Smiling science could develop better sales

The link between attitude and demeanour is one that has been the subject of a number of experiments over the years, with a range of tests showing that there is a powerful neural feedback loop in place.

Paul Ekman is the man responsible for considerable research into the capacity of people to control their facial features when lying.

When seeing if it was possible to maintain a neutral expression during moments of heightened emotion, Ekman's team found something remarkable.

The scientists discovered that it was next to impossible to remove the appearance of so called micro-expressions - and that deliberately pulling a face had an unusual response in their subjects.

They found that when people assumed an expression, they began to feel the associated emotion - mildly at first, but as time passed they would genuinely experience a shift in mindset.

This finding is useful for property professionals because it allows them to get into the helpful headspace needed to present a winning attitude and develop professional relationships.

This means that in cases where a new opportunity is hanging in the balance, agents can start to smile early, knowing that the feedback effect will help to put them in a positive place where their real estate training can come to the fore.