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
