Welcome to At Home With Diversity

1
Welcome to At Home With Diversity Session1
2
Course Objective

• Given information, explanation, and examples of
  extending service to all cultural groups, the
  real estate practitioner will apply at least one
  new approach to utilize diversity in their
  business plan.

3
Embracing Diversity

• Diverse, multicultural populations exist in local
  markets across the United States.
• A study of the buying power in the local markets
  aides in identifying potential clients.
• Real estate professionals who understand and
  embrace diverse cultures reap personal and
  professional benefits.

4
U.S. Population
5
Importance of Homeownership

• Percentage ranking homeownership as a top
  priority
• All American 51
• All Immigrants 61
• African Americans 67
• Hispanics 65
• Immigrants from Mexico 75
• Immigrants from Central, South America,
  Caribbean 70
• Immigrants from Europe, Canada, Russia 52

6
Stereotype Brainstorm

• Stereotypes you have HEARD
• Not those you hold
• Think of positive and negative comments

7
Cultural Stereotype Categories

• Self-Control
• Outlook on Life
• Racial Attitudes
• Honesty/Reliability
• Character
• Time Orientation

8
Cultural Stereotype Categories

• Social Class
• Religion
• Orientation to Nature
• Group Objective
• Work Ethic
• Talent and Abilities

9
High Context Cultures

• Prevalent in Asia, Russia, Middle East, Latin
  America, and Southern Europe.
• Business is based on relationships.
• A slower pace is needed to build relationships.

10
High Context Cultures

• Nonverbal communication is important.
• A contract is the basis of a relationship.
• Time is fluid, schedules tend to be flexible.
• Formality, face-saving communication, and
  relationships are valued.

11
Low Context Cultures

• Prevalent in United States, Canada, and Northern
  Europe.
• Relationships interfere with business.
• Precise verbal agreements are important.

12
Low Context Cultures

• Contracts are binding and exist apart from
  personal relationships.
• Time is treated as a commodity, schedules are
  carefully observed.
• Informality, direct communication, results, fast
  pace, and punctuality are valued.

13
Melting Pot Video Middle East
14
Melting Pot Video - Hispanic
15
Fair Housing and Diversity

• Success in todays markets requires awareness,
  communication, and planning a diversity-oriented
  practice.
• Changing demographics in local markets indicate
  potential clients and an opportunity to grow your
  business.

16
Fair Housing and Diversity

• Learning and applying acceptable fair housing
  practices helps real estate professionals serve a
  diverse clientele while complying with the law.
• Real estate professionals who serve international
  clients will be better able to explain and
  protect their clients rights and investments.

17
The One America Initiative
18
Predatory Lending

• Abusive and predatory lending practices as
  defined by NAR
• Home equity stripping
• Diminished personal credit standing
• Violations of federal consumer protection
  statutes and regulations

19
Providing Equal Service

• Offer a variety of choices
• At most favorable terms and conditions.
• In all communities where existing.
• With complete access to all financing and
  insurance.
• With reasonable accommodations.

20
Cultural Attitudes, Practices and Communication

• Build or expand understanding of cultural
  differences.
• Offer appropriate services.
• Understand and enjoy other cultures to build
  relationships and to open lines of communication.

21
Cultural Comparisons
22
Culture Can Affect the Process
23
Five Cross-Cultural Listening Skills
Pay attention
Dont assume needs
Create rapport
Uninhibiting questions
Share meaning
24
Business Norms and Etiquette
25
Non-Verbal Red Flags

• Re-adjusting distance
• Averting eye contact
• Scowling, frowning
• Wrong-time laughing
• Covering face
• Does not ask questions/silence
• Impatience

26
Comfort Skills
27
Creating Comfort
ACT AS IF
BY USING
28
Professionalism in a Diverse Market

• Develop thoughtful guidelines for working with
  different cultures.
• Plan a professional strategy for a diverse real
  estate practice.

29
Professionalism in a Diverse Market

• Build on the knowledge you learned today about
  sensitivity to diversity and diverse cultures to
  serve local, immigrant and international clients
  more professionally.

30
Closing Exercise

• Review the materials presented in this session.
• Write three goals you wish to accomplish in 30,
  60 and 90 days.