8 Persistence - ELI Mindset · 2017-10-06 · The next time you encounter a successful person, before you attribute their success to luck or circumstances that are beyond your control,

© 2015 Entrepreneurial Learning Initiative, Inc. All Rights Reserved.

8

Persistence

Lesson 8 – Clifton Taulbert – Video 1

INTRODUCTION

Uncle Cleve taught Clifton the power of persistence. Life in the South was not easy, yet Uncle Cleve

refused to give up on his dreams. He was resilient in the face of challenges and persevered to

overcome his obstacles.

Persistence is a powerful aspect of every entrepreneur’s success. It is persistence that enables

entrepreneurs to identify problems and create solutions. It is persistence that allows them to

overcome adversity. And it is persistence that ultimately enables them to succeed.


8

Lesson Objectives

Perseverance and determination are the hallmarks of an entrepreneurial mindset that encourages

students to persist in the face of challenges, setbacks, and self-doubt. When we persist in our vision,

we learn to redirect our lives towards goals that promote well-being, contentment, and happiness.

In Lesson Eight, we will learn the power of persistence and how one can harness adversity as an

advantage to help us accomplish our goals. Lesson Eight will cover the following concepts:

1. Persistence: In Module One, we’ll learn the power of persistence as it pertains to an entrepre-

neurial mindset.

2. Learned Helplessness: In Module Two, we’ll look beneath the surface to explore the underly-

ing factors that determine why some people give up when others do not.

3. Overcoming Adversity: In Module Three, we’ll learn how to adapt our mindset in a way that

can help transform adversity into an advantage.

4. Redefining Work: Module Four will explore the hidden meaning of work, and we’ll learn how

those with an entrepreneurial mindset redefine work and reinvent themselves.

5. Flourishing: In Module Five, we’ll explore the basic elements that contribute to happiness and

human flourishing.

6. The Entrepreneurial Mindset: Module Six will conclude the Eight Life Lessons with a focus on

embracing an entrepreneurial mindset to create the life you imagine.


Lesson Outcomes

Upon completion of Lesson Eight, we will be able to develop strategies for overcoming adversity in

order to persist in accomplishing our goals. We will be able to:

• Recognize the importance of

persistence in reaching our goals

• Identify and overcome learned

helplessness

• Develop grit and resilience

• Distinguish between extrinsic and

intrinsic rewards

• Understand the concept of flourishing

and identify means to achieve personal

well-being

• Recognize that all of us can achieve an

entrepreneurial mindset and live the life

we imagine

5 Persistence


1

PERSISTENCE

Nothing in the world can take the place of persistence. Talent will not;

nothing is more common than unsuccessful men with talent. Genius

will not; unrewarded genius is almost a proverb. Education will not; the

world is full of educated derelicts. Persistence and determination alone

are omnipotent. The slogan “Press On” has solved and always will solve

the problems of the human race.

~ Calvin Coolidge, U.S. President

The entrepreneurs we’ve studied throughout this course are examples of President Coolidge’s

message. They were not people of extraordinary talent or genius; they were simply people with the

drive and persistence to achieve their visions.

Persistence is the willingness to press on in the

face of obstacles or discouragement. It is the

ability to move forward even when we feel like

quitting. It is the power to take action in spite of

challenges, setbacks, and self-doubt.

Persistence: The ability to press on and take action despite challenges, setbacks, and self-doubt.

6 Persistence


Entrepreneurial SecretEntrepreneurs don’t give up. Despite facing obstacles, they continue to drive forward, trying new solutions to overcome challenges. They have a vision of the future that is so powerful, they will persist in the face of almost any obstacle in order to achieve it.

We can create a vision, make choices that

support our goals, and even take actions, but

if we don’t persist over the long run, we will

not accomplish what we want. Successful

entrepreneurs have a vision of the future that

is so powerful, they will persist even in the

face of adversity in order to achieve it.

Never Giving Up

To better understand the power of persistence and an entrepreneur’s ability to never give up, we

must first explore some of the underlying factors that cause us to quit. Here again, the answers often

lie in our mindset, the underlying beliefs and assumptions that drive our behavior. As we have said,

we are often unaware of the beliefs that influence our behavior and ultimately the outcome of our

lives.

One such factor is our belief about what it really takes to succeed, both in college and in life. For

example, if we believe that the success of others came easily through luck, special talent, having a

brilliant idea, or some other factor that is beyond our control, then we are much more likely to give

up when the going gets tough.

If on the other hand, we look beneath the surface to examine the origins of success, more often than

not, we will find that others faced seemingly insurmountable challenges and setbacks as well as

self-doubt. Once we realize that others have faced and overcome similar challenges, we are much

more likely to persevere.

Persistence, rather than genius or talent, holds the secret to success. Unlike talent or genius,

persistence is something we can all learn to develop and apply. If we have a growth mindset, we

realize that we can increase our intelligence and our abilities through persistence. We must practice

and study over the long term in order to reach our goals. In other words, those who persist are those

who achieve.

7 Persistence


The next time you encounter a successful person, before you attribute their success to luck or

circumstances that are beyond your control, look beneath the surface to understand the obstacles

and the setbacks they faced. In doing so, you will likely see the power of persistence as vital to their

success.

In Chapter 8 of Who Owns the Ice House?, we learn that Uncle Cleve had a small farm that failed

before the very successful ice house. However, this failure simply ignited Uncle Cleve’s passion to

do well with his next venture in the ice business.

Wisdom from Uncle CleveWho Owns the Ice House? Page 158

One day Poppa no longer came to pick us up. I no longer had Ma Mae’s delicious

food waiting for me. I was no longer the human pillow my cousins tossed about. We

no longer went out to Cleve’s place. My memory of that time for some of us would

fade, but I doubt that it was forgotten by Uncle Cleve. When failure does not tear

you apart, it serves to spur you on. Somehow, I feel that the farm failure ignited my

uncle’s passion for his next endeavor: his success at the Ice House.

In this next video, Ted Moore advises us to “just breath” when we’re rejected because there are

always more opportunities.

Lesson 8 – Ted and Sirena Moore – Video 2

8 Persistence


2

LEARNED HELPLESSNESS

Learned helplessness is the giving-up reaction, the quitting response

that follows from the belief that whatever you do doesn’t matter.

