Q: I just got started in real estate.

It's a whole lot more work than I thought it would be. I haven't had any training beyond what it takes to get a license, and the office I work in doesn't do much to help either. I really like to work with buyers, but my biggest beef is people who come out and look at everything for weeks, but I don't think they ever intend to buy. Are they "looky-loos?" How do I know if that's what they are until I've wasted a lot of my time?

A: First, I should tell you that it's very common in a market as small as ours to spend six months or even a year showing property to people before they find something that suits them. Most experienced agents will tell you that a quick sale is rare in our market.

This can be a great opportunity for you to hone your skills. Each set of clients is another chance to learn about people and to work on establishing good relationships. Keep track of peoples' questions. If you don't know the answer, do your homework and find out the answer. Then, get back to the client with the information.

Real estate is really a matter of relationship building. Buying a house or property is usually the largest single investment for most people. They need to trust you, believe you know what they're looking for, and that you are knowledgeable about the community and real estate market.

I believe most brokers would recommend that you take more classes and show homes and property to as many people as possible. Pay attention to what they say and what they want, and do more research on local issues. Perhaps one of the other more experienced agents in your office, or your broker, will be willing to mentor you.

When it comes time to write an offer, be sure to get some help from someone more experienced. I think clients will be happier to have you get some help rather than have you make a mistake.