Body language - Is it as important as we once thought or has more been made of it than is necessary?
I for one had an experience a few years ago. A man I had known most of my life was interviewing me because he wanted to list his home. He and his wife were going through a divorce. I met the both of them at the home they were selling. After the meeting my friend "Thanked me for giving his wife good eye contact". Wow! I am very much a people person and always give good eye contact but didn't think I was doing anything special. I always respect everyone.
My friend went on to say that after the meeting his wife commented on the equal attention I gave her. She told my friend she liked my style. I listed their home and sold it.
I recently read an article in the Realtor Magazine that commented on body language and some of the things stated were interesting. The following is an excerpt:
Look for subtle signs
Understanding body language isn't rocket science, Hargrave says. Most people recognize the worry of a furrowed brow, the indifference of a slouch, the confidence of direct eye contact, the bored drone of fingers drumming a table's edge, the sincerity of placing your right hand over your heart, the quizzical interest of a tilted head, and the openness of a broad smile.
But as any good poker player knows, some signs are less obvious.
- The seller who runs an index finger behind or beside her left ear when weighing an answer may be telling you she's doubtful.
- The clench-fisted buyer might be nervous.
- The client who walks into the office and unbuttons and removes his coat may sense an agreement is near.
- The man fiddling with his pocket change may have finances on his mind.
- The buyer who repeatedly touches her necklace or makes other unnecessary gestures could be uncomfortable.
- The sales associate who draws his fingertips together at chest level, in a steeple gesture, and props his feet on the desk is likely super confident.
- The home buyer who brings her hand to her face, puts her chin in her palm, extends her index finger along her cheek, and lets the remaining fingers rest below her mouth may be seriously evaluating your proposal.
I was once told that some of the best sales people in the world are great at recognizing body signs customers make and reacting in a positive manner. After thinking about this I believe it to be true.
I don't care how educated a Realtor is and how well they know the real estate market. If we cannot read body language and react in a positive manner, we could loose a client. Knowing when to talk and when to be silent, kowing when to give an opinion and when to just listen.
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Marketed By: George Tallabas - Boise Idaho Real Estate Agent - Associate Broker
with RE/MAX Advantage, Canyon Counties #1 Brokerage in sales and listings
specializing in Boise Idaho Real Estate and Southwest Idaho Real Estate.
Native Idahoan and Boise Idaho Real Estate specialist serving Boise, Meridian Eagle, Nampa, Caldwell and the surrounding Treasure valley area of southwest Idaho. Specializing in residential, investment, land and commercial real estate. Search thousands of MLS listings at Boise Homes for sale and learn all about Idaho by visiting Search Idaho Homes
George:
I agree 100%! If you are unable to "read" people, it can be disastrous! Also understanding the psychology of sales is important as well. I took a class several years ago to understand body language and personality types! Very interesting! People know when you're trying to "sell them". They don't want to be SOLD to. You need to make them want to BUY from YOU.
Very original topic! Good one, George! I think people say much more with their bodies than with the words, if only we're paying attention.
You are right that knowing body language can be very important. We also need to keep in mind that no two people will react to the same situation in the same way. Getting to know the client and how they act will help in reading the subtle body language hints.
George,... I agree with Sara.... good and original. SO much of you talked about were the basics, yet so many of us don't keep it in the back of our minds. Gee... I am Irish and I use my hands a lot like Italians would when describing something. Nothing against Italians. But kind of like when they squeeze their fingers together and hold them up to their mouth.
When you talked about good sales people able to read the body language of others.... maybe we can come up with something for the phones. ;o) That is so hard at times. Again, good post.
Laurie - I agree totallly
Vicky - Yes we are all in a people business
Sarah - We are soooo much on the same page on how we think!
Patrick - Right on!
Jeff - You go Irish dude!
George - Just keep working on it my friend
When i was 18 i read a book called "How to read a person like a book"
it was all about body language and how to tell what a person was feeling or actually trying to say to you.... intonation on the phone and smilies in e-mail help a LOT...but knwoing how a person feels while you are talking to them is a great thing....
=-)
I too think the ability to "read" a person is very important in this line of work. I find that people's words and body language sometimes say two different things. In this case, I usually lean towards the body language as it is more of an unconscious tell all ( Remember Tonya Harding...) Good post George !
I coulda made a fortune if I mastered this book. I missed the part where if the horse scratches its nose just prior to a race, it means it wants to take a nap.
When dealing with a client face to face and showing them what type of mortgage it is easy to see if they like what you are showing them. Sometimes customers will come closer to the computer screen when the qualification is shown to them.
Great blog George
Eddy
That is so true Eddy...Thanks
Hi George - GREAT post, and a great reminder of the importance of being able to read our clients and potential clients and customers. I've taken a couple of body language courses over the years, and I learn something new every time. Body language reading and good listening skills should be tops in everyone's book.
"Let Me Hear Your Body Talk" - this is a great seminar and book written by Jan Hargrave. One of her seminars goes by the same name. She spoke at one of our state conventions within the last 2-3 years, and she was just terrific!
Ann
Right on John...I agree 100% Thanks
When I was in management, the company gave all potential real estate agents a computer "test" to see if they were really suitable for real estate sales or where they might fall as far as $$. The company suggested I take the test as well to become acquainted with it.
So, I logged on to the virtual customer with real estate agent test, but there was one snafu, the company computer did not have speakers.
Now I could have just logged off, but I figured "what the heck" and took the test anyway. I paid attention to the body language. I finished the test knowing full well I could possibly embarrass myself. With a click, the results were sent off to corporate headquarters for review and then bounced back to me. Kicking myself, I couldn't believe I did that! WHAT was I thinking?
When I got the results, I leaned back in my chair and laughed. I did exceptionally well!
The moral of the story for me: I am glad I took the test without sound because getting a little hard of hearing in old age runs in my family and I may be able to put off buying a Miracle Ear. ;)
GREAT POST, GEORGE!
Body language is extremely important. Knowing when to stop or change gears is a big part of being a salesman.
Randy - Thank you and have a great day
Phylena - Good for you - keep up the great attitude
Good and useful points. It's amazing what we take for granted. I really think body language helps us make a point without saying what we mean. As in your case, it helped you get the listing from your friend.
I love to people watch at places. Its funny how much you can tell with body language. You can also tell a personality by body language. How they stand in conversation (arms folded or on their sides)