Successful people believe that they have the capability to have a positive influence on the world - and to make desirable things happen. It's not quite like a carnival magic act where the mentalist moves objects on a table with her mind. But it's close. Successful people literally believe that through the sheer force of their personality, talent and brainpower, they can steer a situation in their direction. It's the reason why some people raise their hand and say, "Put me in coach" when the boss asks for volunteers - and others cower in the corner, praying that they won't be noticed.
This is the classic definition of self-efficacy, and it may be the most central belief driving individual success. People who believe they can succeed see opportunities, where others see threats. They are not afraid of uncertainty or ambiguity, they embrace it. They take more risks and achieve greater returns. Given the choice, they bet on themselves. Successful people have a high ‘internal locus of control'.
In other words, they do not feel like victims of fate. They see their success as a function of their own motivation and ability - not luck, random chance or fate. They carry this belief even when luck does play a crucial role in success.
Several years ago six of my partners wanted to get involved in a very large deal. Since I was the senior partner, they needed my approval. I was dead set against the deal and told them that it was idiotic. I finally agreed, but kicking and screaming. Seven years later my personal return from their ‘idiotic' investment exceeded seven digits to the left of the decimal. There was no way to credit my windfall other than my pure, dumb luck.
When I told this story to some of my successful friends, they refused to see it this way. They insisted that my good fortune was really a deserved payoff for years of hard work and dedication. This was a classic successful person's response. Successful people tend to believe that good fortune is ‘earned' through an individual's motivation and ability, even when it is not. Of course, this belief makes about as much sense as inheriting money and believing that you are a self-made man. If you are born on third base, you shouldn't think you hit a triple.
Successful people believe that there is a causal link between what they have done and the results that follow - even when no link exists. This belief is delusional, but it is also empowering. This belief is certainly better than the alternative. Take the example of people who buy lots of lottery tickets. They tend to be less successful. This is why the state-run lottery is actually a ‘regressive tax' on the poor. If you believe success is a function of luck, you might as well buy lottery tickets. (This is why you seldom see millionaires scratching tickets.) To make matters worse, serious scratchers often blow the money if they actually win the lottery. Why? The same misguided beliefs that led to the purchase of the tickets are reinforced when they win.
Successful people trade this ‘lottery mentality' for an unshakable belief in themselves. This presents another obstacle in helping them change behavior. When we believe that our good fortune is directly and causally linked to our behavior, we can easily make a false assumption. "I am successful. I behave this way. Therefore, I must be successful because I behave this way. It can be especially challenging to help successful leaders realize that their success is happening in spite of some of their behavior.
Life is good.
Marshall
My newest book, MOJO, is a New York Times (advice), Wall Street Journal (business), USAToday (money) and Publisher's Weekly (non-fiction) best seller. It is now available online and at major bookstores.
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