The document discusses how the real estate brokerage industry has become international in scope. It explores how brokers can increase their reach into the expanding international market by learning about industry trends, technology impacts, and how to improve referral networks and navigate relationships across borders. The document provides statistics on international real estate and advice for brokers, such as maintaining an online presence and leveraging industry organizations, to tap into the growing international marketplace.

2. • Today's real estate brokerage industry has grown
from a local business to an international enterprise.
• While your primary business may continue to be
local, a growing number of transactions have an
"international" component to them.
• We will explore, together, how to increase your
reach into this expanding market.

3. • Industry Background
• Technology
• The Internet impact
• How I improve my Referral business?
• How to navigate the networks?

4. • Mid-1970s Recession
Little Change in Home Sales.
• Early 1980s Recession
Deep Cuts in Home Sales.
• Early 1990s Recession
Moderate Cuts in Home Sales.
• Early 2000s Recession
Rise in Home Sales.

5. • Prosperity in 1890s launched nationwide building
boom.
• Few standards for real estate transactions.
• In 1908, honest brokers
founded NAR.

6. • REALTORS® belong to three associations:
• Local association or Board at community level.
• State Association.
• National Association.

7. •Ninety-seven percent of buyers ranked honesty and integrity as a “very important” factor when choosing a real estate professional to assist with a home purchase.
•84 percent reported they were “very satisfied” with the honesty and integrity of their agent.
• 97% of buyers ranked honesty and integrity as a
“very important factor” when choosing a Real
Estate Professional.
• 78% of home buyers purchased their home
through a real estate agent or broker.
• 72% of recent buyers will definitely use their
agent again.

8. 81 Associations in 59 Countries

10. Internet has opened the
international marketplace to
more than 1 and a 1/2 billion
Internet users around the world.

11. Population stats and Internet usage
Chart from http://www.internetworldstats.com/stats.htm

12. • We are all citizens of the Global village…
• …here are the statistics…

13. • 84% of home buyers used the Internet to search
for homes.
• 84% of home buyers used a real estate
professional during their home search.
Source: NAR’s 2008 Buyers and Sellers report

14. • Create and maintain a content rich website
• Blog about yourself, the business and your local area
• Post videos on YouTube
• Build a social network
Source: Pat Zaby from patzaby.com

15. Three key ingredients:
• know-how
• reputation and
• a network of contacts.
That's it. That's the secret”.
Your human capital (what you know)
X
times your social capital (who you know)
X
times your reputation (who trusts you)
= Success
Public relations firm Hill & Knowlton "Return on Reputation”

16. • Translation tools
Google.com/language_tools
FreeTranslation.com
WorldLingo.com
Immobel.com
•Cultural Awareness Tools
worldproperties.com
ExecutivePlanet.com
Realtor.org/international
• Conversion tools
XE.com
ExchangeRate.com

17. • According to Bridget Mccrea , Florida Realtor, April 2009
• “ Get your name out…in popular marketing vehicles…”
Here are some:
• Aplaceinthesun.com: Magazine and property show
• Escapeartist.com: Magazine for expatriates living oversees
• Fusedworld.com: International Real Estate Directory
• Ired.com: International Real estate Digest
• Realtor.com : Mark your Listings “international”
• Rightmove.com.uk: United Kingdom Property Listings Web site
• SIMAexpo.com: Largest Second Home Show in Europe
• OPP Russia: http://www.biztradeshows.com/russia/
• WorldProperties.com: an ICREA listing site for worldwide properties

18. Since 1992, more than 2,000 real
estate agents from the US and
around the world have earned their
CIPS designation.

19. • Scotland: 16.6 acres including a • Spain: Costa del Sol Beach
cricket pitch and tennis court Villas sold by Banks for 2/3 less
17th Century mansion down to (around € 541,000)
£ 2.5m from £ 4m
James Freeman from Knight Frank Les Calvert PropertyAbroad.com
LSP Applied Analytics: Reports on
2008 Jumbo Loans
“As the global financial crisis
grows,
World Venture Management: Buyers are finding bargains even at
Asset Manager, based in California the top of the market”
Michael Firewalker …gone shopping
on behalf of investors Judith Matloff
Financial Times, March 28, 2009

20. International Strategic Alliances
Prudential Florida Realty

21. • Another puzzle? • Or a Jungle…

22. • Networking at meetings
& conventions.
• Online connections.
• Personal and business
referrals.
• Tapping into CIPS and
ICREA.

23. • AFIRE • Hotel Brokers International
• Association of Foreign Investors • http://www.hbihotels.com/
in Real Estate
• http://www.afire.org/ • The Institute of Real Estate
Management
• Building Owners and Managers http://www.irem.org/
Association International
http://www.boma.org/Pages/d • Society of Industrial and Office
efault.aspx REALTORS®
• http://www.sior.com/about.asp
• CCIM Institute
• http://www.ccim.com/ • CREW Network
Commercial Real Estate Women
http://www.crewnetwork.org/

24. 35 National Associations
and 3 Regional
Organizations, signed the
formal agreement to form
ICREA in 2001

25. • An alliance of nearly 30 leading national real estate
organizations in the world's major markets.
• ICREA’s primary objective is to assist members of
the respective organizations in efficiently and
profitably facilitating transnational business.

27. • Brings together brokers
and developers to serve
customers.
• Fees paid to brokers for
successfully introducing
developers to site.

28. • Protocol binds constituents to terms, rules &
standards.
• Entire process occurs online
• In event of dispute, binding arbitration process is
used.

29. • Facebook has 54.5 million monthly unique visitors
150 million people around the world, are using Facebook
in 35 different languages
In 170 countries
• 76 million members in MySpace US
The average MySpace user now spends 266 minutes (4.4 hours)
on the site every month
• Twitter has 500,000 unique monthly visitors
According to Compete, the growth rate for Twitter was 752%
for a total of 4.43 million unique visitors in December 2008

30. Social media sites…the
growing trend! Linkedin:
Face book facebook.com linkedin.com
• Myspace:
myspace.com
• Twitter:
twitter.com

31. A professional Facebook
experience…
…“ I’m hooked on
Facebook…It’s
Silly yet serious,
Professional yet
Social”…
Debbie Kantor
Re/Max Town Centre, Orlando, Florida

32. What should I do next?
• “When you recognize that the world is
changing”…
First order of business:
Chance your current mental model
• Resourcers:
Victor K Fung : Competing in a Flat world
Yoram Wind: Transform the Business of your
life and the Life of your business
C. K. Prahalad : The Fortune at the bottom of
the Pyramid

33. “Achievement is largely the product
of steadily raising one’s levels of
aspiration and expectation”
Jack Nicklaus

34. “International relationships are ... preordained to be
clumsy gestures based on imperfect knowledge.”
Rebecca West (1892–1983), British author