75+

RESOURCES & SERVICES

for the Global Real Estate Professional

Did You Know

internationalhomebuyersarepurchasingpropertyinall50states? morethanaquarterofamillionREALTORS alreadyhaveinternationalclients? 93%ofREALTORShaveseensteady orincreasedinternationalbusiness? themedianreportedincomefromreal estatesalesforCIPSdesignees isnearly$50,000morethan non-CIPSdesignees?

TheU.S.realestatemarketisthemostvaluablebuyintheworld. AreyourREALTORmemberstakingadvantageofit?
FromfarmlandinArkansastoresortsinArizona,theU.S.marketisgoing global.ByofferingtheCertifiedInternationalPropertySpecialistDesignation inyourassociation,youareprovidingyourmemberstheresourcesto expandtheirmarketandglobalizetheirbusinesswithouteverleavinghome. *LookforourrefreshedandstreamlinedCIPScurriculum, launchingsummer2010!

www.realtor.org/global

2 NATIONAL ASSOCIATION OF REALTORS GLOBAL BUSINESS & ALLIANCES

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? NARs 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 Global Business and Alliances, 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 businessthey are local around the globe and using the resources and support offered by their global partner, the NATIONAL ASSOCIATION OF REALTORS Global Business and Alliances (GBA). When members take advantage of the resources and support offered by NAR, global 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 ................................................................................................ 5 Compiled the news and information..................................................................... 8 Written the education courses............................................................................ 10 Developed the credentials .................................................................................. 12 Provided the international property-marketing Web site .................................... 13 Connected the network ...................................................................................... 14 Planned the marketing........................................................................................ 19 Anticipated the future ......................................................................................... 20 Extra sections with tips on getting started (page 21) and all you need to know about CIPS (page 25) to 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 iswhen will you tap into all the tools for your international business success?

Are you ready?

*Some items require CIPS Network membership.

1 YOUR GLOBAL REAL ESTATE BUSINESS PARTNER

Quick List75+ Resources and Services

Refer to the noted page number for information about the resources, services, and information described in this guide.
Ambassador Associations ............................. 15 Americans Buying Homes Abroad .................. 6 At Home with Diversity .................................. 13 Audio Books (Virtual Library) ........................... 8 Best Practice Case Studies ............................. 9 ChinaEducation and Membership Initiatives .............................. 20 CIPS Course Licensing .................................. 11 CIPS Designation ........................................... 12 CIPS Designation Courses ............................ 10 CIPS Network ................................................ 14 CIPS Network Member Benefits ..................... 3 Cooperating Associations.............................. 14 Country Profiles ............................................... 7 Customized International Services for Large Brokers and Associations ............ 4 Doing Business in Mexico ............................. 10 Doing Business in the U.S. ............................ 11 Education Sessions ....................................... 11 Embassy Visits ............................................... 16 Expo Real ....................................................... 17 Extra: Getting Started .................................... 21 Extra: All About the CIPS Designation .......... 25 Field Guide to REALTORS and the Global Marketplace ........................ 8 Foreign Investment in U.S. Real Estate ........... 5 Foreign Languages Spoken in the United States ..................................... 6 Foreign-Born Population in the United States 5 Foreign-Born Residents by State .................... 5 Foreign-Speaking Residents by State and County ................................... 6 Forums ........................................................... 11 Global e-Report ............................................... 8 Global Neighborhood Report .......................... 9 Global Perspectives ......................................... 8 Global Real Estate Best Practices ................... 9 Global Real Estate: Local Markets ................ 10 Globalization and Real Estate Presentation .... 6 IndiaAssociation Development .................. 20 International, State-by-State ........................... 5 International Consortium of Real Estate Associations....................... 15 Local International Councils .......................... 15 Logo Downloads ............................................ 19 Market-to-Market Initiative ............................ 16 MexicoAMPI Joint Venture with NAR ........ 20 MIPIM ............................................................. 18 NAR Membership, International .................... 14 NAR Participation in International Expositions ........................... 17 Online CIPS Network Directory ..................... 16 Personal Marketing ........................................ 19 Presidents Liaisons ....................................... 15 Profile of International Home Buying Activity in Florida ...................................................... 6 Profile of International Home Buying Activity in the United States ..................................... 5 Property-Marketing Web Site ........................ 13 Real Estate Connections Online Community 15 REALTOR University Online ......................... 11 REALTORS Annual Conference and Expo .. 17 Regional Coordinators ................................... 15 Resort & Second Home Specialist ................ 13 Risk Reduction ............................................... 11 Road Map to Information about the Foreign Born ............................... 6 SIMA............................................................... 17 Speakers Cadre ............................................. 11 Total-Immersion Language (Virtual Library) ..... 8 Transnational Referral Certification.......... 10, 12 Virtual Library ................................................... 8 Whos Who in International Real Estate ........ 16 World Urban Forum ....................................... 20 WorldProperties.com ..................................... 13 www.Realtor.org/global.................................... 3 International Housing Coalition ..................... 20 International Networking Center .................... 17 International Night Out................................... 16 International Real Property Foundation......... 20 International Pavilion...................................... 17

