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Published by the CIPS Network of the National Association of REALTORS®
Third Quarter 2003
CIPS: Advanced Players in a Growing Game
By James Ascot, PhD, CIPS, CCIM
Not so very long ago, CIPS was the only game in town—at least the only NAR game that pertained to international real estate. The program was originally created for U.S. REALTORS® who were interested in expanding their markets, but it quickly drew the attention of practitioners from outside the U.S. Before long, the CIPS Network had progressed to its current (and growing) membership of 1,400—approximately 300 of whom live and work outside the U.S.
In the past couple of years, you’ve been hearing a lot about ICREA—the International Consortium of Real Estate Associations—and, more recently, about NAR’s new International REALTOR® Member affiliation, an NAR membership category designed to accommodate members of its bilateral cooperating associations who have an interest in direct affiliation with NAR. The Association is strongly committed to both these initiatives, and as you read in last quarter’s newsletter, I am particularly excited about the opportunity for broader affiliation that has been extended to our counterparts around the globe. That said, it’s worth asking what impact these new programs may have on the CIPS Network.
Let’s look at the International REALTOR® Member opportunity. When NAR began looking for ways to meet the needs of foreign practitioners who wanted to affiliate with NAR directly (or who needed to be an NAR member to earn an NAR designation), it was agreed that to funnel these practitioners into the CIPS Network would be a disservice both to those individuals and to Network members. Practicing real estate in a country outside the U.S. does not make one an international property expert. To combine these member groups would be to risk diluting the value of the CIPS Network membership by altering the expertise and service expected by consumers and industry professionals. So, the NAR membership category was created for those entering the international arena, with a more basic service level and dues structure.
International REALTOR® Members should prove to be excellent candidates for CIPS Network membership. CIPS Network members from outside the U.S. receive much greater value for their membership than they would through the International REALTOR® Member category. When you first joined your national association, I’m guessing the impetus was not to get involved internationally. In fact, in the U.S., I’d venture to say that most of us were unaware that NAR even had an international program. Although this is changing, most U.S. practitioners develop an international interest as their careers evolve. We project that the same evolution will occur within the International REALTOR® Membership ranks. As they become more aware of the role NAR plays in partnership with their national association in a global market, I predict many will choose to enroll in CIPS courses and upgrade their international affiliation to the CIPS Network.
There is also a strong synergy between CIPS and ICREA. Because of NAR’s membership in ICREA, all NAR members have access to the Consortium’s benefits and services. And NAR has an obligation to market these opportunities to all its 900,000 members—not just to those of us in the CIPS Network. Much thought has been given to how this impacts the CIPS Network. I’m here to tell you that ICREA is good for the CIPS Network and good for each of us as international specialists!
First, we have an edge. All constituents of the ICREA member associations can use the ICREA transnational Referral System and will be able to market properties through the Distinctive Properties Advertising Service. But the reality is that international real estate practice will remain a niche specialty. Without a strong understanding of global opportunities and issues, many will not take advantage of these services. Those who do may find themselves needing some international expertise. That’s where we come in. As CIPS designees and candidates, we can position ourselves to respond to this need within our own local areas.
Second, ICREA, through its Transnational Referral System, is helping to spread the concept and practice of referrals to countries where it does not currently exist. Given the growing number of foreign buyers in the U.S. and the thousands of first- and second-generation Americans who own family property in their indigenous lands, widespread adoption of referral standards is a win-win for CIPS Network members—in the U.S. and abroad.
Third, we know of no international property specialist designation other than CIPS that is awarded by an ICREA-member association (NAR). There are CIPS designees in most ICREA-association countries. As plans are made for the ICREA Member Directory to be enhanced and made available to consumers, you can expect that NAR will strongly advocate that CIPS designees be distinguished as international property specialists within the larger group.
ICREA provides exposure for the CIPS Network and gives us the opportunity to market our services, benefits and membership worldwide. Membership expansion is important to our future. It broadens our visibility and our networking and business development opportunities. Like any group of organized professionals, our strength is in our depth and our breadth. ICREA provides us opportunities for continued growth in numbers and in our areas of specialization around the globe.
As a CIPS Network member, you will continue to receive value and benefit above and beyond general association members, even as NAR pursues international initiatives for all its members through ICREA, and opens its doors to international affiliates in ways other than through the CIPS Network. These activities support the objectives of the CIPS Network and provide marketing and expansion opportunities for us all.
As an individual, you can benefit by connecting with these international initiatives, and positioning yourself in your market as being one step ahead of the game. We are the leaders and groundbreakers within a widening and growing industry specialty. Use this to your advantage. Proudly market your CIPS affiliation. Seek out CIPS Network members in other countries for referrals and business interests. Spread the CIPS word and encourage others to pursue the education and business opportunities that CIPS provides. We may not be the only game in town anymore, but we’re the advanced players—the first string, so to speak—and we stand only to gain as the playing field enlarges.
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