Your Body Law will Sell More than Your Words.
Today we continue explaining in this mini-course of real estate management, the importance of being able to express yourself well to sell real estate quickly. Knowing how to express yourself well has a lot, a lot to do with the image you project, that is, with your body language. And within this body language most of the information will be transmitted with the expressions on your face.
Communication follows a formula that you should always remember:
Communication = 15% Message + 25% Voice Tone + 60% Body Language.
The fact that a client does not understand you is generally not their fault, but yours . Of course, there are customers who don’t know how to listen, but it’s up to you to quickly discover it and act accordingly.
As you can see from the previous formula, the most important part in a communication is your body language. This does not mean that knowing how to express clearly is not important. What the formula demonstrates is that your message must be accompanied by body language consistent with what you speak. Let’s say your body language reinforces the importance and meaning of your words. Or weakens it.
Hopefully the real estate management courses will soon introduce some chapters in their programs where real estate agents are taught to communicate by phone and when they present the properties to their clients.
In yesterday’s article we briefly discuss how you should express yourself and conclude that preparation is essential to know what to say and how to say it. Improvising is more comfortable, but it will make you lose a lot of sales. Today we will discuss nonverbal communication within real estate management.
| Real Estate Management. Nonverbal Communication.
Nonverbal communication is all language that arises from your body and depends or not on the words you say. In fact, when the client qualifies a real estate agent as “nice”, it sure is not so much for the words he uses, as for the fact that he may be smiling , move his arms dynamically, listen to us and laugh of our occurrences …
Your body language reveals to your clients as much or more information than your words . If you are not aware of your body language your body will constantly transmit sensitive information about your intentions, feelings and personality. Even when you are still or silent, your gestures, your postures, the facial expressions of your face and your appearance will speak for you.
However intelligent and rational we believe ourselves, the truth is that nonverbal behavior, emotions and the unconscious drive our way of communicating at will and go around telling everything about us. Unless we are aware of this fact and handle our body language well.
Becoming a successful real estate agent happens to be a good nonverbal communicator requires developing self-awareness of body behavior at all times. Let’s look at some examples of body language that helps in sales.
| Real Estate Management. Your gaze as a reflection of your thought.
The eyes are the mirror of the soul . The eyes can express all kinds of emotions, and even, sometimes, we get through the look to know what the other person is thinking. So we must not stop studying it, especially because it is, in nonverbal language, the most difficult aspect to manipulate .
As a general rule, when one person is listening, look into the eyes of the other person continuously. Therefore, as a real estate sales professional you will have to continually look your customers in the eye, because if they do not feel they are not being heard.
Different is when you are talking. While you speak, you should not stare too hard at your client. The normal thing is to spread your eyes around, and occasionally fix your eyes on your client’s face. Otherwise, you will cause discomfort.
It is also not advisable to look just at who is listening to you, because it will seem that your monologue does not go with him. Looking at 50% of the time and distributing the view to other points the remaining 50% is a good proportion.
On the other hand, your look should be frontal, not sidelong , since in that case we will feel aggressive or cause distrust in our interlocutor. In the same way, never take a look from the top down to your client; since it will produce discomfort and displeasure.
| Real Estate Management. The Gestures of your Face do not Cheat.
Just a few seconds will be enough for your client to dissect you and issue a value judgment that will have positive or negative consequences for you. For your clients to perceive you as an intelligent person, you better be awake and in a good mood that day, because your face influences much more than you think of your success as a real estate agent.
The gestures of the face are what really allow to read the mood of a person. In your case as a real estate seller, you must show a certain cordiality towards your client. How do you do it? First of all through the smile.
Try not to frown, it gives a feeling of distrust. The closed smile, that is, in which the teeth are not shown, sometimes has its charm, but it is preferable that it be broader, or it may give the impression of being false.
Nor confuse the smile with an open laugh or laugh. Sympathy has more to do with the former , and in a sales situation the latter can be considered exaggerated.
It is important to note that the smile does not destroy the sense of seriousness of the sales situation. Moreover, it is proven that seeing a smile in our interlocutor predisposes us to relax, and therefore causes greater fluidity in communication.
The opposite happens with a frown. It produces tension, distrust and the other person may be afraid to talk to someone who has such an expression on their face. If your client frowns, try to smile to relax him.
Getting a clever face, (not smart), without going through the operating room can be achieved by keeping a more awake and vivacious look that makes you seem more attentive and savvy in front of your client. That, and a kind gesture that gives you a certain good mood, through a subtle smile.
| Real Estate Management. Your Hands Externalize your Feelings.
The hands can be the big part of your body that give more information. Many times they are responsible for externalizing what our mood is.
My professional experience in University Town Islamabad indicates to me to be attentive to the expression of the face, but also to the hands of my clients to know how they feel while I develop my sales argument. For example, if I talk to a client with a calm expression, but I see him rubbing his hands or drumming his fingers endlessly, I know that my words and my body expression are not convincing that person.
The proper use of your hands can be used very well to complement your words and give more strength to your argument. Leaving them “free” can be counterproductive, they can even distract the other person, when we want to be paid attention, we must not move very sharply, clapping or passing them near the client’s face.
It is important that the hands follow your mouth, so that the client trusts you. The security forces, for example, know that people tell the truth, when they usually make hand gestures that emphasize and match the rhythm of their words, a natural condition when they are convinced of what we are saying. Unintentional people will control their hands much more and make few gestures with them.
The hands speak …
- Touching your face … About to make a decision.
- Interlacing fingers … Shows more authority than the other.
- Touching your ear or ear … You feel insecure in front of each other.
- Rubbing your hands … You want to end the meeting.
- Scratching his nose … He is not interested in what the other says.
- Tap your fingers … Impatient.
- Take your head from behind … Self- assured, superb.
- Accommodating the hair … Weakness, insecurity.
- Rest your head on your hands … Bored.
- Open hands loose … Sincere.
- Open hands resting on the body … I nocent, easy to manipulate.
- Hands with palms up … Apologize or sorry for something.
- Hands on the hips … Pay attention and disposition .
- Hands clasped on the back … P reoccupation, impatience.
- Clenched fists … Anger, fury, anger.
- Hands inside the pockets … I ndifference and bad education.
- Fixed or still hands … Repression, fear .
- Nail meals … I nsecurity and nervousness.
- Arms crossed at chest height … Defensive position, you feel attacked.
- Hands or finger on the cheek … You are evaluating something.
- Rubbing one eye … Doubt the other’s words.
- Lightly touching your nose … You don’t like what the other says.
| Real Estate Management.
Your position informs of who you are.
Much has been said about the posture in real estate management courses practiced in Real estate Pakistan , trying to give explanations about what the other person thinks according to place their arms or legs in one way or another. In fact, the students of the subject obtain through kinesia, (theory about the different postures of the body), conclusions about the validity and mood of the person in front of them.
In any case, whatever the position you choose, you should try to give your client a sense of relaxation and attention . If your body is relaxed, you will cause that same feeling. Do not forget that your body tends to reproduce your mood by inertia. There are two types of postures:
Congruent: Express agreement. An example is the case that you sit at the table taking the same position as your client.
Non-Congruent : Express disagreement or psychological distances. They adopt completely different positions. For example, if your client crosses the arms and you do not have them crossed, or your client crosses the legs and stands back while you keep them open with the body forward.
In summary, knowing how to read your clients’ body language is important, but it is much more important to be aware and master your own body language because it transmits information that your client will unconsciously read. Imagine if your client knew how to consciously interpret your body language!
I would appreciate your leaving us a comment on this article. Is it easy for you to be aware of your own body language when you are with your clients? Your opinion interests us. Thank you.