2 NATIONAL ASSOCIATION OF REALTORS GLOBAL BUSINESS & ALLIANCES

www.Realtor.org/GlobalYour Virtual Business Partner

Have you touched base with your business partner lately? Your virtual global business partner, www.Realtor.org/global, 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 in 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, over 2,000 real estate professionals are members of the CIPS Network and most are CIPS designees. CIPS Network membership benefits include: Listing in Whos Who in International Real Estate and the online member directory Subscription to bimonthly magazine Global Perspectives in Real Estate Advance information on the REALTORS Conference & Expo International real estate news updates Invitations to business and networking events at top international real estate conferences Resources and services described in this guidemost are included in membership dues www.Realtor.org/global Web site access
3 YOUR GLOBAL REAL ESTATE BUSINESS PARTNER

Customized International Services for Large Brokers and Associations

As described in this guide, NAR has the tools and expertise to be your global business partner with over 75 international resources and services available to help your agents and members gain a competitive edge in the increasingly global real estate market. How can you take full advantage of these resources at no cost and leverage the investment NAR has made in international education, business development, information and transnational referral networks? NAR Global Business and Alliances Staff will help you develop a customized plan for your firm or association from a menu of international products and services tailored to your agents and members specific needs. Take advantage of NARs international services today and maximize global market access for your agents and members! Contact NARglobe@realtors.org for more information.

4 NATIONAL ASSOCIATION OF REALTORS GLOBAL BUSINESS & ALLIANCES

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 in the United States

You dont have to pack a suitcase or buy a plane ticket to experience global real estate. NARs comprehensive research on purchases of primary and vacation homes by international clients shows that one-third of REALTORS experience international real estate business in their home markets. Use this research study to benchmark your own market strategy. 4www.Realtor.org/global > select Research

Foreign Investment in U.S. Real Estate

Whether planning your own business strategy or laying the groundwork for a trade mission, this research report offers valuable insight into the extent of foreign investment in commercial and residential U.S. real estate. The report describes where the majority of foreign investors originate from, what they purchase, and why they invest. Compare the investment potential of your local market national trends and help investors make the right decisions. 4www.Realtor.org/global > select Research

State-by-State International Business Activity Reports

These downloadable reports profile international business activity by state. Data includes population demographics, year of arrival, household languages, homeownership rates, immigration and naturalization trends by country, foreign visitors and workers, exports by product type, and exports by trading-partner country. 4www.Realtor.org/global > select Research

Foreign-Born Residents by State

Refer to this state-by-state listing of foreign-born residents for a breakdown of those arriving in the last ten years. 4www.Realtor.org/global > select Research

Foreign-Born Population in the United States

This spreadsheet depicts the foreign-born population trends in each county from 1996 to 2003. Find out whos coming and going. 4www.Realtor.org/global > select Research
5 YOUR GLOBAL REAL ESTATE BUSINESS PARTNER

Foreign Languages Spoken in the United States

After English, which languages are most popular in each state and each county? This spreadsheet report covers the twenty most-frequently spoken foreign languages and provides the percentage of state population speaking each one. 4www.Realtor.org/global > select Research

Foreign-Speaking Residents in the United States by State and County

This spreadsheet report breaks down the percentage of the population speaking a language other than English. It is broken down by those speaking only English and those speaking a foreign language, instead of or in addition to English. 4www.Realtor.org/global > select Research

Profile of International Home Buying Activity in Florida

NAR partnered with the Florida REALTORS on this report which looks at home purchases in Florida by international clients. Floridas coastlines and year-round climate make it a major target for home buyers from Europe and other international clients. 4www.Realtor.org/global > select Research

Americans Buying Homes Abroad

For many, owning a home abroad is as much as part of the American dream as owning a home in 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 connect with referral partners in other countries. 4www.Realtor.org/global > select Research

Road Map to Information about the Foreign Born

Putting research information together in order to market to international clients can be challenging and sometimes the data can be confusing. To help you serve as a resource for data, trends, and other information on international real estate clients, NAR Research offers this guide to data and analysis. 4www.Realtor.org/global > select Research

Globalization and Real Estate Presentation

Dr. Lawrence Yun, NARs Chief Economist, authored this authoritative PowerPoint presentation you can use. It provides an overview of world economic and real estate markets with a focus on foreign investment in U.S. real estate. 4www.Realtor.org/global > select Research

6 NATIONAL ASSOCIATION OF REALTORS GLOBAL BUSINESS & ALLIANCES

Country Profiles
Profiles on more than forty countries provide succinct information on real estate business, market conditions, political environment, land rights and usage, foreign ownership regulations, and cultural norms. Its what you need to know just when you need to know it. For the practitioner doing business in another country this information is invaluable. For local market business, understanding a foreign clients business and cultural background leads to a successful transaction. 4www.Realtor.org/intlprof.nsf

