Q12. Body Language

Body language speaks louder than any words you can ever utter. Whether you are telling people that you love them, you’re angry with them or don’t care less about them, your body movements reveal your thoughts, moods, and attitudes. Both consciously and subconsciously your body tells observers what is really going on with you.

What Is Body Language?

Put simply, body language is the unspoken element of communication that we use to reveal our true feelings and emotions. Our gestures, facial expressions, and posture, for instance. When we can “read” these signs, we can use them to our advantage. For example, it can help us to understand the complete message of what someone is trying to say to us and to enhance our awareness of people’s reactions to what we say and do. We can also use it to adjust our own body language so that we appear more positive, engaging, and approachable.

How to Read Negative Body Language

Being aware of negative body language in others can allow you to pick up on unspoken issues or bad feelings.

Lack of eye contact:  Evidence from psychology shows that moderate eye contact communicates confidence, interest, and puts people at ease.

Staring at your phone:  If you are dealing with clients, put the phone away. While phone addiction is ubiquitous now, it is still rude. Strive to engage with others at the gathering and refrain from ever overtly checking your phone. N

Talking too fast:  Talking too fast or blinking rapidly is a sign of nervousness and distrust. Practice pausing between sentences, let people finish their sentences and look people in the eye when talking to them. If you cannot look them in the eye, try looking at them in the forehead. It looks like eye contact, but it is not.

Lack of response: When you are talking with someone, make sure they know that you are listening. This requires a certain amount of eye contact, nodding, or smiling. Even if you do not agree with someone, it is important to give cues that let them know you hear them. This is a basic sign of respect and not doing this leaves a poor impression.

Closed-off body language: Being unapproachable is extremely harmful to business relationships. It will prevent you from moving forward if you are negatively responding to people, if you are not engaging with others in conversations, or if your body language is standoffish or closed off to other people.

Folding your arms: Folding your arms as you speak portrays a rather defensive stance and you do not come off as being amenable. The best way to avoid it is to train yourself to hold your hands behind your back instead.

Not smiling enough: Did you know that smiling has been proven to make us feel happier? People tend to believe the opposite. Therefore, if you maintain that beautiful smile of yours, you will feel more confident and will undoubtedly be more pleasant to work with. So, whenever you catch yourself making a face, turn it into a smile.

Making a Confident First Impression

These tips can help you to adjust your body language so that you make a great first impression;

Have an open posture. Be relaxed, but do not slouch! Sit or stand upright and place your hands by your sides. Avoid standing with your hands on your hips, as this will make you appear larger, which can communicate aggression or a desire to dominate.

Use a firm handshake. But do not get carried away! You do not want it to become awkward or, worse, painful for the other person. If it does, you will likely come across as rude or aggressive.

Maintain good eye contact. Try to hold the other person’s gaze for a few seconds at a time. This will show her that you are sincere and engaged. But avoid turning it into a staring match!

Avoid touching your face. There’s a common perception that people who touch their faces while answering questions are being dishonest.  While this is not always true, it is best to avoid fiddling with your hair or touching your mouth or nose, particularly if you aim to come across as trustworthy.

Facilitate discussion on how body language can reinforce verbal communication, however, it can also be stronger than verbal communication – we must be aware of our body language to ensure we are projecting the right message.

When you know how to interpret body language, you can discover what people are really thinking.

When a listing appointment fails!

We have all been there – went on a listing appointment and walked away empty-handed. Then we suffer through a few hours of personal pain trying to figure out what went wrong.

Point 1:  Where 95% of the failure occurs.

In 95% of the time, the reasons for your failure are two reasons!

You simply did not establish the trust and rapport required to cause the seller to list with you!

  1. Trust solution

You must use a testimony presentation.  What is this? It is a presentation you use before you begin your listing presentation. It consists of testimonies from clients who have had a successful experience with you as their realtor. Go through the testimonies with the seller before you begin your listing presentation, and you will notice a remarkable improvement in your success rates when on listing appointment.

