Home Conference Speakers Exhibition Venue 2010 in Pictures Register

Day One – 17th November 2011 08:00 Registration, tea & coffee served CHAIR Ashley Rigg, Director, Global edge 09:00 Welcome address – Introduction to the Russian market Market segments – who buys overseas property in Russia? Buyer motivations and psychology Property purchasing trends by country Property specifications – expectations and turnoffs Understanding the growing sophistication and westernisation of the Russian buyer Kim Waddoup, CEO, AiGroup 09:30 The Russian media landscape Newspapers & magazines – Independent readership comparisons and the most widely read property sections and specialist titles Internet usage and trends – which are the most popular and relevant sites for targeting potential overseas property buyers Do Russian’s twitter? The role of social media in marketing and lead generation The size and structure of the property portal market in Russia Property exhibitions – Who are the key players and what kind of lead volumes can you expect Konstantin Isakov, Founder, Mediamark 10:10 CASE STUDY: Selling to the Russian middle market Dobrica Illic runs one of the most successful real estate agencies in Montenegro. In 2006, he shifted focus from the British market to Russia and now sells almost all his stock through his network of Russian agents. Dobrica shares his insights and discusses how he would approach the task of entering the market if he was doing it from scratch today. Client profiling – Defining the Russian middle market and their motivations to buy property abroad Gap analysis – Assessing the markets and property types where there is a shortage of quality product Proposition development – Which products and services do you need to provide to be taken seriously in Russia? Low-cost strategies for breaking into the Russian buyer market Top tips for finding and motivating Russian agents Setting expectations correctly from the start of your business relationship with Russia-based agents Contractual issues and what do if things go wrong Dobrica Illic, Director, Montenegro Living 10:50 Coffee 11:10 Raising finance for Russian buyers offshore Unreported versus under-reported income - dispelling the myths Market segmentation: Buyers to avoid when offering bank-financed property Seller market assessment - An overview and evaluation of the retail banking environment for Russians in ten key geographical markets Retail banking market structure & concentration Typical interest rates and LTV's Maximum percentage of total development value lent to Russian clients in each territory Tapping into the commercial and private banking markets to assist wealthy Russian clients Talking money - strategies to ensure you get straight answers that enable you to qualify leads and progress sales Andrew Robinson, Managing Direct, Arc & Co 11:50 Russian agent round table Our panel of Russian agents debate the current market for international property discuss their current projects and products they are looking to sell in future. Issues covered will include: Current and future market trends Product and partner expectations Commission levels and remuneration Marketing and sales support expectations Contractual and legal issues Panel Alissia Serebryakova, Director, Bureau Du Monde Aida Yesmagambetova, Director, Invest Realty (Kazakhstan) Andrei D. Tolstoy-Miloslavsky, Cluttons LLP Russia, Kazakhstan & CIS Maria Kotova, Executive Director, Knight Frank Russia Moderator Ashley Rigg, Director, Global edge 13.00 Lunch 14:00 – 17:30 Networking Session & mini-exhibition During their seven years working in Russia, AiGroup, organisers of Russia’s market-leading overseas property shows, have developed extensive real estate agency contacts. Hundreds of overseas property agents will be in town for the Moscow International Property Show on 12th November and AiGroup have hand-picked the best to attend this unique networking event. A pool of interpreters will be on hand to help with language barriers and delegates will have company and property information translated into Russian-language handouts to present to potential partners. The room is laid out workshop style and is organised by country. Each delegate has a desk and Russian agents are encouraged to visit each desk to explore potential commercial opportunities. 17:30-18:30 Drinks reception Day Two – 18th November 2011 08:45 Coffee and pastries 9:30 Developer Case Study: The Oberoi Mauritius Russia represents the second biggest market for Oberoi Mauritius – a luxury five-star resort run by the up-market Asian hotel group of the same name.  Oberoi Cape Maconde, the hotel group’s second resort destination and a Foster + Partners designed mixed-use residential project has embarked on $2.5 million marketing campaign, with strong focus on Russia and the CIS. MD of Frank & Earnest, Brett Gregory-Peake presents the project strategy and reveals how they are connecting with the Russian buyer market, talking also about their performance to date: Project partnerships – How the Agency has used the project partners including Foster + Partners & Oberoi to reach and engage potential buyers? Distribution channels – The importance of creating numerous routes to market Brand collaborations – Which brand relationships work most effectively and how to best to utilise them to maximise sales? Events – How to produce events that are designed to achieve sales and deliver value for money Public Relations – Which media are proving most effective and what is the best approach for securing coverage in up-market titles?    Online – How effective is online advertising when targeting high net worth Russians?   Brett Gregory Peake, Managing Director, Frank & Earnest  10:10 The Russian entrepreneur class Entrepreneurs in Russia face a risk unfamiliar to businesses in the West – the risk of government expropriation. Personal and business assets can be confiscated on a political whim, creating a strong desire for wealth protection and security. Igor Indriksons, Head of International Property Investments at Intermark Savills discusses his successes and failures marketing international property to this group of sophisticated property investors. Product expectations and turnoffs Most popular holiday home and city destinations. Ideal mortgage and finance arrangements Dealing with undeclared income and offshore companies Marketing techniques to target entrepreneurs Working with introducers and sub agents Igor Indriksons, Head of International Property Investments Department, Intermark Savills 10:50 11.20 Coffee Internet marketing strategies for the Russian buyer market   The trust vacuum - Building credibility and trust through online channels Creating a Russian language website – do’s and don’ts  Creating a virtual business to service the Russian market Targeting buyers through Yandex and Google - Paid search tips SEO in Russia Mobile marketing & social media Ruben Akopov, Development Director, Guild of Real Estate Managers & Developers 12:00 Panel Debate: Strategies and tactics for closing business after the event The panel bring the conference to a close with a discussion on the most effective next steps for delegates to ensure time spent at the conference turns into sales. Minimum requirements – what do you absolutely have to invest time and money into to make sales? How does this differ by the market segment you are looking to attract? When is it appropriate to pay and retainer to large branded agency like Knight Frank, Intermark Savills or Chestertons Russia? What kind of presence to you need on the ground in Russia to begin and maintain sales volumes? Panel Dobrica Illic, Director, Montenegro Living Konstantin Isakov, Founder, Mediamark Brett Gregory Peake, Managing Director, Frank & Earnest Brian Johnson Managing Director of P.F.S. Russia 13:00 Chairman’s closing remarks 13.10 Conferences closes 13:45 Transportation departs to Moscow International Property Show The Moscow International Property Show is the number one overseas real estate exhibition in Russia attracting over 10,000 visitors. Conference delegates will receive a guided tour of the show and translators will be on hand to ensure you make the most of your time at the event. 17.00 Transportation returns to hotel Igor Indriksons, Head of International Property Investments Department, Intermark Savills Konstantin Isakov, Founder, Mediamark Aida Yesmagambetova, Director, Invest Realty (Kazakhstan) Kim Waddoup, Director, aiGroup

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