7 YOUR GLOBAL REAL ESTATE BUSINESS PARTNER

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 Global 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 Newsletter

All CIPS Network members receive Global Perspectives in Real Estate, the Networks bimonthly newsletter. This publication is packed with cost-saving tips and practical, insightful information to expand your global business. 4www.Realtor.org/global > select Store

Global e-Report
Looking for international real estate news items for your association or firm newsletter? NAR publishes a monthly electronic newsletter, the Global e-Report. All of the information provided may be used in local REALTOR association newsletters, Web sites, or members personal marketing materials. News items include a link to the source information for the complete article. NAR Members can subscribe to this publication via their member profile.

Field Guide to the Global Marketplace

This one-stop online resource brings a diverse range of information resources together on one Web page. Youll find links to articles, books, Web sites, statistics, networking opportunities, education courses, and more. 4www.Realtor.org/Library > select Field Guides > select International Real Estate

Virtual Library
This digital library, created especially for REALTORS, includes a section for international real estate. Titles include downloadable audio books for total-immersion language learning. Check out Adobe and Mobipocket eBooks for use on a PC or handheld device, or listen on-the-go with digital audio books. The downloadable media collections also include OverDrive MP3 Audiobooks which can be transferred to a wide range of devices, including the iPod, iPhone, and iPod Touch. 4http://ebooks.Realtor.org

8 NATIONAL ASSOCIATION OF REALTORS GLOBAL BUSINESS & ALLIANCES

Global Real Estate Best Practices Case Studies

Are you wondering if involvement in international real estate is right for you? The real estate professionals who share their success stories in these collections of articles and case studies provide valuable tips and ideas for building an international business and transferring learning from the classroom to the real estate office. Contact NARGlobe@Realtor.org for a copy.

The Global Neighborhood Report

An expert think-tank assembled by NAR developed this overview of trends, market forces, and future expectations in world real estate business. Use this document for insight on the dynamics of todays global real estate market and respond to opportunities.

9 YOUR GLOBAL REAL ESTATE BUSINESS PARTNER

The Education
NARs global 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, online, or as turn-key programs designed for presentation in the firm. Some educational programs offer credit toward other certifications and professional designations offered by NAR affiliates and specialty sections.

Certified International Property Specialist (CIPS) Designation Courses

The CIPS designation course curriculum is the educational foundation of the CIPS Network. It distinguishes designees as individuals who have both completed an intensive program of study and demonstrated the ability to manage international real estate transactions. Requirements include completion of a prerequisite plus three courses on specific regions of the world and a transactional course in addition to documented international real estate experience. All courses are available online at REALTOR University. 4www.Realtor.org/global > select CIPS Designation

Global Real Estate: Local Markets

This course opens students eyes to international opportunities in their local markets. Completion of it qualifies U.S. REALTORS for CIPS Network membership and starts the student on the path to earning the designation. Offered online and in classrooms. 4www.Realtor.org/global > select Education > select CIPS Classes

Transnational Referral Certification

The International Consortium of Real Estate Associations (ICREA) offers this certification course which prepares real estate professionals to use the international referral system developed by ICREA. Students learn how to make and receive international referrals and incorporate referral income into their business plans. Offered in classrooms and online in English, French, Portuguese, Spanish, and Italian. 4www.Realtor.org/global > select Education > select Specialty Classes

Doing Business in Mexico

If your clientele includes second-home buyers, retirees looking for a low cost of living, or investors, you should consider the possibility that a profitable portion of your market is thinking Mexico. Real estate professionals who recognize and prepare for this trend have an opportunity to be in the vanguard of a market poised for tremendous growth. Offered online and in classrooms. 4www.Realtor.org/global > select Education > select Specialty Classes
10 NATIONAL ASSOCIATION OF REALTORS GLOBAL BUSINESS & ALLIANCES

Doing Business in the United States

This course familiarizes real estate professionals from outside of the United States with the structure, operation, and legal and regulatory environment of the U.S. real estate market. It prepares them to work effectively with U.S. real estate professionals, on a referral basis, to provide quality service and align clients expectations with U.S. business practices and market conditions. 4www.Realtor.org/global > select Education > select Specialty Classes

Risk Reduction: International Business Factors Affecting Your Local Market

This turn-key course is designed for use as in-house training for brokers or REALTOR associations. Students learn about legal issues involved when working with foreign buyers and sellers such as the Patriot Act, interstate commerce regulations, reporting requirements, and other risk reduction topics. Offered online and in classrooms. 4www.Realtor.org/global > select Education > select Specialty Classes

