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Leslie Groene Website Homepage January 2018, Vol. 150

8 of 10 Self-Made Millionaires Were Not 'A' Students. . .Instead, They Share 1 Trait.

Listen to most teachers -- and most parents -- and it's easy to assume that getting good grades in school is a requirement for professional success.
Not always.
Tom Corley, an accountant and financial planner, surveyed a number of high net-worth individuals. Many of them are self-made millionaires. (Not that you have to be a millionaire to be successful, of course.) He found most of the people surveyed did not earn high GPAs in school.
In fact, only 21% of the self-made millionaires were "A" students. 41% reported they were "B" students, and 29% were "C" students.
That's right: More of the self-made millionaires were C students than were A students.
And if you're wondering if family background played a part, 59% of the self-made millionaires came from middle-class households and 41% came from poor households -- proving where you start does not dictate where you finish.

As Corley writes:
"...success in life does not come easy. It is fraught with pitfalls, obstacles, failure, and mistakes. Success requires persistence, mental toughness and emotional toughness in overcoming these pitfalls. Its pursuit pushes you to the edge emotionally and physically. You must grow a thick skin and become accustomed to struggle if you hope to succeed.
"Individuals who struggle academically may be more accustomed to dealing with struggle and making it a daily habit to overcome pitfalls."

In short, they become mentally tough, which creates a foundation for long-term success.
For example, successful people are great at delaying gratification. Successful people are great at withstanding temptation. Successful people are great at overcoming fear in order to do what they need to do. (Of course, that doesn't mean they aren't scared -- that does mean they're brave. Big difference) Successful people don't just prioritize. They consistently keep doing what they have decided is important.
All those qualities require mental strength and toughness, so it's no coincidence those are some of the qualities of remarkably successful people.
So if you didn't get great grades in school, that's OK. The past doesn't define you. The past is just training. Think about what you didn't do well, about mistakes you made, but only in terms of how you will make sure that next time, you know what to do to make sure things turn out the way you want.
And never forget that "school" is really never over. Successful people are lifelong learners.

As Corley also writes:
"It is now clear that one's IQ can change over their lifetime. It's not fixed. Just because you were a "C" student at age 17 with an IQ of 100 doesn't necessarily mean you will stay that way. You can increase your IQ all during your life, even into your 80s.
"Self-made millionaires do certain things every day that improve their brains and continuously increase their intelligence during their lifetimes."

So you need to have ‘street’ smarts as well as book smarts to be successful and stay the course to reach your goals!

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(for owners, sales managers, HR professionals)
We will discuss how to hire new reps and what to look for while making an effective assessment. You know who you want to hire and what your criteria is, and we must make sure their goals are in line with yours! When we onboard new reps it’s important to establish benchmarks and common goals. Creating a training/support system for a new hire is imperative as well as providing them with a designated mentor.

Key takeaways:

  • What to look for in a sales rep and how to make an effective assessment
  • Determine your criteria
  • Establish benchmarks and common goals
  • Create a training/support system
  • Designate a mentor and support team for the journey
  • Using the Touch Point system to help the reps create a plan
  • Selling cycles for each account
  • Ways to penetrate accounts to maximize relationships
  • Holding the reps accountable on their plan


Focus Point

78. Be the one to "push the envelope" in your industry!

In every area of practice, you can find examples of innovative ideas and campaigns that have succeeded in your locale or elsewhere. One way to innovate in your community is to be aware of success stories and case studies in other areas. You can model that success by being willing to incorporate approaches from other places.

Start to brainstorm creatively, either alone or with others similarly inclined. You just might come up with a brilliant idea to implement for yourself or your firm. Sometimes a simple observation can spark an idea that becomes the basis for an entire sales or marketing idea or campaign.

Innovation can result in breakthroughs in sales prospecting techniques, customer service strategies and solution selling programs. Just keep your eyes open and observe what seems to be working around you. You never know when you might come up with a million-dollar idea!