In every industry, only a small percentage of business owners achieve significant wealth, independence, and security. Statistics show that fewer than 5% rise to extraordinary success, about 15% do reasonably well, and the remaining 80% struggle, often feeling unfulfilled. Deep down, many of these underachievers regret not taking the steps they knew could have catapulted them into the top tier of their field.

Drawing from my 20+ years of experience in running a successful recruitment firm and coaching other business owners, I’ve noticed that what separates the top performers from the rest isn’t talent, intelligence, or even initial success. The difference lies in persistence. The top 5% remain steadfast in their efforts despite setbacks and distractions, while the majority are easily sidetracked and constantly search for shortcuts to success.

Take, for example, Jack Canfield, the author of Chicken Soup for the Soul. He spent years facing rejection after rejection before finding a publisher willing to take a chance on his idea. Yet, he didn’t give up. Through continuous refinement and perseverance, Canfield went on to sell over 80 million copies of his book.

The lesson here isn’t that Canfield was more talented than those who failed to make it; rather, he was more persistent. I’ve hired many highly skilled recruiters who I believed would excel, but talent alone wasn’t enough. The trait that truly drives success is the ability to stick to a goal, learn the necessary skills, and remain committed through challenges.

Many recruiters fall short because they give up too soon. They have great ideas, but when the day-to-day grind sets in, they stop executing. They neglect the calls they know they need to make, blaming market conditions instead of taking action.

The reasons for this lack of execution vary. Some stem from emotional or psychological factors, while others are tied to external circumstances. However, one of the most common reasons I see is a lack of a clearly defined vision. Without a long-term goal, recruiters often focus only on the short term, failing to connect today’s efforts to tomorrow’s success.

Other times, people allow themselves to be derailed by distractions—emails, meetings, and other people’s priorities. And, in some cases, it boils down to laziness, with some envying the success of others without fully understanding the discipline and hard work required.

Another critical mistake is the belief that top performers are born that way. In reality, success is a learned skill. We’ve all heard stories of “C” students or high school dropouts who later became wildly successful by making the necessary changes and learning from their early failures.

I’ve lived this journey myself. When I opened my office in 1990, I came dangerously close to bankruptcy within a year. My situation only improved when I acknowledged that I hadn’t been doing what was necessary. By 1998, I resolved to change my approach, and within two years, I had turned my business into one of the most successful recruiting firms in the country.

So, how can you avoid the fate of the struggling recruiter? Here’s what I’ve learned:

1. Define a compelling vision – You need a clear goal that excites and motivates you.
2. Commit to continuous learning – Be willing to acquire new skills and knowledge, even if the process feels uncomfortable or difficult.
3. Implement what you learn – Stick with your plan and strategies until you’ve seen them through to completion.