This is a presentation on How to Attract Foreign Clients & Meet Your Objectives by Peggie Pentecost at HAR's International 101 Day.

1. YOUR
INTERNATIONAL
“CALL TO ACTION”
How to define and reach your
TARGET MARKET
and serve the International Client in
Residential Real Estate
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2. WHERE TO BEGIN?
O Now that you have decided to work in the
International Market place, you will need a
PLAN OF ACTION!
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3. CREATE A BUSINESS PLAN!
O Start with your Description of what you will
do and where!
OWork with Buyers? Sellers?
O What Countries will you concentrate on?
O What Resources do you have that you will
use?
O How will you bring added value to your
Clients?
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4. DEFINE YOUR MARKET
O Associations
O Do you have an affiliation with an association or
organization where you might find potential clients?
O Client Referrals
O Have you done business in the past with clients from
your concentration country?
O Relationship Building
O Do you know someone that can be a source for
meeting your potential clients?
O Personal Resources
O Do you speak the native language of your
concentration country? 4

5. MARKET CHARACTERISTICS
O WHAT IS THE OUTLOOK FOR YOUR INTENDED
CONCENTRATION COUNTRY?
O What are your Clients looking for now and in
the future?
O What distinguishing characteristics are found in
your country of concentration?
O What are the Demographics of your country?
O What are your Clients critical needs?
O Is your target country a seasonal destination?
O What critical issues exist that affect your target
country?
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6. MARKET SIZE
O What is the current market activity for your
target country?
O What are the future indicators saying about
growth?
O What major events or changes will create
opportunity or pose a possible downturn?
O What is the stability of your target country?
O What resources can you use for Data &
Information?
O Magazines, government publications & websites,
SBDC, Chambers of Commerce, Associations,
Organizations, etc.
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7. MARKET SIZE
OWhat is the cost of living?
OWhat amenities are found there?
OWhat are the business development
opportunities?
OWhat are the personal tax benefits or pitfalls?
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MARKET SHARE
• How will YOU gain your share of the market?
• What are your projections for growing your
business?

8. MARKET SHARE REALIZED
OHow much do you want to make in
your first year, fifth year, tenth year?
OWhat is the current number of sales in
your country of concentration?
OWhat are the projections for growth
during those years?
OHow do you plan to continually
increase your market share in the
future?
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9. MARKET SHARE DEFINED
Year 1
$500M Annual Sales, 2% Share at 2%
commission = $100,000 annual income
Year 5
$750M Annual Sales, 3% Share at 2%
commission = $450,000 annual income
PROJECT YOUR MARKET SHARE!
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10. MARKET ADVANTAGE
OWho is your COMPETITION and how
will YOU make yourself STAND OUT!
O Travel to your proposed country of
concentration and get to know the local
who’s who in Real Estate & Development
O Become an EXPERT in your Market!
O Be the GO TO Information Source for
Clients!
O Build relationships with referral partners
O Join associations & organizations where
you are likely to meet your future clients!
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11. MARKET ADVANTAGE
O Follow up with the people you meet and
remember to TOUCH point them regularly!
O Find out what’s important to your CLIENTS
and use that information to your advantage!
O Stay informed about Current Events that
affect your Clients and your concentration
country.
O Know the culture and practices of the your
concentration country!
O Blog, write Articles or a Newsletter and send
to your client base!
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12. MARKET ADVANTAGE
OUnderstand the Real Estate Industry in
your concentration country and how it
could affect each client.
OBe aware of Regulations and Tax
Ramifications
OKeep up with Local Government and
Industry Projections and how they
affect your market.
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13. IMPLEMENTATION
OFind a Mentor
OBuild a Team of Reliable Resources
here and in your concentration country
OKeep the course and avoid distraction
OLearn the Language or get a good
translator!
OBe true to your DEFINED MARKET
and concentrate on serving them!
STICK TO THE PLAN!!!!!!!!!!
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14. Peggie Pentecost
832-429-7887
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REALTOR ASSOCIATE
Circle of Excellence
PRESIDENT 2014, 2015