6 Body Language Tips to make a Great First Impession | AgentEDU.com

6 body language tips to make a great first impression

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.

  1. 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.
  2. Stand tallThe 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.
  3. 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!
  4. 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.
  5. 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.
  6. 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.
Business people shaking hands, finishing up a meeting

The 10 steps to a successful sale

Every real estate agent has his or her own methods for getting to know clients and moving them through the homebuying process. But there are some tried-and-true steps that every agent should follow:

1. Greet the client and develop rapport – Help the client get comfortable with you. Build trust through authentic interactions.

2. Ask qualifying questions – Ask about what the client is looking for, their financial situation, buying motivation, and timeframe.

3. Set expectations – Lay out the procedure for the client: how to prepare their lender paperwork, timing for making a decision, preview of a blank contract if it’s a resale, and review new construction contracts. Walk them through what happens after deciding on a home.

4. Present their options – Talk about homes on the market that fit their criteria. Present your plan for picking the best one or extending the search.

5. Demonstrate the homes – Show the homes, going over every detail and focusing on the home’s features and benefits. Keep client motivations and desires in mind at all times. (Though it’s really the listing agent’s job, this important step is often left to the buyer’s agent.)

6. Narrow it down to one home – Narrow down the options until the client is left with one home that meets their needs and that they’re able to buy.

7. Overcome objections – Anticipate objections and remove them before they even come up. When objections do arise, be prepared to address them.

8. Close the sale – You may know the saying “ABC” (Always Be Closing), which means that good closers keep closing in mind throughout the whole process, and use every opportunity to move the buying process forward.

9. Make sure the steps between sale and closing go smoothly – Stay on top of the lender, inspector, and appraiser. Assist with arranging movers or other tasks to help the client transition into their new home.

10. Follow up and get referrals – Seek client feedback via phone calls or a survey. Agents can ask for ways to help clients with any of their post-close suggestions and put them on a long-term referral plan.