1. U.S. Residential Purchases by
International Buyers
y
June 2010

2. Total U.S. Residential Transactions Were $907 Billion, Twelve
Months Ending in First Quarter 2010.
Months Ending in First Quarter 2010.
International Purchases Were 4 Percent.
U.S. Residential Market: $907 Billion
Foreign Purchasers
4.45%
Domestic Purchasers
95.44%

3. Twenty Eight Percent of Realtors® Reported Having at Least
One International Client in 2010.
Eighteen Percent with Transaction Completed.
Realtors: Foreign Client Percentages
35%
32%
30% 28%
26%
25% 23%
20% 18% 18%
15% 13% 12%
10%
5%
0%
2007 2008 2009 2010
Realtors who had international clients
Realtors who had international clients Realtors who sold homes to international clients
Realtors who sold homes to international clients

4. Previous Clients and Friends Provided 53 Percent of the
Initial Contacts for Realtors® Serving the International
g
Market.
Initial Client Contact
Domestic source International source
13% 3%
Web
13%
Previous contacts/
Previous contacts/
clients Other Walk in Office/ Open
34% 31% house
9%
Ad/ Yard signs
Ad/ Yard signs
8%
Friends All Others
19% 1%

5. International Market Appears to be Relatively Concentrated: the
Number of Realtors® with a Large Number of International Clients is
g
Limited.
Realtors With International Clients ‐‐Number of Clients
11 or more
11 or more
6 to 10 4%
6%
5
7% 1
29%
4
9%
3
17%
2
28%

6. Two Percent of Realtors® Obtaining 75 to 100 Percent of their
Transactions from International Clients. Three Percent Obtaining 51‐
g
75 Percent.
Percentage of Transactions by Realtors with International Clients
50%
45% 43%
40%
35%
30%
25% 24%
20%
15%
11%
10%
6% 6%
5%
5% 3%
2%
0%
0% (None)
0% (N ) 1% to 5%
1% 5% 6% to 10%
6% 10% 11% to 15%
11% 15% 16% to 25%
16% 25% 26% to 50%
26% 50% 51% to 75%
51% 75% 76% to 100%
76% 100%

7. Five Percent of Realtors® had Six or More Clients.
Percent of Realtors by Number of Clients Purchasing Property
11 or more
6 to 10 2%
3%
Zero
Z
2 to 5 34%
30%
1 only
31%

8. The International Client: Type A, Type B, and Both Served by
Realtors®.
R lt ®
International Client Types Served by Realtors
21%
41%
38%
Type A: Primary residing in another country
Type B: Recent immigrants and short term visa holders
Both

9. Why Clients Do Not Purchase.
Thirty Four Percent Had Financing Problems.
Why Clients Did Not Purchase—in Addition to the 34 percent
Encountering Financing Problems
Not find a property 35%
Cost of property 19%
Immigration laws 13%
Exposure to U.S. tax laws 9%
Property taxes 7%
Loss of home country benefits 4%
Insurance costs
Insurance costs 3%
Other 18%
0% 5% 10% 15% 20% 25% 30% 35% 40%

10. International Purchasers: Diversity of Areas and
Countries.
C ti
Purchases by Client Regions or Origin
Oceania
1%
Africa
4%
Asia
28%
North America
35%
Latin
America
6% Europe
26%

11. International Purchasers: Diversity of Areas and
Countries.
C ti
Purchases by Client Nationality‐‐2010
25%
23%
20%
15%
10%
10% 9%
8%
7%
5%
%
5%
3%
2%
0%
Canada
C d Mexico
M i United Kingdom China/Hong Kong G
U i d Ki d Chi /H K Germany/France
/F India
I di Russia
R i Argentina/Brazil
A i /B il

12. Canada‐‐Largest Buyer Group in the Past Three Years. Share of
Mexican Buyers is Growing. Share of U.K. buyers has been
y g y
Decreasing.
International Purchasers: Country of Origin
30%
25%
20%
15%
2007
2008
10%
2009
5% 2010
0%

