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BUILDING AN INTERNATIONAL BUSSINESS Growing Your Business Globally Opportunities with FIABCI World Councils Russian National Real Estate Congress May 17, 2012 Moscow , Russia. Kirkor Ajderhanyan President World Council of Brokers FIABCI President International Relations Committee FNAIM

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BUILDING AN INTERNATIONAL BUSSINESSGrowing Your Business GloballyOpportunities with FIABCI World CouncilsRussian National Real Estate CongressMay 17, 2012 Moscow, Russia

Kirkor Ajderhanyan

President World Council of Brokers FIABCI

President International Relations Committee FNAIM

General Coordinator Global Real Estate Think Tank

Broker/Owner Agence 107 Promenade

107, Promenade des Anglais 06000 Nice France

kirkor@107promenade.comwww.107promenade.com

b usiness is changing you must have vision and perspective
Business is Changing—You must have Vision and Perspective

Implement a business plan

Define target audience and marketing strategies

Vision must reflect global trends and market realities

Niche market expertise – makes you strong globally

Be a “geo-strategist”: Pursue new markets with a global strategy based on understanding of world events

Internet and social media play key role in networking

The chess (strategy) rules stay the same; only players change

referrals the way forward
Referrals: The way forward
  • Increase revenue from referrals
  • As business becomes more global → revenue from referrals will increase as % of total revenue
  • Grow referral business by building brand loyalty
    • Offer “one-stop” shopping client services
      • Financing
      • Legal
      • Document services
      • Etc.
    • Develop strong interpersonal relationships
interpersonal relationships
Interpersonal relationships
  • Real estate remains a people business—local or global
  • Personal relationship opens doors—surround yourself with the best people to get to the best doors
  • Participate in industry events around the world
    • Learn about other markets
    • Meet brokers in those markets
    • Build a global network to support referral business
  • Be a broker of relationships!
fiabci world councils
FIABCI World Councils

2010-2011 FIABCI World Councils: Created under FIABCI World President Enrico Campagnoli

2011-2012 FIABCI World Councils: Election of Management Team; Launching of Action Plan under FIABCI World President Alexander Romanenko

2012-2013 FIABCI World Councils: Active involvement in the global real estate industry under FIABCI World President Judy Shenefield

Professional Division

WORLD COUNCILS

BROKERS

Kirkor Ajderhanyan, President

MANAGERSMichael von Hauff, President

EXPERTS

Terry Dunkin, President

DEVELOPERS / INVESTORS

João Crestana, President

RESIDENTIAL

BUILDERS

ARCHITECTS

OFFICE BUILDINGS

OFFICE

FUNDS

VALUERS

CONDOS

INDUSTRIAL

FINANCIAL INSTITUTIONS

LAWYERS

RENTAL BUILDINGS

ENGINEERS

PROMOTERS

RETAIL

RETAIL

LEISURE

SURVEYORS

INDUSTRIAL

LAND

CONSULTANTS

ASSETS

FARM

TITLE COMPANIES

FIABCI WORLD COUNCIL OF BROKERS

EDUCATORS

world council of brokers vision
World Council of Brokers Vision

FIABCI WORLD COUNCIL OF BROKERS

  • To be the premier, most effective, global business network for brokers
  • To be multidisciplinary, multi-sectorial and multilingual
  • To focus our activities around FIABCI’s core competencies
  • To achieve the goals set for all the World Councils
philosophy to achieve the vision
Philosophy to Achieve the Vision

FIABCI WORLD COUNCIL OF BROKERS

Build a new “Golden Bridge” between the continents for the good of the industry.

We will achieve this through the exchange of industry knowhow.

The human element and shared universal high values and standards will be “construction guide.”

wcb divisions
WCB Divisions

WORLD COUNCIL OF BROKERS

DIVISIONS

SERVICES

SPECIALTIES

Residential

PRIMARY HOUSING

SECONDARY HOUSING

Marketing

BRANDING

EVENTS

NETWORK

New Services

PROXIO

SOCIAL MEDIA

SYNDICATION

CommercialOFFICE BUILDINGS

INDUSTRIAL

RETAIL

LEISURE

LAND

New Markets

SPONSORSHIPS

GLOBE TROTTER

INVESTMENT INFO.

