{"id":3543,"date":"2022-10-03T12:29:44","date_gmt":"2022-10-03T12:29:44","guid":{"rendered":"https:\/\/preprod.realtrends.com\/blog\/2022\/10\/03\/do-these-six-things-to-win-over-buyers-and-sellers\/"},"modified":"2025-03-13T02:47:09","modified_gmt":"2025-03-13T02:47:09","slug":"do-these-six-things-to-win-over-buyers-and-sellers","status":"publish","type":"post","link":"https:\/\/preprod.realtrends.com\/blog\/2022\/10\/03\/do-these-six-things-to-win-over-buyers-and-sellers\/","title":{"rendered":"Do these six things to win over buyers and sellers"},"content":{"rendered":"\n

Today\u2019s real estate industry may seem like it\u2019s all about market analysis, advanced data analytics, and 3D virtual home tours<\/a>, but underneath all the bells and whistles, real estate is still a people business. The most successful real estate agents are great at reading and handling people \u2014 and those people skills all start with great communication.<\/p>\n\n\n\n

So how do you improve your communication skills, so you can optimize your performance as a real estate agent? It doesn’t have to be difficult \u2014 most of the tips below are intuitive, easy to put into practice, and can be applied to a lot more than just your professional life. Read on for our top six tips on improving your communication as a real estate agent.<\/p>\n\n\n\n

<\/a>Master body language<\/h3>\n\n\n\n

This tip applies not only to you, the agent, but to your customers. On your end, you want to model confident, open, trustworthy body language. You should maintain good posture, or even strike a \u201cpower pose.” Avoid \u201cdefensive\u201d body language like crossing your legs, leaning back, or folding your arms.<\/p>\n\n\n\n

That applies to your customers, too \u2014 if they\u2019ve struck a defensive body posture, don\u2019t try to put on the hard sell. Back off and forge a stronger connection. Smile at them \u2014 people almost always return a smile \u2014 and build trust by actively listening to them. Touch is a great way to build connection too, if you can do it in a way that doesn\u2019t seem forced.<\/p>\n\n\n\n

Body language isn\u2019t just for show. Studies have shown<\/a> that body language has more to do with how someone perceives you than what you actually say.<\/p>\n\n\n\n

<\/a>Control your voice<\/h3>\n\n\n\n

Just as body language can convey your true feelings and intentions regardless of what you\u2019re saying, your voice\u2019s tone and pitch can have a huge impact on how a customer perceives you.<\/p>\n\n\n\n

When you speak to potential buyers and sellers, don’t each sentence on an up-note, as if you\u2019re asking a question or seeking approval. Instead, use what\u2019s called an \u201cauthoritative arc.\u201d Start the sentence at your normal pitch, raise your pitch as you move through the sentence, and then end on the original note. This type of speech is perceived as confident and authoritative \u2014 qualities you\u2019ll want to embody as a real estate agent<\/a> advising customers on huge, consequential financial decisions.<\/p>\n\n\n\n

Enunciate your words clearly, and over-enunciate key points to really drive them home. And don\u2019t be afraid to use lots of hand gestures when you speak. Research has shown that using your hands when you speak increases stimulation of the part of your brain that governs speech, which means you actually speak more effectively when you use your hands.<\/p>\n\n\n\n

<\/a>Actively listen<\/h3>\n\n\n\n

When people are looking for a good real estate professional<\/a>, they want one who\u2019ll listen to what they want and don\u2019t want. A good rule to use with your customers is to listen more than you talk. Listen closely to what they say, and paraphrase to show that you hear them. Then, follow up with detailed questions to further facilitate discussion.<\/p>\n\n\n\n

For example, if your customer says they like a certain neighborhood, you can paraphrase by saying, \u201cSo you like Neighborhood X? What features do you like about it?\u201d This kind of talk can open up all kinds of useful avenues.<\/p>\n\n\n\n

