By: Amy DuBose, AE
San Marcos Area Board of REALTORS®

Have you ever wanted a crystal ball that would magically tell you exactly what your client is thinking at all times?  Since you aren’t a mind reader, the next best thing is the ability to read someone’s body language.  The following are a few clues that will help you decipher the messages your clients are sending non-verbally and what you might be telling them.

What is their body language saying?
They’re interested in the property:  Look for an open posture with shoulders back and arms unfolded.  This presents an open stance, which means their open to the ideas being presented to them.

If they’re interested in the property, but have some concerns: Look for hand-to-face movements like resting their chin on their hand or scratching their face.  This would be a perfect opportunity to prompt them to share their concerns or queries.  It could be an easy answer or solution.

They’re not interested in the property:  Look for a slouched posture with head down and arms folded.  This signals that they are not interested or ready for the task in question.  If during a conversation, they begin to improve their posture and unfold their arms, this means that they are warming up to the ideas being presented.

What is your body language saying?
Avoid over-powering the conversation:  Standing always makes someone feel more powerful, but be careful of when you stand.  If your client is sitting, avoid standing over them.  You don’t want them to feel insignificant or looked down on. 

Exude confidence:  Avoid covering your stomach (underbelly) with folded arms or crossed legs.  The less you cover this area, the more confident or secure you will seem.  Also, folding your arms makes you seem defensive and could put off bad signals to your client.

What your Bluetooth is saying
The industry is very busy, but having your Bluetooth in your ear may tell your client that you are waiting on someone more important.  Even if you never answer the phone, it sends a message that you may not want to send.  It’s simple to leave your cell phone in the car or Bluetooth in the car.
Finally, it’s crucial to maintain eye contact on both sides.  Someone who uses eye contact is telling the other involved in the conversation that they are in tune with and interested in the interaction.  It helps to sell any points being made and add a comfortable feeling to the relationship.