The Mindset That Took A Shark from Poverty to Millions
In this episode of The School of Greatness, Robert Herjavec shares his path from childhood poverty to entrepreneurial success. He discusses how immigrating to Canada at age 12 shifted his perspective on wealth and poverty, and explains how a period of depression in 2014 led him to rediscover his sense of purpose through volunteer work at a homeless mission.
The conversation explores Herjavec's insights about creating wealth, including the distinction between hard work and smart work. Drawing from his experience selling his first company to AT&T, he describes how focusing on customer needs rather than technical expertise drove his success. He also shares observations about the relationship between self-worth and helping others, and the responsibilities that come with financial success.
This is a preview of the Shortform summary of the Aug 22, 2025 episode of the The School of Greatness
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1-Page Summary
Overcoming Poverty and Developing an Abundance Mindset
Robert Herjavec shares his journey from poverty to wealth, emphasizing how his early experiences shaped his understanding of both. Growing up in a rural village, Herjavec didn't initially view poverty negatively as it was the norm in his community. However, his perspective shifted dramatically after immigrating to Canada at age 12, where discrimination and language barriers sparked his determination to escape poverty.
Faith, Purpose, and Growth in Success
In 2014, Herjavec experienced a profound transformation when, during a period of depression, his friend Priest John directed him to serve at a homeless mission in Seattle. This experience helped him reconnect with his faith and rediscover his sense of purpose. Herjavec emphasizes that loving oneself is crucial for effectively helping others, and those blessed with more resources have a greater responsibility to make an impact. Lewis Howes adds that true greatness lies in using one's unique talents to pursue dreams and positively influence others.
Hard Work vs. Smart Work in Wealth Creation
Herjavec learned through observation of his father that hard work alone doesn't guarantee wealth. He discovered that markets pay for value created, not time invested. His success came from shifting focus from technical knowledge to understanding customer needs and improving their experiences. This customer-centric approach proved successful when he sold his first company to AT&T, with 97% of customers indicating they would buy from him again, despite technical issues. Herjavec credits his success to focusing on empowering others, including both employees and customers, a lesson he learned partly through attending Tony Robbins seminars.
1-Page Summary
Additional Materials
Clarifications
- Robert Herjavec, a successful entrepreneur and television personality, grew up in a rural village before immigrating to Canada at age 12. His experiences with poverty and discrimination fueled his determination to overcome these challenges and achieve success. Through hard work, a customer-centric approach to business, and a focus on empowering others, Herjavec was able to transition from poverty to wealth, eventually becoming a prominent figure in the business world.
- In the context of wealth creation, the idea that markets pay for value created, not time invested, highlights the importance of delivering products or services that meet customer needs and provide solutions. This concept emphasizes that the key to financial success lies in offering something of value that people are willing to pay for, rather than simply putting in long hours without a clear focus on meeting market demands. It underscores the shift from traditional notions of earning based on time worked to a more results-oriented approach where the emphasis is on the impact and benefit generated for customers. This principle encourages entrepreneurs and businesses to prioritize innovation, customer satisfaction, and market relevance over solely relying on effort or time spent to drive financial rewards.
Counterarguments
- While Herjavec's experiences suggest that understanding wealth comes from personal struggle, it's also true that many individuals understand the value of wealth and the challenges of poverty through education and empathy, without necessarily experiencing poverty themselves.
- The idea that discrimination and language barriers can fuel determination might not resonate with everyone; some might find that such challenges can also lead to discouragement and a sense of helplessness.
- Serving at a homeless mission can indeed be transformative, but it's not the only path to reconnecting with faith and purpose. Different individuals may find purpose and faith through a variety of experiences and in different contexts.
- The notion that loving oneself is crucial to effectively helping others could be challenged by the belief that altruism and self-sacrifice are also powerful and effective ways to help others.
- The responsibility of those with more resources to make an impact could be seen as a moral perspective, not a universal obligation; some argue that individuals should be free to choose how they use their resources without moral judgment.
- The idea that true greatness lies in using one's unique talents can be countered by the perspective that greatness can also come from quiet service, collective action, or even anonymous contributions.
- The assertion that hard work alone doesn't guarantee wealth might overlook the fact that for some individuals, hard work has been the primary factor in their financial success.
- While markets may pay for value created, there are cases where time invested does directly correlate with compensation, such as in professions with hourly wages or salaries based on years of experience.
- Understanding customer needs is crucial, but some might argue that innovation and creating new markets can be just as important as customer-centric approaches for business success.
- Empowering others is a key to success, but some might argue that self-reliance and individual achievement can also lead to significant accomplishments without a focus on empowerment.
- The influence of Tony Robbins seminars might not be universally accepted as beneficial; some may question the effectiveness of motivational seminars and suggest that success comes from a variety of experiences and influences.
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Overcoming Poverty and Developing an Abundance Mindset
Robert Herjavec shares his journey from experiencing poverty to adopting an abundance mindset and his insights on the psychological aspects of wealth and poverty.