Speakers Cadre
Looking for a speaker for your next event? The International Speaker Cadre has a searchable database of qualified speakers. Search by name, topic, geographical location, or search the entire database for the right presenter. 4www.Realtor.org/cipshome.nsf/pages/speakers

Forums and Education Sessions at NAR National Meetings

Events at NARs national meetings provide education for international practitioners plus valuable networking. Programs focus on international business development opportunities and networking events to bring practitioners together. 4www.Realtor.org/global > select Meetings & Events

Licensing a CIPS Course

NAR licenses CIPS courses to REALTOR associations, firms, franchises, proprietary schools, mortgage companies, and real estate trainers. Licensed sponsors generate net revenue from the program while offering a valuable educational opportunity. 4www.Realtor.org/global > select Access AE Resources > select Learn More About Licensing a CIPS

REALTOR University Online

REALTOR University is NARs Internet-based online education portal. Online courses are available for continuing education credit, professional development, and designation certification. Global real estate course offerings include CIPS courses, risk reduction, referrals, and other topics. 4www.Realtor.org/education > select REALTOR University
YOUR GLOBAL REAL ESTATE BUSINESS PARTNER

11

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 earn more than double that of non-designee peers. Why? The difference is the CIPS Network. In addition to the prestigious CIPS designation, the Network extends you access to thousands of other professionals who have chosen global business. Together, your membership demonstrates investment in and commitment to professionalism.

Certified International Property Specialist Designation

CIPS designees have demonstrated expertise in international real estate practice by completing education and experiential requirements. The CIPS designation focuses on educating real estate professionals about transaction principles of international real estate, including specifics on real estate markets, investment trends, marketing strategies, currency issues, and financing in Europe, the Americas, Africa, Middle East, Asia, and the Pacific Rim. Topics covered in the CIPS classes also include cultural diversity. Savvy real estate professionals use 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 REALTORS in general1. 4www.Realtor.org/global > select CIPS Designation

Transnational Referral Certification

The Transnational Referral Certification course prepares real estate professionals to make and receive compensated referrals using the ICREA Transnational Referral System and integrate international referrals into their business plans. The course covers finding a referral partner, agreeing on compensation, meeting customer service standards, participating in the compensation dispute arbitration process, and using ICREA business tools. 4www.Realtor.org/global > select Education > select Specialty Classes

Source: NAR Marketing Research, 2008 Certified International Property Specialist Survey

12 NATIONAL ASSOCIATION OF REALTORS GLOBAL BUSINESS & ALLIANCES

Resort and Second-Home Property Specialist Certification

Learn how to serve the growing second-home and resort real estate market with the Resort and Second-Home Property Specialist (RSPS) certification. Show buyers and sellers that you have the specialization to serve them in their second home search process. Earning the CIPS designation and/or taking CIPS classes fulfill some of the requirements needed to complete the RSPS certification process. 4www.Realtor.org/global > select Education > select Specialty Classes

At Home with Diversity

Diversifying your clientele means learning the practical skills and tools to expand business and effectively service all cultural groups. This class addresses issues of diversity, fair housing, and cultural differences, and can be used as an elective course to achieve the CIPS designation. 4www.Realtor.org/global > select Education > select Specialty Classes

The International Property-Marketing Web Site

Advertise your listings around the globe. WorldProperties.com puts your listings in front of an audience of millions of potential buyers. If your U.S. multiple listing service participates in Realtor.com, your listings are automatically flagged for international exposure on WorldProperties.com, the official Web site of ICREA.

www.WorldProperties.com
The property information Web site of the International Consortium of Real Estate Associations (ICREA) advertises more than three million commercial and residential 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#). Key among the benefits are access to ICREAs Transnational Referral and Dispute Resolution System. As an added benefit for CIPS designees, ICREA broker and agent designees are highlighted in the Find a Professional member search. 4www.worldproperties.com

13 YOUR GLOBAL 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 somewhat 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, Presidents Liaisons and Regional Coordinators, Cooperating Association partnerships, and Local International Councils creates an incomparable network of productive relationships.

CIPS Network
The CIPS Network has over 2,000 members in over 60 countries and represent professionals who have selected global business specialization. Network membership is open to association executives too. Network members are listed in both a printed and searchable online directory. 4www.Realtor.org/global > select CIPS Network

International Memberships
Real estate professionals who reside outside of the United States, and are affiliated with one of NARs Cooperating Associations, have three membership options for joining NAR directly: International REALTOR Member International CIPS Network Member CIPS Designee A direct membership option is also available for real estate professionals in markets not covered by the Cooperating Association alliance. 4www.Realtor.org/global > select International REALTOR Membership

Cooperating Associations
Through an international network of more than 80 national real estate associations in nearly 60 countries, as well as the NAR Ambassador Associations and Presidents Liaisons assigned to each country, NAR maintains formal relationships with organized real estate associations around the world. View the current list of these groups including addresses, e-mail contacts, and Web sites. 4www.Realtor.org/global > select Global Alliances

