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- š” Silent Signals: Win Clients Without Saying a Word
š” Silent Signals: Win Clients Without Saying a Word
Before you even say āhello,ā your body has already introduced you.
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Good evening, agents. š In real estate, it's not just what you sayāitās how you show up.
Todayās issue dives into the silent signals top agents use to win trust, build rapport, and influence clients before a single word is spoken. From body language during listing presentations to the energy you bring on a showing, nonverbal cues can be the difference between getting ghosted and getting the deal.
Want to stand out in a crowded market? Master the art of unspoken communicationāand start closing more confidently. š„š”
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10 Body Language Secrets Every Real Estate Pro Must Know (Zoom or In-Person)
Before you even say āhello,ā your body has already introduced you.
Studies show that people form first impressions in under 0.1 seconds, and that over half (55%) of communication is visualāmeaning posture, gestures, and facial expressions matter even more than what you say.
In real estate, where trust is everything, mastering non-verbal communication gives you an unfair advantageāespecially in the first 20 seconds of a listing presentation or Zoom call.
Here are 10 expert-approved body language moves that will help you build instant rapport, project confidence, and win more dealsāin person and online.
š 1. Maintain Eye Contact
š§ "Eyes are the window to the soulāand the mirror of your intentions." ā Joe Navarro, former FBI agent and body language expert
ā Do: Make steady, natural eye contact to build credibility.
ā Donāt: Stareāglance away occasionally to avoid seeming confrontational.
š» Zoom Tip: Look into the camera, not your screen, to simulate real eye contact.
š” Real Estate Scenario: When a seller hesitates on price, eye contact reinforces your confidence and earns their trust.
šŖ 2. Sit Up Straight
š¬ "Posture is your billboard. It broadcasts confidenceāor the lack of it." ā Vanessa Van Edwards, author of Captivate
ā Do: Sit or stand upright with your shoulders relaxed but alert.
ā Donāt: Slouching can signal disinterest or insecurity.
š» Zoom Tip: Position your camera at eye level and avoid lounging.
š” Real Estate Scenario: On a listing appointment, slumping back can make you look passive. Sitting tall shows you're a professional in command.
š¤ 3. Offer a Firm Handshake
ā "The handshake is the worldās most accepted non-verbal greetingāand it says everything about your confidence." ā Amy Cuddy
ā Do: Deliver a firm (not crushing) handshake.
ā Donāt: A limp or overly strong grip can instantly kill rapport.
š” Real Estate Scenario: Your handshake at a buyer consultation sets the tone for how seriously you take the relationship.
š 4. Smile Genuinely
š "A real smile creates a biological response in others. It literally changes how they feel about you." ā Dr. Paul Ekman
ā Do: Smile with your eyes for authenticity.
ā Donāt: Fake smiles are easy to spot and can break trust.
š» Zoom Tip: Combine a warm smile with nods to show active listening.
š” Real Estate Scenario: Welcoming clients with a sincere smile eases nerves and sets a positive tone for the showing or presentation.
𤲠5. Use Open Gestures
š "When your hands are open and visible, you're seen as more trustworthy." ā Vanessa Van Edwards
ā Do: Use calm, open-handed gestures to reinforce your words.
ā Donāt: Crossed arms or hidden hands read as defensive or unapproachable.
š» Zoom Tip: Gesture naturallyābut stay within frame.
š” Real Estate Scenario: When explaining your marketing strategy, open gestures communicate transparency and enthusiasm.
š 6. Respect Personal Space
"Proximity is a language. Get too close and you violate trustātoo far and you create distance." ā Edward T. Hall
ā Do: Maintain 2ā4 feet of distance in professional settings.
ā Donāt: Invading space can feel aggressiveāespecially in high-stakes moments.
š” Real Estate Scenario: At an open house, stand just far enough away to give breathing room without seeming distant, and don't follow people around!
š§ 7. Observe Facial Expressions
š "Microexpressions betray emotion before weāre aware of it ourselves." ā Dr. David Matsumoto
ā Do: Watch for cues like squinting, raised eyebrows, or pursed lips.
ā Donāt: Miss signs of confusion or discomfortāresponding late damages trust.
š” Real Estate Scenario: If a buyer frowns during a property tour, itās time to ask questions and clarify.
ā 8. Control Nervous Habits
š§ "The more you fidget, the more others question your credibility." ā Joe Navarro
ā Do: Practice stillness and grounded energy.
ā Donāt: Fidgeting, tapping, or shifting around makes you seem unsure.
š» Zoom Tip: Sit with intention and stay focusedāavoid multitasking.
š” Real Estate Scenario: During negotiations, calm presence signals confidence even if the terms are tense.
š§¼ 9. Minimize Background Distractions (Zoom)
š¼ļø "Your environment speaks before you doāmake sure it says āprofessional.ā" ā Vanessa Van Edwards
ā Do: Use a clean, tidy background or a neutral virtual one.
ā Donāt: Distracting clutter or chaotic visuals pull focus away from you.
š” Real Estate Scenario: On a virtual CMA presentation, your backdrop reflects your brand. Keep it neat and distraction-free.
š¶ 10. Use Confident Movement
š "People decide if youāre a leader in the first 30 secondsāoften by how you walk into a room." ā Amy Cuddy
ā Do: Move deliberately, stand tall, and walk with intention.
ā Donāt: Hesitant or jittery movements read as uncertainty.
š” Real Estate Scenario: At the start of a home tour, a confident stride sets the emotional energy for the entire showing.
š New! Global Non-Verbal Pitfalls to Avoid
Working with international clients? Keep these cultural body language cues in mind:
ā Donāt show the bottom of your shoes: Offensive in parts of the Middle East, Asia, and Indiaāespecially when crossing legs.
ā Donāt point with a finger: In many Asian and African cultures, itās considered rude. Use an open palm instead.
ā Be cautious with head nods: In Bulgaria and parts of Greece, nodding means āno,ā and shaking your head means āyes.ā
ā Donāt assume eye contact is always welcome: In many Asian and Latin American cultures, prolonged eye contact can feel disrespectful.
š§ Tip: Add a quick cultural research check before meetings with international clients.
REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harrisās favorite PROBATE LEAD PROVIDER? Simple, ALL THE LEADS
š Bonus: Body Language Audit Checklist
Before your next client interaction, ask yourself:
ā
Is my posture upright and grounded?
ā
Am I using steady, comfortable eye contact?
ā
Are my hands visible and relaxed?
ā
Is my background clean and distraction-free (Zoom)?
ā
Have I checked for any cultural body language considerations?
Ready to become an EXPIRED Listing Agent? As promised, here is the discount link for the EXPIRED LISTING LEADS: REDX
ā Final Thoughts: The Body Never Lies
When you're confident on the outside, clients feel it on the inside.
From listing presentations to Zoom negotiations, mastering non-verbal communication is one of the fastest ways to build trust, demonstrate leadership, and win the dealāwithout saying a single extra word.
š Want to refine your presence and performance even further? Join us at HarrisMastermind.com and learn alongside high-achieving agents who lead with confidenceāin every sense of the word.
If you're ready for Elite, One on One Coaching with Tim or Julie as your personal coach, text Tim directly at 512.758.0206
AND THAT'S A WRAP!
Your next big win is waiting. š,
āTim & Julie Harris
Harris Real Estate Daily
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