The International Consortium of Real Estate Associations

1. The International Consortium ofReal Estate Associations Customize the first slide with your info Transnational Referral Certification Course Presented By: Deborah Boza-Valledor CIPS,CRB,CRS,GRI,TRC,AHWD 1

2. Welcome Customize the welcome slide with your contact info and Manual info (n/a) Show screen shot/internet The full 114 page Manual is available to download : www.DeborahValledor.com “International Resources” Contact Me: Deborah@DeborahValledor.com Text Me: 305-439-4667 2

3. Course Goal • Gain the skills and knowledge of procedures needed to make effective use of the Transnational Referral System • Integrate international referrals into business planning 3

4. You Will Learn How To • Integrate international referrals into business planning • Tap into the benefits of international referrals and the Transnational Referral System • Research business practices, etiquette, and regulations • Contact and respond to referral partners • Request and offer referral compensation • Create a network of contacts in key markets 4

5. The TRC • Demonstrates knowledge of the Transnational Referral System and adherence to Principles of conduct in business dealings • Provides a listing in the online database searchable by consumers and the industry 5

6. 3 Steps to Earning the TRC • Complete the TRC Course • Pay the US$99 registration fee • Membership in an ICREA association 6

7. Why Get Certified? • Distinguish yourself among 2 million real estate professionals worldwide • Increase your income potential • Market yourself worldwide as “TRC” • Be part of a searchable database of certified professionals at WorldProperties.com 7

8. 1. The World of ICREA 8

9. Application • Services, tools, resources, professional certification, and organizational support provided by ICREA are available to every member of the real estate organizations that comprise it. Explain ICREA & website 9

10. Ask Yourself • How can I tap into the resources and services of ICREA for the my own benefit and for my agents, and colleagues? 10

11. ICREA Organizations’ Commitment • Maintain ICREA-linked Web site • Comply with technical standards • Maintain a code of ethics • Keep membership info up to date • Share operating costs 11

12. ICREA Value • Global industry news • Real property advertising system • Standards for business conduct and data transfer • Advocacy for private property rights • Networking and referral tools • Transnational Referral System 12

13. Are You a Member of ICREA? • If you belong to a Consortium member association you are an ICREA member • If your association has signed the Transnational Referral Protocol, you can participate in the referral system 13

14. Referral System Participants Keep this slide updated 14

15. WorldProperties.Com 15

16. Do the Math Replaced slide #16 • Property Sales Price: $600,000 USD • $13,500 USD Commission to Receiving Agent (3% commission less referral of 25%) • $4,500 USD Referral Fee to Referring Agent (25% of commission) Illustration Only. Not indicative of actual commissions or fees. 16

17. 2. Getting Started 17

18. Application • Under Find a Professional, The TRC Directory is the first search offered to WorldProperties.com Web site visitors • Listing in the TRC directory is automatic for those who complete the course and pay the registration fee • Self-register to enhance your White Pages Listing • You need to be listed in both directories 18

19. Ask Yourself • Can referral partners, buyers, and sellers from other countries find me? • Have I taken advantage of ICREA’s free Member Directory White Pages registration? • Have I added a photo and logo to my profile? • Do I want first-search prominence as a Transnational Referral Certified professional? 19

20. Two Databases • Transnational Referral Certified – viewable by consumers • Complete the TRC course and pay the course fee, your name will appear in this database about 4 weeks after course provider submits roster • ICREA Member Directory White Pages –viewable only by other ICREA members • Enhance your own listing • Photos and company logos appear on these profiles 20

21. WorldProperties.com Registration • Important step to participating in the Transnational Referral System • Informs other real estate professionals that you are willing to accept and make referrals • FREE • Can be enhanced with photo & logo 21

22. Locate Your Member ID • U.S. Members • 9-digit NRDS# is your Member ID • Members outside of the U.S. • Your Member ID is assigned by your association • Request registration info by e-mail • Return to the Member Log-in screen and complete the registration process Explain how to locate # For both NAR Members & International students 22

23. Step 1 1.Go to www.WorldProperties.com.and select Member Center 23

24. Step 2 2. Select “New Users, register here” 24

25. Step 3 3.Select your association from the pull down menu and enter your member ID. Members select “I don’t know my Member ID” 25

26. Member ID Click here to receive information on how to obtain a member ID by e-mail. 26

27. Step 4 4. Verify or edit the Member Profile information. To change information, select Edit. If everything is correct, select Go. 27

