This of course sets up the calculation of how much business you need to do to actually bring in that much income. It is actually a good planning tool, and it is something that many realtors easily drift away from. Periodic analysis of your income helps to illustrate that it might not be enough to rely soley on real estate income these days.
They encouraged me to make a list of at least 200 people that I know, starting with friends and family, then others that I was aquainted with through community activities. They encouraged me to do periodic mailings to the SOI to touch base and let them know that I was in the business, and that I would appreciate their referrals.
Most people at Marsh have been there a LONG TIME. If you've had a few jobs recently, have a good explanation and be able to articulate it clearly and forcefully. Do not complain or make excuses. Be honest.