~ Arnold Schwarzenegger, Politician and Actor

Learned helplessness is another underlying factor that causes us to quit. It is an important aspect

of our frame of mind —one that lies hidden, lurking beneath our level of consciousness waiting to

sabotage our success.

In this module, we will revisit, in greater detail, the concept of learned helplnessness which was

introduced in Lesson One. We will understand how it occurs and the devastating effects it can have

on our lives.

9 Persistence


Learned Helplessness in Animals

The concept of learned helplessness was developed by Dr. Martin Seligman, a psychologist who

began to study this concept at first in animals and later in humans.

In the late 1960s, Seligman and his colleague, Steven Maier, conducted a controversial study on

the idea of learned helplessness in dogs. One group of dogs served as the control group with no

experimentation. The researchers gave a second group of dogs painful shocks, but the dogs could

stop the shock by pressing a lever. A third group of dogs also received shocks, but their levers were

useless to stop the shock. This third group came to believe that the shocks were inevitable, and

there was nothing they could do to stop them. They were learning to be helpless.

In the second phase of the experiment, Seligman placed the dogs in a similar cage, but rather than

a lever, the cage contained low walls that the dogs could easily jump across. Here, the dogs were

also administered the shock. The dogs that could control the shocks with a lever quickly jumped

over the fence to avoid the shock. However, the dogs that felt helpless did not jump over the fence.

Even though they could have easily escaped, these dogs would lay down, whine, and accept the

shocks as something they could not control. They didn’t even try. (Seligman & Maier, 1967) It was

only after researchers physically moved the dogs with leashes to help them step out of the box that

they learned to escape the discomfort of their environment. (Seligman, 1972)

One of the most devastating outcomes of learned helplessness is that those who suffer from it often

fail to recognize and act upon available solutions.

Learned Helplessness in Humans

Seligman and others have since conducted numerous experiments to study the effects of learned

helplessness in humans, reaching similar results as the dog experiment. The concept of learned

helplessness plays out in many subtle, yet powerful ways with humans. Like so much of our mindset,

our sense of helplessness or powerlessness often lies beneath our level of conscious awareness.

After all, few of us are walking around consciously thinking of ourselves as helpless. Yet, lurking

beneath the surface often lies a deeply held belief in our own powerlessness.

10 Persistence

Seligman found that the principal of learned helplessness also applied to college students. After

working on a series of unsolvable problems, most college students simply gave up. They believed

that they were helpless to solve problems. When subsequently given problems that were easy to

solve, the college students who learned to be helpless didn’t try. (Seligman & Hiroto, 1975)

We can observe learned helplessness in many situations. After a series of bad grades, many

students simply drop out. After a couple rejections when asking others out on dates, many single

individuals will just give up on the dating game. After a series of failed job interviews, many people

simply resign themselves to unemployment or meaningless jobs.

Most students who give up are intellectually capable of college-level courses. When students

develop learned helplessness and feel powerless to act upon available solutions, they are more

likely to quit from frustration rather than persevere.

When students choose an entrepreneurial mindset based on growth and persistence, they can

overcome the barrier of helplessness.

Locus of Control

In Lesson One, we discussed the concept of a locus of control. We learned that those with an

external locus of control believe that fate, luck, circumstances or powerful “others” determine the

outcome of their lives while those with an internal locus of control believe they are responsible for

their own outcomes and despite their circumstances, they must find a way.

Pause to PonderExperiments in a college classroom quickly reveal the power of learned helplessness. Check out this short but powerful experiment.

https://www.youtube.com/watch?v=gFmFOmprTt0

11 Persistence


In other words, those with an external locus of control may be suffering from learned helplessness.

Like the dogs that were unable to prevent themselves from being shocked, they soon develop a

sense of helplessness, an underlying belief that things are outside of their locus of control.

Learned helplessness can also undermine our ability to succeed as students. In his book The Fifth

Discipline, Peter Senge writes, “People learn most rapidly when they have a genuine sense of

responsibility for their actions. Helplessness, the belief that we cannot influence the circumstances

under which we live, undermines the incentive to learn, as does the belief that someone some-

where else dictates our actions. Conversely, if we know our fate is in our own hands, our learning

matters.” (Senge, 287)

When we adopt an internal locus of control and realize that success in college is in our own hands,

we take responsibility for our education. Our education becomes much more important to us.

Like the entrepreneurs in this course, we all suffer from adversity, setbacks, suffering, and loss.

Indeed, some suffer far more than others. Yet does that mean we are damaged goods or irreparably

harmed? Why do some people develop resilience and bounce back from adversity while others do

not?

In this next module, we will explore a very simple concept that can empower anyone to transform

adversity into an advantage. We’ll discuss simple techniques that will enable you to develop resil-

ience—the ability to bounce back from setbacks and challenges on the road to success.

12 Persistence


3

OVERCOMING ADVERSITY

I sensed there was another life out there.

~ Ted Moore, Ice House Entrepreneur

All of us will face obstacles as we strive for our visions. The difference between those who succeed

and those who don’t is the ability to overcome these obstacles. Persistent people don’t give up. They

keep driving forward and trying new solutions to overcome challenges. They transform adversity

into an advantage, a strength that enables

them to succeed. And they don’t let past

experiences or failures define their success

for the future.

Entrepreneurial SecretEntrepreneurs do not let past experiences and failures define their success for the future. They transform adversity into an advantage, a strength that enables them to succeed.

13 Persistence


Resilience

In Module One, we defined persistence as the ability to press on despite challenges, setbacks, and

self-doubt. Resilience is the ability to bounce back from failure and setbacks and to learn and grow

from mistakes.

Resilience does not mean that we become

bullet proof. In fact, some of the most resilient

people are those who have suffered through

great trauma and have been able to overcome

these situations.

Resilience: The ability to bounce back from failure and setbacks, learning and growing from our mistakes. The ability to achieve success and happiness even after bad or tragic events.

Resilience is the ability to achieve success and happiness even after bad or tragic events. Resilient

people refuse to let these experiences define them. They view sadness and failures as temporary,

and they believe they have the power to change the future. They focus on a future vision rather than

the past, and they are motivated to move forward.

