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.
I told them I had been in sales more that twenty years and I had responded to many irate customers. My action is talk with the customer in a non-confrontational tone and if I did not have the authorization to do what it required to make them happy, I would ask my supervisor for assistance.