Some people, particularly Asians, do not give physical buying signs such as getting excited when they find a home they like. There is an old Chinese proverb that says, “Control over the body is control over the mind” which means you do not want to show any emotions in public as this energy could disrupt the harmony in the air.
Ironically, the behavior you find so offensive is about the only buying sign you’re ever likely to get from some new immigrant buyers. Ask yourself, “Do buyers, regardless of culture, hang around in a house they don’t like and talk about how much they hate it?” Of course not, they simply walk out as fast as they can go so they can find a home that better suits their needs. So what do you think people are talking about in their native tongue in front of you? Let me give you a hint – it’s not about you which is probably why you find this habit so offensive! When you learn a second language like English, it’s relatively easy to use it to converse about facts and figures such as the number of bedrooms or square footage but when it comes to emotional questions such as, “Do we feel comfortable in this community?” or “Will or children be happy in this neighborhood?” people naturally revert to their native language, often without even thinking about it. They certainly don’t mean to offend you and may not even be aware that they’ve switched to a language you can’t understand.
Again, speaking in their own language may be the only buying sign you may get from some buyers. Instead of being miffed, I suggest you be thankful and encourage them by simply saying, “It seems you want to talk about your new home. Please take your time and I’ll wait for you in the car.” By looking at your buyers’ behavior from this slightly different perspective you’ll see that they are actually being very communicative – if you’re culturally aware.
Also, don’t expect many cultures to give traditional buying signs because most do not get emotionally involved in purchasing real estate. This is merely an investment and if the sellers won’t make them a good deal another one will certainly will. This is why it’s usually futile to say to a multicultural buyer, “You’ll love this house.” The only thing they’re likely to love about the house is the bargain they’re getting. So it’s best to concentrate your efforts in explaining why it’s such a good deal rather than using emotional appeals.