14 NATIONAL ASSOCIATION OF REALTORS GLOBAL BUSINESS & ALLIANCES

International Consortium of Real Estate Associations (ICREA)

The national real estate organizations of ICREA collectively represent two million brokers and agents worldwide. The Consortiums mission is to set standards for international real estate practice and transactions for the benefit of industry professionals and consumers. ICREA supports the Transnational Referral System and Certification as well as WorldProperties.com. On members behalf, NAR belongs to ICREA. 4www.worldproperties.com

Presidents Liaisons and Regional Coordinators

Presidents Liaisons, who are appointed to specific countries as representatives, help to maintain NARs important relationships with foreign real estate associations. Five Regional Coordinators are also appointed to serve North and Central America and the Caribbean; South America; Asia and Pacific; Western Europe; and Central/ Eastern Europe. 4www.Realtor.org/global > select Global Alliances

Ambassador Associations
The Ambassador Association program is modeled after the international Sister-City programs by linking Cooperating Associations with a state or local REALTOR association. The Ambassador Association works closely with a Presidents Liaison and Regional Coordinator to expand global business opportunities. They also host Cooperating Association delegates at NAR meetings and during official visits to the United States. 4www.Realtor.org/global > select Global Alliances

Local International Councils

State and local REALTOR associations organize International Committees or Local Councils to bring together members interested in international real estate. Activities range from a simple brown-bag lunch to a foreign trade mission, but they all have one thing in commonhelping members develop business opportunities in the growing international marketplace.

Real Estate Connections Online Community

This global online community connects real estate professionals from around the world. The site offers a forum for members to interact, network and share information. Features include a searchable blog, news exchange, web casts, video library, Ask the Experts forum, and worldwide service directory. Plus, network members can post their own contact videos to showcase their services. 4www.realestateconnections.tv

15 YOUR GLOBAL REAL ESTATE BUSINESS PARTNER

International Night Out

An event held at NARs Midyear Meeting and Annual Conference & Expo brings together globally-minded practitioners from the U.S. and abroad for an evening of social networking, connecting with old friends, and making new ones. International Night Out at the Annual Conference & Expo attracts more than a thousand attendees for a gala black-tie dinner and awards event where new CIPS designees and Global program award winners are recognized. 4www.Realtor.org/global > select Meetings & Events

Embassy Visits
Held in conjunction with the NAR Midyear Meeting in Washington, D.C., this program offers CIPS designees the opportunity to meet with the ambassador and commerce staff of foreign embassies. Discussion focuses on points of interests between the U.S. and the embassy country. The visits promote NAR and CIPS designees as a professional resource for the countrys global real estate needs. Invitations are sent annually to CIPS Designees as an exclusive benefit.

Market-to-Market Program
Much of the global business done by REALTORS takes place in local markets with immigrant buyers, foreign investors, and Americans buying abroad for investment, retirement, or second homes. The new market-to-market initiative builds on this trend by supporting business development opportunities in specific markets or countries. The program provides resources for individual agents and brokers, as well as state and local associations. An online guide provides a planning roadmap as well as a market-tomarket toolbox of resources and contacts. 4www.Realtor.org/global > select Market-to-Market

Whos Who in International Real Estate Directory Listing

The CIPS Network directory is the referral source for international real estate. It is mailed to all Network members and Cooperating Associations as well as World Trade Centers, Chambers of Commerce, multinational corporations, relocation companies and other key constituents. All CIPS Network members are listed in the printed directory. Directory entries for CIPS designees include a photo and brief biography as an exclusive benefit.

Online CIPS Network Directory

The online CIPS Network membership directory features the same information as Whos Who in International Real Estate, but is updated weekly. 4www.Realtor.org/global > select Find a CIPS

16 NATIONAL ASSOCIATION OF REALTORS GLOBAL BUSINESS & ALLIANCES

REALTORS Annual Conference and Expo and International Networking Center

Attracting 20,000+ real estate professionals from more than 50 countries, the REALTORS Conference and Expo is a great opportunity to make new contacts from all over the world and a truly international event. Located on the Expos main floor, the International Networking Center, INC for short, is the place to connect, network, and promote specific inbound and out-bound investment markets. The INC offers attendees an internationally-focused trade exhibition, country networking sessions for each of NARs Cooperating Associations, and a real estate theatre for specific market and product presentations. 4www.Realtor.org/global > select Meetings & Expo

International Pavilion at NAR Annual Conference & Expo

NAR hosts developers and exhibitors from around the world in a separate area of the exhibit hall. REALTORS can seek international business opportunities by visiting this pavilion. 4www.Realtor.org/global > select Meetings & Expo

NAR Participation in International Expositions

NARs participation in leading international trade shows facilitates networking for REALTOR attendees. Its presence as a major exhibitor and sponsor raises awareness of the REALTOR brand and also provides a home base for NAR attendees. 4www.Realtor.org/global > select Meetings & Events

