Why Every Successful Real Estate Agent Must Become a Salesperson
Apr 09, 2026Over the course of my career, I’ve heard hundreds of real estate agents tell me that they don’t want to be a salesperson. I’ve even heard of a popular class that teaches people they don’t need to become a salesperson – just stay in touch with people so you’re ready when they want to buy or sell.
I believe being a salesperson is the highest calling a person can have!
I didn’t always feel that way. When I went from becoming a schoolteacher to a Realtor, my family was embarrassed. They’d been so proud when I graduated from college and had a classroom of my own. Then…
When I started really succeeding, all that changed. They saw and heard how committed I was to helping people make good decisions, and how excited I became when they got what they wanted. My family became my advocates instead.
I really owe that to Floyd Wickman. He taught me the definition of a salesperson: someone who helps people make decisions they’ll be grateful for, but that they wouldn’t make with your help.
If you’ve been thinking that becoming a salesperson means you have to be pushy, you haven’t been listening to the Wickman message! We believe you have to become a really good listener. You must learn to listen beyond the words the client is using to understand their wants and needs. You then use skill to help them take the action that will get them their desired outcome.
Where does skill come from? Sales training. Not learning how to fill out a form, write a thank you note, or use A-i. And not training from someone with the “wrong heart”…instead the training needs to come from people with character. Before enrolling, study any company you decide to take sales training from. What are their values? Do they match your own?
Here are ours: To Always…
Become a salesperson. Be proud of our profession. Become skillful at dialogues, and put your clients before yourself. Floyd’s mentor, Zig Ziglar always said, “If you help enough other people get what they want, you’ll always have what you want.”
If you’d like to print a copy of our Core Values and make them your own, just click below to download the image.
The Floyd Wickman Team Blog by Mary Pallin
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