Larisa Marenco is a Realtor with The Gongee Team of Keller Williams Realty 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 spoke with Larisa Marenco, a Realtor with Keller Williams Realty in Miami Beach.

6. Keep an open mind. An agent working with the foreign nationals should be ready and prepared for questions they haven’t heard before. For example, in Germany there is an interest on security deposits, so foreign nationals looking to become landlords might ask if the security deposit could appreciate throughout the lease and bring them profit.

5. Take your foreign national clients through the process of buying in as much detail as possible, step by step. You should point out that all Realtors  in one region have one MLS system. Many Eastern European buyers would think that going to different Realtors will give them more inventory to choose from. So, taking your time and explaining how this work might save you from losing clients. You should also explain the contract forms in as much detail as possible. Be prepared for foreign buyers to ask you for the contract in their language. In this situation, refer them to a translator. Also, be sure to ask if they have ever transferred the money from their country to the U.S. Each situation will be different; sometimes their country would request paperwork in order to make the transfer. It could also take quite some time, so allow for this time in the contract.

4. Be ready for foreign nationals to not trust you. Many foreign buyers just won’t trust you, even though they have been referred to you by their friends. Be ready for that; it is a cultural thing. Build up that trust throughout the transaction by being honest and straightforward at all times. It’s better to say you don’t know something than to say something that is not correct. Foreign nationals can drop you just because of a little thing they found “untrue.”

3. Be ready for the foreign buyers to try to talk to the seller directly. The best solution is to explain that in the U.S., the sellers hire Realtors to do all the negotiation. Make sure that you present yourself as a strong negotiator, as well. Listen to your client’s advice and tips on the way to negotiate, because sometimes their advice does work.

2. Be more than a Realtor; be a nanny, a manager, an accountant, and a friend. Many foreign nationals think that it is your responsibility to be their translator at the clothing store, to help them with their kids, etc. Be professional and try to help as much as you can, up to a point. Sometimes these little things help; your foreign national clients will become your friends, and will bring you a lot of business.

1. Look out for bribes. Many foreign nationals think that if they give you money on top of what you are getting paid, you will do a better job. The best way to handle this is to explain how it works in the states and have this money reflected in the closing statement, for example. Some foreign nationals will expect you to give them a substantial kick back when selling their property. Be strong and explain that this is not how it works here. Make sure to position yourself as a true professional who won’t give any kickbacks for an excellent job. Most likely, they were testing you, and by remaining ethical, you just proved to them that you are a trustworthy Realtor.

A native of Russia, Larisa’s real estate career began in 2005 when she helped organize the first International Property and Investment Show in Moscow, Russia. In 2008, she graduated with a Master’s Degree from Moscow State University and moved to Sunny Isles, Florida, where most of her clients would relocate or invest. She gained extensive knowledge in the “Little Moscow” real estate market, and helped many of her foreign national clients receive green cards through commercial real estate investments. In 2010, Larisa met Farouk Gongee, who became her mentor in the Miami Beach luxury real estate market. She quickly adapted to the fast-paced South Beach lifestyle, and became The Gongee Team’s Buyer’s Agent, successfully working with Russian-, Spanish- and English-speaking customers. Larisa’s unique experiences and impressive social skills enabled her to participate in the Moscow Property Seminar, where she represented the United States and educated Russian customers about real estate in South Florida. Today, she cooperates closely with real estate companies in Moscow and St. Petersburg, with The Gongee Team listings being featured on Russian realty websites.