Here is a presentation from a panel that I hosted at the 2012 National Association of REALTORS Conference in Orlando Florida on November 11th, 2012.

1. PREPARING TO ENGAGE
THE INTERNATIONAL
BUYER
2012 REALTORS® Conference & Expo
November 11th, 2012
Moderator: Richard Silver, ABR e-Pro
BOSLEY REAL ESTATE Ltd, Toronto, Canada
Past-President of the Toronto Real Estate Board

2. THE PANEL MEMBERS
 Linda Lee: President-Elect San Diego
Association of REALTORS® and California State
Treasurer for Women's Council of REALTORS®
 Bill Harrington: General Counsel, The Canadian
Real Estate Association
 Asif Khan: Asif Khan & Associates - Real Estate
Professionals, Re/Max All-Stars Realty Inc.
 Phil Soper: CEO,Brookfield Real Estate Svcs -
Royal LePage, Prudential Canada, Via Capitale
 Brett Brown: Fiddler's Creek Realty, Inc.
Naples Area Board of REALTORS®

3. WHO IS THE INTERNATIONAL BUYER?
 North American Buyer/International Buyer
 Investing for Immigration purposes
 Investing for their children to go to School in
North America
 Interested in diversifying their Real Estate
Portfolio
 Coming to work or study in North America

4. WHERE IS THE INTERNATIONAL
RESIDENTIAL BUYER COMING FROM?
 Canada 24%
 China 11%
 Mexico 8%
 India and the U.K. 6%
 Brazil, France and Germany 3%
 Russia 2%
 Japan 1%
Source: National Association of REALTORS®
Profile of International Home Buying Activity 2012

5. WHERE IS THE INTERNATIONAL HOME BUYER
BUYING IN THE U.S.?
 Florida 26%
 California 11%
 Texas and Arizona 7% each
 New York and Georgia 4% each
 Nevada 2.5%
Source: National Association of REALTORS®
Profile of International Home Buying Activity 2012

6. WHERE IS THE INTERNATIONAL RESIDENTIAL
BUYER BUYING IN CANADA?
 Toronto, Ontario
 Vancouver, British Columbia
 Why those areas? Cultural Diversity, Family
Migration, Multi-Cultural, Shopping and
Schooling

7. WHAT QUESTIONS NEED TO BE ASKED?
ASIF KHAN AND LINDA LEE
 What are the reasons you would like to invest in
real estate in the US? Investment, Income,
Immigration, Diversifying Assets or Residence?
 Who are your attorneys and accountants in the US
and Canada? Are they specialists in the process of
offshore purchases?
 Who would you seek guidance from for your
investment decisions? What are your investment
goals?

8. QUESTION’S CONTINUED…
 Do you plan to live in the property or rent it out?
 Is your money in the US or Canada already? Is
your investment within the allowed amounts
from your government?
 Have you purchased property offshore before
and if in Canada or the US is it financed and
could it be leveraged?
 Will immigrating to the US or Canada be a part
of the home buying plan? If so, where are you
in the process of immigration?

9. QUESTIONS….
 What are the ideals of properties you are
looking for?
 Will you be financing the purchase abroad and
paying cash here or would you require financing
in Canada or the US? If so, do you have bank
confirmation of funds and job letters from
abroad?
 What are other considerations that you need
assistance with?

10. THE GOLDEN RULE
 Remember: Be the Source of the Source:
Know who to refer them to…Know the specialists
in areas that they may have questions with or
concerns.

11. WHAT ARE THE LEGAL AND TAX CONCERNS?
BILL HARRINGTON CREA
 Canadians buying in the United States
 Non-Residents buying in Canada

12. REPRESENTING CANADIANS BUYING IN THE US
1. Terminology

13. REPRESENTING CANADIANS BUYING IN THE US
1. Terminology
2. Financing

14. REPRESENTING CANADIANS BUYING IN THE US
FINANCING
 Non-residents
 Down Payments
 Financing in Canada

15. REPRESENTING CANADIANS BUYING IN THE US
1. Terminology
2. Financing
3. Residency Requirements

16. REPRESENTING CANADIANS BUYING IN THE US
RESIDENCY REQUIREMENTS
 Personal
 Citizens
 Permanent Residents
 Business/Work
 TN Visa
 H1-1B Visa
 L1 Visa
 E-2 Visa
 J-1 Visa

