When I obtained my real estate salesperson's license last fall, I was excited about starting a new career and was full of optimism about my future. Now, after spending six months without closing a single deal, the only things I'm brimming with are self-doubt and fear. I don't think an hour passes without my asking myself this simple but soul-searching question: What have I gotten myself into? According to the National Association of Realtors, more than 30,000 people across the United States–most of them brand-new licensees like me–joined the trade association last year. That figure doesn't even include the thousands more who obtained their first license, but didn't apply for NAR membership. I can't help but wonder how many of those other rookie agents today are feeling the same hopelessness and despair that I feel. Veteran Realtors tell me the number of new salespeople always swells when the market is hot, and I believe them. When sales are at record levels as they've...
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