Are You International?

Sophisticated real estate companies in metropolitan areas do a lot of international business, or at least aim to do international business. To facilitate international business, they belong to networks like Christie's, Leading Real Estate Companies of the World, Luxury Real Estate, or international franchise organizations. International is also a significant strategic development initiative for brokerage firms with strong relocation departments.

The trigger to securing inbound referrals from abroad is relationship building. If you are not reaching out to international corporations with locations in your area or taking trips to develop referral relationships with feeder markets, you are not likely to have much success. Some firms even open offices in foreign cities.

The goal is to get in front of international buyers and sellers and deliver a compelling presentation that assures the prospective client that you have experience handling international transactions.

Here is a checklist of a few convincing details that may support your goal of handling international transactions:

• Line up translation services. Find firms that can take your communications and translate them into foreign languages. All of your materials communicating to international customers will be in English – that is the international language. However, providing a copy of the materials in their native tongue demonstrates your experience and dedication. Do not rely on Google Translate.