Welcome back to the Confident Rookie Series, ten secrets to help new or newer real estate agents get up to speed and earning a paycheck before they risk becoming just another real estate statistic. This week we'll discuss why it's okay, even advisable, to cheerfully waste your time!

Regular readers of my blog know how I feel about wasting time. I'm all for it! Especially for rookies. This is one of the main reasons I advise against 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 experienced agents should be willing to cheerfully "waste their time" every chance they get, but it's critical for rookies.

What, exactly, does it mean to "cheerfully waste your time?"

It means that you 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!

Some "time-wasters" to embrace:

• Showing an office listing to an already-represented buyer who calls off the For Sale sign?

• Helping a friend protest her tax assessment by providing sold data?

• Helping a friend protest a low appraisal for a refinance?

• Preparing a listing presentation and CMA for a potential seller when you're pretty sure 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 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. Doesn't that sound like an excellent use of time?

Published: September 16, 2009

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Jennifer Allan is a former top producing real estate broker, a published author, a speaker and a trainer. She has written five books a bout 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. Her new book entitled "If You’re Not Having Fun Selling Real Estate, You're Not Doing it Right!" will be released in early 2010. 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 to Jennifer Allan's Newsletter for SOI'ers Tips & Strategies for Generating Business from Your Sphere of Influence Your Email Address: Your Name: