2015 Profile of International Home Buyers in Miami Association of REALTORS Business Areas

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1 2015 Profile of International Home Buyers in Miami Association of REALTORS Business Areas Prepared for the Miami Association of REALTORS by the Research Division of the National Association of REALTORS Lawrence Yun, Senior Vice-President and Chief Economist Danielle Hale, Managing Director, Housing Research Gay Cororaton, Research Economist January 2016 This Report may be cited with the proper attribution Miami Association of REALTORS and National Association of REALTORS

2 About the 2015 Survey Survey is a continuing collaboration between NAR Research and the Miami REALTORS. Provides information on sales of real estate to foreigners by Miami REALTORS members during September August Survey was conducted from September 28 November 2, Received 1,913 responses.

3 Highlights of the 2015 Survey Foreign buyers purchased approximately 10,600 properties worth $6.1 billion. International sales (units) account for 22 percent of members closed sales. International sales account for 36 percent of members dollar volume of residential sales. Venezuela, Brazil, Argentina, Colombia, and Canada are top buyers, accounting for 62 percent of international sales (units).

4 Highlights of the 2015 Survey Foreign buyers paid $590,000 on the average compared to $258,000 among all Florida residential buyers. Foreign buyers mostly made all-cash transactions (75 percent), intended to use the property for rental and/or vacation use (71 percent), located in a central/urban area (61 percent), and preferred condominium properties (52 percent).

5 Highlights of the 2015 Survey Security and profitability were the major reasons for purchasing property in the Miami REALTORS business areas. Cost and could not find a property were the primary reasons why the international customer did not purchase property. About 72 percent cited personal contacts as the major source of obtaining customers.

6 Highlights of the 2015 Survey About 74 percent of members worked with an international client (70 percent in 2014) About one in three international customers or 33 percent purchased a property ( 60 percent in 2014) About 11 percent of members have been in the business for less than one year (28 percent in 2014)

7 SIZE OF THE INTERNATIONAL MARKET OF MIAMI REALTORS MEMBERS

8 Dollar Volume of International Sales of Members: $6.1 Billion or 36 Percent of Residential Dollar Sales* In Billion Dollars Palm Beach; $0.16; 2.7% Martin County; $0.03; 0.5% Broward, $1.10; 18.0% Miami-Dade; $4.82; 78.9% Source: National Association of REALTORS *Based on estimate of transactions closed by Miami REALTORS members

9 Total International Sales of Members: 10,600 Properties or 22 Percent of Residential Closed Sales* Palm Beach; 418 ; 3.9% Martin County; 47 ; 0.4% Broward, 2,692, 25.2% Miami-Dade; 7,521 ; 70.4% Source: National Association of REALTORS *Based on estimate of transactions closed by Miami REALTORS members

10 ORIGIN AND DESTINATION OF FOREIGN BUYERS

11 Top Tier Countries of International Buyers of Miami REALTORS Members in 2015 Survey 13% 12% 10% 10% 7% 5% 4% 4% Venezuela Brazil Argentina Colombia Canada Mexico France Italy

12 Top Tier Countries of International Buyers of Miami REALTORS Members 18% 16% 14% 12% 10% 8% 6% 4% 2% 0% Venezuela Brazil Argentina Colombia Canada Mexico France Italy % 11% 11% 8% 10% 5% 5% 4% % 12% 13% 8% 9% 4% 4% 3% % 11% 11% 8% 8% 4% 5% 4% % 11% 12% 8% 7% 4% 5% 3% % 12% 10% 10% 7% 5% 4% 4%

13 Next Tier Countries of International Buyers of Miami REALTORS Members 4.0% 3.5% 3.0% 2.5% 2.0% 1.5% 1.0% 0.5% 0.0% Ecuador Spain Russia Dominican Republic Chile China, People's Republic United Kingdom % 4% 2% 3% 2% 1% 3% 3% % 3% 2% 3% 2% 1% 1% 3% % 3% 3% 3% 2% 2% 2% 3% % 3% 2% 2% 2% 2% 2% 3% % 3% 3% 3% 2% 2% 2% 2% Peru

