ORLANDO, Fla. – Jan. 29, 2013 – Many real estate offices no longer offer floor time – but there may be benefits to the practice. Floor time can increase revenue, generate buyer and seller leads and help agents keep up with the pulse of the market.

Most experienced agents and top producers avoid floor time because it means waiting for the phone to ring or for a prospect to enter the office. However, those that accept floor time can take several measures to increase the chance they’ll convert a lead into an actual client.

If a potential buyer walks in, agents should ask about the type of home, price range and location that interests them; ask what draws them to the area’s lifestyle; determine whether they also have a home to sell; and find out if they’ve been preapproved by a lender.

For sellers, agents should find out how long they’ve owned the house, what they like about the neighborhood, when they want to move, where they hope to move and why they want to sell.

Agents should use a lot of transitional phrases like “so what I hear you saying is that” or “so what’s important to you is.” These show the potential client that they’re listening and help keep the conversation going.

Agents should consider taking floor time if the office receives a reasonable number of incoming floor calls. They should also consider working evenings or weekends, especially in the summer, when more people are out and about.

After a few shifts of floor time, agents should calculate their conversion ratio and whether they consistently see closed transactions to determine whether floor time makes sense for them.

Source: Inman News (01/24/13) Ross, Bernice

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