We old fogies -- those of us with more than a year of experience -- like to advise the newbies in our lives on how to work efficiently and productively -- how to not waste time.

At first glance we could probably come up with a long list of potential "time wasters" in our business:

1. Working with an unqualified buyer?

2. Talking to renters

3. Showing a listing to an already-represented buyer (who calls off the yard sign)

4. Preparing a CMA for a seller who wants to move "sometime next year"

5. Having lunch with friends who already know lots of real estate agents

6. Helping an acquaintance appeal her tax assessment

But what if there's no such thing as wasting time, especially in your first year. Because everything you do can potentially:

• Put you in front of a warm body and/or

• Teach you something about your real estate market

Let's take "time-waster" #3 above - showing an office listing to an already-represented buyer.

Here's the scenario. You're sitting on floor time twiddling your thumbs, or maybe working up the nerve to call a few FSBO's. The phone rings. You find yourself talking with a buyer who is sitting out in front of one of your office's listing. He wants to see it right away. He tells you he already has a buyer agent, but he can't seem to track him down today. He's just so busy, y'know. So ... can YOU show it to him?

Option I: Tell the "buyer" in no uncertain terms that you don't work for free and he needs to wait for his own agent!

Option II: Cheerfully say ,"Sure! Give me some time to notify the owner and I'll meet you there in 30 minutes! What's your phone number in case there's a problem?"

Let's say you select Option I. Here's what you accomplished: You're still sitting at your desk, twiddling your thumbs, but by gawd, you didn't waste your time. And, oh yeah, you probably confirmed the buyer's opinion that real estate agents are jerks.

Conversely, with Option II, you:

• Practiced showing homes and building rapport with strangers

• Possibly learned just a little more about your market

• Met someone who just might end up being your biggest referral source (you never know)

• Met someone who just might be the love of your life (you never know!)

• Got your backside off the chair and OUT INTO THE WORLD

• Improved, just a little, the public's perception of real estate agents

And maybe, just maybe, you'll get yourself a client if the buyer decides you're way cooler than his missing-in-action agent.

Sounds like a no-brainer to me. Get up and go waste some time!

Published: July 17, 2007

Use of this article without permission is a violation of federal copyright laws.

Jennifer Allan-Hagedorn was a top producing real estate broker in Denver, Colorado before writing her first book in 2007. Since then, she has written several more books about the business of selling real estate including her flagship book: Sell with Soul: Creating an Extraordinary Career in Real Estate without Losing Your Friends, Your Principles or Your Self-Respect, the sequel, If You're Not Having Fun Selling Real Estate, You're Not Doing it Right and her latest, to be released in Spring 2011, Prospect with Soul for Real Estate Agents. Jennifer believes that the secret of success for real estate agents is not in aggressive marketing techniques or hard-core sales pitches, but rather in being competent in one's craft. Competence begets Confidence. And in today's world of increasingly suspicious and ad-weary consumers, having an air of self-assurance and enthusiasm will be far more effective than a slick sales campaign. Jennifer writes and speaks with this philosophy in mind. She preaches that salespeople should follow the Golden Rule in their day-to-day practice of business - treating clients and prospects respectfully, as the salesperson him or herself would like to be treated. Being competent, reliable and fair, and motivated by a true desire to earn a paycheck, not just show up at closing with hand outstretched. She is a regular contributor to several real estate newsletters and magazines, a member of the RE/MAX Hall of Fame and one of the industry's most popular bloggers. You can learn more about Jennifer's "soulful" philosophies at www.SellWithSoul.com. Subscribe Below to Enroll in the Daily Seduction Newsletter Mini-Clinic - Tips and Strategies to Generate Business and Referrals From Your Sphere of Influence! Your Full Name Your Email Address