accessing the asian market
TRANSCRIPT
Accessing the Asian Market:Thoughts from a Gwai Lo
Richard Silver, Senior Vice President SalesSotheby’s International Realty Canada, Toronto
ABR, e-PRO, Certified International Property Specialist
Past Director-at-Large Canadian Real Estate Association Past President of the Toronto Real Estate Board: 40,000 membersLeader of Torontoism Team, Sotheby’s International Realty CanadaNamed By Inman News as one of the top 100 Influencers in 2013
[email protected]@richardsilver
www.Torontoism.com
Number one buyer in Canada and the United States in China. Why?
Property and Property RightsIncreased Economy and Population
Education and Schooling
Commit to retooling your business. It’s a mindset.
Add Asian agents to your team. Learn basic language & customs.
Join the Asian Real Estate Association of America: locally, nationally and Internationally.
Attend AREAA Global Summits and other International Conferences.
Look for cultural affinity groups within your Real Estate Board.
Attend fundraisers in the Asian community, sponsor and involve
yourself as a volunteer.
Learn about Feng Shui and what drives and motivates Asian clients.
Know the Private and Public Schools in your trading areas.
Educational options are a must know.
Travel to Asia and establish business contacts and schedule
face time.
Visit Sotheby’s offices, offer presentations about your local
market and find out what would be attractive to Asian clients.
Advertise your properties on web sites within China: Juwai and
Cameju.
Make contacts with private bankers, immigration Lawyers, insurance and
fund managers. Build a non-REALTOR support team.
Download and start using WeChat. No phones or emails…text is best!
Asians celebrate around food. It is an honour to host and be hosted.
When you visit potential colleagues for business bring gifts. The Mint or the Post Office are great resources.
Learn how to present and receive business cards. It is a lovely ritual.
Negotiation is a must. Never be offended, always sign back. Stay calm and be patient.
If the client wants the property, they pay.
If not, they just enjoy negotiation.
Few countries seldom negotiate. We are in one of them.
A major and new business commitment needs investment. Be
prepared.
You are embarking on an amazing journey to a lifestyle.
All Best Wishes!
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