(Reprinted with permission of Culture Coach)

When dealing with clients and customers whose primary language is one other than English, REALTORS® are likely to get simple 'yes' and 'no' answers to questions, as this is a tendency of anyone not fluent in the language.  This sets the stage for possible misunderstandings and worse, failure to close a deal.  To help ensure more thorough communication, phrase questions as open-ended, e.g., "Can you tell me what you like or don't like about this property?" If the client or customer isn't able to respond fully, you know you need to probe more and/or get assistance from a translator.

The National Association of REALTORS® maintains formal relationships with more than 80 organized real estate associations, giving REALTORS® confidence in working with professionals that abide by a code of ethics. Existing in nearly 60 countries, these partnerships help you establish business partnerships and referral opportunities. Choose a country that interests you … have you traveled somewhere recently or are you planning a summer vacation? Why not see what opportunities are available with that country? The Global Alliances page is a great place to start your research.  Your "local real estate market" has endless global opportunities! 

Barbara Schmerzler is the Designated REALTOR® of U.S. Homefinders, Inc. in Westport. With over 30 years experience and a Certified International Property Specialist (CIPS) since 2000, Barbara helps those around the globe understand that business opportunities exist across borders. 

The former Treasurer and Past President of the Connecticut Association of REALTORS®, Barbara has been active locally, nationally and internationally.  She’s held numerous Chairmanships in the NAR Global Business and Alliances Group most recently serving as 2009 Chair of the Global Operations Committee.  Barbara was instrumental in the coordination of CAR’s first International Committee which she chaired in 1999 and she received NAR’s President’s Liaison Award as the Outstanding Liaison in 2010.

"Connecticut's French Connection", Barbara has been the Liaison working with France’s Federation Nationale de l’Immobilier (FNAIM) since 2004.  In this role, she was involved in organizing a CIPS Institute in Paris which drew many American agents together with their French counterparts.  Barbara participates in FNAIM's annual International Convention and European Forum each year and has coordinated numerous "trade missions" between Connecticut and French agents.

"The CIPS designation is important not only because it teaches basics such as how to measure properties in meters and convert money from one currency to another, it’s important because it teaches how to respect, honor and treat people who are of a different culture than our own. Most other cultures treasure the social interaction of getting to really know who they are communicating with and to establish a relationship between the parties. The CIPS designation teaches the correct way to treat people for a lasting relationship."

Barbara believes that while our countries may differ from one another culturally, ethnically and in business practices, the end goal is still a smooth transaction.

International IQ

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