Negotiating a deal with global real estate clients is easier when you know their buying signs, cultural taboos
Bernice Ross Contributor
You have converted a global client lead into a client. What buying signs should you watch for and what do you need to know in terms of doing the best job for them throughout the negotiation process?
Negotiation can be particularly difficult when you work with global buyers. This can be especially challenging when your clients are not fluent in a language that you speak. A good place to begin is with some general factors that apply to almost all global clients.
1. Ask about their preferences, not their pocketbook
American agents typically ask American clients how much they want to spend. This question is taboo (as is the discussion of money matters) in most places in the world. A better approach is email your clients pictures of several types of properties in various price ranges and locations. You can then ask which properties they found to be the most appealing. Their choice will give you the correct price range and location.
2. The one and only buying sign
Many international buyers show no outward signs of emotion when viewing property. The one universal buying sign, however, occurs when the clients excuse themselves to discuss the property in their own language. When this happens, politely step away. Do listen for their tone of voice as a way to identify which client is pushing for the sale vs. who may be objecting.
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Inman News (2014, February 3). Negotiating a deal with global real estate clients is easier when you know their buying signs, cultural taboos | Inman News. Retrieved March from http://www.inman.com/2014/02/03/negotiating-a-deal-with-global-real-estate-clients-is-easier-when-you-know-their-buying-signs-cultural-taboos/