14/09/2026
LET’S TALK SALES with Richard Wright
You want to be in sales. But are you prepared to do the work?
Sales is a strange industry because there’s no real reward for coming fourth.
Do a poor job, and you get no rewards.
Do an average job, and you get poor rewards.
Do a good job, and you get average rewards.
Do an excellent job, and you get good rewards.
Do an outstanding job, and you get all the rewards.
That’s the uncomfortable reality of sales.
The best agents get the listings.
The listings bring the buyers.
The buyers bring the sales.
And the sales bring more listings.
Success compounds.
Unlike a corporate environment, there aren’t always clearly defined levels where doing a reasonably good job guarantees the next promotion or salary increase.
In sales, the scoreboard is much more brutal.
And that’s why succeeding in sales takes more than personality or being “good with people”. It takes attitude and work ethic, together.
Very few people have both naturally.
The good news is they can be developed. But that requires something that’s often harder than simply working longer hours: self-reflection.
You have to be willing to look at your own results and ask:
What am I doing wrong? What are the top performers doing that I’m not? What do I need to change?
Because sometimes nobody is going to tell you.
Your results will 🫡
So before you choose a career in sales, ask yourself: am I prepared to do the work, take a hard look at myself, change what isn’t working, and keep going until I’m good enough to compete at the top?
Because in sales, participation doesn’t pay.
