If you’re actively doing real estate deals, there’s a question you must answer to scale and succeed long-term: Who are you in your business?

This might sound philosophical, but it’s actually a deeply practical question—and one that directly impacts how you structure your team, approach deals, and use your time.

In the book The E-Myth Revisited by Michael E. Gerber, there’s a core idea that every business needs three distinct roles: the Entrepreneur (visionary), the Manager (organizer), and the Technician (doer). In real estate, those roles show up a bit differently—but the concept is the same.

Let’s break it down.

Are You the Visionary?

You’re the big-picture thinker. You’re always strategizing, whiteboarding, and dreaming up ways to grow and scale. You might spend your time analyzing markets, thinking through business models, or building systems that run without you.

You love business development, joint ventures, and probably read books like Traction for fun. You’re not necessarily the one walking properties—but you’re the one making the game plan.

Are You the Manager or Salesperson?

You’re the glue that holds it all together. You may not be the visionary, but you thrive in execution. You’re amazing at hiring, managing contractors and VAs, tracking KPIs, and making sure marketing campaigns and acquisition systems are humming. You might also thrive in the sales role—closing deals, nurturing leads, and keeping revenue flowing.

You’re operationally minded, but you’re still very much the heartbeat of the business.

Are You the Operator or Executor?

You love being in the field. Maybe you came from a construction or hands-on real estate background. You’re not afraid to get your hands dirty, walk properties, or manage renovations in person. You thrive in the real work of real estate—the tangible parts most people want to outsource.

You’re in your zone when you’re doing deals, not just talking about them.

Here’s the Truth: You Don’t Have to Be All Three

One role isn’t better than the other. In fact, the most successful real estate businesses are built by people who know their strengths—and then build around them.

If you’re a visionary but hate operations, hire or partner with someone who can manage the details. If you love doing the work but hate selling, bring on a dealmaker. Real estate is a team sport. Understanding your lane—and staying in it—can be the difference between burnout and building something scalable.

So ask yourself: who are you really in your business?

Once you identify your role, you can start building a business that works for you—not one that drains you. That clarity is where real momentum starts.