Don’t let language and cultural barriers stand in the way of international deals

Darla Delayne, head of referral and relocation for Coldwell Banker Bellmarc Group, has some tips for working with clients from other cultures.

First, Delayne says, get a face-to-face conversation going — it goes a long way in developing trust, no matter what the culture. Find out what the level of trust is with the real estate professional among members of the cultural group you’re dealing with. If the level of trust is high, you can get down to business. If it’s low, you might use your first visit with your clients to let them see how you do business.