Avoid an International Crisis – Tips for Working With Chinese Buyers

In 2013, Chinese buyers accounted for nearly 20% of international sales in the U.S. and, on average, spent more than other international buyers. In fact, the Chinese are the fastest-growing group of property buyers and investors in the US. Their international property purchases are projected to reach $114 billion by 2015, almost twice the sales figures reported for all of the combined international buyers in 2012. The Chinese are interested in real estate as both investment opportunities as well as second homes outside of China.

Proper business etiquette is essential when working with Chinese clients – not "minding your manners" can be a costly mistake. Below are some tips to help you avoid any international faux pas with Chinese clients.

1. Be on time. Better yet, be early! While our culture is often more forgiving of occasional tardiness, this is not true of many other cultures, including the Chinese. Being late is considered an insult and is certainly not the first impression you want to make.

2. Don't be overly aggressive with your handshake. In our culture, a firm handshake generally has positive connotations, conveying confidence. However, the Chinese prefer a more gentle and, in some cases, prolonged handshake. A prolonged handshake is a good sign, so don't be shy about maintaining this physical contact. In your first meeting, it is often appropriate to bow (slightly, and from the head, not the waist) when greeting someone. If you are unsure, politely follow your client's lead.