A WARM WELCOME TO ALL PARTICIPANTSfrom

The Malaysian Institute of Estate Agents(MIEA)

www.miea.com.my

SPEAKER: ALEX j GOMEZBoard Member – Board of Valuers, Appraisers & Estate Agents Malaysia

MIEA Councillor – Chairman of the Education & Training Committee

THE MALAYSIAN INSTITUTE OF ESTATE AGENTS PROUDLY BRINGS

YOU THE MUCH ACCLAIMED “CERTIFIED INTERNATIONAL

PROPERTY SPECIALIST” COURSE

FOR THE 1ST TIME IN MALAYSIA.

WHO IS A CIPSThe Certified International Property Specialist provides specialized services to real estate professionals-—both domestic and international—who are interested or involved in the international real estate arena. Buyers and Sellers involved with international real estate transactions are encouraged to work with a REALTOR® who is a member of NAR's CIPS Network and has earned the prestigious CIPS professional designation.

The CIPS designation is the educational foundation of the Network. CIPS designees have successfully completed an intensive five-day program of study focusing on critical aspects of transnational transactions and also have proven hands-on experience in international real estate transactions.

CIPS course in Dubai

WHAT ARE THE COURSE GOALS

Course Learning Goal The goals of the CIPS course are to provide: Knowledge of the European/American/Asian real estate marketplace Methods for researching, analyzing, and applying market information Skills for facilitating real estate transactions in the various markets Recommendations for building key contacts in real estate organizations, commerce, and government

Learning Objectives

Review key concepts for calculating relative values of currency and property Identify the social, political, and geographical characteristics of the various countries Recognize how formation and development of the EU impacts member countries economically and culturally Develop market intelligence by researching factors that shape European/the Americas/Asian real estate markets and assessing business opportunities Develop a network of key contacts in real estate, business, and government in order to reach clients and customers and complete property transactions Gain ideas on methods for promoting markets, properties, and services

Lessons from the Case Studies

What can I do right away to develop international real estate business? What can I do tomorrow? Next week? In the near future? How do I get started in international real estate if I can’t afford to travel to other countries? What is the value of studying international real estate and earning the CIPS designation if my market is local? How can I transfer what I’ve learned in the classroom to daily business?

We put these questions to some members of the CIPS Network. They responded with insider tips and practical advice you can implement today. The following stories are the voice of experience—from beginners to veterans. Are you wondering if involvement in international real estate is right for you? The real estate professionals whose stories follow are experiencing the global market at home and abroad. They can attest that international real estate begins with your mind-set and at the front door of your office. When you are working toward the CIPS designation, these case studies offer ideas you can use and role models for success. The adventure is just beginning!

Sell Locally, Think Globally I think a lot of times REALTORS® get the impression that “I don’t want to list property in Timbuktu, so why should I take this class?” The point that they are missing is that international real estate is in their back yards. Jacqui Jeffress, CIPS, CRS, GRI, TRC

Testimonials

“The global market is everywhere. As clients become more global, it becomes more important to have the education, contacts, and connections to assist them”.

“There is no such thing as a buyers’ market or a sellers’ market, there is only an agents’ market. The agent who continues to prepare for change will continue to succeed in the quickly changing world of real estate”. Harold Bagwell, CIPS

You have to be an outgoing person and have the ability to communicate with strangers in order to build relationships. But the key to success is really in the follow-up . Debra Allen, ABR, CIPS

Land in California, a seller in the Philippines, a buyer in India and a deal closed in Hong Kong. Going global can be financially rewarding and lots of fun too. Leon Katz. CIPS

Sometimes people think getting involved in international real estate means you have to speak another language or it is intimidating. And it isn’t. There is no need to speak a foreign language, just come and learn how to step outside of the box and try something new. Think globally and think international. It’s the new way to be and it’s the way of the future

Testimonials

IMF Rankings

• Transition to capitalism: Vietnam• Low to middle income: India, Indonesia, Philippines,

Thailand• Upper middle income: Malaysia• High income: Australia, Hong Kong, Korea, Singapore,

New Zealand, Taiwan• Developing: China, India, Indonesia, Malaysia,

Philippines, Thailand, Vietnam

Page 27

Regional Leaders

China• GDP growth above 9%• Investment in industrialized

countries and emerging markets

• Holds $700B U.S. Securities • Import parts for assembly

and re-export

Japan• Dominant international

investor• Primary customer for

regional economies• Favor hotel and resort

property investments• Push exports, suppress

imports

Page 27

Bangladesh

Egypt

Indonesia

Pakistan Nigeria

Mexico

S. Korea

Turkey Vietnam

Iran

Philippines

The Next Eleven

Page 28

What You Need to Know

• Sustained growth = strong economies• Individuals and corporations favor real

property• Economic cycles impact real estate• Currency values influence capital flow• Government policies impact financing• Geopolitical events impact real estate

Page 46-47

Network Building

• Gain access to target markets• Maintain current market awareness• Reach prospective clients & referral partners• Inform others about local investment

opportunities• Publicize services through the various media• Use social Media especially CIPS Facebook,

etc.Page 49

WHY DO YOU NEED IT?• You need it to leverage yourself and your company• You owe it to yourself to be internationally

acclaimed (no jaguh kampong)• You want to be an EAGLE and claim an award from

the MIEA Annual Dinner and Awards Night.• The designation adds VALUE to you and your

company come liberalization (Foreigners will want you)• You want to earn not only in RM but in

USD/Euro/AUSD/YEN/Peso, etc.

