BrokerageIndustry News

Body language reveals home buyer’s true intent

Future-Proof: Navigate Threats, Seize Opportunities at ICNY 2018 | Jan 22-26 at the Marriott Marquis, Times Square, New York

(This is Part 5 of a six-part series. Read Part 1, Part 2, Part 3, Part 4 and Part 6.) Masterful negotiation results from being able to correctly read between the lines of what your clients are saying. One of the most powerful ways to do this is to acquire an understanding of your clients' body language. While it's easy to recognize when a negotiation is proceeding well, most agents are poor at understanding why a negotiation goes awry. Effective negotiators recognize when they need to slow down or speed up the negotiation process. They know how to relieve the client's anxiety and what to say to calm difficult situations. Rather than relying on verbal cues, however, the primary way they gauge what is happening is by watching their client's body language. If you focus exclusively on closing the client, you may overlook the nonverbal messages that your clients are constantly sending. For the most part, these are unconscious and hence, unmonitored. In fact, what the client says may...