Being resilient does not mean that we will never experience difficulties, stressful situations, and

emotional pain. Resilience is the ability to get back up after getting knocked down. And, as you will

soon see, through conscious awareness and deliberate practice, resilience can empower us to

transform adversity into an advantage.

In this video, Dawn Halfaker describes how overcoming adversity can empower us to achieve. After

losing her arm in combat in Iraq, Dawn made the choice to persevere.

Lesson 8 – Dawn Halfaker – Video 3

14 Persistence


As a soldier with the Military Police, Dawn Halfaker literally learned to “soldier on” in the face of

adversity. As we’ll learn in the next section, a sense of optimism can empower us to face adversity

rather than slip into despair and helplessness.

Learned Optimism

Why do some spiral into hopelessness and despair while others bounce back from adversity?

According to Psychologist Martin Seligman, learned optimism is the opposite of learned helpless-

ness. Optimism is hopefulness or confidence that things will improve.

Optimism: A hopefulness or confidence that good things will happen in the future.

Seligman and his colleagues discovered that

people with an optimistic outlook—compared

to a pessimistic outlook—tend to enjoy a host

of positive outcomes in life (e.g., higher life expectancy, higher quality of life, etc.). Moreover, having

an optimistic outlook enables people who experience adversity to interpret that adversity in a way

that is positive and healthy, compared to people with a more pessimistic outlook. In other words,

those who interpret adversity through an optimistic—rather than a pessimistic—lens are more likely

to transform their adversity into an advantage. (Seligman, 2012)

Optimism is hopefulness or confidence that good things will happen in the future. It is a sense that

we can change our lives for the better. People who have learned to be optimistic interpret setbacks

as temporary, and they are able to quickly bounce back from failures. Optimists do not believe that

failure in one area means failure in all aspects of life, but they do allow goodness to permeate every

part of their lives. Finally, optimists don’t obsessively blame themselves for bad events, and they

believe that they have the power to change their situations when things go wrong. (Seligman, 1990)

Entrepreneurs, by and large, are an optimistic segment of the population. They tend to see the

glass as half full rather than half empty, and this attitude sustains them as they experiment, try new

things, and learn from their mistakes. This does not mean that they always have a sunny disposition

and flit from business to business without care of risk or setbacks. Entrepreneurs understand that

they will face problems and setbacks. The difference is that entrepreneurs transform these setbacks

into opportunities for growth. While they may not be consciously aware of it, they practice learned

optimism, which enables them to develop confidence and strength.

15 Persistence


In order to better understand optimism and pessimism, Seligman identified three key areas that

determine an optimistic versus pessimistic interpretation of adverse events.

Temporary versus Permanent: Optimistic people tend to perceive negative events as

temporary rather than permanent while those with a pessimistic view are more likely to view

them as permanent.

Global versus Local: Optimistic people are more likely to compartmentalize adversity

(local), whereas those with a pessimistic view tend to interpret adversity and failure as a

wider and more pervasive and systemic problem (global).

Fixable versus not Fixable: Optimistic people tend to view adverse events as fixable.

Rather than seeing themselves as victims or blaming others, they analyze the event and

quickly learn to focus on what can be done to avoid similar situations in the future. Those

with a pessimistic view tend to view adverse events as not fixable. (Seligman, 1990)

Entrepreneurs have a tendency to interpret negative events through an optimistic lens. They tend to

view adversity as temporary rather than a permanent state of affairs. They see problems as local or

incidental rather than global and pervasive. They also tend to see problems as fixable rather than

unfixable.

Entrepreneurial SecretEntrepreneurs are optimistic, seeing the glass as half full rather than half empty.

16 Persistence


In this next video, Ted Moore describes the hardships that he and his family faced when he was a

child. Rather than give up and give in to helplessness, he and his mother did what they had to do in

order to support the family. In addition, Ted didn’t qualify for many of the jobs he desired such as a

police officer, fireman or even garbage man, because he is blind in one eye. With every opportunity

that appealed to him, a door was shut in his face due to his physical disability. Instead of dwelling on

everything he couldn’t do and becoming helpless, Ted believed in himself. He remained optimistic.

As you watch this segment, think about how Ted is describing his interpretation of adverse events.

Lesson 8 – Ted Moore – Video 4-5

17 Persistence


Turning Adversity into Advantage

According to Seligman, anyone can learn to be optimistic and there is much to be gained by doing

so. Learned optimism is the process of changing our perceptions and self-talk by viewing negative

events as temporary setbacks that we can overcome through effort. And as the title implies, it can

be learned. In this section, we will examine a simple technique that can make a big difference in

how we think and act.

Seligman developed a simple method that

anyone can use to develop a new way of

responding to adversity by learning to talk

themselves through adverse events. It begins

with an ABC model developed by Psychologist

Dr. Albert Ellis.

Learned Optimism: The process of changing our perceptions and self- talk by viewing negative events as temporary setbacks that we can overcome through effort.

In this model, the letter “A” represents the adverse event. The adverse event leads to “B,” which

represents your interpretation or beliefs about the event. This leads to “C” the consequences of your

beliefs: the thoughts, feelings, and actions that come about as the result of your beliefs. (Seligman,

1990)

Using the example on Locus of Control from Lesson One: The adversity (A) occurs when someone

cuts you off in traffic. Then, often without realizing it, we interpret that event and instantly establish

a belief (B) such as “that driver is extremely rude.” It is that belief that leads to the consequence (C)

where you become angry and begin yelling and screaming at the other driver.

As a student, you might receive a low grade on an exam, which represents the adversity (A). As

the result of that adverse event, your belief (B) is that you are not good at this particular subject, or

worse, you may see yourself as intellectually incapable. As a consequence (C), you feel defeated

and may give up.

18 Persistence


What some do not realize is that it is actually our interpretation of adverse events that really matters.

For many, the response to an adverse event seems automatic, as if beyond our control. We go

from “A,” the adverse event immediately to the “C” consequences (thoughts, feelings, and actions)

without realizing we skipped an important step. We overlook the critical moment “B,” which is our

interpretation of the adverse event. Seligman contends that this is where we can learn to be more

optimistic. (Seligman, 1990)

AAdverseEvent

CEmotional

Consequences

BBeliefs About

Event

Building on Ellis’s A-B-C model, Seligman suggests two additional steps: “D” whereby we

“dispute” our interpretation of the adverse event, and “E” where we become “energized” by the

positive feelings that arise when we interpret adverse events in a more effective way. Let’s take

a closer look.

