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Two late 1990’s Changes that led to greater Lead Gen

Real Estate Agent with KW Elite

.   I was telling a real estate class how different things 

were prior to 2000 . I shared with them that an agent

would weekly be involved in participating in New 

Listing Caravans and Floor Duty shifts . 


      Listing Caravans would occur right after the 

Weekly Sales Meeting was over . All the agents 

would meet in the parking lot and jump in 

someone’s car . We often had 7-10 cars from our

30 agent office on the tour. It was very impressive 

to our New Sellers who were thrilled to see our 

entire team of agents interested in selling their home.

These caravans lasted 2-3 hours . 

      Floor Time Duty was a system that had Agents 

staffing a room in the front of the office and answering

all incoming calls ( from company paid Marketing ).

Any lead that walked in or called in belonged to that

Agent. The shifts lasted 2-3 hours and most agents 

would sign up for at least 2 shifts per week. It was 

said that 2 shifts a week created a Closing per month


   So what caused all of this to change forever ? By

1994 most Real Estate offices were be taught the 

latest Lead Capture tool . It was called the 

Call Coordinator and changed real estate forever.

Is premise was the most knowledgeable agent for

each property was the Listing Agent, and that’s who

the incalling consumers should be talking too. It

made it necessary for each agent to get a Pager .

Our staff who Page the Listing Agent to call back 

the office because we had a Lead for you . If you 

didn’t call back in 15 minutes the Lead went to the

Floor Duty person.  Over time , Listing Agents , got 

very good at getting back to the office in 15 minutes.

This greatly Devalued Floor Time Duty as most calls 

were going to the Listing Agents . When hand held

came along , Floor Time was eliminated in most 

offices . Additionally because of the same new 

scenario with lead distribution going to the LA , it 

ended the practice of New Listing Caravans . Agents 

complained that why should we spend 2-3 hours a 

week looking at properties that we will never get a 

call on . 

         The end of these two practices have made it more 

important than ever to practice daily Lead Generation 

( M-F, 8:30-11:30).











Posted by


Michael J. Perry




1280 Plaza Blvd. , Lancaster, PA 17601

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Longtime West Lampeter resident and Lancaster County Realtor!


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Michael Jacobs
Pasadena, CA
Pasadena And Southern California 818.516.4393

Hello Michael - I recall the history of real estate you discuss in this post.  However, I am certain there are more than a few not-so-newcomers who think this is a work of science fiction or fantasy.   Mentioning of a caravan might even lead some to believe agents rode camels while touring properties.  🐪🐫🐪

Jan 13, 2024 09:15 AM
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Good afternoon Micheal,

You are so right..the demise of floor duty and caravans took away the face to face meetings both with other agents and customers. It did have to change but now with the automation comes less interaction and loyalty from clients..its which agent can make the call back the fastest.

Jan 13, 2024 11:47 AM
Roy Kelley
Retired - Gaithersburg, MD

You can imagine what it was like when I opened my first real estate office during the summer of 1961. No MLS, no computers, no printers, no cell phones, no home inspections, short contracts.

Jan 13, 2024 12:19 PM
Anna "Banana" Kruchten
HomeSmart Real Estate - Phoenix, AZ

Michael that's not how it worked for us in the later 80's and very early 90's.  Yes we did actually going to a weekly MLS meeting and a tour but normally it was all the offices in town and not all went to MLS meeting or tour.  My broker was a huge promoter of his agents and thought each one of us needed to get the calls on our own listings etc. He taught us how to build a referral base SOI and I have been forever grateful for that all these years.  The other bit thing I learned from him - Always do the right thing - and that was ALWAYS do the right thing for your clients.

Jan 13, 2024 03:57 PM
Endre Barath, Jr.
Berkshire Hathaway HomeServices California Properties - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

I used to love floor duty picked up many buyers and sellers and met some great clients.... I was not for the concept of having a direct phone number on the yard sign... lost some potential clients, Endre

Jan 13, 2024 08:57 PM
Lawrence "Larry" & Sheila Agranoff. Cell: 631-805-4400
The Top Team @ Charles Rutenberg Realty 255 Executive Dr, Plainview NY 11803 - Plainview, NY
Long Island Condo and Home Specialists

Michael, The real estate business has undoubtedly transformed over the years, While efficiency and accessibility have improved, some may miss the interpersonal connections that defined the industry in the past.

Jan 14, 2024 07:49 AM
Dan Hopper
Dan Hopper - Gold Way RE - Westminster, CO
Colorado Broker / Referral Services

There is no doubt that technology changed how the "floor times" would impact leads for those that depended upon it. As well, as the rules on placing personal phone numbers on the real estate signs and marketing tools.  During most of the 80's and 90's this was a very effective tool, and sometimes leading to 1-2 closings a month!  

Jan 15, 2024 04:33 AM
Patricia Feager, ABR,CRS,GRI,MRP
Selling Homes Changing Lives

Michael J. Perry - the real estate industry has transformed rapidly. For excellent and quality services I highly recommend you. Many Brokerage firms have lost that good customer service feeling about building relationships beginning with the Broker's Office. Floor times were how I got started in the business and it was the best way to bring people to the office to sit down and talk about policy processes and procedures. We have to find ways to reconnect. 

Jan 18, 2024 05:56 PM
Michael J. Perry
KW Elite - Lancaster, PA
Lancaster, PA Relo Specialist

You are all correct by Also point out that cell phones and Agent Name Riders ( with that cell #) were a huge part of the Change. 

Jan 22, 2024 09:02 AM