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: September 8, 2011

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