As a real estate agent in Middle Tennessee, English has likely been the primary (or only) language required for successful communication with your clients. However, as wealth continues to accumulate among people worldwide, affluent buyers of all nationalities and cultures will ask for your assistance purchasing real estate in our beautiful region.

The language barriers and disparate cultural norms you’ll encounter in your efforts to build rapport with international clientele are surmountable. Today, we’re sharing tips for working through language barriers and cultural quagmires to find success in this growing, yet still niche, market.

Choose a Country as Your Niche

Your first step should be to decide whether you want to work with buyers from Mainland China, Iran, or Japan, for example. Research where wealth has been aggregating, and whether buyers from these countries have been snapping up properties in the Nashville area.

Next, develop a working understanding of the primary language within your chosen country. You may decide to enroll in classes or stick with apps and other online avenues. Either way, you’ll have to put in many hours of hard work before you’ll begin to feel comfortable having simple conversations, so begin this process as promptly as you can.

Familiarize Yourself with Translation Tools

We are fortunate to live in an era that has presented us with incredible technological advances; one of those being access to apps that are powerful translation tools. While you develop your working knowledge of the language, you can use one of these translation apps to bridge the gap between you and your clients.

Find out which apps are preferred by residents of your chosen country, then try them out. Learn how to use them effectively, and your clients will no doubt be happy to work with you despite your difficulty with their language.

Prepare to Translate Forms and Documents

One of the major hurdles you’ll face will be providing your international client with forms and documents that are accurately translated into their native language. Whether you hire a qualified translator, work with another real estate agent who speaks the language, or work for years to learn how to translate them yourself is your call. What matters most is representing your clients impeccably, and accurate information is central to this goal.

Educate Yourself on Expected Cultural Norms

The internet is immensely helpful for anyone who wants to understand the cultural norms of a different country. Take some time to research educational videos, read first-hand accounts, and post inquiries online. Keep detailed notes on your findings and review them often.

Before long, you’ll be prepared to interact smoothly with your clients—but stay alert for non-verbal indicators that you’ve missed the mark. Adapting, apologizing, and acquiring new information are the pillars that will support your continued efforts in this arena! 

Prepare to Navigate Regional Real Estate Differences

The essentials of purchasing or selling real estate are clear enough and remain generally similar around the world. Still, Tennessee’s market is also unique, and has complex dynamics that your clients may not necessarily anticipate.

Make sure your client understands the difference between a condominium, single-family home, co-op apartment, and town houses. Explain what’s happening in our market, how bidding wars work, and what will happen during negotiations and closing.

Don’t take any type of knowledge for granted but be sure you’re not coming off as condescending as you explain these concepts. You’re explaining region-specific concepts but keep your client’s intelligence and business savvy at the forefront of your mind—and verbally acknowledge the same when appropriate.

Develop Expertise in International Real Estate

Once you’ve chosen a specific region of international clientele as your niche, it’s up to you to seek licensing, certification, and continuing education that will develop your expertise. Any savvy real estate client will want to work with a real estate agent who is qualified to give them the best assistance possible—so make sure that’s you.

Stay Current on the Other Country

When you first choose a country or region in which to specialize, you’ll doubtless do plenty of research on their economy, geopolitical situation, and the exchange rates between their currency and our own. Going forward, it’s essential that you continue to keep your finger on the pulse of what’s happening overseas. 

Each of these can change rapidly, and your clients will rightly expect that your knowledge of their country is accurate at the time they engage your services, throughout your work together, and anytime in the future. Remember, they may wish to hire you again, or refer friends, family members, or business associates to you. Stay prepared, and you’ll be rewarded with continued referrals.

Partner with an Experienced Agent

During your first years working with clients from overseas, we urge you (if possible) to partner with a Parks Realty agent who is already fluent in the language you’re learning, understands the cultural norms, and has experience working with clients from the country you’ve chosen.

Your clients will feel more comfortable choosing a team with experience and will appreciate working with an agent who already speaks their language. In this way, you can build your credibility, learn from a mentor, and ultimately close many more deals than you would otherwise.

Take a Trip

If it’s feasible for you, consider taking a trip to your target market’s country. Experience the region first-hand and visit a variety of local spots. By skipping major tourist traps and choosing to seek out authentic experiences, you’ll develop both a better understanding of the culture and gather stories you can briefly share with clients to build rapport.

The Takeaway

International clients are a growing subset of buyers and sellers in Middle Tennessee. Working on their behalf will give you access to a healthy niche market, but proper preparation and education is essential. Do the work, and you’ll likely find a rewarding career awaits.