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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