PROView - October 2008 - (Page 8) (FOREIGN BUYERS, from page 7) Positive outlook The foreign-born market is extremely large and can be quite lucrative. You’ll find that consumers who are happy with your service will give you more referrals than you might see from a U.S. consumer. Approach this market with a positive attitude. Human beings are much more similar than they are different. When you understand and value someone’s cultural differences, then you can get past them to concentrate on the similarities. If you show good faith, they will overlook your mistakes. I remember I was once doing business in China. I asked a Chinese associate to teach me how to say “excuse me” in Chinese just in case I offended anyone. He told me that because I was a foreigner doing business in China, I would automatically be excused. You, too, will find your foreign-born consumers very forgiving. After all, you’re helping them to achieve their American dream. If you do that patiently, with sensitivity and with their best interests in mind, the rest will take care of itself. Non-verbal communication • Physical space. Each of us operates in a physical zone that is comfortable for us. This, of course, is different for each culture. United States culture places us somewhere in the middle. Latinos and Middle Easterners may want to get closer. Asians tend to want a little more space. When I’m working with foreign-born consumers, I generally remain stationary and let the other parties choose where they want to sit or stand in relation to me. I then avoid moving either closer or farther away. • Physical contact. You may find that Latinos are sometimes likely to stand close to you and touch your arm as they speak. Asians are not likely to do this and will generally be quite uncomfortable if you touch them during conversation. You need to be sensitive to this and to adjust your behavior. • Attire. Dress conservatively for business. Dress your best. You may find that some people from other cultures may not dress up while looking at properties. Don’t let that fool you. They are still more comfortable with you if you are professionally attired. • Eye contact. In some cultures, Asian cultures in particular, averting your eyes is a sign of respect. You may find that those from the Middle East are just the opposite. They tend to believe that the eyes are the window to the soul. Again, be prepared to be flexible. Sheida Hodge is the President of Hodge International Advisors in Mercer Island, WA. Hodge has extensive experience conducting business across cultural lines and has produced a booklet, an audio tape and a video tape on cross cultural selling. For more information, visit http://www.hodge-ia.com/ PRO International Council to Feature International Sales Presentation Monday, October 27, 2008 at 11:00 a.m. Judy Schomaker, Broker - Associate of Suncoast International Realty in Sarasota, and Vice Chair of NAR’s International Local Council Forum will be at PRO’s office for a special presentation on how REALTORS® can get started with international sales. She will also discuss ways to maximize your networking efforts at the upcoming NAR convention in Orlando. The event will be held at the PRO office located at 4590 Ulmerton Road in Clearwater. 8 PINELLAS REALTOR® ORGANIZATION October 2008 http://www.hodge-ia.com/
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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