Innovation: Liar, Liar

Stop looking in a prospective resident’s eyes and start looking at their belly button. According to New York Times Best Selling author Janine Driver, founder, president and lead instructor for the Body Language Institute (BLI), people point their mid-sections toward others they like, admire and trust.

“We call this ‘navel intelligence,’” says Driver, a Thought Leader at the 2013 NAA Education Conference & Exposition, June 19-22 in San Diego. “If a prospective resident is turning their belly button away from you and toward the door, you know that you have lost their interest. Try saying, ‘Maybe I’m wrong here, but it seems to me that you feel uncomfortable with something.’ Then you can speak to their concerns and grow closer to closing a deal.”

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