My dad had a long career in the San Francisco Fire Department, and as he made his way up the ranks, he had to become comfortable talking to various members of the community and the media. Speaking in front of a large group did not come naturally to my dad, but out of necessity, he worked at it and eventually became a clear, confident speaker.

My dad’s experience compelled him to make sure his kids knew how to speak publicly — and do it well. So, whenever we were part of a school play, giving a church reading or running for student council, he would set us up on our fireplace mantel, hand us a turkey baster from the kitchen as a makeshift microphone and we would practice, over and over, until we perfected our tone, pace and clarity.

Since, I’ve come to realize the core principles of public speaking that I learned from my dad apply to many scenarios in our industry, well beyond being on a stage or in front of a large group. Below are four of my favorite communication techniques that can open doors to stronger relationships and greater business success.

The strategic pause

Being in sales, we tend to want to talk. We didn’t get into this business because we’re quiet, right? But the best conversations are balanced, and they keep your audience engaged.

Savvy communicators incorporate strategic pauses in their presentations or conversations, to make a point or to give the other person or audience time to react. In day-to-day conversations, this technique shows your clients that you’re invested in what they have to say, and that you’re looking for their thoughts.

Make a pause work for you by asking an open-ended question such as “How does that sound?” or “What do you think?” Then stop so the client can answer. It can also be helpful to wait three to five seconds after you ask a question before you say anything else, which gives your client time to respond and helps them feel like they’re a part of the conversation.

The power of three

Years ago, I learned about the Rule of Three: the research-based idea that information presented in threes is more interesting and memorable for an audience.

Whether you’re talking to a group or a single client, there are a variety of ways to incorporate this technique. When speaking to someone one-on-one, try offering three topics you’re going to talk about before you explain things further. This gives the other person cues as to what to listen for, which can help put them at ease. For example, you could say:

“There are three things we need to accomplish today to decide if we can move forward on listing your house.”

Or, “Here are three things you need to know about working with me that will make a difference in your success.”

This technique also helps the communicator ensure the important points of a conversation are clear and easy to understand.

Nonverbal cues

Let’s face it: Communication isn’t just about speaking. In fact, studies show that more than 90% of effective communication is nonverbal. Think about some of the best speakers you’ve seen. They make eye contact with the audience, they appear excited, they stand up straight, they use hand gestures to emphasize their points and they smile. Their body language makes it clear that they want to be there and they’re enjoying what they’re sharing with you.

Take an audit of your body language the next time you have an important business conversation, considering your posture and your facial expressions. Are you making eye contact? Is your face conveying enthusiasm? Is your posture relaxed? Are you smiling? Things like crossed arms, lack of eye contact or fidgeting can indicate disinterest or nervousness, so make sure to always pay as much attention to what your body is saying as to the words you are using to communicate effectively.

Understand your audience

It goes without saying that every good public speaker tailors their presentation to their audience. Whether you’re speaking in front of a group or having a face-to-face discussion, understanding your audience builds a sense of trust and credibility and helps ensure that what you say is understood. If you’re about to meet with a potential client, take the time beforehand to find out more about them. In today’s world this is easy to do. Just look them up on social channels like LinkedIn, Instagram or Facebook. Doing your research will enable you to ask relevant questions and share information that resonates.

I hope these tips have provided a bit of inspiration. If you’re interested in diving deeper into the art of communication and asking great questions, I highly recommend two books: “Exactly What to Say,” by Phil M. Jones, and “Never Split the Difference: Negotiating As If Your Life Depended On It,” by Chris Voss and Tahl Raz.

Amy Corr is the chief brokerage officer for @properties Christie’s International Real Estate.