BrokerageIndustry News

International real estate success hinges on relationships

Networking, respect for culture, generates referral business

NEW ORLEANS -- Tapping into the growing demand for U.S. property by international buyers from Latin America, Asia and other regions means respecting your clients' customs and culture.  Done right, one deal can lead to a steady stream of referrals and a new source of business for brokers and agents, said members of a panel, "Develop Your Share of the Growing Hispanic Market" at the National Association of Realtors Convention in New Orleans. In 1990, after being in real estate for more than 20 years, Colorado broker-developer Howard Leino said he "backed into international real estate without realizing it." A man from a wealthy family from Mexico City that built chassis for Formula 1 racecars dropped into his office, looking for a home for his son. "I sold his son a home, and then his brother came up to Denver and bought a second home," Leino said. "I treated them with profound respect, gave them every courtesy... and they never forgot my kindness." As a result of those two deals,...