17. REPRESENTING CANADIANS IN THE US
1. Terminology
2. Financing
3. Residency Requirements
4. Tax Consequences

18. REPRESENTING CANADIANS BUYING IN THE US
1. Terminology
2. Financing
3. Residency Requirements
4. Tax Consequences
5. Health Care

19. REPRESENTING CANADIANS BUYING IN THE US
HEALTH CARE
 Days Outside Country
 Coverage in US

20. REPRESENTING CANADIANS BUYING IN THE US
1. Terminology
2. Financing
3. Residency Requirements
4. Tax Consequences
5. Health Care
6. Insurance

21. NON-RESIDENTS BUYING/SELLING IN CANADA
1. Residency
 Requirements in 4 provinces (Prince Edward
Island, Manitoba, Saskatchewan, Alberta)

22. NON-RESIDENTS BUYING/SELLING IN CANADA
1. Residency
2. Financing

23. NON-RESIDENTS BUYING/SELLING IN CANADA
1. Residency
2. Financing
3. Tax Consequences on Sale

24. NON-RESIDENTS BUYING/SELLING IN CANADA
TAX CONSEQUENCES ON SALE
Notification Requirements
 Seller required to:
1. Provide notice to Canada Revenue Agency
2. Pay withholding tax
 Failure of seller to do so:
Purchaser to withhold amount from purchase price

25. CROSS-BORDER BROKERAGE
PHIL SOPER,
CEO, BROOKFIELD REAL ESTATE SVCS-
ROYAL LEPAGE, PRUDENTIAL CANADA & VIA CAPITALE
 What motivates successful companies
to push beyond their borders?
 What are some of cultural & structural
challenges for business ?

26. CROSS-BORDER BROKERAGE
PHIL SOPER,
CEO, BROOKFIELD REAL ESTATE SVCS-
ROYAL LEPAGE, PRUDENTIAL CANADA & VIA CAPITALE
 What do consumers, agents and broker-
managers look for to support their
international business?
 How do Canadian buyers differ from
American buyers?

27. CROSS-BORDER BROKERAGE
PHIL SOPER,
CEO, BROOKFIELD REAL ESTATE SVCS-
ROYAL LEPAGE, PRUDENTIAL CANADA & VIA CAPITALE
 How might growing internationalization
in the real estate space impact how you
build your own international referrals.

28. HOW NAR CAN HELP!
BRETT BROWN
FIDDLER'S CREEK REALTY, INC.
NAPLES AREA BOARD OF REALTORS
 How does NAR help members engage in this
lucrative global market?
Research
Alliances
Networking
Education
Technology

29. HOW NAR CAN HELP!
RESEARCH
2012 Profile of International Home Buying Activity
http://www.realtor.org/reports/profile-of-international-home-buying-activity

30. HOW NAR CAN HELP!
RESOURCES
 www.realtor.org/field-guides

31. HOW NAR CAN HELP!
NAR GLOBAL TECHNOLOGY
 Listings on Realtor.com® are now on Realtor.com International®
 www.realtor.com/international
 Translations in 11 languages: English, French, Spanish, Portuguese,
Italian, German, Dutch, Chinese, Japanese, Russian, Korean
 International Property listings- 22 countries currently represented
 Currency & Metric dimension converters
 Around 1 million unique non-US visitors on REALTOR.com each
month!*
 Market to International Buyers- Create translated listing brochures

32. HOW NAR CAN HELP!
BILATERAL PARTNERSHIPS
 NAR maintains formal relationships with 81
organized real estate associations in over 60
countries around the world.
 Bilateral partnerships exist to help establish
business partnerships and referral
opportunities.

33. HOW NAR CAN HELP!
EDUCATION
 Become a Certified International Property
Specialist (CIPS)
 The ultimate global tool kit

34. HOW NAR CAN HELP!
EDUCATION
 Home With Diversity Certification(AHWD)
 www.realtor.org/ahwd
 AHWD addresses issues of diversity, fair housing, and
cultural differences.
 Course teaches how to transact business in culturally
competent ways.
 Counts as an elective for CIPS designation & RSPS
certification

35. HOW NAR CAN HELP!
GLOBAL NETWORKING
Located at Booth Number 2447

36. PREPARING TO ENGAGE
THE INTERNATIONAL BUYER
Questions and Networking

37. LINKS FOR MORE INFORMATION
 http://chinese-school.netfirms.com/guanxi.html
 http://www.realtor.org/reports/state-by-state-
international-business-reports
 http://www.realtor.org/reports/profile-of-
international-home-buying-activity
 http;//www.realtor.org/field-guides
 www.realtor.org/ahwd