It's a numbers game for sure. One of the tough parts nowadays is competition and shopping. Expecting a full 10 points comp on every deal leads to a very low funding rate. Merchants are smarter and they will shop if they think the deal is sour no matter how good of a rapport you have.

If you're good face to face and/or on the phone you can definitely get enough leads to make some money. I would never work as an agent for a direct funder unless they are going to provide leads. By working inside for a direct funder you are seriously limited with product/price/program. Each deal has a "best" home. Different funders like different things. It's best to get set up with 5-6 funders and cover all the bases. High risk, loan programs, premium pricing, and industry types are not one size fits all.

You may want to consider finding a decent ISO that can train you. You'll have to split commissions but that's totally worth it in exchange for being trained on all the details of the industry. On the surface it looks easier or less complicated than it really is. Being efficient at identifying viable deals (chasing ghosts is a total time waster with no reward) and knowing where to place it so you don't get destroyed by competition (if you don't somebody else will likely come in do it) are probably the 2 most important things to learn as a new agent.