28. Step 5 5. Select a password. Enter your e-mail address to use as a user name. 28

29. Step 6 6.When your registration is complete, log back in and select “Manage Profile.” 30

30. Edit Member Profile Edit your Member Profile to keep information up to date. Be sure to indicate professional designations, specialties, and languages. When all of the information is correct, select Next. 29

31. Add a Photo Add your logo here. Select the logo box. Browse to your logo on your computer’s hard drive. 31

32. Member Directory Search Other real estate professionals can search the ICREA member directory by company, name, location, specialty, and languages spoken. 32

33. Reset the Password Go to screen shots Demonstrate with YOUR Profile Page See my example box Need a new password? Go to “Manage Profile” and select “Change Your Login Password.” Enter your user name and old password, then choose a new password. EXAMPLE 34

34. Technical Support Need Help? Forgot your password? Send an e-mail to service@worldproperties.com. 33

35. Your Office Policy This is a discussion page Also test Q8 • Are referrals accepted or made? • Participation in a referral network? • Referral fees paid – how much and when? • Expenses covered by a referral fee? • Assignments to agents within the firm? • Communications schedule and courtesies? • Languages in which business is conducted? 35

36. 3. Transnational Referral System 36

37. Application • You can offer clients and customers global real estate services using standardized procedures. • The Transnational Referral System addresses two fundamental concerns of international referrals: finding a qualified referral partner and; receiving compensation. 37

38. Ask Yourself Discussion Slide • How can I tap into the benefits of the Transnational Referral System for my clients, customers, and myself? • How can I use the System and the professional certification to distinguish myself in my local market? • How much could my business grow? 38

39. Definitions International Agents: Very important to review definitions • Referring Agent: finds an agent in another country to represent a client or customer, receives a referral fee • Receiving Agent: contacted by the referring agent , pays a referral fee • Client: fiduciary and legal duty • Customer: non-agency relationship 39

40. The Virtual Handshake • Exists and functions exclusively on the Internet • Is a legal agreement between firm principals/agents • Overcomes two common challenges • Finding a professional • Assuring compensation 40

41. Global Real Estate Market Benefits • Connections for real estate markets and 2 million+ real estate professionals • Info on countries’ business practices • Standardized referral procedures • Support, communication, and networking • Worldwide property marketing 41

42. Principles of Conduct • Protect your client’s interest and be honest with all • Keep client information confidential • Disclose and fulfill agency, legal, and fiduciary relationship • Respect your fellow professionals. • Use the dispute resolution systems for resolving conflicts • No misrepresentation • Disclose personal interests and avoid side deals. • Provide professional service to all clients and customers. • Be knowledgeable and competent your fields of practice. • Comply with your national code of conduct 42

43. Benefits for Buyers and Sellers • Contact with competent real estate professionals • Referring agent can monitor the transaction, continue as trusted real estate advisor • Assurance of professional handling • Help in understanding the global market 43

44. Benefits for the Real Estate Professional • Maintaining and enhancing client relationships • Network of contacts • Access to international markets • Market distinction • Compensation 44

45. Relationship Building • Smoothes the way for clients and affirms your ability to extend a level of good customer service world-wide • Relationship and loyalty can continue and lead to future referrals Use example from your own experience – ie: Dr. Carmelo Perez Sanchez 45

46. Look for Transnational Referral Certified • When initiating international referrals, search the Transnational Referral Certified database first: www.WorldProperties.com “Find a Professional” Example 46

47. Market Distinction • Competitive edge, even in your local market • Distinguish yourself as a member of an international network • Today’s local real estate deal could lead to a future international referral Give examples how to use TRC in marketing 47

48. Co-Brokerage vs. Referral • Co-brokerage is an ongoing partnership between the agents for the client’s future business • Difficult to monitor, expectation of client “ownership” can lead to misunderstanding • Referral is a one-time deal with terms and fees negotiated for each transaction Very Important w/ International attendees 48

49. Compensation Explain commission pool Refer to Pg. 32 Show screen shot/internet Country Info - Remuneration • New business and commission income without prospecting • More revenue for agents and firms • Set realistic expectations • Agree on value of the business • Commission “pool” may be small Example 49

50. Customer Service First • Focus on the transaction and the client, not the potential income • Emphasize good service to the client and building a good relationship with the other agent, a successful transaction will result Emphasize CSF 50