16 Communication Tips for Real Estate Agents

Regardless of your career, communication skills are important. However, in the real estate industry, excellent communication is a critical factor in helping you stand out from the rest. Read on for some quick tips to improve communication.

April 7, 2020 | Real-estate

By: Dana B

Dana came to Acuity in 2016 as a workers' compensation adjuster, where she focused on handling minor to catastrophic claims in multiple jurisdictions. She also has a background in the services industry, with experience in project management and cosmetology. She graduated with a degree in community engagement and education from the University of Wisconsin-Milwaukee and serves on the Board of Directors of Mental Health America in Sheboygan County. Outside of work and volunteering, Dana loves spending time with her daughters, cooking, and practicing yoga.

Author of Services & Retail Focus

Identify communication preferences. Interpersonal difficulties are often amplified by conflict in communication style; improve interactions by understanding each client’s dominant communication style.
- Visual communicators process information through pictures and use visual words. Their speech is more rapid and in a higher tone. This type of communicator usually keeps good eye contact. Try phrases like, “See what I mean?” or “Get the picture?”
- Auditory communicators sort information with sound cues. Their speech is usually even and soothing. Words they often use are “talk,” “listen,” and “tell.” They tend to be businesslike and express less emotion. Use a phrase such as, “How does that sound?”
- Kinesthetic communicators use their feelings to process information. Choppy sentences and regular pauses are common in their speech. This client may be very animated. Try wording such as, “This feels like.”
Have a positive presence. Be confident, sincere, and professional.
Be mindful of your body language. Nonverbal cues influence everyone. Make sure you are standing tall or sitting up in your chair, showing engagement with your client and interest in their presence. Bonus: good posture increases your confidence!
Have a positive attitude toward others. Showing interest in someone else eliminates the feeling of arrogance. This is important when you have a new client who is feeling overwhelmed with the buying and/or selling process. Aim to make your clients feel welcome and put out a feeling of inclusivity.
Be mindful of cross-cultural communication. Is your client’s worldview collective or individual? Is the view on status hierarchal vs. egalitarian? Be more effective by having a better understanding of cultural backgrounds.
Avoid sounding bossy. Instead of “you should," try “you might consider.” Telling clients to do something may make them less inclined to do so than if you empower them to make their own choices.
Listen with empathy. Often, the idea of communication is focused on speaking, but how you listen is equally important as how you speak! Try empathetic listening; if you see your client is concerned, share the concern; when excitement is shown, share in that excitement. Empathize with your clients verbally and with body language and facial expression.
Watch. Similarly, pay attention to your client’s non-verbal cues too; you can pick up on whether a person is comfortable by paying attention to their body language, helping improve your reactions.
Plan. Consider planning out some conversations in advance when possible. Think about words or sentences you’ll use and possible objections from the other party. That said, be careful not to plan so much that you aren’t listening to the other person’s statements!
Read! Reading from articulate authors regularly can help improve your verbal communication whether it’s a well-written blog, novel, or magazine article.
Focus on clarity! Don’t risk sounding arrogant or being misunderstood because you are too focused on using complicated language. Additionally, don’t use vague phrases when providing directions or make assumptions that the other party understands your intent.
Avoid using industry jargon. Make sure you are customizing your language to your audience rather than using real estate terminology that your customer may not be familiar with.
Ask open-ended questions (sometimes). To ensure you understand what your client wants or is trying to communicate, ask questions that cannot simply be answered with a yes or no. Begin your questions with what, why, and how. Alternatively, avoid open-ended questions when negotiating. Instead, give a set number of options. Open-ended questions in negotiations add more stress to an already difficult situation.
Know what you’re talking about! It seems obvious, but many people don’t follow this rule. If you can’t thoroughly explain what you’re talking about, you’ll risk coming across as unprepared or ignorant and will likely lose the attention of your listener.
Know when to text. While texting is the preferred method of communication for many due to convenience and speed, there are instances when texting (and even email) should be avoided. Texting can be too easily misinterpreted in negotiations, especially when ongoing. Stick to phone or in-person communication when negotiating.
Outline a course of action. Keep your clients in the know. Make sure they know what the next steps are in the searching, buying, or selling process, what is needed from them, what they can expect from you, and an anticipated timeline for all these things.

Open flow of information is an essential characteristic of top-notch agent-client relationships! Remember to put equal importance on listening and speaking when considering your communication skills. You will keep your clients engaged, interested, and feeling valued when listening and speaking are balanced.

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