In Seligman’s A-B-C-D-E model of resilience training, he advises that we learn to examine our own

thought process and teach ourselves how to be more optimistic. He suggests that we examine our

beliefs “B” about adverse events by disputing “D” pessimistic beliefs.

AAdverseEvent

CEmotional

Consequences

DDispute

Irrational Beliefs

BBeliefs About

Event

EEffective New

Beliefs

19 Persistence

Seligman suggests we dispute our beliefs about the event and that we look for counter-evidence

for the adverse event. He also suggests that we search for some positive value in the experience.

(Seligman, 1990)

In the example of a bad midterm grade, you might reason that this test was particularly hard.

Further, you may see the test as a way to motivate you to study more and ask questions in class.

Disputing your own pessimistic beliefs develops hopeful and positive feelings, which then leads to

energization.

We become energized by recognizing and celebrating the positive feelings that arise when we inter-

pret adverse events in a more effective way. You realize that a poor midterm grade does not mean

you have to give up your career goals. You decide to study the topics that were difficult and really

master this subject. Reflecting on the experience, you realize that by changing your interpretation

of the adversity, you feel invigorated and hopeful for the future.

Although Brian Scudamore did not go through Dr. Seligman’s optimism training, he did learn to

be optimistic. When he tried to obtain the phone number for 1-800-GOT-JUNK, he found that the

number was already taken. The phone number was critical for his brand, and Brian could have

accepted this adversity as defeat. Instead, he was optimistic. He interpreted the situation as a

fixable setback that could be overcome simply through perseverance. As a result, Brian not only got

the number but also learned the value of perseverance. In other words, it was his optimistic inter-

pretation of events that enabled him to persevere.

Pause to PonderDr. Dennis Charney studied Vietnam Veterans who were prisoners of war for six to eight years. Even though they were tortured and in solitary confinement, some of these veterans did not develop depression or posttraumatic stress disorder when they were released. Of the characteristics that set these veterans apart, the top characteristics were optimism and having a strong social support. Check out this video in which Charney explains his study.

https://www.youtube.com/watch?v=XoN1pv2JKpc

20 Persistence

Lesson 8 – Brian Scudamore – Video 6

Grit

Grit is the tendency to sustain interest in and effort toward long-term goals. Grit is stamina to pursue

your vision day in and day out for years. It is working hard to make your vision a reality. As Professor

Angela Duckworth explains, grit is living as if life were a marathon rather than a sprint. (Duckworth,

TED Talk)

Grit: The tendency to sustain interest in and effort toward long-term goals. Duckworth, a leading researcher on grit, uses

Woody Allen’s famous quote to explain grit.

Allen said, “Eighty percent of success in life is just showing up.” Duckworth says that grit determines

who actually shows up. (Perkins-Gough, 2013)

Grit is a primary component of an entrepreneurial mindset. Starting a new business is not always

glamorous and exciting. Plenty of hard work goes into starting something new. Would-be entre-

preneurs who lack stamina are unlikely to survive. Just like the entrepreneurs in this course, most

successful entrepreneurs have stories of struggle, sacrifice, and failure. The common denominator

for successful people is the same: the grit to keep going.

Pause to PonderWatch Duckworth’s TED Talk to learn more about the power of grit.

http://www.ted.com/talks/angela_lee_duckworth_the_key_to_success_grit?language=en

21 Persistence


To test the power of grit, Duckworth studied graduates at West Point Military Academy. Although

West Point only admits students with high SAT scores, proven leadership abilities, and physical

strength, 5% of cadets drop out of summer training before even entering their first year. Duckworth

wanted to see if a grit test could predict the cadets who would drop out. She found that grit was the

best predictor of which cadets would make it through the difficult summer of training. (Duckworth,

2007)

Duckworth explains how her theory applies to academics. A smart child who doesn’t have grit might

study a little bit in order to get an A. Once the A is achieved, this child has met his or her threshold

and stops. A child with grit on the other hand would not stop after reaching the A. Instead, this child

is trying to maximize learning rather than maximize a grade.

Students with grit are willing to struggle and work hard. Grit is very closely related to a growth

mindset. Students with grit tend to believe they can improve their performance if they try harder.

Participating in entrepreneurial experienc-

es builds grit. When we participate in small,

entrepreneurial experiments, we are able to

experience risks and rewards that accompany

testing our ideas. We have the opportunity to

test our strengths and abilities, and learn from

the feedback of others.

Too often we unwittingly sabotage our own success. We become prone to quick fixes and the need

for overnight results. We fail to realize that success is rarely an overnight event, and that persever-

ance and grit are essential to achieving our goals.

Entrepreneurial SecretParticipating in small, repeated experiments as part of the entrepreneurial process can build grit.

22 Persistence


In this clip, Brian Scudamore explains that his business was not an overnight success. Instead, he

achieved success through hard work and grit.

Lesson 8 – Brian Scudamore – Video 7

Support Network - Gaining Strength from Others

Another powerful strategy to help overcome adversity is a support network. In addition to the

ABCDE model of learned optimism, social support can be a powerful influence that can make a big

difference on the road to success, both as a student and in life.

In Lesson Seven, we discussed the power of creating a positive community: family, friends, and

mentors who can motivate and encourage us to overcome challenges. Here too, this support

network can also help us persist through the struggles we’ll inevitably face. This is another example

of the importance of building a positive support network and having people around you who will

encourage you to persist in the face of setbacks and self-doubt.

Some people fail to persist because those in their close communities, such as family or friends, do

not provide support or worse yet, encourage them to give up. Although others can assert a powerful

influence, those who persevere do not allow others to sap their strength. They recognize the power

of negative influence and do not adopt a victim mindset but instead focus their energy on areas

where they can make a change for the better. They create a network of friends and mentors who will

support them throughout their journey.

23 Persistence


4

REDEFINING WORK

Life-fulfilling work is never about the money—when you feel true

passion for something, you instinctively find ways to nurture it.

