You may not realize it, but opening your closet or dresser when you wake up can greatly influence your mind. What you wear not only leaves an impression on those you interact with, but also how you personally think and feel throughout the day. In a 2012 study published in the Journal of Experimental Social Psychology, Adam Galinski and Hajo Adam coined the term “enclothed cognition”—or the psychological impact of someone’s choice of clothes. The authors of the study found that specific articles of clothing (and the connotations or perceptions associated with those outfits) can evoke certain feelings or actions, in turn causing the wearer to behave in different ways, depending on their wardrobe choices.
Let’s explore a few ways in which choice of attire may influence your everyday activities and interactions as a REALTOR®.
When it suits
Everyone feels more powerful in business or formalwear, and people tend to show more respect to someone who is dressed up. That’s why agents should dress to impress when meeting important clients or when big money is on the line. Not only do business clothes increase confidence levels, but according to a study in the Journal of Experimental Psychology: General, these outfits also stimulate hormone production in the wearer to better display dominance, a skill that REALTORS® may find helpful. The result is an enhanced ability to think outside the box and improve negotiating skills.
Business-casual kindness
At the other end of the spectrum, comfort is key when socializing is necessary. According to a study published in Public Personnel Management on clothes and workplace habits, respondents relayed that they felt the least friendly and creative while dressed in formalwear. Some REALTORS® may not feel like they can be themselves when dressed more formally, and that’s just fine. Making sure you feel comfortable and personable is extremely important when agents are vying for the trust of clients. Business casual is a great middle ground for agents to take with a dress code, as you still look professional, yet don’t come off as stiff or stuffy.
Confidence under wraps
Of course, what you wear on the outside may be skewed toward how others perceive you. But what about the articles of clothing that people don’t get to see? Yes, even the undergarments you choose can have a positive impact on your mood and performance. Maybe you’re feeling playful and choose a pair of superhero-themed socks from your drawer. Perhaps you choose underwear that makes you feel strong and confident. The way you feel on the inside will come out as you address your clients’ homebuying or selling needs. Astute clients will sense your confidence level, and that extra pep in your step may make or break your ability to close a potential sale.
Be vibrant
Catching the eye of a client is paramount as a REALTOR®, so finding a way to stand out from the pack and be memorable is a great strategy for agents when courting buyers or sellers. But remember, subtlety is necessary. Don’t wear an outlandish outfit just for the sake of bringing attention to yourself. But do consider adding a bit of flair to your wardrobe. Maybe a tie or pocket square with an interesting pattern, or a unique brooch or necklace. Something that isn’t distracting can spark a conversation and keep a client interested. The colors an agent chooses to wear can also be professionally beneficial. Research published in the Annual Review of Psychology showed that bright, vibrant colors are often subconsciously associated with happiness and cheerfulness, while darker, moodier shades represent sadness or dreariness. Try wearing an outfit that has a bright color palette to make clients feel warm and happy to be working with you.
Photo: iStock.com/Petar Chernaev