Education Training & Technology

PLATFORM

MESSAGING

FIREC

Global Development & Promotion

CREATION OF WCB STRATEGIC PLANNING GROUP

FIABCI WORLD COUNCIL OF BROKERS

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Foundation of Success: Volunteers!

Join our team and be part of our success!If you have an idea—step up and make it happen.

FIABCI WORLD COUNCIL OF BROKERS

french market opportunities
French Market Opportunities
  • Home prices increased, on average, 85% between 2000 and 2007 before falling back during the crisis
    • Largest increases were in Paris and southern France
    • Figures not adjusted for inflation (est. 15%)
  • Between 2007 and 2011 home prices fell 3.2%
  • Strong sales and price growth in 2011
  • 2011 was a record year for home sales activity
    • Total sales exceeding 850,000 (highest level since 2006)
  • Home prices rose an average of 6.1% due to:
    • Historically low interest rates
    • Bounce back from three previous lackluster years

Source: FNAIM

housing outlook for 2012
Housing Outlook for 2012

Challenges for French residents to buy a home

Expected further market correction

Tax changes

Rising interest rates; larger deposit needed for good rates

In spite of this…France is a “crisis resistant market” – especially Paris, Nice / French Riviera

Excellent Investor Opportunities

Underlying demand remains

Substantial housing shortage; high desire for home ownership

Low household debt

Capital gains tax changes will mean fewer properties on the market, putting pressure on prices

foreign investment in france
Foreign Investment in France

Paris Snapshot

  • Foreign investors looking for €1 to €5 million price property; attracted by prices that are 20-30% lower than Central London
  • Paris has overtaken London to become the #1 city in Europe for property investment(CBRE, 3/30/12)
  • Investment jumped from €3.6 billion in the first half of 2011 to €7.9 billion in the second half
  • Office sector drove investment surge
  • British, Italian and German buyers most active in luxury market; increased interest from Russian, Middle East and Asian buyers (Knight Frank)
foreign investment in france1
Foreign Investment in France

Nice / French Rivera Snapshot

  • High demand from large national and international buyers
  • Prices stable since 2008; buyers understand true value of property
  • Prices remain reasonable; pricing is unique for each (no average sq. meter price)
  • Very high re-sale potential
  • Attractive lifestyle
  • Sales volume increased 33% from 2010 to 2011 in Nice seafront
  • Top buyers include French, Russians, Scandinavians, British and other from Northern Europe and also Middle East/Persian Gulf
doing business in france
Doing Business in France

Highly transparent market

Consumers are well protected

More demand than inventory

Referrals on the sale of properties average 40% – 50% of the commission paid

Average commissions run between 5% and 8% depending on a number of variables

Fees are negotiable

Professional network of agents through FNAIM

targeting russian investors
Targeting Russian Investors

Russians buyers are looking for reliable, safe place to put their money >>> Real Estate!

Moscow is expensive; more affordable to invest outside Russia

Russians interested in high quality real estate in London, Paris, Cote d’Azur, Toscana and New York

20% buy in foreign resort areas for holiday trips with families; 20% looking for a retirement home; 25% for investment

Source: Analytical Center IRN.RU

targeting russian investors1
Targeting Russian Investors
  • Typical Russian investor abroad is a businessman – owner of one or several enterprises
  • Owns an apartment in Moscow and dacha in the suburbs
  • Looking to buy abroad for personal use
  • Preferred destinations:
    • If speculative – developing markets
    • If long-term investment – developed markets
    • Most Russians buy in markets they have travelled to, including Cyprus, Bulgaria, Montenegro, Spain and France
    • Looking for warm, beachfront locations
    • High-priced preferred locations are London, Switzerland and French Riviera

Source: Moscow Times, Real Estate Quarterly – September 2011

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BUILDING AN INTERNATIONAL BUSSINESSGrowing Your Business GloballyOpportunities with FIABCI World CouncilsRussian National Real Estate CongressMay 17, 2012 Moscow, RussiaMerci Beaucoup !

Kirkor Ajderhanyan

President World Council of Brokers FIABCI

President International Relations Committee FNAIM

General Coordinator Global Real Estate Think Tank

Broker/Owner Agence 107 Promenade

107, Promenade des Anglais 06000 Nice France

kirkor@107promenade.comwww.107promenade.com