As a real estate professional you may face a variety of challenges with clients, colleagues or other parties involved in a transaction. Whether it's a disagreement over price and terms or expectations, how you handle these situations can affect your reputation, relationships and results. One of the most important skills you can develop is using body language to resolve conflicts in real estate.

The effect of body language in communicating with the 

body language

in profession of real estate consultant

 

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As a real estate professional you may face a variety of challenges with clients, colleagues or other parties involved in a transaction. Whether it's a disagreement over price and terms or expectations, how you handle these situations can affect your reputation, relationships and results. One of the most important skills you can develop is using body language to resolve conflicts in real estate.

Body language is the movements that we show at the same time as we speak or in response to the speech of others such as eye and eyelid movements, eyebrows, hand and finger movements, lip and mouth movements, shoulder and shoulder movements and many other movements. Body language can be the stillness of the body in a certain position or the position or the way your hands are placed or how you stand and sit in front of the audience and in general, your entire appearance such as clothes and cleanliness in front of the customer. It can be clearly said that body language is the most effective and important part in establishing and effective communication with others and a factor such as success depends on this important issue. Although the skill in speaking and the proper use of appropriate words in special situations is considered an important and necessary factor in effective communication but in reality it seems that language movements are much more effective and can be instinctively and spontaneously by the speaker. According to the research, only 7% of our communication is through words and almost 55% of it is done through body language and the rest belongs to our non-verbal communication.

 

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Description of body language

Due to the importance of the impact of body language, a professional consultant should always be careful about his body language especially in the first meeting when most people remember their impression of the personality of the person in question. Many body language movements are very important in the initial acquaintance such as shaking hands or bowing in different cultures and suitable for the society, smiling appropriately, smart eye, paying attention to what the audience is saying, silencing the phone and many reactions. Vice versa, if an inefficient consultant does an inappropriate action with his body language such as looking around while the client is talking, looking at the phone or watch and other actions that offend the client's mind, it can lead to an unfavorable result and lead to the loss of trust and finally the disruption of the negotiation and the desired transaction is not completed.

 

How to use body language in front of the customer

Maybe we have heard a lot about body language in our daily life and we are familiar with some general definitions about it such as when the person in the audience repeatedly looks at his watch while you are talking, it means that something is more important than talking to you or he is late or he doesn't want to continue talking with you or he is tired of talking with you and he is bored or like when the he is constantly yawning and looking around, it can have different meanings based on have their own position. These definitions are general and can be right or wrong in different situations. For example it is possible that a person who yawns constantly has a lack of sleep or a certain illness and contrary to what the consultant thinks, he is very eager for his words and maybe his frequent looking at the clock is a concern about a specific issue not exhaustion from your words. As a result, a professional real estate consultant must acquire enough information and experience in the field of body language so that as a consultant he can act in such a way that his body language is not mistaken by the client in short meetings or important meetings.

 

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Important points about body language

Use hand gestures

Hand movements during speaking can be very effective especially when the speaker or consultant wants to show his confidence and his strength and mastery in the desired field and these movements can include the movements of the fingers, wrist, shoulder, arm and sometimes people use these movements as pointing to something or hitting something while talking.

 

Effective eye contact

One of the most effective ways to convince your audience that you are fully listening to them and you care about every detail of what they are saying and interested in following through on it is to keep talking throughout the entire conversation, is to maintain your eye contact.

 

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Proper sitting and standing

If you are standing in front of your audience, you should stand in such a way that it shows your high energy to listen to the audience or do business or take care of his wishes and stand very firmly and upright in a standing position. Do not slouch and when you are sitting in front of your client, lean forward a little and put your feet on the floor so that you are ready to do important things and avoid sitting in a position where you are leaning on the chair or putting your legs on top of each other.

 

Laughter and smile

At the right times, it is better to always have a smile on your face to provide a happy and comfortable environment and communication for the customer. Time of laughing or smiling should be appropriate and suitable for the situation so that the customer does not feel bad and humiliated.

 

Taking notes during audience's words

This method can have a great effect on the client and he will feel good that you listen carefully to his words; he thinks his words are important to you and you as a consultant are looking for his wishes. It is better to put the notebook where he can see it.

 

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Communicate with a handshake

In general when a person shakes your hand firmly either for the first time or for several times and shakes your hand to the extent that you are not offended, it gives you a good inner feeling and you look at that person and You will find a better opinion. Now to make this situation more effective, you can look into person's eyes while shaking hands with a beautiful smile. Usually people who do not pay attention to this issue in meetings or are lax in shaking hands, smiling and looking at the person in the audience, create an unpleasant feeling in them. To gain experience and skills, you can practice and try this action with your friends and acquaintances.

 

Imitating the audience's body language

Based on the research conducted by psychologists, copying and imitating the audience's movements and synchronizing these movements can unconsciously create a close relationship between you and your audience. For example if your customer puts his hands on the edge of the chair, you should do the same. Of course, this should not be done repeatedly and constantly for all movements because the customer may feel that you are playing for him, so try not to attract attention while doing them.

 

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Beautiful and decent appearance

The type of clothes and its harmony with the environment and even the color of your them are always in the center of attention. Your ironing line and cleanliness can be very effective in meetings especially in the first one. Grooming your hair and waxing your shoes shows your discipline.

 Your body language indicates your skill in communication and your professionalism and experience in consulting.

 

Making mistakes in body language

Facial expressions

Facial mimicry is the use of different facial muscles to express emotions and states that a person shows in different situations such as being happy, frowning, sad, surprised and many other states that are considered the most important element in communication. Based on that client reacts in front of you and determines the level of his relationship with you. The facial expression must be completely appropriate and suitable for the situation like movie or theater actors who show different expressions in different situations. For example if you are having a serious conversation and smile at the same time, it may be annoying for the customer and he may make inappropriate impressions about it. On the other hand, your facial expressions in certain situations can show your seriousness or your self-confidence, on the contrary, they show your weakness.

 

Consultant's body postures

The way you sit and stand in front of a client shows your personality in terms of self-confidence, mastery of work, power of influence and your seriousness in matters. Avoid bending, leaning, crossing arms, fidgeting and even shaking others' hands weakly and loosely when greeting or saying goodbye. The postures of the consultant's body or its different positions in the presence of the client show his mastery of his job and his level of commitment.

 

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Communication in eyes

Eye contact shows people's interest in each other and the continuation of their relationship with each other, it shows that you are fully listening to what the other party has to say. On the other hand, if the consultant looks around or glances away, it is a sign of his inattention and disinterest in what the client is saying. The amount of eye contact should not be too long because the narrator becomes aggressive.

You should find all the mentioned things within yourself and if necessary, practice it with the people closest to you such as family or friends, so that you can become aware of your weaknesses and fix them.

 

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translator: Mr Saman Sayah