Welcome etiquette and language diversity
The ITA guide for China outlines the importance of professional relationships, presenting business cards attentively with both hands, and the widespread use of WeChat for exchanging contact details. These customs pertain to a business context and do not apply to all buyers of Chinese origin. Mainland China, Hong Kong, and diasporas do not share a single profile. Enquire about the preferred language and reading format; do not assume Mandarin, Cantonese, or a preference for a specific script.
The method in practice
Prepare a understated, legible business card; any translated version should be proofread by a qualified person. When handed a card, take the time to read the name and job title. Verify the preferred pronunciation without inventing a Western given name. Offer an initial video call detailing your role, how the viewing will proceed, and the documents available. Enquire about convenient times, specifying the time zone of each participant. While an introduction through a mutual contact can facilitate initial connection, it does not constitute an agency agreement or authorization to share the file. Build trust by keeping your commitments: sending requested documents promptly, flagging delays, and explaining limitations. Quality of execution is observable and valuable regardless of the client's cultural background.
Fictional example
A Hong Kong client living in Paris requests a presentation in English. The advisor respects this choice and verifies their preferred name, without automatically translating the entire file into Mandarin.
Confirm the linguistic context instead of applying a generic country sheet.
Messaging apps, disagreements, and collective decision-making
WeChat can be a practical channel if the client chooses it. It must not become the sole repository for decisions or sensitive documents. A positive statement during a viewing may simply express politeness without constituting commercial agreement. This risk exists in any multilingual interaction. Prioritise concrete questions that allow a reservation to be expressed without placing anyone in a difficult position in front of their partners.
The method in practice
Conclude a comparison with "What points do we still need to verify?" followed by a limited next step: receiving the floor plan, reviewing service charges, or scheduling a second viewing. Ask who should receive the summary report and obtain consent before adding a participant to a group chat. When a disagreement arises, refer back to the document and criteria without publicly labeling the party as inconsistent. Offer a one-on-one discussion if it helps express questions freely, but do not conceal a reservation from the co-buyers concerned. For every decision, distinguish between the proposal, the agreement reached, and any validations still required. A messaging screenshot does not replace the formal procedures defined by professionals for a legally binding property commitment. Obtain confirmation on the exact status of each stage rather than translating every positive response as a "yes".
Fictional example
In Casablanca, three partners reply "interesting" in a group chat. The consultant sends the unresolved questions and asks who would like a documentation meeting. He does not announce an accepted offer to the vendor.
Turn a positive assessment into an explicit next step, never into a presumed agreement.
Usage preferences, orientation and selling points
Orientation, flow, brightness or door number can matter to certain clients for a wide variety of personal reasons. Do not present feng shui as an automatic requirement for Chinese buyers. Ask for usage criteria before filtering properties. A consultant can describe an orientation or provide a floor plan; they must not invent symbolic expertise. If a client wishes to consult a specialist, clarify their involvement and the information they require.
The method in practice
Use CAP/CAB to translate a concrete request into a comparison: documented feature, possible advantage, usage-related benefit and proof. A south-facing orientation does not have the same effect depending on obstructions, floor level or season; suggest a viewing at a relevant time. If the client rejects a number or layout, ask if it is a deal-breaker and offer alternatives without mockery or opportunistic markups. Then break down the overall budget, costs left to confirm and the timeline. A relationship of trust must not lead to skipping land registry or banking checks. Maintain the same methodology for a personal residence and for an investment, whilst adapting the documents to the stated objective. Yield assumptions remain numerical projections, never a cultural promise.
Fictional example
In Tangier, a buyer requests a living room with morning light. The consultant checks orientation, neighbouring buildings and viewing times. He does not attribute a numerological preference to her and does not select a floor level on that basis.
Link a stated criterion to a verifiable feature and its limitations.
Your practical application work
Three partners, based between Hong Kong and Paris, request an apartment in Casablanca via WeChat. One likes the property, another questions the orientation. No offer is submitted.
- Prepare the reception and address questions regarding language, channel and participants.
- Draft the summary report distinguishing interest, reservations and decision.
- Construct a CAP/CAB argument on brightness accompanied by verification.
Sources and benchmarks
- International Trade Administration · ChinaProfessional practices in the named country; to be confirmed with each client in Morocco. Accessed 14 September 2026.
- UNESCO · Intercultural competenciesConceptual framework for intercultural dialogue. Scripts and real-estate cases are CBE educational creations.