Saln Inmobiliario de Madrid (SIMA)

SIMA is the worlds largest international second homes exposition, with more than hundreds of thousands of visitors and 750 exhibitors. Its visitors include real estate professionals, representing 40 countries. REALTOR attendees receive exclusive access to the International Business Center (IBC) which offers computers, meeting areas, and a lounge. Country networking hours, social events, and sponsored receptions at the IBC connect real estate professionals internationally. The annual event, held in May in Madrid, includes a professional program with speakers from around the globe and simultaneous translation. 4www.Realtor.org/global > select Meetings & Events

Expo Real
Expo Real International Commercial Property Exhibition, held in October in Munich, includes 1,800 exhibit booths spread among six halls and draws close to 40,000 participants. Show registration is reasonably priced and participation is very business focused. Expo Real includes markets worldwide. 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. 4www.Realtor.org/global > select Meetings & Events
17 YOUR GLOBAL REAL ESTATE BUSINESS PARTNER

March Internationel des Professionnels dInmobilier (MIPIM)

MIPIM is held annually in two locationsCannes and Hong Kong. These property marketing shows focus on the commercial real estate industry in Europe and Asia but both include a growing U.S. and Latin American component. NAR members receive a discount on registration and may use the NAR booth as a meeting point, message center, and information distribution channel. 4www.Realtor.org/global > select Meetings & Events

More International Events

NAR Global publishes an up-to-date list of expositions, global property marketing events, international business meetings and events with links (when available) for more information and registration. Events that NAR participates in or supports are noted. Although NAR does not specifically endorse all events listed at this site, it makes this information available as a service to members who are seeking additional global venues for business networking and property marketing. 4www.Realtor.org/global > select Meetings & Events

18 NATIONAL ASSOCIATION OF REALTORS GLOBAL BUSINESS & ALLIANCES

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 can choose from a menu of opportunities such as 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
As a benefit of membership, professionally designed personal marketing advertisements are available to CIPS designees for use in local publications or personal newsletterscamera-ready or downloadable PDF files. A series of customizable flash banner ads are also available. This is an exclusive benefit to CIPS designees.

Logo Downloads
Logos for CIPS, and the REALTOR R can be downloaded at www.Realtor.org/global. The TRC logo can be found at www.WorldProperties.com. Use these logos on print pieces, business cards, stationery, Web sites, and promotional items. Please note that only those who have earned the CIPS designation or TRC certification may use those logos.

Sponsorships
Build market awareness and prestige through a sponsorship at the NAR Conference & Expo. The basic sponsorship package includes a display area, recognition in the printed program distributed to all 20,000+ registrants, a web link from the Realtor.org Convention and Global Web pages, and more. Sponsorships packages are available at three levels, from basic to premium, and NARs Global Business & Alliances staff can help you identify the sponsorship opportunity that best fits your budget and promotional goals. Contact NARGlobe@realtors.org for information.

Contact NARGlobe@realtors.org for information on downloading CIPS member marketing materials.

19 YOUR GLOBAL REAL ESTATE BUSINESS PARTNER

The FutureEmerging Markets

NAR is in the forefront of creating orderly markets, instilling best practices, and opening business opportunities. When your real estate business involves developingand emerging-market clients or properties, you can be assured that NAR Global Business & Alliances has already accomplished the advance work to bring order to the market and transparency and reliability to the transaction.

ChinaEducation and Membership Initiatives

China is the worlds most populous nation with a foreign exchange reserve over $1 trillion, and $63 billion in foreign direct investment. Through alliances with government and private training centers, NAR is introducing U.S.-style real estate sales education. NAR membership options are also being explored. This initiative promises substantial long-term business development opportunities for REALTORS.

IndiaAssociation Development and Industry Best Practices

In 2007 NAR, with support from the International Real Property Foundation, facilitated the formation of a new, truly national associationthe National Association of Realtors-India. The alliance with NAR-India opens the door for introduction of U.S.-style industry best practices in the second most populous nation in the world and a rapidly expanding real estate market. 4www.narindia.com

MexicoAMPI Joint Venture with NAR

In 2006 AMPI and NAR formed a joint membership venture. All 1,500 members of the Asociacion Mexicana de Profesionales Inmobiliarios (AMPI), Mexicos national association for real estate professionals, are now International REALTOR members. Dues revenue is reinvested in AMPIs organizational development and international business outreach activities. 4www.ampi.org

International Real Property Foundation

The International Real Property Foundations objectives include real estate association development around the world and supporting formation of professional real estate associations. IRPF helps members and professional staff develop leadership and management skills as well as formulate strategic business plans to further organizational and market development.4www.IRPF.org

International Housing Coalition

NAR is a founding member of the International Housing Coalition which is dedicated to the goal of Housing for All. The coalition advocates for the basic principles of private property rights, secure tenure, effective title systems, and efficient and equitable housing finance systems. The Coalition is a thought leader in the United Nations World Urban Forum which addresses one of the most pressing issues facing the world todayrapid urbanization and its impact on communities, cities, economies and policies.4www.intlhc.org
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Extra: Getting Started

Global opportunities are within any real estate agents grasp. The first step is simply understanding where to look and discovering ways to connect. Global business is much closer than you may realize!

