The 7-38-55 Rule
When it comes to building relationships in real estate, communication is everything. You can have all the expertise in the world, but if you’re not connecting with your clients and team effectively, you’ll struggle to build trust and close deals. That’s where the 7-38-55 rule comes in.
This communication model reveals that only 7% of your message comes from the words you use, while 38% comes from your tone of voice, and a whopping 55% comes from your body language. Let’s break it down and explore how you can apply this rule to elevate your communication and stand out as a leader in your real estate business.
Breaking Down the 7-38-55 Rule
7% Words
The 7% That Sets the Foundation
Your words matter. They set the tone and direction of the conversation. But remember, they’re only a small piece of the puzzle. Clear, concise language is key, especially when explaining complex real estate processes or contracts.
Avoid jargon or overly technical terms. Use simple, relatable language to ensure your message lands.
38% Tone
The 38% That Adds Emotion
Your tone conveys emotions that words alone can’t. A warm, enthusiastic tone can put a nervous first-time buyer at ease, while a confident and reassuring tone can instill trust during a tense negotiation.
Practice varying your tone to match the situation. If you’re delivering exciting news, let your tone reflect your energy. If you’re addressing a concern, soften your tone to show empathy.
55% Body Language
The 55% That Speaks Volumes
Most of your message is communicated through non-verbal cues like your posture, facial expressions, and gestures. In real estate, these subtle signals can make or break a deal. A smile can build rapport, steady eye contact can show confidence, and an open posture can invite trust.
When meeting in person isn’t possible, use Zoom or other video platforms to leverage your body language. Even through a screen, your expressions and gestures can create a more personal connection.
Why Text and Email Alone Fall Short
Text messages and emails may be quick and convenient, but they only deliver 7% of your message. Without tone or body language, it’s easy for your words to be misinterpreted, leading to unnecessary confusion or frustration.
Instead, aim to balance efficiency with effectiveness. Use texts and emails for quick updates, but pick up the phone or schedule a video call when the conversation requires more depth.
How to Level Up Your Communication
Ready to apply the 7-38-55 rule and become a more impactful communicator? Start with these strategies:
Mix Up Your Communication Methods
Use texts and emails for quick updates, but incorporate phone calls and video meetings to build stronger connections.
Practice Your Tone
Record yourself during calls and pay attention to your tone. Are you coming across as confident, empathetic, or enthusiastic? Adjust as needed.
Master Your Body Language
Whether in person or on video, practice maintaining eye contact, smiling, and using open, welcoming gestures.
Review and Reflect
Record a short video of yourself and watch it back. Pay attention to your words, tone, and body language separately. Identify areas for improvement and work on refining your delivery.
Real Estate Is a Relationship Business
Your ability to communicate effectively can set you apart from your competition. By embracing the 7-38-55 rule, you’ll not only deliver your message more clearly but also foster trust, build stronger relationships, and ultimately close more deals.