My chair made that loud and distinct noise that only leather makes as I shifted my position. I sat for a while listening intently to a patient who told me what was going on in his life since our last session, but even though he seemed to share every possible detail, I knew he was missing something important.
How do I know?
Well, that might sound corny, but I knew he was missing something because of his body language. It just didn’t line up with what he was saying, so instinctively I knew something was wrong.
What most people don’t realize is that while we’ve mastered the ability to tell a carefully curated story with our words, our subconscious almost always tells the real story through subtle cues in our body language. Most people can’t hide that.
You may see a highly trained CIA agent balance their body language with their omissions, misdirections, and even outright lies, but the average person will almost always convey their true thoughts through their body language. This can provide tremendous insight for people who know what to look for.
Why is this important to you?
It’s important because despite the fact that we’re still in a hot real estate market, completing a real estate transaction still requires sales skills. The competition is tough. So the better you understand what a buyer or seller really wants, the more likely you are to close the deal in a way that’s favorable to you and your customers.
This gives you a strong competitive advantage, which is always important but could mean the difference between success or starvation in the coming years due to market corrections, rising inflation and tighter credit requirements.
As we delve deeper into this new economy, skills that differentiate you from your competitors will become more valuable than ever.
Let’s unpack how to read other people’s body language to get a better idea of what they’re really thinking and how to use our own body language to build more trust and authority.
Always be authentic
When it comes to your own body language, it is important to always remain authentic. while you can To attempt Faking it to appear more confident and authoritative rarely works unless it’s in tune with your subconscious.
This incongruity is almost always noticeable, at least on a subconscious level. While people probably won’t think, “Hey, this guy is faking his confidence to get me to buy this house,” they will almost always have a feeling that something is wrong. not quite right, and that creates doubt and uncertainty that can wreck a deal.