Connecting Global Business Opportunities Successfully Through Cross Border Referrals

Transcription

1 Connecting Global Business Opportunities Successfully Through Cross Border Referrals CHRIS DIETZ Executive Vice President, Global Operations Leading Real Estate Companies of the World London/UK

2 AGENDA INTRODUCTION GLOBAL ECONOMY FAST FACTS BEST PRACTISES INTERCULTURAL COMMUNICATION Q&A

3 INTRODUCTION WHO WE ARE Global Headquarters 161 N. Clark Street 12 th floor Chicago, IL USA APAC Office 1 Raffles Place Level 24 Tower 1 Singapore Singapore EMEA Office Trafalgar Square 1 Northumberland Av. London, WC2N 5BW United Kingdom

4 INTRODUCTION 2016 LeadingRE Referral Statistics 40, % 122 $4B USD LEADS AND REFERRALS GENERATED CONVERSION RATE ON CLOSED TRANSACTIONS COUNTRIES WITH PLACED CROSS BORDER REFERRALS IN SALES GENERATED FROM REFERRALS

5 INTRODUCTION NEARLY BILLION IN SALES IN 2016 TRANSACTIONS ANNUALLY MARKET LEADERS IN OVER WORLD CAPITALS ANNUAL INCREASES IN CROSS BORDER TRANSACTIONS CLIENT INTRODUCTIONS MADE DAILY WORLDWIDE

6 INTRODUCTION

7 INTRODUCTION LeadingRE History Roots back to Reliance Relocation Services, Inc. established Owned by 35 shareholders Management team and staff of dramatic accelerated global growth

8 INTRODUCTION

9 INTRODUCTION VIDEO

10 AGENDA INTRODUCTION Global Economy Fast Facts BEST PRACTISES INTERCULTURAL COMMUNICATION Q&A

11 GLOBAL ECONOMY FAST FACTS GDP Growth by Region 1.9% 2.2% EAST ASIA SOUTHEAST ASIA NORTH AMERICA EUROPE 4.9% 5.2%

12 U.S.A. ASEAN CHINA INDIA EUROPE CAPITAL FLOW Foreign Direct Investment 2016 Inflows (in billion USD)

13 GLOBAL ECONOMY FAST FACTS 2016 Top Cities for Global Real Estate Investment (by region) EUROPE EAST ASIA SE ASIA/PACIFIC NORTH AMERICA New York (1) Los Angeles (4) San Francisco (9) London (2) Paris (3) Amsterdam (5) Hong Kong (8) Shanghai (10) Tokyo (15) Sydney (6) Singapore (12) Melbourne (14)

14 GLOBAL ECONOMY FAST FACTS 2016 Foreign Investment Trends MALAYSIA After some sluggish years, foreign real estate investment is predicted to increase with MYR appreciation VIETNAM FDI into the real estate sector grew 12% due to strong macro fundamentals and higher initial yields. ThAILAND One of the most reliable growth markets with luxury buyers coming from Hong Kong, Singapore & Taiwan INDONESIA With a steadying market & low prices, foreign residential property investment is at its highest point since PHILIPPINES Strong end-user demand from the BPO sector is driving healthy and steady foreign investment growth.

15 GLOBAL ECONOMY FAST FACTS 2016 Foreign Investment Trends SINGAPORE Foreign property investment equaled nearly $9B, attracting buyers from Qatar, Malaysia and China CAMBODIA Foreign investment in Cambodia has risen by 800% over the past decade and has remained fairly steady the last five years. BRUNEI Restrictions forbid foreigners from owning land, causing little to no FDI in real estate. MYANMAR Foreign investment declined due to political uncertainty. New investment laws are expected to spur interest. LAOS Specific Economic Zones have attracted luxury buyers from China, Korea, Vietnam and the West.

16 GLOBAL ECONOMY FAST FACTS DR. MARCI ROSSELL, CHIEF ECONOMIST, LEADINGRE

17 AGENDA INTRODUCTION GLOBAL ECONOMY FAST FACTS BEST PRACTICES INTERCULTURAL COMMUNICATION Q&A

18 BEST PRACTICES

19 BEST PRACTICES What is a Cross Border Referral? 1. Real estate need 2. Referring side needs destination agent 3. Referral fee expected!

20 BEST PRACTICES Cross Border Referral Team

21 BEST PRACTICES Cross Border Referral Team

22 BEST PRACTICES Sourcing a Cross Border Referral

23 BEST PRACTICES

24 BEST PRACTICES Outgoing Incoming Pre-qualify Research Monitor Communication Legal Comp & Contract Responsibility Client Contact Reporting

25 AGENDA INTRODUCTION GLOBAL ECONOMY FAST FACTS BEST PRACTICES INTERCULTURAL COMMUNICATION Q&A

26 INTERCULTURAL COMMUNICATION English (or Singlish or Spanglish) Means of communication Communication style Communication across cultures

27 SUMMARY Global business opportunities means Cross Border Referrals ASEAN growth of middle class & China CBR means repeat or reciprocal business Cultural competence is key

28 INFORMATION AVAILABLE

29 QUESTIONS?