Published by the CIPS Network of the National Association of REALTORS®
Third Quarter 2009
First France; Now the World
By Carol S. Weinrich
International real estate is all about connections—connections between people, connections between markets and, perhaps most important, making that initial connection between your day-to-day local business operation and the global marketplace. For many real estate professionals, this first connection is the hardest to make.As a CIPS,you may see these correlations more quickly than other practitioners, but the degree to which even CIPS designees actively embrace the opportunities varies.
Branching Out
Kirkor Ajderhanyan,CIPS,who discovered the international side of real estate in CIPS courses in Paris in 2006, immediately made the connection and has been traveling the world ever since. He has established referral networks in such diverse places as Connecticut, London, Kazakhstan, Beijing, and India, in addition to countries immediately surrounding his native France.He’s extended his business network by joining NAR, the Central European Real Estate Associations Network (CEREAN), the European Council of Real Estate Professionals (CEPI); the French chapter of FIABCI, where he is an active board member, and the Fédération Nationale de l’Immobilier (FNAIM), in which he plays many roles in national and local chapters.
Kirkor has done more than focus on his personal business development and referral network, however, taking it upon himself to become a champion of organized international business.As the NAR President’s Liaison to FNAIM, Barbara Schmerzler, CIPS, has this to say:“Kirkor’s enthusiasm and dedication for expanding the international outlook of FNAIM resulted in the formation of its International Committee,where he serves as Vice Chair.”
New Initiatives
From his base in Nice, France, Kirkor has put processes and resources in place to benefit his colleagues and consumers in the region.From experience, he knows the importance of a well-informed consumer, particularly in cross-border transactions.
Because brokers affiliated with the Côte d’Azur chapter of FNAIM frequently do business with Italian brokers from Federazione Italiana Agenti Immobilliari Professionali (FIAIP), Kirkor drew upon the ICREA network to organize the translation of contracts—FNAIM contracts into Italian and FIAIP contracts into French—ensuring they are understood by all parties. “While French law dictates that only the French language version is a viable contract, translations go a long way towards educating consumers,” says Ajderhanyan, “and make for better relationships between brokers. When everyone understands the details better,there is less chance for a transaction to fall through due to misunderstandings.”
Kirkor has worked to bring professionals together from around the world with the objective, in his words,“to know and understand each other, to create partnership opportunities by understanding the specificities and potentials of each of the countries.” Barbara was there last March when, prior to the MIPIM exhibition in Cannes, he organized a meeting of the presidents of the Italian, Belgian and French associations, together with a host of international and regional organization leaders, including those from CEPI, FIABCI, ICREA, CEREAN, and other industry groups. Brokers from France and the European region also attended.
Barbara and Ruth Krinke, CIPS, the NAR Regional Coordinator for Western Europe,
represented NAR at the event,presenting information on NAR and U.S. industry practices, including the importance of an MLS to provide listing information to a
broader audience.“The goodwill and camaraderie established and enjoyed by
all present is a fine indicator of the international business relationships and opportunities produced by such meetings,” says Schmerzler
FNAIM leaders at March gathering of global industry leaders (left to right) Kirkor Ajderhanyan, CIPS; Jérôme Renaud, president of FNAIM Côte d'Azur chapter, and René Pallincourt, president of FNAIM
Kirkor is quick to point out that it was the interest of many who have helped to foster the international business focus of FNAIM, including Barbara, current and past leaders of FNAIM and other national associations and, most certainly, the members of the FNAIM Cote d’Azur chapter, “who bring together their knowledge and experience and show the way on how to succeed in the global real estate arena through international relations.”
Continuing Opportunities
If you were not in Cannes for this event, you’ll have another chance soon. FNAIM’s annual Congress is December 7-8, 2009, in Paris, and Kirkor is organizing an international real estate conference within the national Congress.
“We have to urge real estate professionals worldwide to leave their local comfort and open their hands to the international arena.An effective global marketplace requires that we have an open, clear and regulated real estate strategy, with mutual respect and understanding for real estate professionals worldwide.We have the best tools available today to succeed in this effort. FNAIM,with other leading real estate federations in Europe will be an important catalyst to improve the standards, to regulate our business and to show the best way forward to help our members prosper,” says Ajderhanyan.“We are pleased to have NAR’s support in this effort and, together, to address the challenges of this global real estate market.”
Watch for more information about FNAIM’s International Congress at www.realtor.org/international/events.This is a great opportunity to make and extend your connections.
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