The Global Market is in Your Backyard… Can You Compete?

1. The Global Market is in Your Backyard… Can You Compete? Presentation by Roseann Farrow, CIPS

2. WELCOME ! BENVENUTO BIENVENIDA Het welkom mottakelse ПРИЕМ EMPFANG ACCUEIL

3. Did You Know: in 2010 … … $82 billion in US residential property was sold to foreign buyers from 70 different countries? … 62% of these sales were all cash? … foreign buyers paid $97,000 more than the US national median price? ($315,000 v $218,000) … $5 billion was paid in real estate commissions? What are you doing to take advantage of it? (Source: The 2011 NAR Profile of International Home Buying Activity.)

4. With the influx of global companies and new technology coming to our regions, we must embrace and celebrate diversity to sustain and compete. Let’s take a look at some critical tips and techniques about intercultural communication, business practices, customs and behaviors.

5. “Global” Means More than “Foreign” for example…… in my state, New York, consider this: 22% of New York residents are foreign born. Foreign-born New Yorkers account for 22% of the state’s home ownership. 30% of New York households speak a non-English language. (Source: NY Business Data for International RE Transactions 2010)

6. NY Immigration/Naturalization Patterns: More than Meets the Eye Roughly 90,000 new immigrants in 2008. 15% from Dominican Republic. 30% (3,100-6,000 each) from Jamaica, China, Guyana, Ecuador, India, Haiti

7. Your Challenge… Compile this kind of data about YOUR state! • NAR Research (www.realtor.org/global) • Your state and local websites • Other sources? • Census.gov………… so much info!! Example: Foreign languages spoken by your residents

8. In the USA 20% of Americans speak a language OTHER THAN ENGLISH at home! Spanish 34.5 million Chinese 2.5 million Five other languages have at least 1 million speakers: Tagalog 1.5 million French 1.4 million Vietnamese 1.2 million German 1.1 million Korean 1.1 million (Source: Census.gov - 2007 American Community Survey)

9. In fact……. The US population speaking a language other than English at home increased by 140 percent in the past three decades!

10. Incredible, exponential growth! The number of people 5 and older who spoke a language other than English at home has more than doubled in the last three decades and at a pace four times greater than the nation's population growth over a time period from 1980 – 2007. In that time frame, the percentage of speakers of non-English languages grew by 140 percent while the nation's overall population grew by 34 percent. (Source: Census.gov - 2007 American Community Survey)

11. Yes, Virginia… the world is flat! This is known as “Globalization!”

12. Factors Promoting Globalization Unrestricted boundaries for capital flow and investment Round-the-clock financial markets New alliances and agreements

13. Factors Promoting Globalization USA - brainpower Economic specialization Floating currency exchange rates Increased demand/population growth

14. real estate! ……. and then there’s

15. Everybody Loves our Real Estate! The USA provides healthy returns on investments. The USA provides a safe haven for many foreign investors. Few barriers to foreign individuals or entities investing in the USA.

16. Everybody Loves our Real Estate! US markets welcome foreigners. Foreign capital contributes to our nation’s health by putting a downward pressure on long term interest rates. 70% of immigrants own their own home!

17. Why Buy American? Two major criteria drive inbound international home ownership: Proximity to home country. Convenience of air transportation.

18. Some data from NAR 2011 Profile of International Home Buying Activity Purchases of U.S. Real Estate by International Clients for the 12-Month Period Ending March 2011 NATIONAL ASSOCIATION OF REALTORS®

19. Property Types

20. Intended Use

21. Who’s Buying ….. by Region

22. Who’s Buying ….. By Country

23. Where Are They Buying? Florida, California, Texas, and Arizona: 58% of sales

24. Do Your Own Research! Who are the foreign buyers and sellers in your market? Where are they from? What language do they speak at home? What do they buy? “Glocal” market clues are all around!

25. Certified International Property Specialist www.realtor.org/global

26. Building Relationships In international real estate, if there is no relationship, there is no business!

27. Learn about ……. Language Religion Social structure Values, customs, and attitudes Historical predispositions Stereotypes and prejudices

28. Are you ready for the QUIZ?!?

29. True or FalseSaudi Arabians don’t eat lobsters. Question #1

30. TrueMuslims do not eat animals that scavenge such as lobsters, pigs and goats. Answer

31. In what order do the 7 courses in a formal French dinner arrive?A) Soup, Salad, Meat or Fowl, Sorbet, Fish, Dessert & Coffee.B) Soup, Fish, Sorbet, Meat or Fowl, Salad, Dessert & Coffee Question #2

32. B) Soup, Fish, Sorbet, Meat or Fowl, Salad, Dessert & Coffee Answer

33. MATCH GAME Question #3 Kidney Pie Haggis Grasshoppers Sheep’s Eyes Mexico Oman England Scotland

34. MATCH GAME Answer Kidney Pie = Haggis = Grasshoppers = Sheep’s Eyes = England Scotland Mexico Oman

35. Question #4 True or False Dinner reservations in Spain are generally for 8 PM.

36. Answer False Dinner reservations in Spain are generally for 10 PM.

37. Question #5 True or False Since flowers are universal, the giving of flowers is a safe bet for a nice gift in any culture.

38. Answer False Be wary about giving flowers anywhere. In some Scandinavian countries, white roses are associated with mourning while purple blooms are in many Latin American nations. In France, white lilies and chrysanthemums are signs of death. And in Latvia, funeral flowers are red.

39. Question #6 True or False The Chinese are impressed by the gift of a clock in business transactions.

40. Answer False In China clocks are a symbol of death.

41. Question #7 True or False In Japan, repeatedly tapping one’s finger on the table signifies agreement and support of the speaker’s statement.

42. Answer True This type of “mini-applause” reportedly was started in one of the courts of a Japanese emperor.

43. Question #8 Which is larger- A square foot or a square meter?

44. Answer A Square Meter One square meter = 10.7639 square feet

45. Question #9 Which is larger- An acre or a hectare?

46. Answer A Hectare 1 hectare = 2.471acres

47. Question #10 In the UK, a savings & loan is known as a • Savings & Loan • Bank • Building Society

48. Answer c) Building Society

49. Question #11 True or False In Mexico a “notario” is comparable to the USA’s notary public.

50. Answer False A notario in Mexico conducts title searches, registers property titles, assures that taxes are paid, and must hold a law degree and be appointed by the state governor. (In Germany a “notar” draws the contract and applies for the title registry.)