Are They Upset?

Changes In A Client’s Mood

It’s critical you know a client’s mood.  Fortunately, people are usually vocal about what they’re feeling.  But some people are more introverted and don’t reveal their emotions.  With such people you should always monitor their attitude, the expression in their eyes, and their body language.  Every gesture or expression has meaning.  Use the following checklist for understanding this:

- Do They Understand Me?
- Are They Upset?
- Are They Frustrated?
- Do They Believe Me?
- Are They Bored?
- Are They Giving Me Their Full Attention?
- Do They Seem Confused?
- Do They Like What I’m Saying?
- Are They Upset With The Other Salespeople?  The Buyer?  The Seller?
- Are They Pleased?
- Are They Ready To Sign?
- Am I Using Too Much Pressure?
- Do They Need Time Alone To Think Things Through?

With this checklist, real estate sales people can read their prospects.  They’ll then know what they need to change about their presentation for keeping the negotiations positive and on track.

I teach many more mistakes real estate professionals make and how to overcome them in my credit course Power Negotiating.