Madison, WI - People who live in Southeast Asian countries may have a different approach to
life and a different way of thinking about the world based upon their cultural
heritage and traditions. REALTORS® and other business people are well-served to
remember that clients and customers who came from these countries – or whose
parents came from these countries – may continue to hold some of these values
and observe some of these customs in their daily lives. Certainly every
individual is different in their way of thinking and conducting business, and in
the degree to which they honor the customs and traditions of their ancestors.
Some may purposefully choose to honor the traditions and values of their
homeland, while others may decide to change their perspective and adopt the
mannerisms and lifestyle of the United States. For others, cultural
characteristics and beliefs may gradually change over time.
Addressing Home-buying Education and Financial Literacy
The household size of Asian Americans is larger than the household size of the
total population by approximately one person. Asian Americans live in
overcrowded conditions in a greater proportion than the overall population.
Asian Americans are better educated than the average American and many hold
top-level jobs. The largest Southeast Asian population in Wisconsin is the
Hmong.
Many Asian homebuyers are not familiar with first-time homebuyers’ programs, and
may have undocumented income that could be used to help them qualify for a loan.
The top five barriers facing Asian American homebuyers are language, cultural
(not fluent in English), lack of familiarity with the home buying process,
unverifiable income, lack of credit, and fear of being ripped off. Around half
of Asian homebuyers are foreign-born. HUD studies report that Asian Americans
face housing discrimination 21.5 percent of the time – approximately the same
rate as African Americans and Latinos.
When selecting a lender, Asian Americans tend to base their decision primarily
on the broker/agent relationship, language/cultural affinity and referral. Asian
Americans may benefit from home-buying education and financial literacy classes
presented in a language or cultural manner that they can readily understand.
Cultural Awareness in Business Meetings
When working with persons from Southeast Asian cultures, it is helpful to be
aware of some general characteristics and tendencies that may be present. For
more specific cultural information, see the individual country cultural
summaries at
www.wra.org/CulturalDiversity that review additional information that may be
useful during business dealings.
- Asians may want to establish a relationship before doing business.
- Upon meeting, a weak, extended grip is normal if handshakes are exchanged.
If you are greeted with a bow, a polite attempt to reciprocate is appreciated.
Bow to the same depth or lower if you are the subordinate.
- Promptness and courtesy is expected in business dealings.
- Apologize if there is any possibility that you have said or done something
to offend. Do not allow an Asian person to feel disrespected or ashamed.
- The same or similar questions may be asked many times in different ways to
see if the same answer is given – it is important to establish confidence and
trust.
- Nodding may signify that the person is listening, not that they
necessarily agree.
- Decisions may be carefully considered; silence is acceptable to allow time
for thinking. The person will speak when they have finished thinking. Relax –
sit respectfully in silence and wait.
- Asians may avoid saying “no” because it is seen as being disagreeable.
Instead they may say “this is very difficult” or “maybe” when they mean “no.”
- Asian cultures dictate that no emotions are shown in public. A smile does
not necessarily show pleasure – it is a polite form of behavior, which can be
used to cover up embarrassment, dismay or anger.
- If a group of customers or clients confer in their native language that
may be a good sign. Be patient and await the result of their deliberations.
- Be precise with what you say because Asians tend to be very literal.
Helpful Tips:
- The color white is associated with funerals and mourning in many Southeast
Asian cultures so do not send white flowers and avoid other gifts that may be
white.
- When dining, your efforts to use chopsticks may be most appreciated,
provided that you don’t scatter your food about the restaurant. Remember to
never stick your chopsticks vertically in a food bowl because it will resemble
joss sticks, the incense sticks burned at funerals. Always use the clean back
ends of the chopsticks for taking food from a communal platter or bowl if no
serving utensils are provided.
- Green hats like “John Deere” signature caps may signify that you are a
cuckold (your wife is cheating on you) so other headwear may be advisable.
- You may have to remove your shoes in Japanese homes or restaurants so make
sure you have your best socks on!
Names
While Western names use the first name, middle name and last name (surname), the
order of Chinese names is reversed. For example, in the name Chang Wu Jiang,
Chang is the surname, Wu is a generational name given to all siblings, and Jiang
is the first name. This person would be addressed as Mr. Chang.
More extensive diversity resources relating to Latino, Southeast Asian and other
cultures are available by visiting
www.wra.org/CulturalDiversity.
Published: 4/6/2006
