| For many years I felt that if you scratched any | | | | I look at hundreds of commercial presentations every |
| American you were scratching an entrepreneur. This | | | | year. Less than one per cent will ever make it to |
| is the country where entrepreneurial activity is most | | | | market. And yet, about 30% of the submissions we |
| possible and seemingly every citizen has an idea with | | | | review have some level of commercial potential, |
| commercial potential. Sadly, over time, I realized I | | | | sometimes exceedingly high potential. It is sad to see |
| was wrong. If you scratch most Americans you are | | | | so many dreamers lacking the cocktail of traits and |
| most likely scratching a dreamer. | | | | qualities necessary for successful outcomes. This is a |
| The difference between a dreamer and a doer is | | | | great loss for the dreamer, our economy and society |
| profound. Successful entrepreneurs might have initially | | | | at large, as many of these ideas have real merit and |
| dreamt of success, but they will not stop there. The | | | | utility. |
| drive to accomplish necessary tasks to insure | | | | After many years of teaching, coaching |
| successful outcomes separates them from the | | | | and consulting with would-be entrepreneurs, I can |
| dreamy class, which includes most people. Success is | | | | instinctively judge the potentially successful person. |
| a goal that requires drive, determination, courage, | | | | There is always an air of passion about the |
| fearlessness, planning, discipline, sacrifice and passion. | | | | opportunity, knowledge of the competition, belief in |
| It is not easy, or everyone would be successful. | | | | the product and themselves. This is obvious whether |
| What makes one opportunity succeed while another, | | | | the initial meeting is in person, by phone or e-mail. |
| even more promising idea, fails? It always comes | | | | The dreamer invariably comes across as a tire kicker. |
| down to the individual and their makeup. A few | | | | Hoping, unsure, cloying in a manner that underlines |
| no’s and the dreamer folds their tent. The | | | | the shortcuts they have taken in approaching an |
| successful entrepreneur recognizes no as a hurdle, | | | | exceedingly competitive commercial market. |
| not a deal closer. The opportunity to overcome the | | | | "Let’s make a million dollars together", is an |
| objection represented by the word no is an absolute | | | | entrée we often receive. Another losing approach, |
| necessity for any individual seeking success as an | | | | "I don’t know costs (or competition, or target |
| entrepreneur. | | | | demographic, etc.) I just know we will make millions |
| Dreamers take shortcuts. Dreamers make guesses. | | | | on this, my Aunt Hattie loves it". There are many |
| Dreamers defer tedious research. Dreamers hope | | | | more similar vacuous introductions accompanying |
| somebody else will do the work for them. Dreamers | | | | otherwise interesting submissions. The predictable |
| cannot succeed. And, most unfortunately, many | | | | result is that opportunity is immediately torpedoed. |
| perfectly wonderful commercial opportunities are lost | | | | Doers have an air of strength. They do not kick tires, |
| because of this dreamscape approach. | | | | but appear ready to repair the whole car. They have |
| Successful entrepreneurs are always doers! They | | | | answers to most questions and are open to coaching. |
| overcome the often seemingly endless obstacles | | | | They are realists and flexible. Dreamers often state |
| placed in their path. The road to success is a curvy | | | | they will sell their project for a million dollars. Doers |
| one, very seldom taking a linear approach. Doers find | | | | recognize that a good deal is a deal where every |
| a way to hurdle each obstacle and move ahead in | | | | party is fairly compensated. Doers will do everything |
| the process. Doers do not fear criticism, but see this | | | | within reason to make a deal happen. |
| as an opportunity to improve their business model. | | | | It is a shame that success as |
| Doers are realists, no fantasy allowed. | | | | an entrepreneur cannot be taught or bought. It |
| Most importantly, doers are positive realists. Most | | | | can’t! Personal make-up, energy, positive attitude |
| dreamers are negative. Dreamers see hurdles as | | | | and drive have no retail price. People are either |
| absolute barriers. Doers find a way, trying any legal, | | | | achievement driven or they are content to be |
| available strategy to achieve success. | | | | average, or less. Entrepreneurs have the essential |
| Why do most people work at jobs they really do not | | | | traits and elements necessary for success hard wired |
| enjoy? They need income of course. Most of us | | | | into their being. Why is unknown, I just know it when |
| have some level of a work ethic. However, the work | | | | I see it. |
| itself is often not rewarding. Many employees feel | | | | Many inventors recognize that they are creative, not |
| underpaid, undervalued, under-challenged. They want | | | | entrepreneurial. They possess the ability to create, |
| to do more, be more valuable and contribute more. | | | | design, or invent, but not the ability to project their |
| But it usually does not happen. They are stuck and | | | | inventions into the commercial marketplace. These |
| will stay so, usually. Often, they dream of the one big | | | | creators are smart to seek professional assistance in |
| idea for a get rich quick widget that will change the | | | | securing placement or sale of their work. As Dirty |
| course of their empty life. But it is just a dream. | | | | Harry said, "A man has to know his limitations". Not |
| Many entrepreneurs I have worked with came from | | | | everyone can be a successful entrepreneur, but |
| dead end jobs. However, they possessed the drive | | | | there are alternative ways to approach the market. |
| and desire to change the course of their lives for the | | | | This approach is practical for many creative people. |
| better. Their widget was a vehicle for a great change | | | | Dreamers unfortunately are doomed to fail. They will |
| and lifestyle adjustment. The opportunity presented | | | | waste time, make mistakes, lose money and |
| by modern American capitalism is available for any | | | | ultimately implode psychologically when the inevitable |
| entrepreneur to seize by the throat and hold on for | | | | failure is at hand. |
| an amazing ride. | | | | |