Nearly 60% of real estate broker Benjamin Guillou-Nisin’s clients are French, Belgian or French-speaking Swiss. Nine out of ten clients of Parwana Sherzad are of Afghan origin, while all of En Xie’s clients are Chinese. All have in common to seek a broker who understands their culture before starting the visits.
Posted at 12:00 p.m.
The number one reason many buyers turn to En Xie is the language spoken. “Most of my clients speak Mandarin or Cantonese, and they have difficulty expressing themselves fluently in French or English,” explains the Groupe Sutton broker. They need someone who speaks their language to face the real estate market. It secures them. »
A reality shared by the Afghan clients of Parwana Sherzad, broker at RE/MAX. “I speak their language and I know their values, so it breaks the ice on first contact. They feel more at ease and they are better able to express their needs. »
Even if French-speaking Europeans have to master Quebec accents, they do not have to deal with a real language barrier. However, they like the idea of working with a broker who knows their background. “When I have a Belgian family in front of me, I know which region they come from, I can talk about their city or the news of their country, explains Benjamin Guillou-Nisin, of Royal LePage. I know who they are and where they come from. »
Having immigrated to Canada himself, he understands the process that awaits them. “I am keen to share what I experienced when settling in, the difficulties and the constraints,” he adds. I can play a bridge role, because I know how it worked there and I understood how it works here. »
For her part, Parwana Sherzad lived 12 years in Afghanistan before emigrating. She therefore understands the traditional values of her country.
A lot of people my age have difficulty understanding the culture of our home country. As I lived there and came here young, I can understand the needs of older people.
Parwana Sherzad, broker at RE/MAX
Different needs
Afghan clients are particularly attracted to large properties. “They are looking for a big house, because their families are large,” she says. They also want a spacious basement, as they often host events for up to 40 people. »
Beyond square footage and decor, many Chinese buyers are interested in feng shui. Let the flow of fortune, luck, family and many other elements. “When I invite a client to view a property, I first take a compass to find out which direction is north,” says En Xie. According to custom, the front of the house should face south and the back north. »
PHOTO MARTIN CHAMBERLAND, THE PRESS
En Xie, Sutton Group broker
If the front of the property is more green to the east and the back to the west, many customers will take a dim view of the situation. “I sometimes explain to them that in Canada, it is preferable for a property to face east, because of the climate. »
He must also consider the view offered. “No matter what type of property, if you open the door and see the backyard directly, it means fortune and luck will fly away. »
Popularize the rules
In real estate, who takes a country takes… a new set of rules and practices. According to Benjamin Guillou-Nisin, the Quebec market is much easier to access. “A client can choose a broker who will represent him, take him to visit properties and negotiate all the conditions. In France and Belgium, you have to go from agency to agency to see the properties for sale in each. It is rare that they exchange their information. »
Worse still, most French and Belgians do not have access to the history of comparables.
In France, I almost have to put a wet finger in the wind to know roughly how much a property is worth. It takes a great expert to know how much each house has sold for. Here, we have access to everything, right away.
Benjamin Guillou-Nisin, Royal LePage broker
Moreover, funding is far from being a copy-and-paste between French-speaking Europe and Quebec. For example, the credit file has no influence. And there is no prequalification. “You go to your bank, they look at your profile and tell you how much you could borrow and what down payment to invest,” explains the Quebec-French broker.
“The French and the Belgians are used to shopping around for the conditions of their loan throughout the process, almost until the appointment with the notary, he adds. In Quebec, we take care of the prequalification and the final approval, but it is rarer to shop between the two. »
Parwana Sherzad must keep an eye on everything at every stage: property search, visits, reading of documents, promise to purchase, etc. “Sometimes brokers don’t show up for inspection, but I really have to accompany my clients to translate everything, reassure them and provide certain information. »
No taxes!
The majority of Chinese cities do not impose municipal taxes on their residents. However, the owners are not totally owners.
In China, you buy a property without owning it permanently, a bit like renting for 50 or 70 years. When the Chinese arrive in Quebec, they realize that they will own their property and be able to pass it on to their children and grandchildren.
En Xie, Sutton Group broker
The different fees must also be put into context for the French and the Belgians. “With them, notary fees are globalized: that is to say that the notary collects his fees and the equivalent of property taxes at the same time,” says Mr. Guillou-Nisin. As a result, several of my clients have the impression that they paid a lot in France or Belgium, and that it is very affordable here. Eventually, it’s just perceived at a different time. »
Another time issue: the withdrawal period. “In France, they have up to 21 days to change their mind on a promise to purchase, while in Belgium, it can go up to four weeks, says Benjamin Guillou-Nisin. Here, the time for inspection and financing is very short. It is therefore very important for my clients to have someone who can make the connections between their place of origin and the place where they are settling. »