14 Miami-Dade: Top Countries of Origin of Clients 30% Top Tier Countries of Origin of All International Clients of REALTORS Who Identified Miami-Dade County as Main Business Area 25% 20% 15% 10% 5% 0% Venezuela Brazil Argentina Colombia Italy Mexico Canada Ecuador France Dominican Republic % 12% 13% 7% 4% 4% 5% 3% 6% 3% % 13% 12% 8% 4% 4% 3% 3% 3% 3%

15 Broward: Top Countries of Origin of Clients 18% 16% 14% 12% 10% 8% 6% 4% 2% 0% Top Tier Countries of Origin of All International Clients of REALTORS Who Identified Broward County as Main Business Area Canada Venezuela Colombia Argentina Brazil India Russia % 15% 8% 12% 7% 2% 2% % 16% 12% 9% 8% 3% 3%

16 Region of Origin of Typical International Buyer By Business Area 76% 63% 60% 38% 26% 22% 20% 15% 16% 10% 3% 3% 6% 7% 2% 4% 7% 20% Miami-Dade Broward Palm Beach Martin County* Latin America Asia/Oceania Europe Canada Other * Only five observations for Martin County

17 Destination of Venezuelan Buyers Broward 17% Other 2% Miami-Dade 81%

18 Destination of Brazilian Buyers Palm Beach 5% Broward 12% Miami-Dade 83%

19 Destination of Argentinian Buyers Broward 24% Miami-Dade 76%

20 Destination of Canadian Buyers Palm Beach 10% Other 5% Martin County 1% Miami-Dade 27% Broward 57%

21 Destination of Colombian Buyers Palm Beach 3% Other 2% Broward 33% Miami-Dade 62%

22 Top Foreign Buyers in Miami-Dade Others 29% Venezuela 26% France 3% Italy 4% Mexico 4% Colombia 8% Brazil 14% Argentina 12%

23 Top Foreign Buyers in Broward County Others 38% Venezuela 16% Canada 16% Brazil 6% Argentina 12% Colombia 12%

24 Top Foreign Buyers in Palm Beach County Others 40% Canada 32% Brazil 28%

25 Top Foreign Buyers in Martin County Others 15% Canada 34% China, People's Republic 51%

26 INTERNATIONAL BUYERS: CHARACTERISTICS OF PURCHASE

27 International Customers: Significant Number of High-end Buyers Purchase Price of the Properties Purchased by Typical International Customer 5% 6% 20% 21% 18% 19% 15% 15% 12% 12% 13% 9% 7% 6% 9% 14% $100,000 or less $100,001 to $200,000 $200,001 to $300,000 $300,001 to $400,000 $400,001 to $500, $500,001 to $750,000 $750,001 to $1,000,000 More than $1,000,000

28 Miami REALTORS International Customers: More Upscale Compared to Other Buyers In Florida Average Purchase Price Among Foreign Buyers and All Homebuyers, in $ 000 $590 $539 $258 Foreign Buyers-Miami Realtors Foreign Buyers-Florida All Closed Sales-Florida

29 Average Purchase Price of Top International Buyers of Miami REALTORS Members Average Purchase Price in $'000 $766 $516 $516 $510 $488 $590 Brazil Colombia Argentina Canada Venezuela All

30 Cash Sales Accounted for 75 Percent With mortgage financing - Home country 1.0% With mortagage financing - US sources 20.8% Other 3.4% Don't know 0.3% All cash 74.4%

31 Cash Sales Among Major Buyers Cash Sales Percent of buyers Venezuela 74% Brazil 75% Argentina 80% Colombia 66% Canada 86% All foreign buyers 74%

32 Properties for Rental and/or Vacation Use Accounted for 71 Percent 32% Intended Use of Property 21% 19% 18% 3% 2% 3% 2%

33 Intended Use of Property By Major Buyers Canada 18% 46% 15% 19% 2% Colombia 39% 12% 23% 14% 8% 3% 2% Argentina 46% 14% 11% 22% 1% 4% 3% Brazil 23% 37% 10% 21% 4% 4% 1% Venezuela 33% 17% 23% 14% 6% 2% 5% 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Residential rental Vacation home Primary residence/retirement Both vacation and rental Commercial rental For use by student(s) Other Don't know