~ Eileen Fisher, American Clothing Designer and Entrepreneur

When we are passionate about what we do, work ceases to become work. Eileen Fisher is passion-

ate about clothing design, and the joy that her work brings is more important to her than the money

she earns. Most of us want the same thing. We want to achieve something greater in life than simply

money or wealth. We want to create value, pursue happiness, and live a full life.

We’ve all heard the clichés and phrases instructing us to follow our passion or find our bliss. While

this may sound like an ideal life reserved for a fortunate few, we are rarely offered instructions or a

reasonable path to achieve this life.

In this module, we will look beneath the surface to explore the meaning of work. We’ll examine the

underlying motivation that influences our attitudes toward work. We’ll also look at the key ingredients

that lead to a fulfilling life.

24 Persistence

Intrinsic versus Extrinsic Motivation

People are motivated to work for many reasons. Some are driven by passion and purpose, while

others are driven by money. Some view their work as a job, an unpleasant task that must be endured

in order to pay the bills. Some are after the prestige and the outer trappings of success while others

are mission driven.

Yet, some people are engaged in their work because it is personally rewarding. They embrace their

work as something that has meaning. They are intrinsically motivated by factors such as the desire

for autonomy, the ability to master a skill, and

chance to make a difference in the world. Intrinsic Motivation: Motivation that comes from inside a person as a result of interest or engagement, rather than from any external rewards such as money or grades. Intrinsic motivation is a result of being inter-

ested or seeking engagement from a task.

The enjoyment of the task itself drives intrinsic motivation rather than an external rewards such as

a paycheck or good grades.

In contrast, those who work solely for external rewards such as money or prestige are extrinsically

motivated. Extrinsic motivation occurs when we are motivated by some type of reward or we are

trying to avoid punishment.

Extrinsic Motivation: Motivation is a result of being rewarded or avoiding punishment. While extrinsic motivation can work for a

short time, research has found that rewards

and punishment rarely motivate people for the long-term. In fact, some extrinsic rewards actually

undermine persistence. People who do jobs for money or rewards tend to lose interest in performing

the task for its own sake. They lose the sense of intrinsic motivation. In contrast, intrinsic motivators

such as positive feedback, joy, and a sense of accomplishment all strengthen persistence.

Pause to PonderIn this TED Talk, Dan Pink discusses why traditional rewards used by most businesses do not motivate many people. He suggests revolutionary ideas to revitalize the workplace.

https://www.ted.com/talks/dan_pink_on_motivation

25 Persistence


An entrepreneurial mindset allows us to tap into the power of intrinsic motivation. Rather than

being told what to do, those with an entrepreneurial mindset go above and beyond. They do not

rely on others for their reward. Because they are self-directed, their work has meaning beyond the

paycheck, which in turn fuels their ability to grow. In fact, studies show that those who are intrin-

sically motivated consistently outperform those who are extrinsically motivated. (Wrzesniewski &

Schwartz, 2014)

As one of our nation’s most successful

inventors, David Petite describes the motivation

that drives him to succeed.

Entrepreneurial SecretEntrepreneurs are driven by intrinsic motivation because they are self-directed and their work has meaning.

Lesson 8 – David Petite – Video 8

David describes his motivation as “creating something that’s positive for other people.” For those

who embrace an entrepreneurial mindset, the motivation becomes intrinsic. It comes from within.

As an entrepreneurial thinker, we are more likely to become intrinsically motivated from a desire to

rise above our circumstances, to take control of our lives, and to make a difference in the world. This

subtle shift in perspective can awaken a powerful desire and the willingness to work long and hard

to accomplish our goals and achieve our dreams.

26 Persistence


The Purpose of Money

In Lesson Five, we discussed money as a resource that we should manage and use wisely. It is

important that we remember that money is a resource to be used; it is not valuable in and of itself.

Money is just paper. What we do with money is what matters.

Uncle Cleve saw money as a tool to invest in his future. He used his money to invest in new opportu-

nities where he could follow his passion. Money and wealth were a means for Uncle Cleve to create

financial freedom and promote the well-being of his family. Similarly, we need to use wealth as a

means to increasing our well-being and the well-being of those in our communities. Huge coffers of

money are not useful if we don’t use them as a resource.

In the same way, we need to view work as a means of creating well-being, not just a way to earn

money. When we have discovered our passion, work ceases to be viewed as drudgery or a painful

experience. Meaningful work ignites our passions, and when this happens, we scarcely notice the

hard work we are putting in.

In Lesson Three, we talked about being “in the zone” or in a state of flow. Recall that flow means

being completely involved in an activity for its own sake. When we are passionate about our work,

we can find ourselves in a state of flow where time slips by unnoticed. When our work brings about

a state of flow, it is most likely that we’ve found meaningful work that has ignited our passions.

Redefining School

As we have seen throughout this course, it is our mindset rather than our circumstances that deter-

mines our actions and ultimately the outcome of our lives. Perhaps nowhere is this more important

than our approach to learning. By embracing an entrepreneurial mindset, we realize that the path

to creating the life we imagine is forged by creating value for others. In other words, in order to get

what we want, we must help others get what they want. And the more value we create for others,

the better off we likely become.

27 Persistence


For those with an entrepreneurial mindset, school takes on a new meaning. Rather than an expe-

rience to be endured, it becomes an opportunity to learn and grow. The entrepreneurial mindset

shifts our locus of control, and we become intrinsically motivated to learn. Rather than simply doing

the minimum requirements in order to receive a degree, we begin to view school as an opportunity

to expand our knowledge and explore our own untapped potential. Rather than being told by others

what to do, we take it upon ourselves to master the material and to go above and beyond. We begin

to see college as an opportunity to increase our ability to create value for others, and by doing so,

we redefine what it means to learn, and we redefine school.

The Pursuit of Passion

I slept and dreamt that life was joy. I awoke and saw that life was service.

I acted and behold, service was joy.

~ Rabindranath Tagore, Poet

Finding your passion and purpose in life is often referred to as one’s calling. When we are fulfilling

our calling in life, money and promotions are not what motivate us. We are motivated to continue for

the sheer love of the activity, the passion it incites in us, and as Tagore states, the joy it brings us.

