Networking is an essential skill to master as you grow your real estate business. Make your job easier with these psychological tricks that will help you seem more likeable, trustworthy, and interesting the next time you’re at a networking event. It’s not mind control—it’s science!
Compliment Someone Else
This is an incredible psychological hack called “spontaneous trait transference.” Basically, if you compliment someone else, the person you’re talking to will associate those positive traits with you, too! Be warned that the same thing works in the opposite direction—when you speak ill of someone, the listener will think of you in a negative way.
Mirror Their Behavior
When you chat with a stranger, it’s a good idea to mirror them. That means subtly mimicking their behavior, body language, and expressions. It definitely does NOT mean trying to copy their accent, by the way. Crossing your legs in a similar way or gesturing with your wine glass like your conversation partner might seem like silly little details, but mirroring actually makes the other person feel like you’re in sync.
Always Have a Smile
If you’re in a good mood, the people around you will be, too. In science, it’s called “emotional contagion,” which sounds scary but is actually very simple. People absorb and reflect the emotions of those around them, so if you come in with a lot of positive energy, everyone will feel better.
Reveal Your Flaws
While you might think that it’s better to hide your flaws and mistakes when making a good first impression, there’s something called the “pratfall effect” that says otherwise. In essence, if an otherwise competent person reveals they made a silly mistake, other people find them more likeable.
Like the People You Meet
Psychologists call it the “reciprocity of liking,” but it’s basic human nature. We like people who like us. So when you attend a networking event, make sure that you are engaged and genuinely interested in the people you meet. If they think you like them, they’ll return the favor.
Put the Spotlight on Them
People love to talk about themselves. In fact, researchers discovered that it lights up reward centers in the brain when we’re allowed to talk about ourselves. Try to listen more than you talk when networking. People will remember you as being a great conversationalist—even though you let them do most of the talking!
