July 31 2017
When you're in the midst of a listing presentation, how can you tell if you're winning over your potential clients—or slowly losing their interest?
It all comes down to reading their body language, says Chris Helder, an international speaker, author, and expert on the topic. "Only 7 percent of our communication is words," says Helder. Thirty-eight percent is the tone in which words are said. Most people are skilled at picking up on the meaning of tones, but far fewer know how to successfully read body language—which makes up 55 percent of interpersonal communication!
Helder will be sharing his knowledge of body language at the upcoming realtor.com® Results Summit in September, and today, we're offering a sneak preview of what he'll be talking about.
Use these body language cues to gauge the engagement levels of whomever you're speaking to, and keep them engaged even when their attention wanders.
According to Helder, the best way to know if your clients or leads are connecting with what you're saying is to look at their "listening behavior," or how they posture their body when you're speaking to them.
If the listener is displaying the following body language, that means they're engaged and you're on the right track:
However, if they shift from the postures above to the following postures, that's a red flag:
Helder notes that starting posture in a conversation isn't as important as the shifts in body language during a conversation. For example, you start a conversation with someone with crossed arms, they may simply be comfortable and a little protective. You can work on making them more comfortable as you speak. If, however, they shift into the crossed-arm position from a more open posture, that's classic "blocking" behavior—and your cue to ask a question to re-engage them.
Some of reading body language is common sense, but a lot if it is just knowing what to look for so that you have a greater ability to read what people are feeling and shift the conversation as needed. By doing this, you're able to connect better with your clients and prospects--and strong connections mean winning more listings and more referrals from satisfied clients.
Want to learn more?
This is just a fraction of what Chris Helder will be presenting at the realtor.com® Results Summit. Register for the conference today to lock in low pricing and discover the body language tips and more that can take your business to the next level!