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Being likable and relatable is one of the best ways to market yourself to potential clients. Although likability is an objective quality that can’t really be taught, there are steps you can take to make yourself more relatable to buyers and sellers.

Coming across as genuine will help you stand out in a crowd of other real estate professionals. Here are a few steps you can take to brand yourself as human:

Learn to Listen

People, in general, are more receptive and open to folks that they feel are listening attentively to them. A prospective client is far more likely to work with you if they think that you care about their situation and are willing to hear them out. Stay relaxed, let buyers and sellers speak first and you may find that taking them on as a client was as simple as just listening to them.

Body Language Is Everything

Coming off as calm and relaxed is much easier said than done. It doesn’t matter how well you listen; if your body language is way off, that can be enough to blow a deal. Keep your body language open—don’t cross your arms, maintain eye contact, stand up straight and keep your head level. You may also consider taking a course in how body language is interpreted.

Rely on Existing Relationships

One of the easiest ways to get a leg up on the competition and to build a rapport with a potential client is to be introduced to them by a friend or former client. You will already have topics of conversation to fall back on and there will already be a sense of trust based on what the mutual contact has told them about you. This also has the added benefit of allowing you to do less research on the potential client.

Agents, what tactics do you employ to make yourself more relatable to buyers and sellers?

Jameson Doris is RISMedia’s blog and social media editor. Email him your real estate blog ideas at