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In response to the globalization of real estate and the number of outbound trade missions to the National Association of Realtors® (NAR) Cooperating Associations and potential for inbound visits, the International Networks Advisory Group introduced a draft of trade mission protocols, guidelines, and resources for discussion at NAR's mid-year meeting in Washington, DC.

The well-attended session included representatives from new cooperating associations and Ambassador associations as well as NAR members who are active in international real estate, many of whom have earned the designation, Certified International Property Specialists (CIPS).

The advisory group, chaired by Paul Byron and John M. Stone with assistance from Carol Weinrich, Managing Director, International Operations, NAR, explained that the information was assembled with input from the foreign cooperating associations, the U.S. ambassador associations, and the liaisons/regional coordinators. Building on the experience of previous trade missions, they created four sections:

1. Description of general roles for various REALTOR® organization constituents as they relate to trade missions,
2. A set of suggested protocols pertaining to REALTOR® organization trade missions,
3. High level guidelines for planning and implementing an organizational trade mission
4. A list of Internet-based resources for associations to use in developing a trade mission.

The suggested protocols, which the International Networks Advisory Group emphasized are not cast in concrete, but rather recommendations based on past experience and input they gathered, include:

• Prior to finalizing destination or travel dates, the outbound group should communicate with prospective host organization to evaluate willingness of host group to participate. Inquire specifically as to the available resources and desirability of the timing of trip and the appropriate size and make-up of the group.
• The outbound group should provide, in writing, a list of general expectations for the trip and invite the host association to respond to each as to their ability to assist and also to note any additional or differing expectations the host organization may have. A set of objectives/expectations should be agreed upon by both groups before proceeding.
• The outbound group should advise other key constituents of plans for the trade mission, including the President's Liaisons, the Ambassador Association (when the outbound group is not the Ambassador Association), and NAR International. President's Liaisons should be invited to join the trade mission, at their own expense, if they choose. NAR also should be invited to schedule key leadership activities and/or education program in conjunction with the event, assuming there are no obvious conflicts in doing so.
• Outbound associations scheduling trade missions should include the President's Liaison in the communication process from the beginning, and may want to have this individual make the initial contact, particularly if a US association planning the trade mission is not the NAR-appointed Ambassador Association. In the case where the traveling association is not the Ambassador Association, this group should advise the Ambassador Association of their interests/intent and be responsive to advice given regarding timing and focus of the mission.
• Outbound associations should not assume that the host organization is prepared or able to handle trip logistics. Inquire as to the suggestion of a local tour operator that may be hired by the traveling organization to handle local hotel and transport arrangements.
• Host associations should be allowed to initiate contact with local government, chambers, etc. on behalf of the outbound organization, if they wish, even if the visiting group has direct contacts. If the outbound group has interest and/or opportunity to work with a group other than the NAR bilateral partner, this should be discussed between the two groups to avoid embarrassment or disappointment. (An example of such a case might be if the outbound group is interested in property management, but the host country group does not focus on that business specialty. The group may be able to recommend and/or provide introductions to a more appropriate group.)
• The formalizing of alliances between associations, outside those appointments made by NAR, are not encouraged. NAR strongly encourages the development of relationships and member-to-member business development activities, but discourages signing of formal agreements between groups. Cooperating Associations have indicated that such additional agreements add unnecessary administrative burdens, and do little to support the business development opportunities between members. Additionally, NAR encourages US Ambassador Associations to remain focused on their appointed Cooperating Associations, working to build those relationships to a level where the member-to-member contact occurs easily and with minimal organization involvement before seeking to initiate new relationships.
• Upon return from a trade mission, US associations should report to NAR, the President's Liaison and the Ambassador Association any matters of concern that arose regarding the Cooperating Association's relationship with NAR. All outbound groups are invited to provide to NAR reports or documentation of the trip for promotional and clearinghouse purposes

The "Guidelines for Planning, Implementing and Evaluating a Trade Mission" on the site is a comprehensive "to do" list for any group planning a trade mission. It is chock full of tips for planning for better results. The list of resources is also comprehensive, providing links to NAR, real estate specific and government site, travel resources, international business affairs, trade information and international sites for Asia, Europe, and Latin America.

Pat Rioux

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