Want to Be an International Agent? 3 Takeaways from the Global Real Estate Summit NYC

As featured on RealtorMag.

With WhatsApp, WeChat, Skype and other mobile applications, it is easy to have clients around the globe.  However, it is one thing to have a couple here and there, it is something altogether different to strategically and intentionally have a database full of global partners.    

Global Real Estate Summit NYC Millennial Panel
Want to be more intentional in developing an international book of business?  Here are my 3 takeaways from the Global Real Estate Summit NYC hosted in Times Square by the Hudson Gateaway Association of REALTORS®, Inc. and Staten Island Board of REALTORS®, Inc., where I was given the honor to host the Millennial Panel (thanks for having me back!).

1. Collaborate on Foreign "Turf"

I heard repeatedly at this conference that the "plane ticket is worth it".  Presenter after presenter stated how vital it was to GO and meet people face to face in order to solidify business relationships, even if that means taking a translator.  It is easy to rely on using telecommunications to connect globally but trust is gained more readily in person.

Marsha Collins-Mroz championed her affiliation with FIABCI (the French acronym for The International Real Estate Federation) and National Association of REALTORS® (NAR) Trade Missions, both shaping her referral base and success attracting global business:  
Marsha Collins-Mroz

"Trade missions for me have offered organic growth in partnering through connecting on other's soil. I always like to spend time with a perspective global partner to be sure our values align. These 'global visits' also offer great opportunities to immerse in other cultures, which I find priceless. I am so fortunate to be a first-generation American living in such a diverse city like Chicago where we tend to look for the similarities in our cultures while celebrating the uniqueness of our ethnicity."

I have said it before but you cannot be in a people business (like real estate) and not know people -- being the "lone ranger" will not get you very far locally or internationally.  Ideally, you will want to seek out and meet with those who have connections with prospective investors as you plan your trip to foreign soil.  Vital relationship building appointments should include meeting with wealth managers and financial planners in addition to local real estate agents/brokers to garner future referrals.

2. Have a Command of Global Market Data 
On a local scale, you probably understand that for you to be the go-to real estate professional in your area, you have to understand the market: what is happening with the schools' redistricting, how are interest rates changing, what new companies are relocating to or from your area and the like.  

Paul Boomsma Shared Nuggets about the Global Real Estate Buyer
Paul Boomsma of the Leading Real Estate Companies of the World® demonstrated at the Summit that this same skill transfers to the global market.  Boomsma shared international market data such as top cities for overall global real estate investment, how the affluent consumer's preferences have changed over time, and what the next 3 years will look like for buyers from Asia Pacific, Middle East, North Africa, Europe, and North America. 

Kellee Buhler, an associate Broker of Compass, and Anne Miller, Director of Business Alliances of RE/MAX, reiterated in my conversation with them that what Boomsma shared in his presentation during the Summit are the exact things that a real estate professional hoping to establish an international clientele will have in her slide deck.  And, they both emphasized to me not skimping on maintaining a portfolio of your listings and services that complete your presentation. 

We understand the need for market data to legitimize our local expertise and so it goes with the global market.

3. Ever-Expand Your Professional Status

Knowledge is power and education is the vehicle that gets it to you without the rough and tough road of trial and error (a.k.a. the school of hard knocks).  Yet, many of us are "so over" the seemingly endless array of designations and certifications available (a.k.a. the "alphabet soup").  But if we focus on being educated in the areas of our business that we want proficiency versus just taking classes for the sake of maintaining our C.E. credits, then often the trite nature of certifications and designations dissipates.   

Global Real Estate Summit NYC 2017
Case in point: Susan Merdinger Greenfield, who is the current president of FIABCI USA and a member of the NAR CIPS (Certified International Property Specialist) designation faculty, shared that approximately 80% of her business comes from CIPS.  Hopefully, that gives you a newfound inspiration to level up.

Sound off - I would love to hear from you!  Give me a shout on Facebook, Instagram, YouTube, and Google+ or by visiting LearnWithLee.Realtor.  

Want more of the best practices of our nation's top producers? Grab your copy of the short read, Profit with Your Personality and, the classic, 5-star rated workbook, Plan to Win, to transform their real estate sales game plan.  Here's to your success! #LearnWithLee
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