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Cultural diversity – Working with the Asian buyer
By Cheri Scranage | August 15, 2008
I had the pleasure of listening to Ms. Emily Fu speak at our Women’s Council of Realtors meeting a few days ago. She spoke about the “Secrets to Selling to Multicultural Clients”. I thought I would share some of this information specific with working with the Asian population…
~ Three generations may plan to live together in one home, therefore a bedroom on the main level may be necessary for the older generation.
~Because family value is very important, the entire family will want to view a property before a decision to purchase is made. Keep in mind that the Asian culture is very traditional in its gender roles.
~ The children’s education is the most important priority when choosing areas in which to live.
~Typically, new construction is preferred over what might be considered a “used” home.
~Fung Shei, meaning wind & water, is important in choosing a home. A cul-de-sac lot, which is often desireable to other cultures, is considered a dead end and means “no luck”.
~Don’t get discouraged if you don’t get them to express themselves about a property or show their feelings, even if they like a property. Emotions are hidden to protect the power to bargain. Negotiating and low-balling is definitely part of the process.
You need to know that building trust with your client is paramount to the transaction. Building a business relationship comes before building a friendship with this culture. The referrals will flow once you have the trust and respect of an Asian client.
Topics: General Real Estate, Real Estate Tips | No Comments »
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