The Two Types of Real Estate Agents: Earners vs. Dependents

After three decades in real estate and coaching hundreds of agents, I’ve learned there are two types of agents: the Earners and the Dependents. The distinction between these two types of agents isn't just a matter of income; it influences their entire career trajectory, driven largely by mindset, habits, and accountability.

The Earners

Earners are the elite professionals in the real estate industry. They understand that real estate is not merely a job, but a business where they are the product, not just the houses they sell.

Mindset

Earners possess a growth-oriented mindset. Each day, they wake up focusing on creating opportunities rather than waiting for them to arrive and doing things to improve themselves.

Habits

• Daily Prospecting: They actively seek out business, building strong relationships and identifying clients who are ready to buy or sell—and those who may know someone looking to do the same.

• Accountability: Earners own their results, recognizing that their success or failure directly correlates with their level of effort.

• Continuous Learning: They dedicate time to read books on selling, mastering market trends, honing negotiation skills, and understanding client psychology.

  
  

Why They Win

Earners embrace discomfort, reject excuses, and prioritize actions that lead to revenue generation. They understand that success is a direct result of their hard work, dedication and the ability to be resilent and have GRIT!

The Dependents

On the other end of the spectrum, Dependents operate much like employees in a commission-only environment. They are often waiting for leads to come to them, finding blame for their struggles with a limiting belief mindset while wondering why others succeed.

Mindset

Dependents typically have a fixed mindset driven by scarcity. They believe that success is something that must be given to them, rather than earned through effort.

Habits

• Reactive Behavior: Their day revolves around reacting to tasks such as answering emails or handling administrative responsibilities rather than pursuing proactive outreach.

• Excuses Over Action: Common refrains include "I’m too busy," "The market is slow," or "My broker doesn’t provide enough support or leads."

• No Self-Investment: They often avoid training, shy away from mentorship and coaching, and do not invest in

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Why They Fail

Dependents often prioritize comfort over growth, allowing fear of rejection or sheer laziness to dictate their daily activities.

The Core Difference: Ownership

The fundamental difference between Earners and Dependents boils down to ownership. Earners operate like CEOs of their own real estate businesses, building effective systems, tracking vital metrics, and executing their plans with relentless determination. Meanwhile, Dependents act as bystanders, hoping for luck to come their way, relying on others, and evading responsibility for their outcomes.

How to Shift from Dependent to Earner

1. Adopt a Growth Mindset: Recognize that success is a skill that can be developed. It's not just a matter of luck.

2. Prospect Daily: Dedicate 2–3 hours each day to lead generation through calls, networking, and social media outreach.

3. Eliminate Excuses: Replace "I can’t" with "How can I?" Cultivate a problem-solving attitude.

4. Invest in Yourself: Enroll in courses, hire a coach, and study the practices of top performers in the industry.

5. Track Everything: Keep a detailed account of calls made, deals closed, and where time may be wasted.

   
   

Final Truth

Real estate rewards those who actively pursue opportunities. While Dependents may slowly fade away, Earners continue to thrive, carving out successful careers for themselves. The choice is clear: Will you wait for opportunity to knock, or will you create your own path to success? The power lies in your hands.