34 Most Foreign Buyers Purchased Properties in a Central City/Urban Area Predominant Area in Which Typical Foreign Buyer Purchased a Property 21% 17% 16% 13% 14% 10% 21% 19% 20% 20% 22% 27% 57% 63% 64% 66% 63% 61% Central city/urban area Resort area Suburban area Small town/rural area

35 Location of Property Among Major Buyers Venezuela 67% 28% 3% 1% Colombia 69% 25% 5% 1% Canada 30% 33% 30% 7% Brazil 80% 11% 9% 0% Argentina 61% 24% 13% 1% 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Central city/urban Suburban Resort Small town/rural

36 Foreign Buyers Preferred Condominium Properties Type of Property Purchased by Typical Foreign Buyer 6% 5% 5% 4% 4% 3% 10% 9% 12% 9% 5% 2% 7% 11% 16% 22% 20% 23% 22% 30% 62% 71% 64% 64% 65% 52% Condominium Single-family, detached Townhouse/rowhouse Commercial Property Land/Other

37 Type of Property Purchased Among Major Buyers Venezuela 72% 21% 7% Colombia 46% 37% 9% 6% 1% Canada 57% 24% 14% 3% % 1% Brazil 62% 25% 7% 3% 4% Argentina 46% 30% 14% 7% 3% 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Condominium Single-family,detached Townhouse/rowhouse Commercial Other Land

38 Foreign Buyers Preferred Previously Owned Units New 14% Previously owned 86%

39 Previously Owned Units Purchased Among Major Buyers Previously-owned Home Purchases Percent of buyers Venezuela 82% Brazil 81% Argentina 91% Colombia 90% Canada 94% All foreign buyers 85%

40 Most Foreign Buyers Intended to Use Property for Up to Six Months Intended Months' Use Don't know 21% Less than 1 month 20% More than 6 months 21% 1 to 2 months 15% 3 to 6 months 23%

41 Intended Month s Use Among Major Foreign Buyers Intended Months' Use of Property Up to six months Don't Know Venezuela 55% 26% Argentina 60% 31% Brazil 73% 11% Colombia 50% 17% Canada 76% 11% All foreign buyers 58% 21%

42 EXPERIENCE OF MIAMI REALTORS MEMBERS IN DEALING WITH INTERNATIONAL CUSTOMERS

43 Miami REALTORS Members Who Worked with an International Customer: 74 Percent REALTORS Who Worked With an International Customer in the Past 12 Months* (Percentage Distribution) 25% 17% 23% 23% 30% 25% 75% 83% 77% 77% 70% 74% Yes *The surveys covered South Florida; the surveys covered Miami-Dade and Broward; the 2015 survey covered Miami-Dade, Broward, Palm Beach County, and Martin County. No

44 Percentage of Miami REALTORS Members Who Had An International Customer By Business Area 71% 77% 74% 57% 37% Broward County Martin County Miami-Dade County Palm Beach County All

45 Among Members Who Worked with an International Customer, 61 Percent Had 1 to 5 Customers Number of International Customers Among Respondents Who Worked with a Customer (Percentage Distribution) 6% 5% 3% 3% 6% 5% 5% 4% 3% 3% 8% 7% 5% 3% 9% 18% 16% 20% 22% 19% 66% 71% 62% 72% 61% to 5 6 to to to 20 More than 20

46 About 1 in 3 International Customers Purchased a Property Average Number of International Customers and Average Number of Customers Who Purchased Property Average number of foreign clients Average number of clients who bought property

47 Change in the Percentage of International Customers in the Past Year Change in the Percentage of Customers Who Are International in the Past Year (Percentage Distribution) 8% 8% 8% 12% 9% 6% 37% 34% 41% 18% 13% 26% 6% 17% 6% 35% 40% 45% 43% 49% 45% 41% 28% 25% Not applicable, have been in business less than a year Decreased Stayed about the same Increased

