Hello:
I have a couple of seconds to mention this to you.
First, no matter what type of broker you are, you are a salesman. Sorry, but that is the bottom line.
Second, the money you make is determined by your clientele
Third, you have to be connected and you have to spend the time to develop your client base. There is no way around that unless you happen to "inherit" another broker's list. I have a broker working for me now, who took over a client list and services it.
I think that is about it. Frankly I would not want to be in that business, but "horses for courses", right?
Good luck to you, in whatever profession you decide to enter.
Steve