They’re back: foreign buyers make a welcome return to New York
They’re back: foreign buyers make a welcome return to New York
By Liana Grey
May 27, 2011
Not long after Amy Williamson began marketing the Centurion, a condo tower on
With the help of local brokers, Williamson, a vice president of sales at Prodigy Network, held information sessions about the limestone-clad tower in hotel conference rooms, and met privately with prospective buyers to discuss finances.
Quickly, she learned that apartment hunting strategies vary by region: Entrepreneurs on mainland
Hong Kong residents, on the other hand, concerned themselves with practical matters — remarking on the building’s luxurious touches, like a water-filled courtyard off the lobby,
The same can be said for brand-name buildings across
“We have an international broker outreach program through [Corcoran] Sunshine,” said Loretta Shanahan-Bradbury, director of sales at the building, which has 17 one- through four-bedroom units available from $1.1 million, according to Streeteasy.com. “There are New York-based brokers that go overseas and travel.”
Like Williamson, Corcoran Sunshine agents partner with local Realtors, and place ads in newspapers like the New York Times. “They know the buildings that appeal to buyers, and we work with them to help them bring the buyer here,” Shanahan- Bradbury said of brokerage firms in Asia, Europe, and
At the Centurion, some prospective buyers were so trusting of
Others asked Williamson to send photos of the model units to their iphones before finalizing their decisions. One woman, who happened to be visiting
Since opening for sales in 2007, the Centurion’s 47 units are now nearly 60% sold. The remaining apartments range in price from $2.5 million to nearly $14.5 million. A publicist from
Trump
“Both buildings have incredibly diverse demographics,” said Williamson. But because of its trendy rather than old-money environs, and a policy that allows owners to stay for no longer than 120 days a year, the latter tends to attract young, globe-trotting investors rather than established families seeking second homes.
“They’re looking for the luxury they expect on Park or Madison but in a more invigorating neighborhood,” said Williamson.
Hip Gen Y entrepreneurs from
Though Williamson, of Prodigy International, has had to explain to some overseas clients that a Fifth Avenue address is more prestigious than one on Seventh, many of Rich’s foreign clients are up-to-date on the swankiest thoroughfares and condo projects.
“It has to be prestigious,” Rich said. “They like the address, the amenities, all the fancy things, all the bells and whistles, even if they don’t use them.”
When foreign buyers do look beyond a household name like Trump or
“They will recognize the name, but they’re not stuck on it,” said Marcia Roma, a director of Fox Residential’s international division. “I do have one customer that does name-drop, so to speak. However a lot of them will just buy into a condominium.”
Robert A.M. Stern buildings like 15
On the East Side, Roma recently sold a pied-a-terre to a couple from
“People that are looking at the penthouse at 502 have many homes,” and are in search of a trophy property that doubles as a place to rest their heads when they visit
Less experienced buyers might hit some bumps in the road. One of Rich’s clients, an Italian businessman, disappeared right before closing on a condo, unaware of the urgency of the American sales process. “He went on his honeymoon and never told anyone,” Rich said. “He never gave a contact number. He almost lost his deposit.”
Buyers looking to settle in
But some transplants don’t have the appropriate credit history to secure a mortgage if they’re strapped for cash — which most foreigners use to buy
Rich sold a $14 million apartment at 502 Park to an all-cash buyer listed on the contract as an LLC, and expects a similar deal to transpire for a penthouse at the building, which is on the market for $25 million.
And five Brazilians recently bought into Hudson Hill, a condo complex on
“Those foreign buyers could do other things with their cash,” said Tracy Becker, a credit specialist who has advised a handful of real estate professionals on securing loans for foreign clients. “How many brokers could sell better properties if their clients could get a mortgage?”
For aspiring homeowners without credit history in the
“If they have no credit and apply for a loan, once they’re denied, they can then force the bank to look at other types of credit,” said Becker. Under equal opportunity regulations, banks are required to consider alternatives — like cable and electric bills, insurance history, and company credit card statements — when presented with a rejection letter, or in bank parlance, a notice of adverse action.
“Most bankers don’t even know they’re obligated to look at alternative credit because it hasn’t really happened much,”
To better ensure an influx of foreign buyers a smooth-sailing transaction, Fox Residential has begun to expand its international services. Roma and Marzia Kennedy, an Italian-born broker that co-chairs the division, first gave the program a boost three years ago, with a trip to a real estate conference in
“There were participants from every country,” she said. “It was very good exposure. We got several clients from that show, and several referrals from clients we met at the show.”
Now that the market is turning around, the two brokers are out and about again. “We kind of laid low,” said Roma. “Now we’re back full force.”
Article hyperlink: http://www.rew-online.com/2011/05/27/theyre-back-foreign-buyers-make-a-welcome-return-to-new-york/