To explain this concept, Sociologist Palmer Parker ties a vocation to a calling. He writes, “vocation

does not mean a goal that I pursue. It means a calling that I hear. Before I can tell my life what I

want to do with it, I must listen to my life telling me who I am. I must listen for the truths and values

at the heart of my own identity, not the standards by which I must live—but the standards by which

I cannot help but live if I am living my own life.” (Parker, 4-5)

Some people know from the time they are children that they want to be doctors or teachers. Most

of us, however, do not know what our calling is. Many of us search to find this type of enthusiasm

for an activity or career.

28 Persistence


For entrepreneurs, the discovery process is part of the passionate experience. Entrepreneurs know

that by solving problems for others and by trying new activities, they are moving closer to finding a

calling. They say “yes” to new opportunities because these opportunities allow them to experiment

with something new. Entrepreneurs also realize that they don’t necessarily have just one calling in

life; they love to engage in a multitude of jobs and activities.

There are several steps we can take to guide us on this path of discovery. We can think about

what makes us happy and unhappy, what brings us joy, and what brings us sorrow and frustration.

Most likely, the activities that coincide with joy and happiness are more likely to fall in line with our

passions.

We can analyze the values we hold and think about what activities that promote these values.

We can also consider our own personal strengths and seek work that allows us to maximize

our strengths. Mentors are extremely important throughout this search process. We can find mentors

in career fields that we are considering and ask current mentors about what motivates and excites

them.

At the end of the day, the path towards a “calling” starts by searching for the intersection between

our own interest and abilities and the needs of our fellow human beings.

Wisdom from Uncle CleveWho Owns the Ice House? Pages 162, 164

[Clifton Taulbert’s story] Finally, twenty-four years after I wrote it, my first book,

Once Upon a Time When We Were Colored, was published in 1989. The book is a

first-person account of the cultural experience of southern blacks who lived behind

the wall of legal segregation, providing many people their first look behind that

way of life.…My pride in this achievement, so hard won, was immense. I gave up

a thousand times and continued a thousand more. But I had learned from an early

age from an uncommon man not to quit. I had learned to keep cutting and selling

that ice.

29 Persistence


I have since written nine other books including The Last Train North, a Pulitzer

Prize nominee. To contemplate quitting is human. To persist and not give up

is entrepreneurial. I learned so much from Uncle Cleve, and his wisdom continues

to feed my thinking. Because of his involvement in my life, I learned to ignore

rejection letters and to keep writing and believing in myself. While working at the

Ice House, I learned that no rewards are handed out for quitting. I saw Uncle Cleve

persevere. I realized that I could do no less. I learned not to fold. This is the mindset

I embrace today.

To find one’s calling, to find passion and meaning in one’s work is not a privilege set aside for a

fortunate few. We are most likely to find meaning and purpose in our work when we are able to

combine our own individual interests, strengths, and abilities in a way that solves problems and

provides value for others.

In this video, David Petite describes how his strengths of creativity and ingenuity led him to a career

as an inventor and how his strengths of perseverance and determination drove his success.

Lesson 8 – David Petite – Video 9

For those with an entrepreneurial mindset, work is no longer something to be endured. Rather it

becomes something that has a deeper meaning and provides a sense of purpose. When our work

has meaning beyond money, each day brings new challenges as well as new opportunities. Work

begins to have new meaning. It is something that we look forward to rather than trying to avoid. In

other words, an entrepreneurial mindset enables us to redefine our work.

30 Persistence


5

FLOURISHING

The ultimate end of human acts is eudemonia, happiness in the sense

of living well, which all men desire; all acts are but different means

chosen to arrive at it.

~ Hannah Arendt, German/American Philosopher

As we refine the purpose and meaning of work, we begin to realize that intrinsic motivation is a key

to happiness. When we are engaged in meaningful work that we are passionate about rather than

viewing it as just a job, we are closer to realizing these intrinsic rewards. Most of us strive for more

than just wealth, prestige, or other extrinsic rewards. Instead, we are seeking happiness, health,

contentment, and well-being.

31 Persistence

Aristotle used the term “eudaimonia” to describe this type of life. Although there is no true English

translation, eudaimonia roughly translates to flourishing or well-being. Much of Aristotle’s philosophy

is devoted to discovering what constitutes flourishing and how people can achieve this life. Friend-

ships, health, and a number of virtues such as

justice and courage all promote eudaimonia.

This type of flourishing is intrinsically valuable

because it is desirable for its own sake.

Eudaimonia: Human flourishing; a contented state of being happy, healthy, and prosperous.

Aristotle believed that a state of well-being could only be achieved through deliberate practice;

learning to live a good life is a skill to be honed. Aristotle taught that we need to exercise reason

along with virtue in order to achieve happiness, and through continual practice, humans could come

closer to achieving a state of eudaimonia. (Aristotle & Rackham, 1982)

The Modern Concept of Flourishing

Modern positive psychologists have picked up on Aristotle’s concept of eudaimonia to describe

flourishing as a sense of well-being, contentment, and deep happiness. Corey Keyes, a prominent

contributor to the concept of flourishing, describes flourishing as both an emotional and social state

of well-being. People who are flourishing see their lives as having purpose. They value personal

growth and are willing to change their lives for the better. Finally, flourishing, according to Keyes,

requires having an internal locus of control and

choosing one’s options in life. (Keyes, 2003) Entrepreneurial SecretAn entrepreneurial mindset is built upon the concept of flourishing.

Pause to PonderWant to learn more about Aristotle’s theory? Check out this video.

https://youtu.be/j_7deR0idvs

32 Persistence

If we reflect on what we’ve learned throughout this course, we’ll find that Keyes’ definition of flour-

ishing matches that of an entrepreneurial mindset. Entrepreneurs see the purpose in their lives as

providing value to others. They adopt a growth mindset and are willing to learn from their mistakes.

They intentionally create a network of supporters who encourage their success and provide critical

feedback. Finally, entrepreneurs are people of action who operate from an internal locus of control.

Entrepreneurs deliberately choose to pursue their visions and persist until they achieve the results

they desire.

In short, an entrepreneurial mindset is built upon the concept of flourishing. Adopting an entrepre-

neurial mindset helps us come closer to achieving our goals and living a full life.

A Theory of Well-Being

To further explain flourishing and to help people achieve a life well lived, Psychologist Martin

Seligman describes his theory of well-being. While no single idea defines well-being, Seligman

believes we can better understand this construct by discovering the elements that make up

well-being and flourishing. He describes the elements of well-being with the acronym PERMA.