Childhood Shaped Robert's Perspective on Poverty and Wealth
Robert’s understanding and attitude towards poverty was significantly shaped by his childhood experiences and the changes that came with immigration.
Growing Up, Robert Viewed Poverty As Joyful
Robert recollects his early years in a rural village where everyone lived simply, with dirt floors and without modern amenities. For him, poverty wasn't seen as negative because everyone lived under similar conditions—it was the norm. Even without luxuries, he remembers feeling joy and being surrounded by his large family, being the youngest of 15 siblings.
Immigrant Childhood Discrimination Sparked Poverty Escape Motivation
However, Herjavec's awareness of poverty shifted when he moved to Canada at the age of 12. He faced discrimination due to his immigrant status and difficulty with the English language. This treatment by his peers made him conscious of his situation and ignited a determination to not remain poor.
Reframing "Poor" as "in a Poor Situation" Empowered Robert
Robert discovered that altering his perception of poverty was key to breaking free from its constraints.
Poverty Is a Learned Mindset, Not Inherent
Herjavec has come to understand poverty as a learned mindset rather than an inherent condition. He differentiates between being poor—viewing one's self as intrinsically lacking—and being ...
Here’s what you’ll find in our full summary
Overcoming Poverty and Developing an Abundance Mindset
Additional Materials
Clarifications
- An abundance mindset is a positive mental attitude that focuses on opportunities, growth, and success rather than scarcity or limitations. It involves believing in one's ability to create abundance and prosperity through hard work, resilience, and a positive outlook. This mindset encourages proactive behavior, self-improvement, and seeing challenges as opportunities for growth. It contrasts with a scarcity mindset that is rooted in fear, lack, and a belief that resources are limited.
- Psychological aspects of wealth and poverty encompass how individuals perceive, think, and feel about their financial status. This includes attitudes towards money, self-worth tied to financial success, and beliefs about opportunities and limitations based on economic circumstances. It also involves understanding how past experiences, societal influences, and personal mindsets can impact one's approach to wealth accumulation and poverty alleviation. These aspects delve into the emotional, cognitive, and behavioral dimensions that influence financial decisions and overall well-being.
- Robert Herjavec's childhood experiences were marked by growing up in a rural village with a large family and simple living conditions. Poverty was normalized for him during this time. His perspective on poverty shifted when he immigrated to Canada at the age of 12, where he faced discrimination and language barriers, sparking a motivation to overcome poverty.
- Reframing "poor" as "in a poor situation" involves shifting the perspective from viewing poverty as a personal characteristic to recognizing it as a temporary circumstance. This mindset change separates one's identity from their current financial state, emphasizing that being in a poor situation does not define one's worth or potential. It empowers individuals to see poverty as a condition that can be changed through actions and mindset shifts, rather than a permanent aspect of themselves. This reframing encourages a focus on improving the situation rather than internalizing a sense of lack or inadequacy.
- A learned mindset regarding poverty means that one's beliefs and attitudes about wealth and lack are shaped by experiences and influences over time. An inherent condition would imply that poverty is a natural or fixed state that is part of a person's identity or being. Making this distinction helps individuals understand that their financial situation does not define their worth or potential, and it can empower them to change their circumstances by altering their mindset ...
Counterarguments
- While Robert Herjavec's personal experience is valid, it may not be universally applicable; not everyone can simply adopt an abundance mindset to overcome systemic issues related to poverty.
- The notion that poverty was viewed joyfully in a rural village may romanticize a lack of resources, which can be harmful and dismissive of the real struggles people in poverty face.
- The idea that discrimination sparked a motivation to escape poverty could imply that those who remain in poverty lack motivation, which overlooks structural barriers that prevent people from escaping poverty.
- Reframing "poor" as "in a poor situation" might not address the full complexity of poverty, which often involves a combination of personal, social, and economic factors.
- The belief that poverty is a learned mindset could be seen as oversimplifying the i ...
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Faith, Purpose, and Growth in Success
Robert Herjavec shares his personal journey from a depth of despair to rediscovering his faith and purpose, and how these elements have contributed to his growth in success.
Robert's Journey: Cynicism to Rediscovery
In 2014, Herjavec found himself in a state of deep depression, filled with suicidal thoughts, and disconnected from the resilience and joy that once characterized him. It was during this low point in his life that his friend, Priest John, recognized Robert's struggles and became a trust anchor for him.
Robert Reconnected With Faith Through Service To Homeless Amid Depression and Suicidal Thoughts
John sent Robert to a homeless mission in Seattle to serve those less fortunate. This service led to a transformational experience for Robert, as he worked with individuals at Union Gospel Mission, which prompted a profound wake-up call. Surrounded by those with far less, he began to reconsider his own troubles.
Regaining Purpose and Self-Worth Key to Transformation
Herjavec discovered that by helping others, he was also helping himself to rediscover his faith and self-worth. He emphasizes that loving oneself and recognizing one’s value are essential prerequisites to effectively giving to others. The act of serving at the mission reawakened his joy and altered his perspective from feeling broken to feeling fulfilled.
