We’re the most connected culture in the world, but the least relationship centered. How does this create stumbling blocks in international referrals? How can brokers and agents communicate across borders, and provide good service? On this episode, guest Erin Koops shares techniques for overcoming cultural differences, eliminating commission breath and getting the most out of your relationships.
Treat every one of your spheres like a family member that you really want to take care of. You wouldn’t want them to fall into the wrong hands. -Erin Koops
Takeaways + Tactics
Be aware of cultural differences - emails might just be seen a spam. Rather pick up the phone and get in touch the warmer, more personal way.
Never lose sight of relationships, if you want more referrals, you have to build more relationships.
Dealing with the legal writing across borders is a whole other ball game. You’re going to need people who are proficient at it.
At the start of the show, Erin shared the biggest mistakes she’s observed when it comes to international referrals, and causes for low conversion rates across borders. She also shared the mindset that people have to approach those relationships with, and how communication differs from country to country. Next, we discussed the importance of being focused on relationships and how to be less self-serving. Towards the end of the show she also shared the importance of understanding legal writing in different cultures.
Erin also shared;
If you see your work as, “I’m going to generate more dollars for me”, you’re looking at it wrong. -Erin Koops
Don’t use connectivity as an excuse to not get on the phone. -Matt Johnson
Successful international referrals depend on an understanding of cultural differences, and how they impact business. If this isn’t clear, agents and brokers will struggle to acclimatize. While email works perfectly in the US, it doesn’t carry the same weight in other parts of the world. Remember that other countries are lot more relationship based than we are. Manage your client’s expectations, and be open and flexible to resetting your own expectations.
Erin Koops is the Vice President of Network Services for Leading Real Estate Companies of the World®. Cross-cultural considerations for real estate agents. Go to www.leadingre.com for more information.