Color Outside the LinesSouth Dakota Housing Development Authority

November 2013

(C) 2013 Encore Seminars & Services, LLC. All Rights Reserved.

Dwayne CarteYour Facilitator

Course Objectives

• Present a snapshot of the changing face of the real estate industry in South Dakota

• Increase awareness between high context vs. low context consumers

• Review multicultural business norms & etiquette

SD

#1 Ethiopia

#2 Bhutan#3 Burma

#4 Nepal#5 Eritrea

Source: Census.gov

U.S. Projected Population: 2010–2020

Year U.S. White Black Asian Hispanic Other

2010 (actual)

308,745,538 223,553,265 38,929,319 14,674,252 50,477,594 12,481,334

2020 (projected)

335,805,000 260,629,000 45,365,000 17,988,000 59,756,000 11,822,000

% Change 8.90 16.58 16.53 22.58 18.38 -5.28

Source: Census.gov

0

12.5

25

37.5

50

National White Black American Indian Asian Hispanic

43.142.6

33.430.3

25.426.9

% of Change in Buying Power: 2010-2015

Source: University of Georgia Selig Center

What’s Your

V ● I ● E ● W

V ● I ● E ● W

ValuesInfluences

ExperiencesWindow

What is “culture”?

• Culture is a set of learned behavior, beliefs, attitudes, values and ideals shared by a group of people.

• Culture impacts how someone views the world.

• Culture is formed over a lifetime and is generally difficult to change.

Categories

• Self-expression

• Outlook on Life

• Racial Attitudes

• Honesty/Reliability

• Character

• Time Orientation

• Social Classes

• Religion

• Orientation to Nature

• Group Objectives

• Work Ethic

• Talents & Skills

Generalizations =Prevalent or Common

RelationshipsTime

FormalityCommunication

High Touch vs. Low Touch

Relationships

Take Longer

Basis of Doing Business

Independent from Doing Business

Time

Fluid

Punctuality Not Important

Commodity

PunctualityCritical

Formality

Personal FormalityImportant

BusinessFormalityImportant

Communication

Non-verbalImportant

PrecisionImportant

Where?

AsiaRussia

Middle EastLatin America

Southern Europe

United StatesCanada

Northern Europe

Non-verbals

• 80–90% of a culture is reflected in non-verbal communication

• Are there any non-verbal messages that can be considered universal?

• Are there any positive non-verbals in your culture that would considered an insult in another?

Homebuying Attitudes

• Numbers

• Location & Orientation

• Offers & Contracts

• Marketing & Advertising

• Financing

Top 5 Basics for Multicultural Business Norms & Etiquette

5. Never tell or make jokes.4. Learn at least a Few Phrases in the

Other’s Language3. Show Deference to the Elderly

2. Be Sure to Obtain the Correct Names & Connections

1. Talk Less; Listen More

Empathy Exercise

Using your non-dominant hand:

1. Write the sentence: The sun is shining on the treetops.

2. Write today’s date.

3. Sign your name.

4. Draw a tree.

Resources

• Kiss, Bow or Shake Hands, by Terri Morrison

• Kiss, Bow or Shake Hands:Sales & Marketing; by: Terri Morrison

Dwayne Cartefacebook.com/EncoreSeminars

@MrSeminaryoutube.com/EncoreSeminars

slideshare.net/dcarte

(C) 2013 Encore Seminars & Services, LLC. All Rights Reserved.

Thank You

XieXie

ArigatoMerci

GraciasMahalo

Danke