Linking Potential to Purpose Ensures Success
Herjavec extends the conversation to the significance of purpose in achieving greatness. By drawing examples from those in the military, who are driven by their readiness to sacrifice, to people who are fit and have a core purpose, he highlights that aligning one’s potential with purpose is crucial to success.
Greater Impact Expected From Those Given More
Reflecting on his father's life and the opportunities he himself was given, Herjavec believes that those blessed with more resources have an obligation to stri ...
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Faith, Purpose, and Growth in Success
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Counterarguments
- Aligning potential with purpose is not the only path to success; some individuals achieve success through serendipity, innovation, or by capitalizing on market demands, which may not align with their initial sense of purpose.
- The obligation of those with more resources to strive for a greater purpose is a moral perspective, not a universal truth; some argue that individuals are not inherently obligated to serve a greater purpose beyond their personal goals.
- The concept of greatness being tied to the influence one has on others can be subjective; some philosophies or cultures may define greatness in terms of personal fulfillment or mastery rather than external impact.
- The narrative that serving others is a pathway to rediscovering faith and self-worth may not resonate with everyone; some individuals may find that ...
Actionables
- You can discover your unique talents by starting a 'talent journal' where you write down activities that make you lose track of time. This can help you identify what you're naturally drawn to and good at, which are indicators of your unique talents. For example, if you find yourself always organizing spaces and creating systems for efficiency without being prompted, this could point to a talent in organization and optimization.
- Create a 'purpose map' by listing your skills, passions, and the needs you observe in your community. Draw lines to connect how these can intersect to serve others. For instance, if you're skilled at knitting and you're passionate about animal welfare, you might knit blankets for animals in shelters.
- Volunteer for a cause that resonates with you, but with a twist: document your journ ...
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Hard Work vs. Smart Work in Wealth Creation
Robert Herjavec shares insights into the relationship between hard work, smart work, and wealth creation, highlighting how a shift in approach can lead to greater success.
Hard Work Doesn't Always Yield Wealth
Herjavec’s reflections reveal a nuanced understanding of the distinctions between working hard and building wealth.
Robert's Father's Labor Did Not Lead To Wealth
Robert talks about his father's tireless labor, working an unbelievable amount of hours doing manual labor in factories, sweeping floors, and teaching himself to become a millwright. Despite all this hard work, his father did not become rich, even though he was the hardest working person he knew. This indicates that hard work alone does not necessarily correlate with achieving wealth.
Market Value Is Linked To Value Created, Not Time Invested
Herjavec notes a pivotal realization in his career: markets and people pay for value, not time. He acknowledges that working hard can help avoid poverty but doesn't guarantee wealth. Herjavec explains that his journey toward wealth began not with his knowledge of tasks such as computers but through understanding how to sell to people, emphasizing the importance of creating value for others.
Pivoting From Task-Focused To Customer-Centric Boosted Robert's Business
Anecdotes and strategies from Herjavec’s career illustrate the impact of focusing on customers’ needs and experiences.
Refocusing Sales On Customer Needs Enhanced Robert's Client Service
Herjavec pivoted his company to focus on how the customer feels after a sales call, asserting that leaving the customer feeling better increases opportunities for further engagement. He underscores the idea that in sales, it's not about pushing people to buy unnecessary products but about understanding and meeting their needs. Herjavec relates an experience where he was poorly dressed during a sales encounter, which taught him the importance of focusing on customer perceptions and improving client service ...
Here’s what you’ll find in our full summary
Hard Work vs. Smart Work in Wealth Creation
Additional Materials
Counterarguments
- While hard work alone may not guarantee wealth, it is often a necessary component of success, and dismissing it entirely could undermine the importance of effort and perseverance.
- The value created is indeed important, but the time invested can also be a significant factor in certain industries or professions where experience and long-term commitment are highly valued.
- Focusing on customer needs is crucial, but without a strong task-oriented approach, the execution may suffer, potentially leading to a lack of operational efficiency or quality control.
- Enhancing client service by focusing on customer feelings is important, but it should not overshadow the technical excellence or the intrinsic quality of the product or service offered.
- Understanding and meeting customer needs is essential, but there can be a fine line between meeting needs and creating a dependency or expectation that may not be sustainable or beneficial in the long term.
- Empowering others is a key to success, but it should be balanced with ensuring that there is a ...
Actionables
- You can evaluate your daily tasks by their impact on customer satisfaction rather than time spent. Start by listing your daily activities and next to each, note how it directly benefits the customer. This will help you prioritize actions that enhance customer value and may lead to reorganizing your schedule to focus on high-impact work.
- Create a feedback loop with customers to understand their needs better. After every interaction or sale, send a short, personalized follow-up message asking for feedback on their experience. Use this information to tailor your approach, ensuring you meet their needs more effectively and build stronger relationships.
- Develop a personal growth plan by identifying skills that successful individuals in your ...
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