How Body Language Can Change The Way You Approach Listing Meetings

The nation’s best real estate sales agents are doing something you can quickly add to your repertoire.

It’s not ripping dials faster than the speed of light. 

It’s not using specific designs in their mailers. 

It’s not listening to The Cardone Zone between every listing and showing. 

They’re mastering the art of reading a homeowner’s body language. 

No matter the industry, reading and responding to a client’s bodily hints and hiccups is what separates the best salespeople from the pack. In real estate sales a homeowner may be saying one thing, but their body is constantly exposing the truth. 

And knowing what your potential clients are really thinking will help you deliver a tailored pitch and service guaranteed to generate rave reviews (not to mention referrals that lead to listings).

How homeowner’s feel about your pitch, what they think of an offer, and whether or not they want to actually list with you can all be revealed through their body language. 

Thankfully, picking up on a homeowner’s subtle cues is easy to learn. In your next listing meeting focus on what your potential client is saying through their movement instead of with their words. 

Wide Eyes VS Narrow Eyes

No matter the circumstance maintaining eye contact with someone 60 - 70 percent of the time will establish tremendous trust and rapport. 

But it will also give you a glimpse into a homeowner’s emotional response to listing agreements, market analysis, and even general small talk. 

If their eyes are wide and their pupils are dilated while looking at you or looking over an offer you’re on the right track! The homeowner is engaged, interested, and delighted in what you are saying or doing. 

If their eyes are narrow and avoiding your gaze they’re disengaged, uninterested, and potentially displeased with you or something they’re reading over in a contract. 

In every meeting, listing or closing, watch their eyes! 

Smile VS Frown

A homeowner can communicate many things with their mouth, without saying a single word. 

If you see them smiling while you pitch your services as a sales agent, or read through an agreement they’re happy with you and want you to keep going! 

If you see closed, pursed lips it doesn’t necessarily imply they’re unhappy with you and what you’re doing. It does mean, however, the homeowner is nervous and has reservations about something you said, or something that came up during a conversation. 

When you notice closed lips, or even a frown, give homeowner’s space to say the thing they’re NOT saying. 

Open Hands VS Closed Hands 

Selling a home and choosing an agent to work with is a stressful process. 

As an agent, if you want to know how comfortable a potential client is with you, take a look at their hands. 

If their hands are open and making gestures as they talk they’re relaxed in your presence. For you the road to trust, and hopefully another listing, is gonna be pretty short. 

On the other hand (get it?) If you notice a homeowner’s palms are clenched, or they keep their fists balled up at their side it means they’re tense. The road to trust may be a bit longer and you’re gonna have to move at a slower pace so they can settle in and relax. 

Warm Shoulders VS Cold Shoulders

The torso alone will tell you how much a homeowner likes you and wants to use you as their agent. 

If their shoulders are pointed directly at you and they move closer to you throughout a meeting, congratulations! You’re officially the agent they want to list their home with. 

If their shoulders are pointed away from you and they keep creating distance between themselves and you with a literal cold shoulder… Well maybe this isn’t the house you wanted to list anyway. 

Steady Feet VS Anxious Feet

When reading body language it’s important to read from head to toe. 

A homeowner’s feet will tell you if they want to hear more of your pitch, or if they’ve heard enough and would like to show you the door. 

If their feet are criss-crossed and legs are stretched out they’re completely focused on what you’re saying and prepared to give you all the time in the world. Their legs feel zero need to go anywhere. 

If their ankles are drawn in and locked, or their foot is pointed toward the door they’re trying to withdraw from the entire conversation. They’ve heard enough and they’re ready to leave. 

Luckily you don’t have to buy a book, or study a course to master the art of reading body language. Every day, as a real estate agent, you’re meeting new people and trying to earn their trust so you can list their home. 

Consider your job a masterclass in reading body language. With every meeting and every showing you’re going to learn new things, read better, and grow into an unstoppable sales machine.