How Good Are You at Reading a Client's Facial Expressions?

Real Estate Broker/Owner with Madeline Island Realty 50317-90

How Good Are You at Reading a Client's Facial Expressions?


Some trainers tell real estate agents that they need to become better listeners when interacting with clients.  But what about the value of paying closer attention to a client's facial expressions and reactions?


Have you ever watched a client's face when they enter a home for the first time and you realize that this home is "the one"?


I was touring homes with a client in the Minneapolis area a couple weeks ago and it happened to me.  After about fifteen showings, my client walked into this particular home and visibly  fell in love with that home. There was no mistaking the look of rapture on the client's face.


Similarly, it's possible to read an immediate "no sale" response on a client's face. That is probably a skill which is acquired by experience.  And not all buyers will be equally transparent.


I doubt that this ability is a skill that can be taught.  The ability to read a client's reactions to a home will depend on subtle factors and it won't work all the time.  Your success in being sensitive to a client's facial expressions will likely improve over time.


Adding the ability to pay closer attention to visual expressions, in addition to listening more closely, may help all of us to become more intuitive and more responsive to a client's needs.




Comments (7)

Rick Frissell
HomeXpress Realty - Valrico, FL
aka "The Red Baron of Real Estate"

My main tool for house showings is that magic look you have described.  I also will cut short a showing that is south.  But, I also make sure to guard my facial expressions.  Not doing so can certainly make your job more difficult.

Apr 07, 2016 08:06 PM
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker - Retired

Good morning Eric. As they say "practice makes perfect"! Paynig attention is critical. Enjoy your day!

Apr 07, 2016 08:48 PM
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Good morning Eric. Watching facial and other body expression matters always. It too is listening.

Apr 07, 2016 10:35 PM
Kathy Streib
Cypress, TX
Retired Home Stager/Redesign

I agree, Eric.  Yes we need to be better listeners but seeing and learning about facial expressions is just as important. 

Apr 09, 2016 03:19 AM
Kat Palmiotti
406-270-3667,, Broker/REALTOR® - Kalispell, MT
Helping your Montana dreams take root

Paying attention to facial features is just as important as listening to everything someone is saying. I can tell when the love starts happening!

Apr 18, 2016 05:16 AM
Ed Silva
Mapleridge Realty, CT 203-206-0754 - Waterbury, CT
Central CT Real Estate Broker Serving all equally

Came over by way of the re=blog by Kathy Streib   Facial expressions, body language and vice inflections can all carry a tell to a person's thinking

Apr 18, 2016 12:41 PM
Patricia Kennedy
RLAH Real Estate - Washington, DC
Home in the Capital

Hey, Eric!  It's like we have to pay attention with all of our senses.

Apr 19, 2016 11:52 AM