What Does Your Body Language Say to Your Real Estate Clients?

Since sales are the backbone of any business, how real estate agents deliver their sales pitch matters a lot, especially when it comes to body language.

You never get a second chance to make a good first impression, so they say. Although being nice and saying the right words at the right time could definitely help you close a few deals with potential clients, you really couldn’t get that far if your body language isn’t exactly in sync with what comes out of your mouth.

Non-verbal talk

And because sales are the backbone of any business, how you deliver your sales pitch matters a lot, especially when it comes to body language. Take it from topnotch sales experts: Ninety percent of how you communicate is non-verbal – the way you flash a smile, how you move your hands, your manner of walking. From hand gestures to facial quirks, these body expressions actually help potential property seekers read a real estate agent’s message loud and clear. Body cues, no matter how small or irrelevant these micro expressions might seem to be, could make or break a potential sales message.

Effective body language

If you want to build trust with your clients, you need to use body language effectively. Remember, your clients could read what your body language says about you and your verbal sales pitch. Similarly, your ability to read your client’s body language signals could help you respond accordingly to your sales message. Think of it as an important weapon in your arsenal. As a real estate agent, just like any other salesperson, it pays to be able to “hear” your prospective client’s body language just as much as you’re listening to the words they’re saying.

Here are a few things on how body language could help you seal the deal when you’re pitching a property to potential clients:

How you exude confidence matters a great deal

It goes without saying that slouching is a big no-no when you’re trying to sell something to a potential client. Not only does slouching make you look rude, but it’s also one way to turn off prospective clients when you’re doing some verbal presentations. No amount of Powerpoint savvy or impressionable vocabularies could leave a good impression on your clients. In other words, standing up straight, leaning slightly forward, and relaxing your shoulders could make you look confident and attractive effectively help you connect with your clients. You should also neither speak too fast nor too slow. Just relax when you’re making that verbal sales pitch. It also helps if you nod once in a while as you listen to your clients and answer their queries.

Remain calm, cool, and collected as you put yourself on equal footing with potential clients

Nothing exudes more confidence than by being calm, cool, and collected. Your clients could read your body cues. If you’re constantly rubbing your hands, it obviously shows that you’re excited. If they’re clenched together, your clients might think you’re frustrated. Just keep your hands in front of you or on your side to demonstrate you’re calm and relaxed. The same goes for handshakes, which is all about pressure. If it’s too strong, you might be perceived as domineering. If it’s too weak, your client might think you have no self-confidence. Just aim to mirror your client’s handshake so that you are both on the same page. How you hold your arms also says a great deal about how open or closed you are. Better to avoid crossing them so that you don’t come off as closed or defensive. To make you seem relaxed, just put your arms at your side.

Facial expressions and making eye contact

Your facial expressions say a lot about you and could either amplify your sales pitch or make matters worse. Your eyes, for one, send powerful messages. Yes, eye contact is a must. But know the difference between staring and making too little eye contact. You would definitely come off as insecure or someone who lacks interest on your clients if there’s too little eye contact or none at all. Maintaining eye contact helps build a connection, so make sure that you do from time to time. If you don’t want to be perceived as someone who lies, avoid covering your mouth (unless you need to cough, of course), rubbing your eyes, scratching your nose (or worse, picking your nose), or touching other parts of your face when speaking to your clients in person.

Reading and speaking body language signals are all about being emphatic and genuinely connecting to your clients. It’s another facet to being a great communicator and a listener.

Sources: American Express, Nutshell