It\u2019s equally important to physically convey that you\u2019re listening. Face buyers and sellers directly, make eye contact, nod, and keep your phone in your pocket. Using a listening posture will encourage the speaker to communicate more openly \u2014 whereas looking disinterested, even if you are actually paying attention, will make them shut down.<\/p>\n\n\n\n

<\/a>Create narratives<\/h3>\n\n\n\n

You\u2019ve probably noticed that compelling speakers often use anecdotes to make their points. <\/a>If you can use experiences from your own life to illustrate your points, you\u2019ll build trust and authenticity, and your argument will resonate emotionally with your clients. <\/p>\n\n\n\n

For example, if you\u2019re trying to explain cyclical trends<\/a> in the real estate market, don\u2019t just toss out dry statistics \u2014 describe your firsthand experience seeing rising or falling prices, or relate the experience of a past customer, and how they thought and felt about it.<\/p>\n\n\n\n

Don\u2019t overdo it, though. Tell too many anecdotes, and you run the risk of seeming self-centered. Use anecdotes and personal stories sparingly, and keep them short and to the point.<\/p>\n\n\n\n

<\/a>Be honest<\/h3>\n\n\n\n

Whether they\u2019re buying or selling, your customers are likely nervous about the process they\u2019re about to embark on. Some agents feel like what potential buyers and sellers need is reassurance \u2014 and maybe even false assurance. But what they actually need, and what they\u2019ll appreciate down the line at the end of the process, is the truth.<\/p>\n\n\n\n

Honestly and frankly let your clients know what to expect, whether that means likely losing out on some bidding wars before finally getting a home, spending a big chunk of their eventual sale proceeds on closing costs<\/a>, or watching their home sit on the market for longer than average if they\u2019re selling in a down period. <\/p>\n\n\n\n

To the inexperienced agent, giving false comfort may feel easier in the short term, but your clients will be much happier in the end if they know you gave them the straight story.<\/p>\n\n\n\n

<\/a>Practice empathy and compassion<\/h3>\n\n\n\n

One of the most important aspects of a real estate agent\u2019s job<\/a> is to be a calming, steadying force, especially when things don\u2019t quite go as planned. It\u2019s a no-brainer that you\u2019ll want to be sympathetic, especially when they experience a disappointment like a rejected offer or a sparsely attended open house. But empathy is different from sympathy, and it\u2019s more useful to everyone involved.<\/p>\n\n\n\n

Sympathy is simply an emotional response from your perspective, directed at the other person \u2014 you\u2019re acknowledging their pain. Empathy, on the other hand, involves understanding things from the other person\u2019s perspective, which can offer some very important insights.<\/p>\n\n\n\n

For example, sympathy is telling your disappointed seller that you\u2019re sorry no one came to their open house. Empathy is understanding that the reason they\u2019re so disappointed is that their next-door neighbor<\/a> got half a dozen offers the first week they listed. <\/p>\n\n\n\n

It’s letting your customer know that their neighbor\u2019s situation was unique, and that their own sale will happen at its own pace. There\u2019s a big difference between the two, and your customers will certainly appreciate one more than the other.<\/p>\n\n\n\n

Luke Babich is the Co-Founder and COO at\u00a0Clever Real Estate<\/a>, the nation\u2019s leading real estate education platform for home buyers, sellers and investors.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"

Today\u2019s real estate industry may seem like it\u2019s all about market analysis, advanced data analytics, and 3D virtual home tours, but underneath all the bells and whistles, real estate is still a people business. The most successful real estate agents are great at reading and handling people \u2014 and those people skills all start with […]<\/p>\n","protected":false},"author":15802,"featured_media":4822,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[3255],"tags":[],"coauthors":[36],"class_list":["post-3543","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-archive"],"acf":[],"yoast_head":"\nDo these six things to win over buyers and sellers - RealTrends - Blog<\/title>\n<meta name=\"description\" content=\"The most successful real estate agents are great at reading people \u2014 and that starts with great communication. 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