Winning a client is a complex process. It involves creating rapport, which begins by getting folks to listen to you and then building a trust in your expertise, your responsiveness, and likability. Observing body language cues, as well as understanding human nature, can help you determine if you are indeed making an impression or if the prospect thinks you’re full of crap.
Here’s a quiz.
1. People get along better when taking to each other if they are:
a. facing each other
b. standing side by side or “sidling”
c. talking on the telephone
d. text messaging
2. Who tend to stand side by side, facing more or less the same way?
a. men
b. women
c. children
d. twins
3. If you want to to increase the chance of knowing if a consumer is lying to you– maybe on whether they want to hire you– what mannerism is a common liar’s “tell”?
a. looking you in the eye
b. touching the lower part of their face or ears
c. leaning forward
d. pleading the Fifth Amendment
4. If you want to keep someone’s attention, wear:
a. a patterned shirt or blouse
b. a silk scarf
c. a plain white shirt
d. tight pants
5. What’s the most emotional of all the senses– the one that bypasses the thought process causing the quickest, most intense emotional reaction?
a. smell
b. touch
c. sight
d. hearing
6. Are you more likely to get someone to use your real estate services if you give them something up front, unasked, before you ask for their business?
a. yes
b. no
c. only if it’s cash
7. Who tends to maintain wider peripheral vision when they enter a new home?
a. men
b. women
c. children
d. your mother-in-law
8. Who tends to be more specific in their descriptions?
a. Men
b. women
c. children
d. real estate media site advertising salesman
9. If a person does not believe what you’re saying, he or she will:
a. lean forward
b. put their hands on their knees
c. touch their ear or scratch their chin
d. say your pants are on fire
10. This indicates boredom in the listener:
a. eyes unfocused as they look at you
b. head tilting to the side
c. they check Twitter and Facebook on their phones as you speak
d. all of the above
Bonus question: When seated, which is the most defensive position?
a. both feet on the floor with hands on knees
b. both legs outstretched
c. one leg on the floor the other crossed over it
d. legs on the coffee table
Answers here: 1. b 2. a 3. b 4. c 5. a 6. a 7. b 8. c 9. c 10. d Bonus: c
Image credit:
ZHANG Huan
Chinese 1965–
type C photograph
Private collection, Melbourne
© Zhang Huan
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