Trust may be the single most important foundational element in a business relationship.

And with so many business relationships starting online, knowing how to build trust with customers and prospects is essential for success.

Not only do you need to communicate how your service will help them sell their property. It is important to establish trust with them.

Here are four strategies you should use:

  • Address objections: You probably know the objections prospects sellers have. Address those head-ons in your marketing presentation.
    • The more honest and forthright you can be when you take on possible objections, the more your prospects seller will notice and appreciate it.
  • Never misrepresent the features, advantages and benefits of a product or service.
    • Customers do not want a product or solution that only comes close to meeting their needs, or that usually functions properly. Give them the whole, unvarnished truth, and let them decide if the proposed solution will work for them.
  • Don’t promise anything you can’t deliver: Some sales professionals find it very difficult to say no to the customer about anything.
  • And finally: make promises and keep them.
  1. Rapport solution

Rapport is a little harder to share within this type of lesson format.

Success with people is dependent upon you getting yourself out of the way.

  • What do I mean by that?

Well – buckle your seat belt for a minute. Got it fastened tight? Guess what? People are not really interested in you. Well, not just you actually. They really are not too interested in anybody else but themselves.

  • Are you rubbing people the wrong way?

How does one find himself in that terrible state? By talking to people about YOURSELF and YOUR interests. They are not interested in either. Rather you need to talk about THEM and what is of INTEREST to them – and in most cases what interest them, the most are them – their lives – their opinions – their hobbies.

  • Eliminate These Words from Your Vocabulary
    • I
    • Me
    • My
    • Myself
    • Mine

That’s what you must do to improve your rapport when on a listing appointment.

  • Add These Words Instead:
    • You
    • Your
    • Their name

In other words, get talking about them. Say the words you and your as many times as you can – and add in their name as a mix and the result will be increased success rates when on listing appointments.

Body language and your need to understand how to read it when you are on listing appointments.

Develop Sensitivity Awareness:

By understanding the role of body language in the decision-making process will increase your success rates. You must become effective in the following areas.

  • Listening.
  • Voice tone.
  • Voice inflexion.
  • Facial expression.
  • Repetitive movements.
  • Muscle tension.
  • Eye communication.
  • Hand movement suggestions.

There are many books you can buy dealing with this critical success issue. Please make it a point to develop your skills in this area.

Be in harmony:

You must ‘match and mirror’ your prospect’s body language. In other words, do and act as they do within body language. If they like to touch, you touch too. If they like to relax, you relax too. Get the point?!

But be careful not to be too obvious. The most effective matching is the head. Whenever your prospect nods, you must agree with a nod yourself.

Studies prove that when people disagree, they subconsciously mismatch their body language gestures. So, pay attention to this so that when you see their mismatches you can quickly adjust and get yourself back on the same page.

Eye contact:

If the prospect feels you are not listening to them by observing that you are not looking at them, you will suffer a loss on listing appointments. Effective eye contact proves to your prospect that you are listening.

Double up on listening with your tongue:

Not only will you increase your success rates through the effective use of your eyes, but you can also further increase your success through your tongue.

You must occasionally repeat verbatim what your prospect says – especially their keywords or phrases.

Restating in your own words serves to clarify communication, but you deepen rapport when you use their words.

Dress Yourself to Success:

It is true – people do judge a book by its cover. Some studies suggest that up to 95% of the decision to do business is made within the first 5 minutes of meeting us.

Now That’s Scary! 

Therefore you must pay attention to how you look, how you dress and how you carry yourself.

Be Professional:

This means you must not act in a way that causes people to think poorly of you.

  • Never curse.
  • Never be negative.
  • Never criticise your prospect.
  • No childish behaviour.

Remember the basics:

  • Good communication.
  • Be culturally appropriate.
  • Smile.
  • Relax.
  • Remember people’s names.
  • Hold your head up and maintain a good posture.
  • Listen carefully and attentively.

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