The 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. Contact the Malaysian Institute of Estate Agents for More Information at: http://www.miea.com.my Tel: +603-7804 8888 Fax: + 603- 7804 3688

1. A WARM WELCOME TO ALL
PARTICIPANTS
from
The Malaysian Institute of Estate
Agents
(MIEA)
www.miea.com.my
SPEAKER: ALEX j GOMEZ
Board Member – Board of Valuers, Appraisers & Estate Agents Malaysia
MIEA Councillor – Chairman of the Education & Training Committee

2. THE MALAYSIAN INSTITUTE OF
ESTATE AGENTS PROUDLY BRINGS
YOU THE MUCH ACCLAIMED
“CERTIFIED INTERNATIONAL
PROPERTY SPECIALIST”
COURSE
FOR THE 1ST TIME IN MALAYSIA.

3. WHO IS A CIPS
The 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.

4. CIPS course in Dubai

5. 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

6. 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

7. 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?

8. 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!

9. Testimonials
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

10. “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

12. 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

13. Testimonials
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

14. 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

16. Regional Leaders
China Japan
• GDP growth above 9% • Dominant international
• Investment in industrialized investor
countries and emerging • Primary customer for
markets regional economies
• Holds $700B U.S. Securities • Favor hotel and resort
• Import parts for assembly property investments
and re-export • Push exports, suppress
imports
Page 27

17. The Next Eleven
Bangladesh Turkey Vietnam
Egypt S. Korea Iran
Indonesia Mexico Philippines
Pakistan Nigeria
Page 28

18. 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

19. 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

20. 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.

21. 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.

22. 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.

23. 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!

24. COURSE MODULES
A 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

25. MODULE 1
GLOBAL REAL ESTATE: LOCAL MARKETS
This 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.

26. In This Chapter
 Adapting your core real Use this information
estate skills
to adapt your real
 Presenting your value
proposition estate skills, gain
 Using internet tools to confidence to serve
build relationships and an international
prospect clientele, and
 Qualifying and serving qualify prospects.
foreign clients and
customers
Slide 4-26
Page 68

27. Module 2
Global 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.

28. Networking
 Business and real estate
organizations
 Real estate events and
expositions
 International organizations
 International events
Slide 1-28
Page 16

29. Module 3
Asia/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 Japan Singapore
China South Korea Taiwan
Hong Kong Malaysia Thailand
India New Zealand Vietnam
Indonesia Philippines

30. Religions & Beliefs
Individual
Social Values versus
Group
Religion
Networking
and Family Loyalty
Relationships Page 60

31. Religions and Beliefs
• Taoism
• Confucianism
• Buddhism
• Hinduism
• Islam
• Shinto
• Sikhism
• Feng shui
• Numerology

32. 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

33. Four Principles of Shinto
Family
Honor Respect
for the for Nature
spirits
Cleanliness
Page 69

34. Module 4
Europe 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

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
Europe & International Real Estate Slide4-35

36. Module 5
The 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. Knowledge Creates Opportunities
• 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
37

38. HOW TO GET IT
By Attending the Course in Petaling Jaya
Exams at end of each Day
• There are requirements. • Passing mark at 80. They
You have to sit for this have assured me that all will
course and pass an pass. Please concentrate
examination at the end of and you will definitely pass.
each day. Objective Your ultimate objective for
questions. the day should be to pass
• There is strict criteria each day’s exam and aim
• (pdf format) to qualify for the CIPS designation for
more and better rewards.

39. WHEN IS IT
TO COMMENCE FROM THE 5TH OF
DECEMBER TO THE 9TH OF
DECEMBER 2011.
FROM 8.00AM TO 5.30PM DAILY
WITH ONE LUNCH BREAK AND TWO
TEA BREAKS.

40. 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

43. WE WANT YOU TO BE A CIPS
DESIGNEE!
Alex j Gomez REA, DIMM, CRS, CIPS
Thank you
&
Best Wishes from MIEA