Rod Reiter is the sales director for Krystal Tower in Miami.
Every week, we ask a real estate professional for their Short List, a collection of tips and recommendations on an essential topic in real estate. This week, we talked with Roderyck Reiter, sales director for Krystal Tower, who shared his tips for working with international or out-of-town buyers.
5. Different Cultures have Different Customs – Every state in the US has their own way of conducting real estate transactions, so imagine how different it must be in other countries. You are better off operating as if your client does not know anything about how we do things in Florida. Keep them informed every step of the way of exactly what is happening. Especially when it comes to any expense they may have to make, don’t let them be surprised. This will go a long way towards keeping them happy.
4. Be Patient – Some of my out-of-towners took several years to finally pull the trigger. This is almost always going to be a second home for them, so as such there is almost never an urgency. They have the luxury of taking their time to find something that truly checks every box for them, so they will almost invariably do so. Manage your time with them so that you are keeping them pleased and always be ready to pounce. They will often buy with their emotions, play into that.
3. Constant Contact – Since it is rare that you sell them something on their first trip in town, staying in touch with them regularly is essential to keep them focused on working with you. It takes little effort to set up an auto search on MLS so they continually get a feed of properties that may interest them. Touching base with them every so often is a small effort that will pay off big time. You’re also setting the tone for future business. My best referring customers have always been out of town customers. Before you know it, you’ve sold all of their friends a unit in the same building.
2. Leverage Technology – I have lost count of how many times I’ve sold a property sight unseen, and the way I have used technology has made it a lot easier. Initially I was creating virtual showings by recording a video and then uploading it to YouTube. Eventually I started using Skype on my iPad to do interactive showings where the client could ask questions on the spot and I could focus in on things that interest them.
1. Speak a Foreign Language – Nothing can make someone feel more at ease than when you speak to them in their own language. Especially when they are engaging in a substantial transaction, being able to understand everything really makes a difference. Now if you don’t speak any foreign languages, it is obviously easier said than done. But we do live in South Florida, speaking Spanish really is a must. It is worth trying Rosetta Stone or even taking lessons. A good alternative is Duo Lingo, it is a free app for Apple or Android, so in those idle moments you could be learning a new language. I used it to brush up on Portuguese.
Rod Reiter is an international Realtor who joined the real estate industry in 2009 after working several years for Microsoft in Amsterdam. His personal goal is to provide each of his clients with an overwhelmingly positive experience, and continue building his referral network. He recently became sales director for Miami’s Krystal Tower.