STEP 1: Research
Market intelligence is one of the cardinal rules of successful marketing. Knowing your audience allows you to provide the most relevant resources and information to your clients. When tapping into a global audience, research becomes even more critical as their needs, habits, and what motivates buyers can vary drastically across continents and cultures. Before you expand your business globally, its essential to identify and specialize in a very defined and distinct part of the market. This will help you focus your time and resources on one niche. Not sure who is buying or is likely to buy in your market? Your NAR membership provides access to valuable research reports that might hold the key to your new niche audience. Reports available on realtor.org/global include: State-by-State International Business Reports a look at international business activity by state, including the number of foreigners arriving from various countries, homeownership rates, and top exports. Housing Price Indices: A World Wide Overview of Real Estate Prices in Recent Years - Examines the availability of housing data on a countryby-country basis and assembles roughly comparable data over a significant time period to identify changing price levels in the international housing markets. (Encompasses countries for which the data was readily and publically available back to at least the first quarter of 2000.) The NAR Profile of International Home Buying Activity - Find out which are the top five countries of origin for foreign home buyers coming to the U.S. and how these buyers are utilizing the services of REALTORS. Foreign Investment in U.S. Real Estate - Covers foreign investment in U.S. real estate with a breakdown of the major countries with significant holdings. An overview of todays market and a forecast for the coming year are included. Americans Buying Homes Abroad Covers the real estate purchasing activity of U.S. citizens in other countries. There is growing evidence that for many, owning a home abroad is as much as part of the American Dream as owning a home in the United States.
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STEP 2: Education
When you have conducted research and determined the appropriate niche market, educate yourself in the global business arena. Business methodologies vary across cultures, and assuming that others conduct business exactly the same way you do can be very short-sighted and ultimately cost you a sale. NAR offers a variety of relevant education opportunities, many of which are outlined in previous pages. Courses that will help you expand your knowledge of global business include: CIPS Courses - Offer you hands-on experience with international real estate transactions, as well as five days of study focusing on the critical aspects of transnational transactions. Courses can be taken individually or as part of a CIPS Institute which combines all courses in one week allowing you to jump start your global focus. Risk Reduction Course - Provides agents and brokers with the additional requirements of working with international clients in their local market, thereby reducing risk and liability while helping them succeed in an increasingly multicultural, global world. Transnational Referral Certification - Learn how to integrate international referrals, resulting in increased income, into your business plans. *For U.S. REALTOR members only, offered through ICREA. Doing Business in Mexico - Do you have clients and customers who want to buy or sell real estate in Mexico? Or, do you have clients from Mexico who want to buy property in your country? This course teaches the basics of real estate transactions in Mexico when foreigners are involved as buyers or sellers. Doing Business in the United States - Familiarize yourself with the structure, operation, legal and regulatory environment of the U.S. real estate market. This is a great option for non-U.S. professionals who want to understand U.S. real estate. At Home With Diversity - Diversifying your clientele means learning the practical skills and tools to expand business and effectively service all cultural groups. This class addresses issues of diversity, fair housing, and cultural differences. Resort and Second Home Property Specialist (RSPS) - Learn how to serve the growing second-home and resort real estate market with the RSPS certification. Show buyers and sellers that you have the specialization to serve them in their second home search process.

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STEP 3: Build Relationships through Ambassador Associations and Cooperating Associations

When you have identified your target market, leverage the relationships NAR maintains with more than 80 associations in nearly 60 countries. These Cooperating Associations are linked with a state or local U.S. REALTOR association, known as Ambassador Associations. Contact the Ambassador Association nearest you for information regarding the real estate business in the assigned country and to network with real estate professionals who are members of the Cooperating Association. On www.realtor.org/global, you can search the current list of these groups including addresses, email contacts, and Web sites.

Step 4: Networking
Networking is possibly the most critical component to success for a REALTOR. While it used to be done face-to-face at events, now you can work a room virtually as well. Face-to-Face Networking at Trade Shows For global real estate in the 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 competition, and exposure to new ideas, products, and trends. To make them worthwhile, set specific business objectives. A plan to hand out business cards and check out new products is not much of a plan and can leave you wandering up and down the aisles with a dazed look. Research trade shows and determine which ones best meet your business objectives. Read over the advance listing of exhibitors and prioritize which exhibits are mustsee vs. like-to-see. Visit your must-see exhibits first. Have questions prepared and have your own personal script prepared in order to keep the conversation on-task and in line with your own objectives. Once your objectives are met, allow the booth staff to pitch their products its a great way to learn about new things. And of course, never forget your business cards!

