Selling Real Estate to Indians- 101

America is a highly organised society where courses are taught methodically and the basic course is always called '101'. It is the starting point for understanding everything. Here is what some of the basic lessons of 101 for realtors wanting to sell houses to Indians would look like:

• Do not assume that a family means two or even 2 + 2. A family can consist of three generations living together. Grandparents, who also double up as resident baby sitters, two 'providers' both with PhDs (work room must need space for two computers, at least), and children (who will continue to live in the house, even when adults).
• Do not emphasise the swimming pool. It will be regarded as a liability and not an asset.
• Do not assume that the living room is the most important area. It is not, though there should be space for about a 100 when parties are held. (Seating is not necessary. Many will take the floor, so stress on the brown carpet, which will hide the whiskey spill).
• The most important part is the kitchen. This is what they will see first.
• Identify a closet large enough for about fifty pairs of shoes. Indian clients, however wealthy, will never throw away their old shoes.
• If there is a small room, stress its virtue as a potential temple (if you can manage call it the pooja ghar -- it is an important sales pitch).
• Do not ask how they intend to finance it or about the credit arrangements. Assume that they will not see the house, before they have saved up.