My first breakthrough was the discovery of the 80/20 rule. It says that 20% of the salespeople make 80% of the sales and earn 80% of the money. That means the average income of the people in the top 20% is sixteen times the average income of the people in the bottom 80%.
When I first heard that statistic, I was both inspired and discouraged. I was discouraged because I had never been good at anything in my life, let alone been in the top 20%. I failed school, worked at laboring jobs, and often slept on the ground with everything I owned in a backpack that I carried with me. The idea of being in the top 20% was exciting but overwhelming. I just did not think it could be possible for me.