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Virtual Networking/Social Media If you want your business to have a global focus but you dont have the money or resources to travel the world, virtual networking is your most likely avenue for cultivating business opportunities. Joining Facebook and other social media sites offer the opportunity to present yourself and your business to people all over the world without leaving home. Once youve joined look within the larger community for smaller special interest groups created for your audience. Remain focused know who you want to find, do your research on finding their social networks, and get involved in the discussion. If you are new to social networking, consider coming up to speed with these helpful resources from NAR: - Field Guide to Social Media for REALTORS www.realtor.org/library/library/fg125 - Master Social Networking for Your Real Estate Business -from REALTOR Mag Online www.realtor.org/RMOtechnology/socialmedia_resources - Social Networking -- Facebook. The Ultimate Guide for Real Estate Professionals www.realtor.org/prodser.nsf/products/141-334?OpenDocument#detail While there is so much more to discover in the world of global real estate, following these four steps will get you started along the right path. Using all of the resources available to you from NAR will give you an edge in the global marketplace. Are you taking advantage?

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Extra: All About the CIPS Designation

Stand out on a global level.
The CIPS Designation is the only designation of its kind in the real estate community. Its synonymous with advanced expertise, a global perspective and distinct understanding of a global buyer, and comes with powerful brand recognition with designees in nearly 40 countries. By earning your CIPS Designation, you instantly align yourself with the best in the business, and join our influential network of international professionals. Dont just give your business a global spin; take your business to the global level. The CIPS Designation can also increase your earning potential on average, CIPS designees earn $50,000 more than non-CIPS designees from real estate sales annually.

Understand the steps to global success.

To earn your CIPS Designation, you will need to complete the following steps. Join the CIPS Network (see How to Join the CIPS Network at the end of this section) as soon as you complete the Global Real Estate: Local Markets course, and start globalizing your business as you work to attain your designation.

Step 1: Education
You must successfully complete the 2 core courses and 3 out of 4 regional courses (outlined below), and pass the multiple-choice examination given at the end of each course. To pass an exam, you must earn a 70% or better. Calculators are required for all courses. Core Course: Local Markets (1 day) is a required prerequisite to the other courses. Transactional Tools (1 day) is a required course. Europe & International Real Estate (1 day) is an elective course. Asia/Pacific & International Real Estate (1 day) is an elective course. The Americas & International Real Estate (1 day) is an elective course. The Middle East and Africa & International Real Estate (1 day) is an elective course. At Home With Diversity (1 day) is an elective course.

4www.realtor.org/global > select CIPS Designation for more course outlines and schedules.

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Step 2: Designation Application

In addition to completing 5 CIPS courses, you must submit a designation application demonstrating your experience in international real estate. This application requires that you close a minimum of 3 international transactions and earn 100 points in elective credits. International transactions must involve other cultures or countries, and can include sales in your local market. You will be asked to provide documentation of each transaction, and answer specific questions regarding the sales. Elective credits can be earned by speaking other languages, possessing additional NAR designations, attending international conferences and education sessions, and much more. Applications can be submitted throughout the year; however they are due by October 1 to be recognized (and pinned) at NAR Conference and Expo in November. They can be submitted before your coursework is completed. A one-time only processing fee of US$225 is required when you submit your designation application. Once approved, you must maintain your designation dues annually in order to use the CIPS Designation. Annual CIPS Designation dues are US$220.

Did you know Association Executives and staff can also earn the CIPS Designation?
Visit www.Realtor.org/global > select CIPS Designation > Become a CIPS (AEs)

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HOW TO JOIN THE CIPS NETWORK

Your international connection starts now.

The CIPS Network gives you access to invaluable ideas, tactics, and referrals to truly learn the language of international real estate and diversify your clientele. You will join over 1,500 REALTORS who have earned their CIPS designation, hundreds more who are working to achieve their designation, and professionals from all over the world. U.S. REALTOR members looking to join the CIPS Network must be a current member in good standing of NAR, and successfully complete the CIPS Global Real Estate: Local Markets course. Upon completion of this prerequisite, you can apply to be a CIPS candidate to gain access to the CIPS Network. An annual fee of U.S.$220 applies. After earning your CIPS Designation, you must maintain the CIPS Annual Dues to continue using your designation and the CIPS Network. If you live outside the U.S., you may join the CIPS Network for an annual fee of U.S.$150. There are no education requirements at this time. CIPS Network applications for U.S. REALTORS, non-U.S. real estate professionals, and AEs who wish to join the Network are available at www.Realtor.org/global > select CIPS Network. If you have specific questions, contact NAR Global Business and Alliances staff at NARGlobe@realtors.org.

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NATIONAL ASSOCIATION OF REALTORS, 2010 All rights reserved.

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