Hobby for me too, but I have also done a couple shows and occasional flea market in the past.
At one point we had a speaker at the club that asked how long people had been collecting without becoming a dealer. I think I was the only one over 15 years, and did a show shortly after that.
Among the successful dealers I've known there are a few common things.
1)sufficient operating capital. Most of the late 80's early 90's guys washed out from having to sell below cost to afford the next product.
2)Knowledge. There were a few dealers I'd visit every 6 months or so to see what stuff they had no clue about. (If it's not in Beckett it can't be worth much right?)
3) More recently, good use of the internet and other networking. One place I go offloaded all the Curtis Martin cards to a NY dealer the day after he went to the Jets. He avoided them becoming locally unsaleable.
4) Either specialising in older stuff and building a strong client base and good inventory or Being a generalist and having a good feel for what was selling well right now.
And it's pretty much the same in any hobby.
Steve B
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