Studies show that only 7% of our communication is based on words with 38% of communication-based on non-verbal expression and 55% based on body language. While many have questioned the fact that only 7% of communication is based on words, there is no doubt regarding the importance of body language.
Real estate agents (and to be fair many professionals) often overlook the role of body language in making or breaking the first impression. Slouching, looking around while others are talking to you or having your arms crossed can be key indicators into what an individual is thinking or feeling and, unfortunately, not always in a positive way.
While what we say and how we say it is incredibly important, body language mistakes happen often and can kill a deal and prevent people from wanting to work with you.
If you are making any of the body language faux pas listed below, it’s a good time to become aware of them and make changes towards more positive body language.
OUR TOP THREE BODY LANGUAGE MISTAKES
FACIAL EXPRESSIONS
Facial Expressions are, without a doubt, the most important aspect of body language across all cultures. Since your face is the first thing people see, your expressions are a strong indicator of engagement and interest.
While smiling is a positive expression showing some degree of comfort and overall happiness, it can also be jarring if the conversation is serious in tone. Raised eyebrows are a sign of surprise, confusion, disapproval, so be aware of the “tone” your facial expressions can convey.
How do you keep facial expressions in check? It sounds perhaps a bit narcissistic, but study your face in a mirror and be mindful at all times. Be aware that nerves can cause a nervous smile to occur so be in tune with your facial expression at all times.
BODY POSTURE
Body posture is a huge indicator to pay attention to and slouching, crossed arms, fidgeting and even weak handshakes are all big no-nos.
Poor body language is often perceived as expressing low self-confidence or a defensive attitude. If this is coupled with an inappropriate smile, your clients may make negative assumptions about your professionalism.
Body posture is very important in in-person meetings and is a sign of how committed you are, how professional you are and how confident you are. Mirroring your client’s body language is a sign of engagement whereas toes pointed away from them indicates a level of disinterest.
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How do you keep your body language in check? This is something you need to internally check-in on and it’s a good idea to monitor others’ body language. Do you have a colleague you look up to professionally? Monitor his/her body language in order to have a benchmark of what looks professional and welcoming.
EYE CONTACT
Most of us are familiar with the Shakespeare quote, “eyes are the window to the soul” and this is definitely true. When people like and agree with each other, they tend to make eye contact. Making eye contact with others is a sign that you are actively listening and comfortable with the person. Conversely, looking away and shifting your focus is an indication of distraction, lack of interest or even discomfort. However, be aware not to hold one’s gaze for too long either as this can be viewed as aggressive, challenging or even disrespectful.
How do you make sure your eye language is in check? This one is a bit difficult and asking family, friends and colleagues to give feedback might be helpful. Be aware of how others react. If people are looking away, you may be holding your gaze too long. If people are trying to get you to look into their eyes, you may have a tendency to look down or around them. If you are not accustomed to making eye contact, you need to practice this.
HOW TO EFFECTIVELY USE BODY LANGUAGE WHEN SHOWING PROPERTY
You can use body language and your observations of your clients’ movements to make a positive and welcoming first impression and to lead clients to what they are looking for – your properties and your expertise. When meeting clients make sure you avoid doing any of the following:
- Hands in pockets – looks nonchalant
- Hands on hips – looks overbearing
- Arms crossed – looks closed off
- Eyes down – looks like you are lacking confidence/trustworthiness
- Remember you are presenting your expertise and so lead with confidence. Stand with your feet hip-width apart and your arms at your side in a neutral position
Your body movements and your hand movements, in particular, can be very effective when used correctly. Stanford Graduate School of Business did a study and found that certain hand motions are more effective in driving home a point than others. Let’s look at three hand positions and how effective they are: palms up, palms down, and pointing.
People comply (showing positive action) as follows:
- Palms up 85% compliance
- Palms down 52% compliance
- Pointing 28% compliance
Disneyland has known this for years and requires its employees to gesture directions with their whole hands. When pointing out features of a house or asking your clients to move from one room to another try using the positive palms up gesture.
Never forget to observe your client’s body language. Are they making eye contact with you? Good, they are engaged. Are they fidgeting? Not good, they are bored or unimpressed with your ability to engage them. Are they leaning forward when they are communicating with you? Excellent, they are engaged and this is a great way to continue building trust in your relationship.
Remember positive body language will leave a lasting impact on potential renters, buyers and sellers and can set you apart within 7 seconds of meeting.
Where is your body language and presenting skills at the moment? Join us for a session at Bayut Academy and learn how you can ace your communication skills!