Selling a property to a Chinese buyer has its challenges.  As prominent real estate agents and developers, the Chinese buyer is one of the most sought-after markets in international property. Almost every day we hear news pertaining to new purchases in many locations and countries.

However, many property agents and developers have come to me over the past years, puzzled. It’s all over the news, we see them on the street, at auctions, at open house, but most have never successfully sold to any before. Many try to get into this market but hitting the wall each time.

Here are a few things you need to know what is going on in the mind of a Chinese buyer.

1. The buying cycle is long

It is well understood that the cross-border property buying process generally takes longer than a domestic purchase, however for Chinese buyers, the duration could be much longer than all other international property buyers. Reasons for this include language barriers,  a restriction of information within China (no Google and Google maps which makes it hard for buyers to make independent searches,) and transferring money out of China etc.

It Is therefore very important to have a strategic long-term plan dedicated to the Chinese market. For example, setting up a WeChat official account to ensure that you can consistently connect with these buyers via WeChat.

2. Use different media for communication

WeChat is a big part of the Chinese lifestyle – it’s WhatsApp, Facebook, Insta, Tinder, Amazon, Yelp, Banking, Uber, UberEats combined in one App. Chinese do not use emails as much as we do, most communication is done via WeChat. If you want to connect with them, familiarizing yourself with WeChat will be a good start. (Note: WeChat has a translation tool for your conversations)

On Chinese real estate portals like Anjuke.com & Fang.com, 95% of their buyer’s inquiries leave WeChat contact details instead of mobile numbers.

Post properties for sales or market update on your feed so buyers can get updated on your markets.

3. Language is a barrier but not a block

Yes, Chinese is a tough language, but bear in mind that it is not a blocking issue. At the end of the day, if the buyer is really interested in your property and if they do not speak a single word of English or your language, they will bring along a translator or a friend|relative who can speak the language. I have seen a German agent and Chinese buyer conversing on WeChat using a translation tool to finish up a sale. It does work.

What is more important, is to find an efficient way to communicate with Chinese buyers at the early stages of the buying process. For example, hire a Chinese-speaking staff member or work with an external Chinese concierge to send them translated brochures. Once the qualification process is done, you can take over the closing.

At the end of the day the reward is huge

End of the day, I have to admit that Chinese buyers are tough to deal with. But the greatest pleasure and comfort I get out of these ordeals is the old adage about Chinese buyers: You get one, you get the entire village. Once you get the first deal across, the buyer will start getting all his family and friends to buy from you! It’s a long process but the reward is huge.