The average person thinks that real estate agents spend most of their time showing houses, writing up contracts, and cashing huge commission checks. Nobody likes paying 6% of their gross sales price when they sell a house. Sellers always think that real estate agents make a fortune.

Real Estate agents, at least the successful ones spend the majority of their time “prospecting” and working real estate leads. They spend their time trying to find business, and keeping track of past clients in order to get future business and referrals.

Once in a while there are agents who do spend most of their time showing homes and writing contracts. These are agents who have been in business for years, or who have a surplus of quality real estate leads. New agents rarely ever have this problem. It’s not uncommon for new real estate agents to have their licenses for months before they ever show a house.