PROView - October 2008 - (Page 5) Not long ago, Robert decided to take his business globally. The time was ripe as the dollar value had decreased, thus making a real estate investment in the U.S. more of a bargain for those in other countries. He built an extensive website with up-to-the-minute currency exchange rates and provided information about everything a foreign buyer would ever need to know about immigration visas, financing, and potential tax implications. Robert quickly earned a Certified International Property Specialist (CIPS) designation to better prepare for transactions involving international buyers. Next, he started marketing his services at a number of international real estate websites. He was ready for business. One month after launching his new niche, Robert received a referral. An Indian family had recently moved to the U.S. and was looking for a home. Eager to assist, Robert called the family to set up an appointment. He was invited to their home one night during the following week, but declined because of his prior commitment to attending a networking group. Instead, he invited the couple to come to his office for a morning meeting. Immediately, Robert had made a mistake that could cost him the business. Why? Indian culture views a turned down invitation as a major insult. Somewhat familiar with American customs, the Indian family accepted his reason for turning down their invitation and set up a meeting in Robert’s office. During the meeting, Robert got down to business. He presented his experience and credentials, eager to earn their trust. Not long into the conversation, Robert noticed that the couple seemed a bit uneasy when he suggested they fill out a client questionnaire and a financial application so that he could start searching for their new home. Most of us would probably accept Robert’s fast-moving style, but would an Indian couple? The answer is no and Robert had just made mistake number two. Before business is discussed, Indians look to establish a relationship. Time is not of the essence; trust is. Indian culture, similar to many others around the globe, calls for a different approach. Rather than charging forward so quickly, Robert should have taken his time to show who he is and the values he holds. In return, the Indian couple would be far more likely to trust him. While most generally may hesitate to show pictures of their family in the first presentation, it should be an essential part of describing oneself to Indian nationals. The story about Robert is fictional, but it highlights how easy it can be to risk the loss of business because of cultural differences one never thought to learn about. Are you planning to reach out globally? Consider consulting a culture coach. Better yet, consider partnering with someone who is familiar with the culture you want to attract in order to better prepare for recognizing cultural differences. ## # PINELLAS REALTOR® ORGANIZATION October 2008 5
Table of Contents Feed for the Digital Edition of PROView - October 2008 PROView - October 2008 Contents Chairman's Notes Feature Story PROActive Brokerage Design Marketplace Analysis Home Sales Report MLS Update MLS Mind Your Manners Calendar of Events & Programs New REALTOR® and Affiliate Members Technology PROView - October 2008 PROView - October 2008 - PROView - October 2008 (Page Cover1) PROView - October 2008 - PROView - October 2008 (Page Cover2) PROView - October 2008 - Contents (Page 1) PROView - October 2008 - Chairman's Notes (Page 2) PROView - October 2008 - Chairman's Notes (Page 3) PROView - October 2008 - Feature Story (Page 4) PROView - October 2008 - Feature Story (Page 5) PROView - October 2008 - Feature Story (Page 6) PROView - October 2008 - Feature Story (Page 7) PROView - October 2008 - PROActive (Page 8) PROView - October 2008 - PROActive (Page 9) PROView - October 2008 - Brokerage Design (Page 10) PROView - October 2008 - Brokerage Design (Page 11) PROView - October 2008 - Marketplace Analysis (Page 12) PROView - October 2008 - Home Sales Report (Page 13) PROView - October 2008 - MLS Update (Page 14) PROView - October 2008 - MLS Update (Page 15) PROView - October 2008 - MLS Mind Your Manners (Page 16) PROView - October 2008 - Calendar of Events & Programs (Page 17) PROView - October 2008 - Calendar of Events & Programs (Page 18) PROView - October 2008 - New REALTOR® and Affiliate Members (Page 19) PROView - October 2008 - Technology (Page 20) PROView - October 2008 - Technology (Page 21) PROView - October 2008 - Technology (Page 22) PROView - October 2008 - Technology (Page 23) PROView - October 2008 - Technology (Page 24) PROView - October 2008 - Technology (Page 25)
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