Did you know that the bulk of an established real estate agent's income is earned by working with past clients who are ready to buy or sell again and from new people who those past clients send to the agent as referrals? A good agent's referral base grows each year, contributing more and more to her income.

A new real estate agent comes into the business cold, without a backlog of returning clients. Sure, you might have family and friends who are planning to buy or sell real estate, but how many, and how often will they buy? You must have an ongoing source of clients to be successful over the long term. The only way to build your client base is to work the job aggressively.

To improve your chances of finding business quickly, make sure your family members, friends, and acquaintances know you are in real estate and can help them buy or sell. Also, train them to tell their friends about you. Wear a name badge that identifies you as a real estate agent. You'll be surprised how many people stop you in the grocery store or post office to ask about local properties. Join civic clubs and other organizations where you'll meet new people. Volunteer at a local charity thrift shop or other busy location. In short, make yourself visible.

As you gain recognition as a real estate agent, you will begin to develop a reputation by answering questions. Most people are curious about real estate. They like to know what has sold in their area and the price of their neighbor's house. You will be asked questions about financing and whether or not it is appropriate to remodel. To become a valuable source of information, learn everything you can about your market. Once you are known as someone who has the answers, you will become the choice for people who need a real estate agent.