10 Body-Language Tips to Exude Confidence — In-Person & Online

Body language is a critical yet often overlooked element of communication, especially in the real estate industry. Whether you’re meeting clients in person or connecting via Zoom, the way you present yourself can make or break a first impression. Here are 10 essential body language tips to help you exude confidence, build trust and foster stronger connections with clients.

Maintain eye contact

Eye contact is one of the fastest ways to build trust. It shows clients you’re present, listening and genuinely interested in what they have to say—even through a screen.

Do: Consistent eye contact demonstrates confidence and genuine interest. For example, maintaining eye contact while speaking to a client builds trust and shows attentiveness.

Don’t: Avoid staring, as it can feel intimidating. Instead, glance away occasionally to keep the interaction natural.

Zoom-Specific: Look directly into the camera when speaking to simulate eye contact. This small adjustment makes participants feel like you’re addressing them directly, fostering connection.

Test your look before the Zoom session starts. Everyone has been on these and seen someone who is adjusted wrong, where you’re looking up their nose or their head looks gigantic. Adjust accordingly before you’re live!

Sit up straight

Your posture tells people a lot about your energy and confidence. Slouching gives off the impression you’re distracted or disinterested, while sitting tall shows you’re ready to do business.

Do: Good posture conveys attentiveness and professionalism. Sitting upright during meetings signals that you’re focused and engaged.

Don’t: Slouching can come across as disinterest or low energy. Mind your posture to maintain a professional appearance.

Zoom-Specific: Adjust your chair and camera height to ensure you appear upright and alert, enhancing your on-screen presence.

Offer a tirm handshake

The way you greet someone physically can set the tone for the entire meeting. A confident handshake can communicate professionalism before you even speak.

Do: A firm handshake communicates confidence and sets a positive tone for interactions. For instance, a strong but not overpowering grip creates a favorable first impression.

Don’t: A limp handshake can be perceived as a lack of confidence or enthusiasm. Practice achieving the right balance to convey professionalism.

Smile genuinely

A warm smile goes a long way in putting clients at ease. It’s one of the simplest, most effective tools for creating instant rapport.

Do: A genuine smile radiates friendliness and approachability, making clients feel at ease. For example, smiling warmly when greeting clients helps establish rapport.

Don’t: A forced or fake smile can breed distrust. Let your smile reflect your genuine emotions.

Zoom-Specific: Pair your smile with nodding to show engagement and attentiveness. This reinforces your interest in the conversation.

Use open gestures

Your hands say what your mouth doesn’t. Open, natural gestures help reinforce your words and make you seem more approachable and trustworthy.

Do: Use open hand gestures to appear approachable and honest. For instance, when explaining a concept, open palms convey transparency and clarity.

Don’t: Crossing your arms may seem defensive or closed off. Keep your hands visible and relaxed to signal openness. Crossing your legs AND your arms is even more off-putting.

Zoom-Specific: Emphasize your points with natural hand gestures, ensuring they remain within the camera frame for clarity and impact.

Respect personal space

People need space to feel comfortable—physically and emotionally. How close you stand (or appear on camera) can impact whether a client feels relaxed or on edge.

Do: Maintain a comfortable distance to respect personal boundaries. For example, standing a few feet away in a business setting promotes mutual respect. Keep your breath fresh. No one likes coffee or garlic breath in their space!

Don’t: Invading personal space can cause discomfort or anxiety. Be mindful of cultural differences and individual preferences. If someone steps back from you, you’re too close for comfort.

Observe facial expressions

Reading the room isn’t just about what’s being said—it’s about what’s not being said. Your ability to notice and respond to facial cues is key to deeper client connections.

Do: Pay attention to others’ facial expressions to gauge emotions and reactions. For example, noticing a client’s frown may signal confusion, allowing you to address their concerns immediately.

Don’t: Ignoring subtle facial cues can lead to misunderstandings or missed opportunities to connect. Be observant and responsive.

Control nervous habits

Even subtle fidgeting can signal nerves or uncertainty. Controlling small movements helps you appear calm, confident and in control of the conversation.

Do: Minimize fidgeting or tapping, which can signal anxiety. Practice staying still and composed, especially during high-stakes meetings or presentations.

Don’t: Excessive movements or distractions undermine your professionalism. Focus on steady breathing to maintain a calm demeanor.

Zoom-Specific: Keep your movements minimal and stay centered on the screen to convey attentiveness.

Minimize background distractions (Zoom-specific)

When you’re on a Zoom call, your background becomes part of your brand. A clean, well-lit setup shows you’re polished and prepared—just like you would be in person.

Do: Ensure your background is tidy and professional to keep the focus on you. A neutral, clean backdrop enhances your credibility. Don’t look like you’re in your basement even if that’s where your home office is! Brighter lighting is your friend.

Don’t: A cluttered or distracting background can draw attention away from your message. If needed, use a simple virtual background to maintain professionalism.

Use confident movements

How you move says a lot about how you feel. Entering a room—or a Zoom—with intention shows confidence and command, leaving a lasting impression.

Do: Move with purpose, whether entering a room or delivering a presentation. For example, walking briskly and with good posture into a meeting conveys authority and competence.

Don’t: Hesitant or erratic movements can undermine your presence. Plan your actions to appear deliberate and self-assured.

Final thoughts

Mastering body language is about more than looking polished—it’s about creating trust, demonstrating professionalism and connecting authentically with others. By incorporating these tips into your interactions, both in-person and virtually, you’ll elevate your communication skill set and position yourself as a confident, capable real estate professional. #

Tim and Julie Harris are real estate coaches with over 30 years of experience. They host a daily podcast called “Real Estate Coaching Radio.”