Here is a great Webinar, hosted by Photoshelter.com and presented by Blake Discher, Detroit-based freelance photographer, specializing in editorial, advertising, annual reports, and portraits.
Even though Blake isn't talking about specifically about real estate photography, most all of his insights apply to creating a profitable business in real estate photography.
The webinar video is just under 60 mins and for anyone working to find ways to compete and distinguish themselves from their competition I think it is well worth the time.
Blake's talks about how the amateurization of photography caused by the improvements in camera technology over the last several years have made photography easier than it used to be. The result of this change is that 95% of the working professional photographers in your market can supply the needs of most clients. So you have to figure out how you can stand out from the crowd. Blake goes into examples of ways of standing out from the crowd. Things like, being easy to work with, being a good listener, having good people skills or showing the work on your website that you want to get. He talks about how, if you charge, cheap you will be treated cheap. Also he goes into detail on how to be prepared to talk to your client on that first contact.
I think Blake has a great bunch of insights!