Every prospect brings their own unique way of making decisions, especially when purchasing a home. As Realtors, learning to read faces can give you powerful insights into your clients’ values, priorities, and money mindset.  A recent article from Investopedia, most Realtors who fail in their business are due to three main factors, one of them is poor communication.  Facial features often reflect personality patterns and when you know what to look for, you can tailor your communication to match their style. Of course, asking questions is essential but not every client can fully express what they’re looking for. Some can’t even put the small details into words. That’s where face reading comes in. It helps you spot unspoken cues and ask more targeted questions, leading to better answers. The more insight you have, the easier it becomes to build rapport, communicate effectively, and ultimately close the deal.

In this photo we see a man and woman being handed house keys, so if we were to set the scene, here’s a couple who recently closed and being handed keys to their new home.  I’m going to show how their facial features (not body language but that plays a part too) reveal different approaches to buying and finances.  Based on my face reading of this fictional couple, here’s what I uncovered:

The Man: Creative and Commanding Decision-Maker

Forehead: Balanced and slightly rounded he values clear, logical explanations and practical details before committing.

Eyebrows: Straight, systematic brows, slight curve he prefers structured, step-by-step information when making a financial decision.

Nose: He has a small bulb at the tip of his nose, which suggests artistic sense and creativity. While he likes logic, he also appreciates beauty, harmony, and design, things like neighborhood feel, landscaping, or even unique home details can influence him.

Mouth: His wide smile reflects a positive outlook and the importance of personal rapport. He responds well to relationship-driven sales.

Chin & Jowls: His chin shows steadiness, but the presence of jowls (extra flesh at the jawline) indicates personal power and authority. This suggests he’s confident in making decisions and expects to be respected in negotiations.

Ears: His ears sit evenly, showing practicality and balance. He’s neither overly cautious nor impulsive with money but likes consistency and proven results.

Realtor Insight: With him, you need both facts and finesse. Provide logical breakdowns (comps, market trends, cost of ownership), but don’t underestimate his appreciation for creativity in a home’s character.  Perhaps showcasing the yard as a blank slate as an artist would envision what they could create, or an attic space that would make a great studio or home office, any customizable details with space would be a great way to help him see more character.  Always respect his authority, he’ll respond best when you position him as the one making the final call. Price won’t be an overly determining factor for him.

The Woman: Intuitive and Service-Oriented Buyer

Forehead: Smooth and slightly high she has strong intuition and trusts her inner sense when a home “feels right.”

Eyebrows: Gently arched so she notices details quickly and pays attention to the overall flow and harmony of a home.

Eyes: Expressive and people-oriented, she is sensitive to emotions and likely makes decisions based on how a place feels emotionally, not just financially.

Nose: Her nose extends past the nostril area, showing a low septum. This feature suggests she has a strong drive to be of service to others. She’ll naturally evaluate how a home will support not just her, but family, friends, and the community.

Mouth: Her mouth shape shows optimism and openness she wants to feel that her voice is heard and valued in the process.

Chin: Slightly softer and adaptable she is willing to compromise for the sake of harmony.

Realtor Insight: For her, the emotional connection is everything, but this is beyond the typical emotion. Talk about how the home creates comfort, supports her family, and connects to community values. For example, a large back yard could host neighborhood get togethers, a larger dining room can host not just holiday events, but neighborhood watch or fundraising get togethers. Highlight lifestyle benefits over hard numbers. If she feels the home will help her nurture others, she’ll lean toward “yes.”

The Buying Dynamic

Together, their decision-making balance is clear:

He needs logic, authority, and value.

She needs intuition, service, and deeper emotional connection.

The Realtor could close the deal by presenting data for him (market value, stability, financial security) and showcasing creativity and customization and painting an emotional vision for her (comfort, family gatherings, neighborhood events). By speaking to both sides, the Realtor can build trust and be aligned the couple’s decision-making styles securing the sale.

Takeaway for Realtors: Face reading helps you go beyond surface-level conversations. It shows you who in the couple is the fact-checker, who is the dreamer, and how to present the home so both feel confident. When you tailor your approach to their natural decision-making styles, you not only close more sales, you create clients who feel truly understood.

Ready to start closing deals faster by understanding your clients on a deeper level? Join me in the Bodies Don’t Lie Bootcamp where you’ll learn how to use face and body language reading to:

• ·         Understand how prospects process information and make decisions
• ·         Understand how clients make money choices
• ·         Build trust instantly and reduce objections