(Seligman, 2011)

Pause to PonderHow could education change if schools adopted a curriculum based on flourishing? The Geelong Grammar School, a boarding school in Australia, decided to find out. The teachers based their classes on resilience, gratitude, strengths, flow, and positive emotion—all elements of positive psychology. Within a year, morale was up throughout the school, and students were living the values both at school and at home. To learn more, check out this video about the school.

https://youtu.be/9GPss6swg88

33 Persistence


(P) Positive Emotion: Positive emotions include peace, gratitude, pleasure, hope, curiosity, and

love. Each of these emotions is a component that contributes to happiness and well-being. Activities

involving these emotions range from intellectually stimulating scientific experiments to peacefully

watching the tide come in. When we are not experiencing many positive emotions, we need to

analyze why and then change our habits to bring more enjoyment and happiness into our lives.

(E) Engagement: This involves the state of flow, as discussed in Lesson Three. When we are so

absorbed in an activity that we lose our sense of time and even our sense of self, we are experienc-

ing this mental state. We can experience flow when we are completely engaged in reading, playing a

sport, practicing a musical instrument, or some other creative activity. When we’ve found our calling,

we can experience flow in our work.

(R) Relationships: Close, meaningful relationships are essential for flourishing. As social beings,

we need positive relationships with family, peers, and mentors in order to sustain our positive

emotions. As Lesson Seven points out, social influence is extremely powerful, and our communities

provide much needed support for achieving our goals. We must select positive influences in our

lives, and then we must spend time and effort nurturing these relationships. People with strong,

positive relationships tend to be happier than those who lack support networks.

(M) Meaning: This element involves being committed to a cause that is bigger than ourselves. It is

a feeling that our lives have purpose beyond selfish desires. Meaning can derive from religious or

spiritual beliefs, or it can stem from a desire to help others in need. Volunteering, performing acts

of kindness, or simply spending time with loved ones contribute to our well-being. When we solve

problems for others and create value, we are engaging in meaningful activities.

(A) Accomplishment: Striving to achieve goals and better ourselves is the final component of Selig-

man’s well-being theory. This element requires us to set goals in life and make efforts to achieve

them. When we strive to achieve our goals, we build our self-esteem and our belief in our abilities.

We gain satisfaction in life.

34 Persistence


In short, well-being is a combination of feeling good, having good relationships, having meaning

and engagement in one’s life, and achieving accomplishments.

Entrepreneurs devote much of their time and energy to their ventures, and thus realize that it is

important to achieve well-being through their work. Their pursuits bring them positive energy, and

they find meaning in what they do. Because they are passionate about and engaged in their work,

entrepreneurs often find themselves in a state of flow as their work progresses. They sustain support

relationships and feel a true sense of accomplishment when they achieve their goals.

Promoting PERMA in the workplace and at school can lead to better quality results because we are

engaged and dedicated to our work. If we are engaged, we are also much less likely to quit because

we have a sense of fulfillment and well-being.

35 Persistence


6

THE ENTREPRENEURIAL MINDSET

Entrepreneurship education can be a societal change agent, a great

enabler in all sectors. Not everyone needs to become an entrepreneur

to benefit from entrepreneurship education, but all members of society

need to be more entrepreneurial.

~ 2009 World Economic Forum Report

As the World Economic Forum report states, we do not need to start a business to be entrepreneur-

ial, but we do need an entrepreneurial mindset to solve 21st Century problems. An entrepreneurial

mindset focuses on creating value for others as well as making choices, taking actions, and using

resources that help us achieve our visions. At the heart of an entrepreneurial mindset is the ability

to persist in the face of adversity.

When we think of entrepreneurship in this manner, we realize that we all have the power to succeed

no matter our background or circumstances.

36 Persistence


All of Us Can Attain Well-being and Success

In this course, we learned that most entrepreneurs are not people of privilege. They are ordinary

people who have been inspired to achieve extraordinary things through hard work and persistence.

In the same way, we don’t need special talents, wealth, or powerful connections to succeed. We can

start where we are with what we have and who we know to achieve success.

A recent study from Gallup demonstrates that students without obvious advantages are as likely to

achieve well-being in life as those who come from privileged and educated backgrounds. The study

compared students who were minority, first-generation college graduates from public colleges and

universities to white (non-Hispanic) students from educated families at private colleges and univer-

sities. The study revealed that minority and first-generation students are just as likely to thrive in all

aspects of well-being later in life as those from the privileged group.

Why is this so? Brandon Busteed, the Executive Director of Education at Gallup, speculates

that minority, first-generation, or those with little financial means succeeded because they were

persistent. Busteed points to key characteristics such as grit, hope, and resilience. Students who

lack privilege view college as a precious opportunity that should not be squandered. (Busteed,

2015)

This is the heart of an entrepreneurial mindset. Problems are opportunities for success. Entrepre-

neurs achieve success because they believe in themselves and their dreams. They take action

despite obstacles. And, they pursue their visions with grit and resilience. The students in the Gallup

survey that achieved success despite having no advantage in life adopted this mindset. In fact, their

lack of resources likely made them stronger.

37 Persistence


In this clip, Jason Campbell explains how circumstances such as an underprivileged background

or a history of adversity can motivate us to success. He found that those who have struggled in life

have advantages over others because they have a sense of drive and perseverance.

Lesson 8 – Jason Campbell – Videos 10-12

Principles of an Entrepreneurial Mindset

Throughout this course, we’ve covered a host of principles that make up the entrepreneurial mindset.

Each of these principles builds upon the next until we’ve created the attitudes, behaviors, and skills

needed to succeed at school, work, and in life. Let’s reflect on the Eight Life Lessons.

First, we realized that entrepreneurs are ordinary people. The entrepreneurs who spoke to us in the

course are not much different from the rest of us. Most of them started out with next to nothing. They

did not have special talents, extremely high IQs, or large pools of money. What set them apart was

their mindset. Their attitudes and behaviors allowed them to achieve outstanding success.

38 Persistence


In order to achieve success, each of us needs a vision that we want to achieve. We all have dreams;

we just need to consider how to achieve these dreams. Once we have a vision in place, we need to

execute a plan to achieve these goals. We all have the power of choice to make positive decisions

in our lives that can shape our outcomes. When we believe in our power to achieve our dreams,

nothing can stop us.

