Dawnaree,
I hit the ground running in my first year by a very simple philosophy. Become an expert on the other homes in the area around your listings. Know the competition, the prices and the features. Especially the homes that cost less than your listings. I actually made a presentation book with pictures and prices but no addresses. Left it out on the table next to the flyers and my business cards.
Sit in Open Houses every Sunday and ask the buyers first if they live in the area, chit chat a little and then ask them what they are looking for. People love talking about themselves. Someone will say "I want a house with a big basement workshop and my wife wants a greenhouse." If you know where it is "bang" you are an expert, you very well may have a sale. I sold 15 houses my first year in the business and I have had a career in this for 20 years. I did not come from a sales background, my job history before real estate was owning a small plant shop for 5 years, home construction for 3 years and driving a taxi for 4 years. Real estate is not rocket science. Always keep 8-10 listings minimum and work with 3-4 buyers at all times.

"Always keep 8-10 listings minimum . . . "

What am I missing? One trait top producers seem to share is the ability to be glib and cryptic.

HOW does one keep 8-10 listings, minimum, por favor?

It's weird how simple they make it sound - just do it.

You modulate prospecting to keep the listing inventory optimal. If listings fall below your target, you attack the farm with a "pitch" fork!

Working as an agent assistant doesn't seem like a bad idea at this point. I'm licensed.

What I am saying is you need 8-10 listings minimum to survive. So you haul a $ $ until you get them. Work FSBOs Expireds and Sphere of Influence. Day and night. The temtation is to stop after you have three or four. Thats not enough.

Give people Positively Outrageous Service and the word will get out. It gets easier as time goes on because people move every 5-7 years so they will call you back if you keep in touch and give them great service when you work with them initially.

But the trick is to understand the numbers. You need to keep a lot of balls in the air in order to survive. That is a lot of the reason why people don't make it is they rest on their laurels when they have a little business going.

There are listings in places you might not think to look. Everyone is working the fsbos in the pricey neighborhoods, so go to the areas that aren't so expensive, lower end condos, rental neighborhoods. Not so much competition there.

Also look for the guys who fix up and flip, a lot of them will give you the listing if you find them a good deal on a fixer upper. Or if you can find a lot at a good price for an infill builder you can frequently get the listing on the spec house he builds.

I also did a lot of cold calling up and down streets when I started out, (pre- do not call list) You can still do it, just check the do not call list before you call. My best line ever is this: "You are going to hate this call! I am a Realtor and I was wondering if you are planning on Selling your home this year?" Yes? you've got a bona fide lead, no? "Do you know anyone else who is?" No? "Goodbye sorry to bother you" Call 100 people like that a day and you will probably have one or two appointments a day. If no one is home leave messages that say the same thing. People will actually call back and say "You know we were just talking about selling our house!" Its hard work but you will find with that approach a lot of people will say "naw I don't hate this call" or they just laugh.

Keep going until you have 10 listings. Rest. When two sell go back at it.