Why do you need the CIPS Designation?International real estate opportunities are everywhere. New people move to Malaysia from other countries every day and foreign-born individuals residing in Malaysia move to new markets. Malaysians in your current market invest in property overseas. No matter which international audience you cater to, the Certified International Property Specialist (CIPS) Designation will provide you with the knowledge, research, network and tools to globalize your business.

To Plug into the CIPS Network

By earning your CIPS Designation, you will gain access to the CIPS Network. This members-only group is specifically for international practitioners of the National Association of REALTORS® and its co-operating Organizations like MIEA. Comprised of over 2,300 real estate professionals specializing in all types of real estate, the CIPS Network provides a 360° view of the global market. In any type of international real estate transaction, members are the Real Estate Consumers' best and most trusted resource for navigating the international market.

To give YOU and your COMPANY a global edge! You all need that edge, taking into account the CHALLENGES with the impending market LIBERALIZATION in Malaysia, ASEAN and the world at large. Get into the CIPS Network before 2015 to have your connections ‘set in stone’. It has been widely said that CIPS designees earn much more than those without the designation. You and your company will then truly embody the future of National and International Real Estate. You can then employ specialists to work with you from any COUNTRY come 2015 or sooner!

COURSE MODULESA TOTAL OF 5 MODULES WILL BE

TAUGHT WITH A VERY INTERACTIVE, GROUP DISCUSSION CLASSROOM

STYLE FOR A THOROUGH UNDERSTANDING ON HOW TO

CONDUCT INTERNATIONAL REAL ESTATE MARKETING

MODULE 1

GLOBAL REAL ESTATE: LOCAL MARKETSThis introductory course gives you an overview of the international business environment, including capital flow, currencies, government regulations and cultures. Topics such as international brokerage, networking, marketing and selling will also be discussed.

Slide 4-26

Adapting your core real estate skills

Presenting your value proposition

Using internet tools to build relationships and prospect

Qualifying and serving foreign clients and customers

In This Chapter

Page 68

Use this information to adapt your real estate skills, gain confidence to serve an international clientele, and qualify prospects.

Module 2Global Real Estate: Transaction Tools

This course provides you with the tools needed to present investment information to international clients in their currency and area. You will learn how to measure investment performance, prepare financial projections, and understand the effects of taxes and exchange rates on investment.

Slide 1-28

Networking

Business and real estate organizations

Real estate events and expositions

International organizations

International events

Page 16

Module 3Asia/Pacific and International Real Estate

This course addresses real estate practices in Asia and the Pacific with emphasis on cultural influences, economic trends and assessment of investment opportunities.

Australia China Hong Kong India Indonesia

Japan South Korea Malaysia New Zealand Philippines

Singapore Taiwan Thailand Vietnam

Religions & Beliefs

Social ValuesIndividual versus

Group

Networking and

Relationships

Family Loyalty

Religion

Page 60

• Taoism• Confucianism

• Buddhism• Hinduism

• Islam• Shinto

• Sikhism• Feng shui

• Numerology

Religions and Beliefs

Numerology

• Good Luck– Double digits– 5, 3, and 8

• Bad Luck– Single digits– 4 signifies death

• Odd numbers are male, even numbers are female– 13 is even, 1+3 = 4

Page 63

Four Principles of Shinto

Family

Cleanliness

Respect for Nature

Honor for the spirits

Page 69

Module 4Europe and International Real Estate

Chapter 3: Market Dynamics A. Demographics B. Immigration a Solution? C. Employment D. Europe 2020 E. Real Estate Trends—Residential F. 8 Market Projections to Monitor G. Real Estate Trends—Commercial H. 12 Reasons Why You Need to Know I. Building Your European Real Estate Business Network J. European Real Estate Expositions and Events

Europe & International Real Estate Slide4-35

Cultural Heritage & Real Estate

Social cohesion Enhanced property values and

wealth Town planning & building

standards Continuation of specialized

building skills Preservation of historic

structures

Module 5The Americas & International Real Estate

The Americas introduces participants to the unique dimensions of international practice in North, Central and South America. The course is designed to introduce:

• Social, Economic, political and geographical characteristics of major American countries.

• Laws and real estate practices in major American markets.

• Procedures to evaluate American investment patterns, investor profiles and opportunistic real estate activity.

• Methods to develop a business network that will enhance international practice with American clients and/or properties

• Techniques to promote properties, markets and professional services.

37

• Add value and increase competitive edge

• Advise outbound clients and customers on market

• Work with inbound foreign clients and customers, not

impeding the relationship

• Establish a network of trusted professionals

Knowledge Creates Opportunities

HOW TO GET IT

By Attending the Course in Petaling Jaya

• There are requirements. You have to sit for this course and pass an examination at the end of each day. Objective questions.

• There is strict criteria • (pdf format) to qualify

Exams at end of each Day

• Passing mark at 80. They have assured me that all will pass. Please concentrate and you will definitely pass. Your ultimate objective for the day should be to pass each day’s exam and aim for the CIPS designation for more and better rewards.

WHEN IS ITTO COMMENCE FROM THE 5TH OF

DECEMBER TO THE 9TH OF DECEMBER 2011.

FROM 8.00AM TO 5.30PM DAILYWITH ONE LUNCH BREAK AND TWO

TEA BREAKS.

WHERE IS IT CONDUCTED• Venue: Tropicana Golf &

Country Resort, Jalan Kelab Tropicana, 47410 Petaling Jaya Selangor Darul Ehsan.

• Tel: +603-7804 8888• Fax: + 603- 7804 3688• Website: tropicanagolf.com

WE WANT YOU TO BE A CIPS DESIGNEE!

Alex j Gomez REA, DIMM, CRS, CIPS

Thank you &

Best Wishes from MIEA