Part of a series of classroom aids designed for real estate instructors, this instructional packet was developed to help real estate students understand the characteristics of Texas real estate salespersons based on a 1983 state survey. First, questions for class discussion are presented, followed by a summary presentation on the survey findings, which were based on data acquired from 961 respondents from a random sample (N=2,367) of 144,068 licensees during April and May 1984. A summary of findings related to demographics, education, reading habits, time/income budgets, business and career characteristics, and aspirations and expectations of high-income salespersons is followed by an item-by-item comparison of the responses of upper-income and lower-income salespersons to questions concerning: (1) highest level of education achieved; (2) specialization of highest degree earned; (3) membership in the Texas Association of Realtors and other professional associations; (4) previous career experience; (5) hours per week spent in real estate brokerage; (6) total hours per week at work; (7) firm ownership; (8) number of full- and part-time salespersons in firm; (9) function in firm; (10) years associated with present firm; (11) number of other firms with which associated in past; (12) organization of firm; (13) categories of investments and income; (14) periodicals read; (15) age, gender, and marital status; (16) real estate career satisfaction; and (17) plans to continue a real estate career and expected area of career specialization. A series of 32 overhead masters keyed to the text and an evaluation form for the instructional packet are provided. (EJV)