The Benefits of Recognizing Social Cues

However, there are two distinct ways that we share information with one another; verbal and non-verbal. While verbal communication is pretty straightforward, learning how to read between the lines and pick up on the subtleties of body language can mitigate a lot of problems. Furthermore, the nuances of social cues, which can be verbal and non-verbal, provide a lot of valuable insight. This is especially true for REALTORS®. Because you work with many different people in many different situations, understanding what isn’t being said can be just as important as what is, for you to make the best decisions.

Social cues encompass a variety of behaviors that communicate different information. Some examples of social cues are:

• Vocal tone
• Hand gestures
• Facial expressions
• Posture
• Eye contact
• Body movement

Depending on any given situation, picking up on these cues can help you better understand what a person means and how they actually feel. Social cues allow us to fuel our intuition and reduce ambiguity during interactions with others.

Here are some common social cues and the messages they are conveying. 

Fidgeting – Twirling a pen, playing with hair, and foot tapping are fidgeting behaviors. They can be signs of anxiety or disinterest. While some of these may be unintentional habits, they can put off the wrong signals. They are also signs that you may need to change the subject or find a way to regain their attention.

Crossed arms – Crossed arms are considered a defensive stance. This is a physical representation of being closed or standoffish.     

Mirroring – Mirroring behaviors occur when someone is taking the same physical positions as you. Tone of voice and stance are examples of simple things for someone to imitate. When this happens, it is typically a sign of someone trying to genuinely engage with you.  

Posture – Your posture speaks volumes about how you truly feel about any given situation. Slouching and other relaxed positions convey being tired or unengaged. Attentive posture shows interest in a discussion.  

Tone – The inflection, volume, and register of your voice are emotional responses that directly present how someone feels. Higher registers suggest excitement. Lower registers denote more serious topics. The tone of someone’s voice is naturally easy to gauge and perceive.  

While we all communicate differently, understanding how to collect all points of communication and the information being shared is an important skill. Picking up on what is, and isn’t being said, can help you become an even more knowledgeable REALTOR®.