Boosting your career - the high art of conversation

Especially in the real estate sector, superior conversation skills are vital for establishing a foundation of trust with the customer and laying the cornerstone for future negotiations. Simple gestures, demeanour and word choice have the potential to create a pleasant atmosphere between you and your conversation partner. We will show you how to easily “break the ice” and use suitable smalltalk to pave the way for a successful business talk.

Boosting your career - the art of conversationFirst impressions count

A self-confident manner is essential for a successful career as real estate consultant. The initial personal contact can take place at the property or in advance at the office. Either way, the customer wants to feel well looked after by a competent partner who knows what he is talking about and does so with confidence.

Whether this feeling is credibly imparted can already be seen in the first handshake. Sweaty hands or a less-than-firm handshake can be interpreted as nervousness or insecurity. A short, firm handshake, on the other hand, exudes sovereignty and presence. A firm, clear voice and concise introduction will leave a positive first impression.

Non-verbal messages

During the conversation, gestures and facial expressions should underline what is being said and make the conversation partner feel interesting and listened to. If the gestures and facial expressions do not correspond to what is being said, this could lead to confusion.

As in most situations, a friendly smile can do wonders, the trick is use the smile appropriately and in the correct dosage. “A permanent grin appears fake”, warns Bayern 3 radio host Thorsten Otto in his smalltalk guide “Die richtigen Worte finden” (Finding the right words). Furthermore, a dialogue with a customer is not the place for exaggerated gestures, but for authentic body language with deliberate gestural expressiveness.

Smalltalk as cornerstone for business relations

A real estate consultant has the necessary know-how to advise his customers aptly. But at the beginning of a business relationship, the key is to not overwhelm the prospect with broad specialist knowledge and technical jargon. This may come across as pushy and or even as daunting to undecided buyers.

Especially in a business context, smalltalk should only be understood as a warm-up phase. Cleverly used smalltalk serves to establish a basis of trust which opens the door to future business relations and in-depth business talks. Interestingly, smalltalk is not always about choosing the right words. What is also important is that the dialogue partner gets the feeling that he, too, is an adept conversationalist. Confirmatory nodding, attentive listening and asking follow-up questions to what is being said are key to successful communication, especially during an informal conversation. This will make the conversation partner feel at ease and be more open for subsequent objective argumentation during the business negotiations.

Once you believe that your conversation partner trusts you, this can serve as a basis for constructive business talks.

As one of the world’s leading companies for residential and commercial real estate as well as aircraft and yachts, Engel & Völkers disposes over many years of experience in talks and negotiations with private and commercial customers. We can provide you with specially trained professionals, who are highly skilled in customer relationship management and attach great value to harmonious business relations. You can rely on us in all real estate matters and are welcome to contact us, should you have any questions. To learn more, simply visit our website.

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