Expanding your database should be an “all the time” activity. You should be working on growing it all the time!Whether it is called floor time, up time or anything else, time spent in your real estate office can be time well spent, but only you can make it that way. Each phone call or walk-in about a listing is an opportunity for you! The key is to be prepared to ask the right questions. The more you can find out about that individual, the better. You have to be comfortable asking questions sincerely so that the person does not feel that you are prying but that you are really trying to help.