The Art of Mirroring
In a effort to better connect with clients when showing homes, it is necessary to watch subtle nuances in body language that can be very telling, with few words exchanged between parties.
Looking at their posture, their eyes, how they hold their hands, tone of voice, listening closely to what is being said. Take notes if necessary, clients may feel you care more if you write it down.
An extrovert is outgoing, able to conversate easily in any situation. An introvert is more inwardly situated, thinking things through, speaking only when necessary, weighing words carefully.
Some people carry their emotions on the inside and are hard to read. One example comes to mind. I met a couple looking for a second home. He was extremely talkative and the wife, not so much.
She had what I'd consider a poker face, giving nothing away at any time! She also dressed modestly chic. The next day, I wore something similar to what she had on in the first meeting. It worked! She complimented my dress and suddenly, we gained common ground. Fashion!
I soon learned when to offer an opinion or suggestion and when to remain quiet, adapting to their behavior methods. Once they found that special home, she smiled for the first time. Success!
Being in the real estate industry has allowed me to work with the best of all personality types in social and business situations. Mirroring does work, especially when subtly and sincerely implemented.
Happy sales all!
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Buying or selling a home in southern Utah? Call me at 435.632.9374 or contact me at wanda@buynsellutah.com to help because Wanda Can!
A portion of every successful real estate transaction goes to Bed 'n' Biscuits to help fund Switchpoint, a local homeless shelter.
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