Albert Mehrabian, professor emeritus of psychology at UCLA, created the 55-38-7 theory about nonverbal communication, which states that 55 percent of communication is visual (eye contact, body language, etc.) while tone of voice and words account for 38 percent and 7 percent, respectively. If you don’t appear confident and comfortable, your clients will pick up on that, and may question whether they chose to work with the right real estate agent. Maintain great visual communication with clients and potential clients with these six body language tips.
- Re-examine your handshake – Do you have a limp handshake? Research conducted by a business professor at the University of Iowa suggests that firmer handshakes lead to closing more deals. You might consider preparing your handshake for your next meeting by practicing on your co-workers.
- Stand tall – The way you stand affects how your clients perceive you as their real estate professional. Poor posture can make you appear timid and lacking in confidence, while good posture demonstrates authority and strength. Keep your shoulders back and your back straight, even while sitting.
- Be expressive with your hands – While not everyone naturally “talks” with their hands, studies suggest that using your hands while talking frees up working memory, which allows you to think clearly before speaking. So, if you use elaborate hand gestures while speaking, keep it up!
- Make eye contact – Talking to someone who’s focused on what’s happening across the room is frustrating, and that behavior suggests they aren’t all that interested in what you have to say. Always make certain to establish eye contact and keep your full attention on your clients.
- Align your body – Your eyes aren’t the only part of your body that should be facing your clients. Make sure that your entire body is aligned with clients when speaking with them to send the signal that they have your full attention.
- Smile sincerely – Insincerity is easy to spot, especially in a smile. Emotions are often contagious, and a natural smile will effortlessly add warmth to a conversation.