48 Security and Profitability of Investment: Primary Reasons for Purchasing Most Important Factor Influencing a Purchase 6% 5% 5% 3% 3% 2% 29% 20% 34% 31% 31% 25% 20% 35% 34% 38% 36% 33% 45% 40% 27% 28% 31% 40% Secure investment Desirable location Profitable investment Other

49 Cost and Could Not Find Property : Primary Reasons Why Customer Did Not Purchase Reasons International Client Did Not Purchase Property in Past 12 Months Ended August 2015 (Percentage Distribution of Responses) Cost of property Could not find a property Could not obtain financing Condo fees Property taxes Immigration laws Exposure to U.S. tax laws Loss of home country benefits Insurance costs Don't Know Other 2% 2% 6% 6% 5% 7% 12% 11% 13% 15% 20% 0% 5% 10% 15% 20% 25% "Other" includes responses such as buyer is not ready, changed mind, decided to rent.

50 Exchange Rate Changes Had a Significant Effect, Higher than in Previous Years Effect of Exchange Rate Changes on International Clients 39% 47% 36% 37% 39% 53% 49% 40% 43% 43% 43% 37% 12% 13% 21% 20% 18% 10% Not much of an effect Moderate effect Very significant effect

51 Commercial Sales Accounted for a Small But Growing Share of International Sales Commercial Sales, As Percent of International Sales 8% 6% 6% 6% 4%

52 Share of Buyers Who Purchased Both Commercial and Residential Property Commercial Sales, As Percent of International Sales 8% 6% 6% 6% 4%

53 Commercial Property Purchases Type of Commercial Property Purchased by Typical International Customer (Percentage Distribution) 30% 2% 9% 39% 35% 4% 6% 3% 5% 24% 17% 24% 15% 7% 2% 2% 15% 34% 15% 17% 30% 18% 17% 11% 17% 21% 21% 20% 37% 5% Office Industrial Retail Hotel Land Multi-family Other

54 Foreign Retirees as Potential Buyers Are Foreign Retirees a Potential Pool of Buyers in Your Area? Don't Know 33% Yes 35% No 32%

55 Personal Contacts Reported As Most Important Source of International Customers 67% 67% How REALTORS Get International Customers (Percentage Distribution) 70% 71% 72% 16% 11% 15% 12% 14% 14% 14% 10% 3% 3% 6% 5% 5% 8% 10% 1% 2% 2% 3% 2% Personal and Previous Contacts Business Contact Outside the U.S. Business Contact in the U.S. Online Marketing Traditional/Walk-in/Other

56 Most Miami REALTORS Members Reported No Language or Cultural Problems 65% 63% Overcoming Cultural or Language Barriers 22% 24% 7% 8% 6% 5% No problem Few problems Significant problems Other

57 Many Are Fluent in Another Language and Were Born Outside the U.S. Are You Fluent In A Language Other Than English? Were You Born in the U.S.? No 27% No 56% Yes 44% Yes 73%

58 11 Percent are New to the Business, Lower than in the Past Year How Many Years Have You Been a REALTOR? 15% 13% 11% 10% 14% 23% 7% 7% 8% 7% 8% 13% 16% 13% 12% 10% 17% 14% 25% 20% 32% 30% 18% 23% 22% 23% 32% 23% 22% 23% 21% 28% 7% 10% 11% 11% Less than 1 year 1 to 5 years 6 to 10 years 11 to 15 years 16 to 20 years 21 years or more

59 Designations Held by Respondents in the 2011 and 2015 Surveys Percent of REALTOR Respondents Having Designations, 2011 / 2015 Miami-Dade-Broward Survey CIPS CCIM SIOR RSPS CRS CRB GRI CLHMS ABR ABRM SRES BPO epro TRC Other 3% 4% 1% 1% 4% 3% 4% 5% 4% 4% 3% 4% 9% 8% 15% 18% 16% 17% 18% 20% 13% 14% 17% 17% 25% 33% 38% 46%

60 2015 Profile of International Home Buyers in Miami Association of REALTORS Business Areas Prepared for the Miami Association of REALTORS by the Research Division of the National Association of REALTORS January 2016 This Report may be cited with the proper attribution Miami Association of REALTORS and National Association of REALTORS