Over the years maybe 10% were great. Lots of unethical behaviors as well. You have to learn 2 things. 1 how to play by the rules strictly and 2) how to beat the system. I’ve written tons of compensation packages over the years and there was always a way to beat them. But we knew that 10% would excel, 89% would do OK and 10 fail. It takes time to realize just because someone fails at the sales plan does not make them a bad person. I always tried to help them find a new job

I was fantastic at corporate sales but sucked at real estate sales. In real estate every single person thinks their house is worth 20% more than reality. And RE agents weren’t the sharpest knives in the drawer