Exploring Buying and Selling Attitudes

Some international and immigrant clients seem to have different ideas about the homebuying and selling process. Some of these ideas or preconceptions are based on the traditions and practices of their native countries and cultures.

Following are several factors that may influence the buying and selling process for international and immigrant clients. Be aware that these points do not apply in every situation or to every client. They are commonly held views or characteristics, but they are not absolute. Typically, but not always, the longer a foreign-born people lives in another country, the more assimilated or universal are their attitudes.

Colors

• Red is associated with good luck to the Chinese, but mourning to Koreans.
• White is associated with death and is used for funerals by Asians.
• Black is worn to weddings by some Asians.
• Purple is not worn to happy events by Asians.
• Yellow is associated with death in Peru, Mexico, and Iran.
• Green should not be used for things like wrapping paper or printed promotional or marketing items in Egypt. Green is Egypt’s national color and associated with the god Allah. To use green is considered a desecration.
  
  Numbers
• 4 sounds like the word for death in Chinese.
• 9 is the Japanese word for suffering.
• 3 and 7 are lucky numbers for Koreans.
• 8 symbolizes wealth and luck for the Chinese.
  
  Negotiating Styles
• In many countries, the contract is the starting point of negotiations. The contract will change over time to suit the needs of the parties. This is the expected process.
• Many people expect and want to negotiate.
• Threats of legal action by sellers to enforce terms of the contract are often not taken seriously. The legal system in other parts of the world is slower and often less effective than in the United States.
  
  Excerpted from “At Home With Diversity®” and the “International Real Estate for Local Markets” (formerly “Essentials of International Real Estate”) courses from the NATIONAL ASSOCIATION OF REALTORS®. "International Real Estate for Local Markets” is the first of six international courses developed by NAR’s international section and is required to earn the Certified International Property Specialist (CIPS) designation. “At Home with Diversity®” is a six-hour NAR certificate course that trains real estate professionals to incorporate cultural skills into their business to reach a growing, multicultural market. This entry-level program provides REALTORS® with continuing education credit and credit towards the Performance Management Network (PMN), Certified Residential Specialist (CRS®), and CIPS designations. To learn more about the “At Home With Diversity” course, click here. To learn more about the CIPS designation, click here.
  
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