Run a little experiment. Imagine that Terra, the god of real estate, came to you one day and told you that you had to pick two or three cities in which you would do business. Whichever cities you selected would be your turf and you would DOMINATE those areas taking more listings than anymore else. You would also be shackled with a curse that you would never be able to close a transaction either representing a buyer or a seller OUTSIDE of the cities you decided to choose.
If I were you, I'd go with an area that have nice homes owned by nice people which are in a good price range. I would be willing to MOVE to get to those prime areas. But the choices is yours.
Now that you have those cities in mind, go into your MLS and run a search for all sold homes in those two cities for the last year. Find out what the count is. I'm guessing that there should be at least 1400 and probably double that. You really only have to close 50 transaction sides out of 1400 sales (which is really 2800 transaction sides) to make a GOOD living. That's really only 1.8% of the market. Keep that in mind.
Now realize that out of those 1,400 people who sold last year and the 1,400 who are going to sell in the next 12 months...a TON of them (most in fact) really are not hard-core people who are dragging 3 agents through to do presentations then selecting the "best" one for the job. MOST are really just picking someone they know/like/trust. At least 40% of these transactions will go to friends/family members that are agents. That's how the game works. That leaves at LEAST 840 sales (1680 trans. sides) for you to pick up.
Find the sellers and then follow up until they're ready to sell. I mean, I've VOTED for politicians just because they showed up at my front door and nobody else did. Seriously. Follow up 5 or 10 times and the point will be made that you're a hard worker. Why NOT go with you?
Finally, after EVERY transaction, write a testimonial for your clients. Put yourself in their shoes and try to write it as if they were writing it. Focus in on the things that they focused on while you were working together. Put their names on it. Ask them to review it once the closing docs are done. Ask them if they felt it "was a good representation of their feelings about working with you" and when they say yes hand them a BLUE felt-tip FLAIR pen and ask them to sign it. Scan it in so you can reproduce it in color forever and ever. After 12 sales you'll have 12 of these things. Nobody else gives these out to prospects. You'll INSTANTLY stand out from the crowd.... more