We are surrounded by opportunities, and some of the best opportunities come disguised as

problems. Entrepreneurs are able to turn problems into opportunities by creating value for others.

This is the heart of what it means to be value-able – we are able to create value for others.

And by creating value for others, we create opportunities for ourselves. Entrepreneurs are detec-

tives who are always searching for evidence and conducting small experiments to achieve their

desired results.

Having a vision and a problem to solve won’t amount to much unless we take action. We must put

our ideas into motion. Fear is the obstacle holding most of us back. Entrepreneurs, just like the

rest of us, experience fear. The difference is, for an entrepreneur the goal is so important that they

are willing to face their fears. An entrepreneurial mindset ignites our ambition and enables us to

overcome our obstacles. As entrepreneurs, when it comes to taking action, the question we must

always ask ourselves is “If not now, when?”

In order to achieve our goals, we need knowledge. Entrepreneurs obtain knowledge from each and

every circumstance they encounter. Whether on the job, in college, or through the ups and downs

of life itself, an entrepreneur never stops learning. When we view learning as a life-long process,

we can engage our curiosity and our passions. We discover that knowledge is the key to unlocking

a fulfilling life.

We’ll need resourcefulness on our journey. While we may not start out with great supplies of these

resources, we can learn to carefully manage what we have while building even greater stockpiles.

As entrepreneurial thinkers, we can leverage time, money, and human resources towards our goals.

39 Persistence


Reliability is the foundation of an entrepreneurial mindset. When we consistently deliver on our

promises, others come to realize that they count on us for a job well done. Reputations based

on professionalism and reliability attract more opportunities to solve problems and create value

for others.

Humans are social creatures, and social pressure is a powerful force in our lives. Entrepreneurs

consciously surround themselves with positive influences. They leverage the power of social

pressure in ways that improve their lives. We all need positive mentors, friends, and family who will

support us in reaching our visions.

With all the components in place to achieve our dreams, we must finally be persistent. We will

all face obstacles, disappointments, and failures. Those who succeed accept this and choose to

learn from their failures and overcome their obstacles. They do not let the disappointments in life

stop them.

An entrepreneurial mindset can help us achieve our goals and flourish in life. After all, the desti-

nation for an entrepreneur is not necessarily just a business or piles of money. It is also to have a

sense of meaning and purpose in life. When we create value for others, we are part of something

bigger than ourselves. We are engaged in something that matters to ourselves, to our community,

and to the world.

Perhaps one of the greatest ironies of human existence is this simple idea: when we focus only on

our own needs, we blind ourselves to opportunities; we blind ourselves to a path that leads to a

better future; and we blind ourselves to our own innate untapped potential.

40 Persistence


Conclusion

The world needs you. You are not here just to get a degree and a job, collect a paycheck, and pay

your bills. You are here to make a difference. You are here to apply your gifts to something bigger

than yourself.

You came here with a dream. You have within you everything you need to create the life you imagine.

It is no longer a matter of ability. What it comes down to is a choice.

As Henry David Thoreau once advised, “go confidently in the direction of your dreams.” Search for

a way to apply your unique abilities to something greater than yourself. Create the life you imagine.

41 Persistence


Sources

Aristotle, and H. Rackham. The Nicomachean Ethics. Cambridge: Harvard University Press, 1982.

TED. “The Key to Success? Grit.” Presentation by A. L. Duckworth. Accessed August 3, 2015. https://www.ted.com/talks/angela_lee_duckworth_the_key_to_success_grit.

Duckworth, A. L., Christopher Peterson, Michael D. and Dennis R. Kelly. “Grit: Perseverance and Passion for Long-Term Goals.” Journal of Personality and Social Psychology 92, no. 6 (2007): 1087–1101.

Gallup. “Privilege May Not Be an Advantage for College Students.” Article by Brandon Busteed. Accessed August 3, 2015. http://www.gallup.com/opinion/gallup/183893/privilege-may-not-advantage-college-graduates.aspx.

Wrzesniewski, Amy and Barry Schwartz. “The Secret of Effective Motivation.” The New York Times, July 4, 2014. Accessed August 3, 2015. http://nyti.ms/1qG0jiO

Keyes, Corey L.M., and Jonathan Haidt. Flourishing: Positive Psychology and the Life Well-Lived. Washington, DC: American Psychological Association, 2003.

Seligman, Martin E.P. Authentic Happiness: Using the New Positive Psychology to Realize Your Potential for Lasting Fulfillment. New York: Free Press, 2002.

Seligman, Martin E.P. Flourish: A Visionary New Understanding of Happiness and Well-being. New York: Atria, 2011.

Seligman, Martin E.P. Learned Optimism: How to Change Your Mind and Your Life. New York: Pocket Books, 1990.

Seligman, Martin E.P. and Steven F. Maier. “Failure to Escape Traumatic Shock.” Journal of Experimental Psychology 74, no. 1 (May 1967): 1-9.

Seligman, Martin E.P. and Donald S. Hiroto. “Generality of Learned Helplessness in Man.” Journal of Personality and Social Psychology 31, no. 2 (1975): 311-327.

Seligman, Martin E.P. “Learned Helplessness.” Annual Review of Medicine 23, (February 1972): 407-412.

Palmer, Parker. Let Your Life Speak: Listening for the Voice of Vocation. San Francisco: Jossey-Bass, 2000.

Perkins-Gough, Deborah. “The Significance of Grit: A Conversation with Angela Lee Duckworth.” Educational Leadership 71, no. 1 (September 2013): 14-20.

Senge, Peter. The Fifth Discipline: The Art and Practice of The Learning Organization. New York: Doubleday/Currency, 1990.

https://www.ted.com/talks/angela_lee_duckworth_the_key_to_success_grit

https://www.ted.com/talks/angela_lee_duckworth_the_key_to_success_grit

http://www.gallup.com/opinion/gallup/183893/privilege-may-not-advantage-college-graduates.aspx

http://nyti.ms/1qG0jiO

Documents

8 Persistence - ELI Mindset · 2017-10-06 · The next time you encounter a successful person, before you attribute their success to luck or circumstances that are beyond your control,