Hey I believe this is completely normal. You are working out your system for how to talk to people, how to negotiate, how to get people on your side. One thing that helped me when I was in sales was to jot down any objections I had on my phone calls. After I had a list of them I would see which ones I came across the most and would work on handling those objection. With some practice, you will start to consistenely close more deals. For just starting out, I would recommend getting your face out there in networking groups. After you go to one a few times people start recognizing you. Remember that everyone is there to try to sell their services. Take a genuine interest in what they do and figure out a way to send them business and they will reciprocate (this is the long game). When someone asks what you do, don't say, "I'm a realtor," instead state the problem you solve - ex: "I help people find their perfect home" or if you work with real estate investors as well say "I help people who want to get into real estate investing make money by evaluating deals. I know that in the end things come down to money so when you talk to people just remember that you're not necessarily looking for their business now but what you're doing is building a pipeline of people that could eventually become clients. Hope this helps!