What Got You Here?

May 22, 2014

By Mike Pallin, Master Trainer and President of The Floyd Wickman Team


What percentage of people earn over $100,000 a year?

According to Google, Ask.com and a few other usually reliable internet sources, it’s about 13% of individuals, or roughly 1 out of every 8 people.

What is the most common occupation among six figure earners that doesn’t require a college degree? Real estate. 

Thanks to “reality” TV, people think most real estate agents make a bundle, but the facts paint a very different picture.

I remember the first time I heard Floyd Wickman say that everyone who gets into real estate has high expectations for themselves. Heads nodded. Everyone agreed. Give me an amen on that.

He followed that statement with a question, “Yet within a relatively short period of time, what happens to at least 7 out of 10 people who get licensed?”

Someone shouted, “They quit.” To which Floyd replied, “That’s right, they quit. They just don‘t always leave right away. I’ve seen people in a state of quit for like 18 months before they wake up and smell the coffee and transfer back to civilian life.”

I’ve heard Floyd say those very words at least 100 times since, and with every audience, it always gets at least a chuckle, sometimes an uncomfortable one.

That was thirty years ago, and things haven’t changed since. A small minority of real estate agents earn at least six figures, and the vast majority end up with very little.

Many of the $100,000 a year people are graduates of The Floyd Wickman Program. They have a tendency to stick in this business and prosper.

So I asked 50 of our students who make that much year after year, what is the secret?

In so many words, here is what they all said.

First, get an education. And then go to work. Treat this business like a job. Show up. Put in the time. Do the basics.

When I probed further about the education part, here is what they said. Real estate is a trade, it is a craft, that requires a skill set. It’s not about learning how to pass a license exam. It’s about learning how to sell.

When you Google “real estate sales training” what name comes up first? Floyd Wickman. That’s no accident.

Real estate has been described as the highest paid hard work, and the lowest paid easy work. If you are willing to work hard and be trained, there’s no surer path to $100,000 a year.

To qualify for a free, three hour, live, sales training seminar with a Floyd Wickman Trainer – exclusively for your company – CLICK HERE and leave us your contact information, and we will arrange it.

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