In the last year, China maintained its position as the biggest property buyer in the US for the fourth year in a row. In the financial year of March 2016 to April 2017, Chinese buyers accounted for $30.7 billion of the $153 billion spent by foreign buyers.

Despite recent capital regulations by the Chinese government, this demand looks set to grow. In a survey by the National Association of Realtors (NAR), they found that out of 6000 respondents, 35% reported an increase in the number of Chinese clientele.

While favored spots still remain coastal cities, such as Los Angeles, San Francisco and New York, Chinese buyers are now also moving inland in search of better prices. California still remains the most popular spot for Chinese buyers due to the presence of a large Chinese community, though Seattle is also now undergoing a boom in demand from Chinese buyers.

All this means that real estate agents are now handling a higher proportion of Chinese clientele than any other international buyers. In order to make the most of this demand, there are a few helpful things to know when selling real estate to Chinese buyers.

Understand FengShui

The Asian Real Estate Association of America recently conducted a survey of Chinese buyers. They found that 86% of buyers consider Feng Shuia very important element in home buying decisions. 79% said they were willing to invest more time in finding a home that incorporates Feng Shui principles. Any agent who understands Feng Shui will have a major advantage when dealing with Chinese clients. 36% said they would not even consider working with an agent that had no knowledge of Feng Shui.

The buyer's purpose and requirements may change with time

When you ask a Chinese client what their purpose is in buying a home in the US, they may talk in terms of their requirements at that moment in time. There is a high chancethat they will change their purpose as new information comes to light. The reason for this is explained by looking at the differences between the Chinese and American property markets. In China, buyers are not used to thinking of real estate in terms of purpose.

This is because it is always clear what the best locations are – they have the best schools and hospitals, easy commutes, and easy living environments. The further you move away from these areas, the less attractive things become. While in the US, the situation is quite different, with different locations having their own strengths and weaknesses. As such, an agent should provide a Chinese buyer with all the information possible on the area.

Build relationships

While it’s true that good relationships are important everywhere in the world, it is particularly so with selling real estate to Chinese buyers. Relationships arean important factor for Chinese clients - they need to like you first before any business can get started. Without a relationship, you will just be one of many agents that they are reaching out to. Establish good rapport from the start, and develop a positive relationship with each client.

As the years go by, the number of Chinese buyers is only likely to increase. Agents can capitalize on this by learning how to work with different cultures and achieve common aims.