Take 5
Unlocking the Power of Body Language
Traci Brown
TRT: 3m 1s
Video Transcription

Traci Brown directly addresses camera:  Are you really paying attention to what the buyer or seller is saying to you? You may hear the words, but what about the nonverbal cues? I'm Traci Brown, body language expert from Boulder, Colorado. I specialize in detecting deception. Let's take five minutes to learn how to spot body language cues that can help you adjust your presentation and close the deal.

As a real estate agent, you spend your days interacting with buyers and sellers, trying to understand their needs, their concerns, and their preferences. While words are powerful, body language often reveals even more. By paying attention to these nonverbal cues. You can gain deeper insights into what buyers and sellers think, helping you better serve their needs and close more deals.

Here's how to get better at interpreting body language in your interactions. First, you got to learn to pay attention differently. What do I mean by that? It means listening to their words and paying attention to their body language. It's it's simple. Here's an example. Look at the buyer or seller’s hands. Yeah, their hands! Are their fingers relaxed or forming a fist or really stiff?

A clenched fist or stiff hands can indicate stress and disagreement. Relaxed hands suggests openness. Next, look at how frequently they blink. A sudden increase in blink rate is a strong indicator of stress or discomfort. And while the average blink rate is 12 to 18 blinks per minute, a significant spike could mean your client feels pressured or uneasy. Add that to tightening of the lips, and it's clear a person isn't liking what you're saying.

Another way buyers and sellers show stress is through their foreheads. We have no control over our foreheads. I mean, there's Botox, but even still, small wrinkles will show up if your message isn't landing. Look for tension in their foreheads.

What are some of the good signs to look for? Well, you know, there's mirroring when a buyer or seller starts to mirror your body language, such as shifting your legs. Crossing, crossing your legs, crossing your ankles. It's a good sign, when that happens that they feel engaged and connected.

You should always ask yourself, what is my client thinking? So if you notice signs of stress and disagreement. Pause and acknowledge it. You could say. You know, it seems like you might have some concerns.

Let's discuss them. When you detect nonverbal cues that suggest uncertainty or confusion. Ask questions to clarify their thoughts and feelings, for example. It looks like you may have a question about this. Can I explain it further? Understanding and interpreting body language is a valuable skill for real estate pros like yourself. I always say pay attention or pay with pain.

That pain can result in thousands of dollars not coming into your pocket. Pay close attention to nonverbal cues to better understand their needs and concerns. Build strong relationships and ultimately, you'll close more deals.