real estate research departments of
a nice one to have, but you may wish to decide universities located in the destination country,
in advance who will have priority in reserving and local/regional economic development
spaces; for example, CIPS designees, large groups.
brokers, or local council members may be
offered first priority for trip sign up. The inclusion Host associations should be free to initiate
of spouses should be determined up front. contact with local government, chambers, and
Determine a cut-off date for payment and other groups on behalf of the traveling
cancellation without payment penalty. organization, even if the visiting group has direct
contacts. If the visiting organization is interested
in meeting with a group other than the host, this
Planning Travel and Logistics should be discussed between the two groups to
Don‟t assume that the host organization is avoid embarrassment or disappointment.
prepared or able to handle trip logistics. Plan to Maintain regular communication with the host
work with professional travel planners, one organization to ensure the both groups are in
locally and another in the destination country. agreement on key events, scheduling, costs,
Your local travel planner will likely have the best and other aspects of the trip. Written
knowledge of airfare routes and deals; a travel confirmation is best to avoid possible
planner in the target destination will have the misunderstandings.
best local connections and knowledge of hotels,
21
24. ®
NATIONAL ASSOCIATION OF REALTORS International Operations
Planning Trade Mission Activities Role of NAR
Trade mission itineraries are a combination of Key areas of responsibility for NAR are to:
business, social, and education activities. Offer a clearinghouse of resources and
Business development opportunities for contacts
members should be the guiding force for Provide coaching
planning trade mission activities. If the host Identify opportunities and bring parties
association is assisting in planning, provide a together
general outline of the preferred schedule and be Promote trade mission opportunities and
prepared to defer to the hosts on some matters. recognize successful endeavors
®
REALTOR associations also usually include
organizational business activities in the mix.
Typical activities are: Promoting the Trade Mission
Build excitement for the event through e-mail
Business briefings, information about the country, useful
One-on-one meetings foreign language phrases, weather updates,
Property and technical tours host organization information, business protocol,
Presentations Web sites, and the like. Generate excitement in
Seminars for buyers ways related to the destination such as
Company-to-company and one-to-one information packets, a program on the
meetings destination country‟s history and culture, and
Participation in a trade show or conference pre-trip briefings.
Social During the Trip
Welcome event
Ensuring participants stay actively involved with
Program on the host country
the trade mission is a factor to consider in
Daily briefing
recruiting participants. While there is no
Joint networking events
guarantee this won‟t happen, setting
Experiencing local foods and customs expectations as part of the recruitment process
Embassy Receptions and stressing involvement during the trip can
Sightseeing minimize participants going off on their own. The
Entertainment unique to the host country traveling group should meet each morning to
Language orientation session review the day‟s schedule, concerns, and
Group meals opportunities.
Education Documenting each day‟s activities in detail, with
National and regional conference many photos, provides a nice record of the
Panel discussions event. It also helps in evaluating the overall
Skill transfer sessions success of the endeavor as well as marketing
Presentations on business models future trade missions. Collect literature on the
Information exchanges country‟s market, business practices, industry
Q&A sessions resources and the like. Consider documenting
Literature packets the trip on your Web site. A trade mission blog
Embassy briefings can be a fun and collaborative way to document
the group‟s activities, even while the trip is in
Organizational Business Activities progress; just be sure that blog posts emphasize
Establish and maintain relationships business more than social activity.
Evaluate mutual needs, interests and
expectations The group may wish to provide gifts to
Market or deliver education program individuals who play a key role in hosting the
Share business models and best practices trade mission. Generally, gifts should be
Plan program development representative of your homeland and may be
small gestures. Inquire with the host association
Clarify roles and primary contacts
in advance if any gifts will be presented to the
visiting delegation so that you will be prepared to
respond in kind.
22
