New Agents: Make Floor Time Work

If you're a newer agent in need of a little business, there's no downside to volunteering for floor time, and plenty of upside.

First, your broker will see that you're working, and may be more willing to toss you a lead from time to time if he feels you're committed to your success. You'll be more likely to get to know other agents in the office who, like your broker, can be a decent source of leads if they ever find themselves a little overwhelmed. Likewise, the receptionist will get to know you better and may consider you to be her go-to guy or gal when leads come in during times when there isn't anyone scheduled for floor duty.

Of course, the real reason to "do" floor is to gather leads. Whether or not floor time is productive for you will depend on many factors, not the least of which is the quantity of call-ins and walk-ins your office enjoys. If your office is in a busy shopping district, your floor time may be tremendous; if it's in a high-rise building, perhaps not so much.
Your attitude and behavior toward call-ins and walk-ins and can make a world of difference in how many you convert to prospects and clients.

Approach your visitor with an attitude of helpfulness. Don't even think about withholding information because they haven't yet committed to you. Give freely of whatever information you can. Many agents believe that if they give away too much information their target will take that information and run with it because they no longer "need" them.

In most cases, that's simply not true. Raw information is no longer difficult to find. Anyone can go online and get information on just about anything, but knowing exactly what to do with the information is a whole other thing. In the vast majority of circumstances, your cheerfully providing good information will only serve to demonstrate your expertise and enhance your credibility with the potential client rather than send him on his way now that he's picked your brain and doesn't need you anymore.

Let's talk for a moment about the importance of market knowledge.
In order to be effective on floor duty, you must be able to speak intelligently about your market. Specifically, about the market your office focuses on since that'll be what callers and visitors will most likely be interested in. If your office is near the ski resort, you need to be conversant about properties on and near the slopes. If your office is in your downtown financial district, you need to know about downtown lofts, condos and apartments. If it's in a fancy-schmantzy shopping district, you'll need to be familiar with properties within walking distance to the shops and restaurants.

If you truly know your stuff and you know that you know your stuff, that knowledge is magnetic to the person you're sharing it with. The best way to demonstrate that you do know your stuff is to freely share your knowledge with others. Just telling someone that you're an expert isn't nearly as convincing!

Published: August 29, 2012
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