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When you think about a doctor or lawyer, you don’t just see them as someone trying to “sell” you something, right? You think of them as professionals who guide and protect you, whether it’s your health or your legal rights. In real estate, we do something very similar. We manage massive transactions that can impact a person’s financial well-being for years — sometimes decades.
Contrast that with industries like car sales, furniture or electronics, where there’s no formal obligation to protect the buyer. The goal in those fields is often a quick transaction. For us, the transaction is just one part of a bigger picture. We’re here to advise, advocate and ensure our clients understand all the ins and outs, like a doctor explaining treatment options or a lawyer discussing potential legal outcomes.
Licensing: The badge of real estate honor
Doctors and lawyers can’t practice unless licensed, and the same goes for real estate agents. It’s a legal requirement that sets us apart from most other sales roles, where you can usually start selling after a quick training session (if that). No license is needed to sell clothes or cars.
For us, licensing isn’t just a piece of paper. It’s an acknowledgment that we’ve passed rigorous exams, learned the legal aspects and committed to following professional guidelines. You can’t just walk into the real estate world and start practicing without one, just like you can’t practice medicine or law without the proper credentials. And if you try, it’s a crime. That’s a significant distinction from those standard sales gigs.
The power of fiduciary duty
One of the biggest things doctors and lawyers have in common is that they owe their patients or clients a high level of care — often called a fiduciary duty. That means they put their clients’ interests above their own. This is exactly what we, as licensed real estate agents, are supposed to do. We must disclose everything, give honest advice, and fight for our clients’ best interests.
In sales jobs outside real estate, loyalty often goes to the company or the product. But in real estate, our loyalty is to our client — just like a doctor focusing on a patient’s well-being or a lawyer defending a client’s rights. That’s a huge responsibility, and it’s part of why we can’t view ourselves as just “salespeople.” We’re more like advisors legally required to protect the people we serve.
Continuing education: Staying sharp like doctors and lawyers
Doctors attend medical conferences, and lawyers attend legal seminars to keep their knowledge fresh. We have to do something similar because the real estate world is always changing. Markets shift, new laws emerge and technology evolves. That’s why we must stay current on our knowledge, renew our licenses and log those continuing education hours.
Meanwhile, in a typical retail or sales job, there’s rarely a legal requirement for ongoing training. You might learn a new sales pitch or a new product line, but that’s about it. In our field, it’s mandatory to keep learning to ensure we’re giving clients the most accurate and up-to-date info — just like a doctor needs to keep up with the latest treatments, or a lawyer must stay on top of new legislation.
Insurance and accountability
We’ve all heard of doctors having malpractice insurance and lawyers having professional liability insurance. Guess what? Real estate agents have their version: errors and omissions (E&O) insurance. This covers us if a transaction involves a mistake, oversight or misunderstanding. Real estate can get complicated — contracts, inspections, disclosures — so this coverage is a way to protect ourselves and our clients.
Can you imagine a clothing store salesperson worrying about needing insurance to cover the potential legal pitfalls of selling a T-shirt? Probably not. That’s just another way we’re aligned with doctors and lawyers instead of typical sales roles. Our industry has many moving parts, legal requirements, and a demand for accountability. E&O insurance is another layer of professionalism that underscores our differences.
Why all this matters for your confidence
If you’re feeling underestimated or lumped in with regular salespeople, remember everything that sets us apart. We’re licensed, have a fiduciary duty, maintain continuing education and carry insurance specifically for our professional activities. That’s much more common with doctors and lawyers than someone selling cars or shoes.
We present ourselves with more authority and confidence when we own these differences. And guess what? Clients pick up on that. When they sense you’re not just trying to “close a deal” but are truly advocating for them — much like a lawyer would in court or a doctor in a hospital — they trust you. They respect you. And they’re more likely to follow your guidance.
Real estate agents are more than salespeople
The bottom line is that real estate agents aren’t just salespeople. Our responsibilities, licensing requirements, and professional ethics align us much more closely with doctors and lawyers than with any typical “sales” job. We’re advisors and advocates, safeguarding our clients’ financial (and often emotional) well-being as they buy or sell a home.
So next time someone lumps you in with a run-of-the-mill salesperson, remind them — politely but confidently — that your profession demands licensing, continuing education, a fiduciary duty and even specialized insurance. You’ve earned that standing through your commitment and hard work. Own it, take pride in it and watch as others begin to see you in the light you truly deserve.
Darryl Davis is the CEO of Darryl Davis Seminars. Connect with him on Facebook or YouTube.
