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Black Belt Negotiating™
Did you ever notice that people from outside the United States tend to be
natural-born negotiators? Asians, Hispanics, Middle Easterners, and others seem to get discounts and deals wherever they go. We’re jealous, aren’t we? We wish we could be more like them, to have the confidence to haggle like they do, and also be able to spend the extra money they save by bargaining. Well, dream no more because good negotiating skills can be learned just as martial arts learn to break bricks with their bare hands.
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Ten Myths About Multicutural Real Estate Clients
From now until 2007 over 60% of all homebuyers in American will be
minorities according to the National Association of Realtors®. There are
over one million people from overseas coming into the United States every year and they all want to show friends and family they are successful by buying an American home.
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The Myths of Real Estate Commisions
Today, more than ever, real estate clients are questioning the value of real estate agents’ services. The growing popularity of discount and
fee-for-service brokers is evidence of this phenomenon. Part of the reason is the Internet which causes both buyers and sellers to believe they hardly, if ever, need a Realtor® anymore. Buyers think they can find the home of their dreams online and sellers think they can find buyer in cyberspace. So who needs an agent?
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Women Agents and Culturally Diverse Clients
There’s good news and bad news when women agents attempt to work with culturally diverse clients. The bad news is that many multicultural men are not used to seeing women as breadwinners and this may make some of them uncomfortable. For instance, the machismo attitude found in the Hispanic culture implies that men are supposed to be the primary income earners.
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Why Some Multicutural Clients Don't Want an Agent From Their Own Culture
Most agents assume that culturally diverse clients only want to work with an agent from their own culture. In reality, most multicultural clients will work with any agent who shows them patience and understanding. It’s a little-known fact that some groups deliberately seek out agents who are NOT from their culture. Why would this be?
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Why Some Multicutural Clients Prefer New Homes
If a new immigrant buys a new house here it says to friends and family back in their home country that they have made it in America. They have not only been able to buy a property but a brand new one which is the ultimate sign of success. Some groups also have beliefs about homes that impact the kind of property they buy and one of those beliefs is a need to avoid bad luck.
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Buying Signs and Culturally Diverse Clients
Some cultures, particularly Asians, do not give physical buying signs such as getting excited when they find a home they like. There is an old Chinese proverb that says, “Control over the body is control over the mind” which means you do not want to show any emotions in public as this energy could disrupt the harmony in the air.
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Effective Yellow Page Advertising For Realtors®
Yellow Page Ads can be worthwhile or they can be one of the most costly and least effective advertising media for real estate agents and brokers. These ads are insidious because their costs are usually hidden in your monthly telephone bill.
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Multicultural Families Have Diverse Housing Needs
Nearly one million immigrants entering the U.S. annually are helping to
drive the current real estate boom plus there are over 78 million
multicultural Americans already here. Apartment house owners and managers who take the time to find out the needs and wants of these multi-ethnic families will find they will have an advantage over their competition.
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Building Rapport with Multicultural Clients
Building rapport with culturally diverse real estate clients is not the same as with Anglo American clients. In this country we assume everyone wants to be greeted with a firm handshake, a broad smile and direct eye contact but this is not necessary true for people from outside the United States.
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