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2011-01-24 23:47:48

Become a Highly Influential Powerhouse Realtor in 2011

Why do some agents succeed in a tough economy, while others continue to struggle?

I have one answer. And it’s an answer that you can use to become more successful as you begin your journey into 2011.

The way I see it, top producing agents have mastered the most important piece in selling. And that piece is, drum roll please, communication. I don’t just mean a polished listing presentation or a smooth 20-second elevator speech. I’m talking about all the small nuances and little signals of communicating with potential clients.

My friends, if you master good communication, you will become a highly influential powerhouse Real Estate Agent in 2011. I have no doubt because I’ve seen it happen over and over again with my clients.

Let’s get this class started with the three types of communication: 1. Verbal - the words you speak;
2. Vocal - your speed, volume and tone of voice; and 3. Visual - your body language.

Research has shown that just 7 % of all communication is verbal. That means you may need to rethink how much time you spend memorizing scripts and dialogues. I’m not saying that what you say in a listing presentation isn’t important, but I am saying your prospects are noticing a lot more besides your words. That means focus more time on the other 93% of communication.

We also know that 38 % of communication is vocal -- the speed, volume, tone of voice. To improve here, work on the four Ps: Power, Pitch, Pause and Pace.

The remainder, 55 %  of communication is visual: your body language with your face, posture and gestures. Top producers really get this part. They know how important nonverbal communication is when they’re working with prospects. But really, they know how to use all three: their words, their vocalization and their bodies to communicate. They understand their own gestures and how to keep them positive. Specifically, they keep their arms unfolded, nod their heads in agreement regularly and they smile a lot.

One of the best ways to build rapport and trust is to mirror your prospect – match their body language and gestures. Think of it as a kind of unconscious mimicking. This tells prospects that you’re like them and that you agree with them. As you can imagine, this takes interactions to a much more effective level.

For your next appointment, see if you can get your prospect to match you. After a few minutes, uncross your arms and see if they mirror you. If they do, you’ve started building rapport. Pat yourself on the back (but wait till you’re alone!)

Understanding nonverbal communication is like learning a new language, it takes time. But if you work at it and understand all the ways you’re communicating with prospects face-to-face, it’ll be well worth the effort, and you’ll be able to close more sales faster.

I’d like you to commit to practicing all three elements of communication with a co-worker, a friend or family member. It takes practice, so please, set aside time and work on it. I promise it’ll be time well spent.

To get you started, I have a handout on communication I’m happy to send you free of charge. Simply e-mail me at Bob@CorcoranCoaching.comand I’ll e-mail it to you.

And let me hear from you anyway. What’s going on with your communication? Have you noticed any nonverbal tactics that work well for you? Have you spruced up your listing presentation in some way that’s helping you sell more? Do you have any examples of this you’d like to share? Please send any comments or questions you have to


Bob Corcoran is a nationally recognized speaker and author who is founder and president of Corcoran Consulting Inc. (, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into the residential or commercial broker or agent’s existing practice.

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