Recently, I had the opportunity to speak with a group of art students at a university about the gallery and art business. During the Q&A session, one of the students asked a question that many artists—both aspiring and established—grapple with:

“What is the difference between a successful artist and an unsuccessful one?”

At first, I had to clarify what she meant by “successful” because, in my experience, success can mean very different things to different artists. For some, success is simply creating the very best work they are capable of. When these artists see their skills evolve and feel that their latest creation is a culmination of everything they’ve learned, they feel they’ve succeeded. Others may seek recognition from fellow artists, critics, or even curators, measuring their success by accolades, awards, or reviews.

But for this student, and I suspect many others in the room, success wasn’t just about critical acclaim or technical excellence. Her question focused specifically on financial success:

“What is the difference between a financially successful artist and one who struggles to make a living?”

This is a question that goes straight to the heart of many challenges in the art world. For artists who aspire to turn their passion into a career, financial success is an important aspect. So, what is the difference? What separates artists who are making a sustainable living from those who are constantly struggling to sell their work?

It Starts with a Mindset Shift

Over the years, I’ve noticed that artists who achieve financial success experience a significant mindset shift about their role as artists. Yes, there’s the creative, artistically engaged side that happens in the studio, where the artist pours passion, emotion, and skill into their work. But, financially successful artists also come to view themselves as entrepreneurs—as businesspeople.

That’s a key shift. It’s the recognition that while you may be an artist at heart, if you want financial success, you also have to treat your art as a business. This means that beyond the creative work, you must be willing to engage in activities that may not feel natural or even appealing to you as an artist.

A financially successful artist views the sale of their artwork as the product of a carefully managed business. They understand that in order to build this business, they have to make sacrifices and investments—time, energy, and sometimes financial resources—that will help their art reach the right audience.

Embracing the Role of the Entrepreneur

When artists adopt this entrepreneurial mindset, they begin to see the importance of business principles in their artistic career. They actively seek out opportunities to market their work, network with potential buyers and collectors, and engage with galleries. They start to think about pricing in a strategic way, ensuring that their work is valued appropriately for the market.

On the flip side, artists who struggle financially tend to take a more reactive approach. They wait for galleries, opportunities, or buyers to come to them. They hope that their work will speak for itself and that collectors will seek them out.

The reality is, though, that financially successful artists are proactive. They don’t wait for the stars to align or for a gallery to give them a call. Instead, they are constantly pursuing opportunities—reaching out to collectors, participating in exhibitions, engaging in social media, or collaborating with other artists. They actively work to build relationships that will lead to sales and further exposure.

The Power of Being Proactive

That proactive approach is what I see most consistently in financially successful artists. It’s not just about having the most technically skilled work or even being the most well-known; it’s about actively pursuing the business side of your art with the same passion that you bring to the creation of it.

The idea of approaching your art career from an entrepreneurial perspective might sound unappealing at first. After all, you got into art because you love to create, not because you wanted to manage marketing campaigns or follow up with collectors. But what I’ve found is that those artists who embrace this mindset eventually find it incredibly empowering.

When you view your art career as a business, you take control over your future. You’re no longer waiting and hoping for success—you’re actively creating it. This entrepreneurial mindset instills confidence and allows you to think strategically about how to achieve your goals. You become more thoughtful about how to price your work, how to promote it, and how to build the relationships you need to succeed.

Building a Virtuous Cycle

What I find particularly exciting about this entrepreneurial approach is that it creates a kind of virtuous cycle. As you begin to experience success—whether through sales, commissions, or increased exposure—you’ll find that it nurtures your desire to create even more.

Each sale, each positive interaction with a collector, each successful marketing effort reinforces the idea that you can thrive as an artist. And that success fuels further creativity. As your confidence grows, so does your body of work, your reputation, and your ability to reach new audiences.

There’s a certain kind of enrichment that comes from viewing the business side of your art as an extension of your creative process. The same energy you put into making your artwork can be applied to approaching your business with creativity, innovation, and passion.

Conclusion: Cultivating the Entrepreneurial Mindset

So, what’s the real difference between financially successful artists and those who struggle? More than anything, it’s about mindset. If you’re seeking financial success as an artist, the most important step you can take is to start cultivating an entrepreneurial mindset.

Think of your art not just as your passion, but as your business. Consider how you can proactively reach new audiences, market your work, and follow up with potential buyers.

And as you begin to balance your passion for creation with the business side of your art, I believe you’ll find that the process becomes enriching and rewarding. The confidence, control, and opportunities that come from treating your art as a business will fuel your desire to create, and ultimately, you’ll find yourself in a position where success—both artistic and financial—is within your grasp.