One way to master relationships right from the first meeting is through body language. Non-verbal cues, such as the way you walk or your facial expressions, say a lot about you to your potential client.
As a real estate professional, your goal is to build trust with your clientele. Wondering how you can improve your body language and work it in your favour? You’re at the right place – we’ve curated a list of top body language cues you need to know to build a positive effect on your clients! Learn how to ‘read’ non-verbal cues and find out how you can position yourself in a better light.
Reading Your Real Estate Clients’ Body Language
Paying attention to the signs!
The subtle signs are always around. If you’re meeting a client who’s agreeing with everything you say verbally, but shaking their head, they’re probably just agreeing to be polite.
Body language can also be a bit misleading. Crossed arms could mean they’re disagreeing, but it could also mean that they’re cold or socially awkward. It is up to you to interpret these simple cues based on the situation.
It’s all in the feet!
According to behavioural scientists, when someone is interested in what the other is saying, their feet tend to point toward them. On the flip side, a disinterested person’s feet would point away from you. This is also applicable when sitting with a client – if they’re sitting in a direction facing you, they’re probably interested in working with you.
Look for this when in conversation with your next client.
The Eyes
A huge giveaway to whether someone’s interested in pursuing business with you is their eyes. If their eyes are darting around when showing property, they’re likely not interested.
You can also gauge interest by paying attention to the eye contact your client gives while chatting with them. Other expressions to look for include being distracted or seeming unhappy.
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Gaining Your Clients Trust Through Body Language
Fix your posture
Slouching is a sign of lacking confidence, a look you want to avoid when meeting a client. At your next meeting, stand tall and straighten your back.
A good exercise to improve your posture is to roll your shoulders blades toward the back and stand upright. Take a deep breath, smile and you’re good to go!
Are you hiding?
Some people tend to hide behind objects (think, behind a desk or a chair) when nervous. It is a subconscious habit that affects a fair number of people.. Don’t let nervousness manifest into low-confidence gestures.
Fidgeting shows a lack of confidence – this includes playing with a pen or the sleeves of your sweater, playing with your hair, rubbing the back of your neck, etc. These are habits you should eliminate when talking to a client.
A few things you can do when you feel nervous:
- Have an inviting and open smile
- Avoid crossing your arms
- Maintain eye contact (not in an unblinking-creepy way)
- Use hand gestures and nod when you speak.
Other ways you can channel your confidence include dressing for success, i.e., looking sharp and professional with your attire.
Discover more techniques to stand out from the competition as a real estate agent in the UAE with a multitude of resources available on our Content Corner on the Agent Portal. You can take your skills to the next level by joining our interactive training at Bayut Academy, our series of in-house workshops and boot camps exclusively for agents.