Good communication is one of the most powerful tools in real estate. Whether you're working with a first-time homebuyer or trying to lead a growing team, how you talk and listen can make or break the deal.
In this blog, we’ll explore expert tips from Dr. Zach Schaefer, a leadership coach who helps professionals master the conversations that really matter.
From building trust with clients to handling difficult talks with confidence, you’ll learn real estate communication strategies that can help you stand out, earn referrals, and grow your business the right way.
The Power of the Conversations We Avoid
Dr. Zach Schaefer shared powerful insights from his book, The Missing Conversations. As a speaker, consultant, and author of six books, Schaefer has helped businesses of all sizes improve their communication.
The core message of his book is clear: conversations that are often skipped or avoided, what he calls "missing conversations," are usually the ones that matter most.
In real estate, avoiding tough talks can create confusion, damage relationships, and hurt deals. These conversations are often left out not because people don’t care, but because they’re unsure how to bring them up or fear how others will react.
For real estate agents and investors, learning how to handle these tough conversations is key to building trust, closing real estate deals, and growing strong teams.
Watch this quick interview with Dr. Zach Schaefer as he explains why “missing conversations” can make or break your success in real estate.
One of the most important skills Schaefer highlights is the ability to truly listen with intent. In real estate, building trust with clients starts by understanding their needs, not just waiting for your turn to speak.
“If you can’t summarize what someone just said, then you weren’t really listening,” Schaefer says.
Many agents focus on what they’ll say next instead of staying present in the moment. But strong real estate communication starts with full attention. Schaefer suggests putting away phones and smartwatches during meetings.
Giving eye contact, nodding, and summarizing what clients say back to them shows respect and builds confidence.
This type of focused listening helps agents stand out in a competitive market. In fact, top-performing agents often earn client referrals simply because they make people feel heard.
Body Language and Nonverbal Real Estate Communication
It’s not just about what you say. How you say it matters just as much. According to Schaefer, 80% of meaning in a conversation comes from nonverbal communication. That’s why your body language, energy, and preparation speak volumes, especially during in-person meetings or listing presentations.
Here are three nonverbal communication tips for real estate professionals:
- Make eye contact with everyone in the room, not just the main decision-maker. This makes others feel included and respected.
- Adjust your energy level to match the situation. If clients are nervous, a calm and steady tone helps. If they’re excited, mirror their enthusiasm.
- Come prepared. Do your homework on the property, the neighborhood, and the client’s needs. When you’re well-prepared, you come across as confident and trustworthy.
These small changes can have a big impact on your credibility. Mastering nonverbal communication is one of the best ways to build trust with real estate clients from the very first meeting.
How Real Estate Agents Can Handle Difficult Conversations
Pricing a home correctly is one of the most sensitive topics agents face, especially when a seller expects more than the market will bear. Schaefer recommends setting expectations early in the relationship.
Instead of waiting for conflict to happen, tell your clients upfront how you work. For example:
“Here’s how I communicate: I’ll always be honest with you, even if it’s not what you want to hear.”
This type of communication disclaimer gives you something to reference later if you need to have a tough talk about pricing, repairs, or offers. It makes future conversations smoother and less awkward.
By being upfront about your communication style, you create a stronger partnership from the beginning. That helps clients trust your advice when it matters most.
How to Discuss Real Estate Investing with Family and Friends
Many real estate investors want to involve family or friends in their business, but those conversations can feel uncomfortable. Schaefer suggests focusing on three things: timing, tone, and setting.
- Timing: Don’t start a serious talk when someone is distracted or stressed. Wait for a calm moment.
- Tone: Keep the conversation friendly and open, not pushy or one-sided.
- Setting: Choose a quiet place where you can talk without interruptions.
It’s also important to set realistic goals for the conversation. You don’t have to convince someone on the spot. Think of it as planting a seed. It might take a few conversations before they’re ready to get involved or invest.
This advice is especially helpful for new investors trying to raise capital or build partnerships. Effective communication in real estate investing often begins with the people closest to you.
Leadership Communication for Growing Real Estate Teams
As your real estate business grows, your communication style needs to grow with it. Schaefer explains that teams of 5, 15, or 50 people all require different levels of structure and strategy.
Good leaders in real estate don’t let culture form by accident. Instead, they set clear expectations for performance, attitude, and values. They make sure everyone understands the company’s vision, goals, and benchmarks.
If you're leading a team or planning to, focus on being clear, consistent, and approachable. These are the keys to strong leadership communication in real estate.
Conclusion
Strong communication skills are more than just a nice-to-have in real estate. They’re a must. Whether you’re setting the right price, explaining a tough situation, or leading a team, your ability to connect with others can set you apart.
By using simple habits like listening closely, making eye contact, and being upfront about your style, you can build stronger relationships and avoid the stress that comes from skipped or awkward conversations.
Don’t avoid the important talks. Face them with confidence, and watch your real estate career grow.
