Having unrealistic expectations about how much money you will make and how quickly you will succeed is another reason that many agents drop out after less than a year. Your own expectations are a part of what keeps you in the business or causes you to change careers, but your family's expectations are a part of this equation as well. If your family is uncomfortable with your hours and irregular paychecks, they can pressure you into quitting.

Developing a successful real estate career is closely linked to both your desire to succeed and your ability to stick with the job long enough for the elements required for success to fall into place. The process isn't easy or quick but you can give it a dramatic jump-start by setting goals for yourself, monitoring your accomplishments, and raising your own expectations a bit every time a goal is met.

As soon as you receive your real estate license in the mail, if not before, make goal setting a regular routine. Start by outlining some of the things you want to accomplish within the first thirty days, such as:

• Be established with an excellent firm.

• Notify all friends and family members that you can help them with their real estate needs.

• Join at least one local organization that helps you network with other professionals.

• Introduce yourself to mortgage brokers and loan officers at area banks.

• Begin working with at least two clients.

A career goal that is important to one agent may be on the bottom of the list for others, but one goal is universal: the desire to earn a good wage. Goal setting is the way to get there. You can't succeed without a plan. Begin by building a network of friends and professional contacts, then top that off with training. Vow to provide excellent service to all the clients you encounter, so that they will recommend you to others.

A written plan gives you a tangible reference. It makes the goals real, not simply random tasks you intend to take care of someday. As you become more familiar with your new career, keep working at it and adjusting your goals (see Chapter 4: Goal Setting and Lead Generation for more information on choosing and attaining your career goals).