A hamster in a wheel is busy. That doesn't mean he's going anywhere.

It's tough for new agents to figure out exactly what kind of person is a client. They are so afraid of losing business that they don't spend time to define the business. Not all business that crosses an agent's path is real business. Learning to recognize the business means rejecting non-business.

I couldn't have said it any better.  However, it looks like this newby agent learned a valuable lesson and, because you re-directed him, he should do fine.  Sounds like he really wants to succeed and that's 90% of the "battle."  

Very interesting post, I enjoy watching new people GROW in Toastmasters real estate is all together different

Good Morning,  Sometimes we have to learn this for ourselves,  Keep up the good work and good luck in 2014,  E

Your post doesn't apply only to new agents. Sometimes old agents who have perfected their patterns, don't evalutate where they are going. And they just keep running in the wheel the same way they have always have. Yes, new agents need to learn how to be efficient. But, old agents need to review their practices and be ready to learn new ways to be more efficient. Leave the wheel for hamsters!

I remember exactly when I made that transition from showing houses to people who "wanted" to buy a house to only showing houses to people who "can" buy a house.  You never go back.

Thanks for training newbies.  You are right.  I have spent time with those who weren't qualified.  What a waste of time and energy! 

Jared:  There is "busy work" and then there is busy.  I have a couple of lenders that I see doing much the same thing.  Lots of preparation and busy work, but not alot to show for it ... 

Listening is truly a under-appreciated skill ...

Congrats on yet another great post and Feature!

Gene

Good advice Jared, you can't be everywhere or be everything to all people.  Especially the people who aren't buying anytime soon!

I am at Agency Paperwork, Loan PreApproval Letter and Buyer Agreement to start. 

Jared - Excellent points here. I have trained dozens of agents here in Austin, and it really is fun WHEN THEY LISTEN.  :)

Jared, Amanda - some agents need BASIC training or shadow someone before they start working with real clients. Actually, why some? It should be ALL agents!

'If you're a new agent reading this, prequalify your people.' If you are an agent, old or new, pre qualify!

Your young agent is lucky to have you!Cute analogy.

Hey, Jared and Amanda!  I included this post in today's Last Week's Favorite's post!  Oh, and Happy New Year!

WOW - I hope he listened to you he is going to drive hhimself right out of the business with that as his work model

Hey Jared,

Yes... the infamous pop tart Realtor! We've all been there. Sometimes experience can't be taught. He'll have to spin his wheels on his own to heed what you're teaching him. I used to do the same thing. Anywone that called was "a buyer." Good luck with the team, bud!

From your article, I can't help but notice your training methods. I think it's great how it all started with you listening, and end up asking questions before making an actual conclusion. It's very easy to get frustrated, especially when anybody under your you isn't performing as good as they are expected to, or when they simply are not listening! Best of luck to your new agent!

Great post and analogY. We cannot get too caught up in the busy work. It just isn't the most productive use of our time. Sounds like a little re-training is in order. Good luck to him and you!

I am happy to have learned this lesson early on. Today my mentor referred to these types as pop-up agents - they pop right up when needed. I believe that pre-qualifying clients reinforces professionalism and builds rapport.

Very important to pre-qualify if your a busy person/Realtor! Although when I was a newbie Realtor I did show some properties to clients who I wasnt sure if they were qualified. I did it for the practice and to feel comfortable showing property.