13. International Purchases Pricing.
International Purchases—Pricing.
Purchase by Price Range
Over $1 Million 7%
$750 K to $1 Million
$750 K to $1 Million 3%
$500 K to $750 K 6%
$400 K to $500 K 9%
$300 K to $400 K 11%
$250 K to $300 K 8%
$200 K to $250 K 10%
$150 K to $200 K 11%
$100 K to $150 K 17%
$100 K or less 18%
0% 2%

14. Pricing Over Time.
Pricing Over Time.
Percent of International Sales by Price
50%
45%
40%
35%
30% 2007
25% 2008
20% 2009
15% 2010
10%
5%
0%
Under $200K $200K to $500K $500K to $1 Million Over $1 Million

15. Types of Properties Purchased.
Types of Properties Purchased.
Type of Property Purchased
Commercial Property
3%
Condo/ Apartment
23%
Detached single‐
family
66%
Townhouse/ row
house
8%

16. Mortgages
International Purchasers Frequently Pay Cash.
Property Payment
Don't know
1%
With mortgage
financing
44% All cash (no mortgage
financing)
55%

17. International Buyers are Split Between Use of the
Property as a Vacation Home/Investment Home and
p y /
as a Primary Residence.
Intended Use
Vacation home for
family and friends
22%
Primary residence
Pi id
50%
Residential rental
property for
property for
Both of the investment
above 14%
14%

18. Price Analysis
Price Analysis
Price distribution by residence purpose
Over $750 K 11%
8%
$500 K to $750 K 6%
6%
$300 K to $500 K 14%
25%
$250 K to $300 K 6%
9%
$200 K to $250 K
$200 K to $250 K 11%
11%
$150 K to $200 K 9%
14%
$100 K to $150 K 20%
14%
$100 K or less 23%
14%
0% 5% 10% 15% 20% 25% 30%
Non‐primary residence Median: $186,100
Primary residence Median:$240,000
Primary residence Median:$240,000

19. International Buyers Purchase Property in a
Variety of Types of Areas.
Variety of Types of Areas
Location Characteristics
Resort area
14%
Central city/ urban
Small town/ rural
area
area
27%
9%
Suburban area
50%

20. Transactions by State.
Transactions by State.
Percent of Transactions by State
30%
25%
20%
2007
15% 2008
2009
2010
10%
5%
0%
Florida
Fl id California
C lif i Arizona
Ai Texas
T Georgia
G i New York
N Y k Nevada
N d

21. Realtors® Have Been Reporting Modest Increases in
International Clients.
I t ti l Cli t
How Has Percent of International Clients Changed?
70%
60%
50%
40%
30%
20%
10%
0%
Increased Stayed about the same Decreased Not applicable
Last Year Last 5 Years

22. The Value of the Dollar Appears to Impact
International Sales.
I i lS l
Effect of Change in Value of Dollar on International Sales
Not much
21%
Very significant
38%
Moderate
41%

23. The Value of the Dollar Appears to Impact
International Sales.
I t ti lS l
U.S. ed a o e ce: o a s a d u os
U.S. Median Home Price: Dollars and Euros
250
200 Price in $
ce in 1,000
150
100
Pric
Price in €
50
0
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010
1,000 Euros 155.1 171.5 174.9 157.3 156.3 175.7 177.5 159.9 132.7 122.5 140.7
1,000 Dollars 143.6 153.1 165.0 178.8 195.4 219.6 221.9 219.0 198.1 172.5 173.1
1 000 Dollars 143 6 153 1 165 0 178 8 195 4 219 6 221 9 219 0 198 1 172 5 173 1

24. Security and Profitability: Prominently Mentioned as
Reasons for Purchasing.
Reasons for Purchasing
Most Important Issue for Clients
Other
8%
A secure investment.
18%
Desirable location.
Profitable
45%
investment.
29%