Regular readers of mine know how I feel about wasting time. I'm all for it! Especially for rookies. This is one of the main reasons I'm opposed to rookies jumping into the business only half-way (that is, part time) - when you have to carefully guard your time, you can't risk wasting any of it... and that's a shame.
Even as an almost-thirteen year agent, I still cheerfully "waste my time" every chance I get.
What do I mean by that?
I mean that you should take every opportunity to be out there in the world talking about or looking at or learning more about real estate. If you are doing something that accomplishes one of these items, that's time well-spent, even if the activity is not leading you directly to a paycheck. Not only are you learning more about being a real estate agent, you're also putting yourself in front of people who could end up being your biggest fans.
When you're new, take every opportunity to learn something, even if it takes time, even if it takes gas. Think about it - would you rather practice on someone who may NOT buy or sell right away, or someone who will? Sure, on the surface, you'd rather work with someone who is leading you to a paycheck, but there's certainly a strong argument for perfecting your technique on non-clients first!
So, what might be some "time-wasters" to embrace?
- Showing an office listing to an already-represented buyer who calls off the sign?
- Helping a friend protest her tax assessment by providing sold data?
- Helping a friend protest a low appraisal for a refinance?
- Meeting with a potential seller when you know full well he isn't going to hire you?
- Showing homes to a buyer who can't yet qualify to buy a home, but thinks he can in six months?
- Helping a relocating renter identify the right neighborhood for him or her?
All of these activities teach you more about your market and give you practice communicating market data to potential clients. They also give you an opportunity to impress someone who might end up being your biggest client and/or referral source. Sounds like a good use of time to me...
Next time: Secret Six - Find Your Handyman
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Guest Author Jennifer Allan-Hagedorn has authored five books and multiple courses designed to teach agents her Sell with Soul philosophy that centers on four interrelated principles: Respect, Competence, Confidence and Enthusiasm. The latest release of her book is available in the VanEd bookstore. You can also visit her online at www.sellwithsoul.com or attend one of her free teleseminars on a variety of topics of interest to the real estate community.

they're following behind you. Unless you're showing in a neighborhood you know intimately, always, always, always drive the route ahead of time, even if that's at 6am before you meet your buyer at 9am.