20,000 70% Copyright © 2017 Gallup, Inc. All rights reserved.

Why Born to Build? DECLINING GDP PER CAPITA GROWTH RATES DECLINING PUBLIC COMPANIES DECLINING IPOS DECLINING STARTUPS Copyright © 2018 Gallup, Inc. All rights reserved. Copyright © 2017 Gallup, Inc. All rights reserved.

Entrepreneurial Talent is Rare When applied across a nationally representative sample, only 2% show high levels of entrepreneurial talent, and only 5 in 1,000 (0.5%) showing exceptional talent. Distribution of Talent in a Nationally Representative Sample EXCEPTIONAL Talent 0.5% population Exceptional % population 84.5% 13% 2% 0.5% Copyright © 2018 Gallup, Inc. All rights reserved.

The 10 Talents of Successful BUILDERS Confidence: Accurately know themselves and understand others Delegator: Recognize that they cannot do everything and are willing to contemplate a shift in style and control Determination: Persevere through difficult and seemingly insurmountable obstacles Disruptor: Exhibit creativity in taking an existing idea or product and turning it into something better Independence: Do whatever needs to be done to build a successful venture Copyright © 2018 Gallup, Inc. All rights reserved.

The 10 Talents of Successful Builders Knowledge: Constantly search for information that is relevant to growing their business Profitability: Make decisions based on observed or anticipated effect on profit Relationship: Possess high social awareness and an ability to build relationships that are beneficial to their organization’s survival and growth Risk: Instinctively know how to manage high-risk situations Selling: Are the best spokespeople for the business Copyright © 2018 Gallup, Inc. All rights reserved.

Report Rainmaker Conductor Expert The BP10 report provides a rank order of the 10 talents, with the most intense at the top based on the person’s responses to the assessment. In addition, Gallup research has identified three distinct builder roles among the most successful business builders. While individuals likely exhibit elements of all three, each individual will lead with one particular role. Rainmaker You are boldly self-confident in your capacity to be successful, and you rarely miss a moneymaking opportunity. As a master promoter, you excel at sales and marketing. With a clear and aggressive growth strategy, you measure success by the profitability of your venture. You have an optimistic perception of risk: You perceive potential threats positively, and you manage risks analytically. Incredibly persuasive, you know how to energize customers and employees with your vision of the future. And your ability to form authentic relationships with customers and employees helps you further your business goals. Conductor You possess great management talent, and — like a conductor who unifies an orchestra to produce beautiful music — you bring order and harmony to the chaos of a young venture. You build an organization by building its people and take pride in finding the right people for key positions. Trusting others to take responsibility, you look for ways to delegate work and authority. You are demanding and tend to challenge the status quo. With little self-doubt, you do not hesitate to decide and act on your own, regardless of what others think. When something needs to be done, you make sure it happens, even if something gets in the way. You are fixated on growth metrics and hold yourself and your team accountable for the goals you set. Expert Being the best in your field is crucial to you. You set the bar high for yourself and focus on breakthrough discoveries. Whether you invent something new or build a product or service through several iterations, you focus on finding solutions to the issues your customers face. Highly independent, you constantly push beyond current thinking, never accept the status quo and imagine new possibilities. With your endless persistence and unbridled determination, quitting is not an option. You fully dedicate yourself to improving a product or service. As a quick learner, you constantly search for ways to differentiate your product or organization in the market. You are part artist and part scientist — and comfortable working at the intersection of both. Copyright © 2018 Gallup, Inc. All rights reserved.

Copyright © 2017 Gallup, Inc. All rights reserved.

Born to Build Templates Self-Schema Tool My Purpose Journal Module: Welcome and Introductions Module Duration: 45 minutes (8:30 – 9:15 AM) Slide Duration: 1 minutes (9:14 – 9:15 AM) Intention: Introduce the primary course materials, the Resource Guide (3 ring binder), Learning Journal and visual learning cues (Clipboard image and Learning Journal icon on the slides). Key Points (BUILD): Behind the “Getting Started” tab you will find the Learning Journal. Pull this out now. [CLICK] In your journal you will see activity pages, like the Focus on You we just completed. [CLICK] You will also see pages in the front identified as Insights and Action pages. We know that the first step to integrating what you learn into your work is to take action on the insights you have. Pages 4 through 6 are your place to record critical insights and the related actions you want to take when you return to work. A goal setting study by Dr. Gail Matthews (psychology professor at Dominican University in CA) found you’re 42% more likely to achieve your goals just by writing them down. Source: http://www.dominican.edu/dominicannews/study-backs-up-strategies-for-achieving-goals Board of Directors Tool Opportunity Journal Tool Copyright © 2017 Gallup, Inc. All rights reserved. Copyright © 2018 Gallup, Inc. All rights reserved.

Born to Build Templates Storyboard Tool Team Talent Map Tool Module: Welcome and Introductions Module Duration: 45 minutes (8:30 – 9:15 AM) Slide Duration: 1 minutes (9:14 – 9:15 AM) Intention: Introduce the primary course materials, the Resource Guide (3 ring binder), Learning Journal and visual learning cues (Clipboard image and Learning Journal icon on the slides). Key Points (BUILD): Behind the “Getting Started” tab you will find the Learning Journal. Pull this out now. [CLICK] In your journal you will see activity pages, like the Focus on You we just completed. [CLICK] You will also see pages in the front identified as Insights and Action pages. We know that the first step to integrating what you learn into your work is to take action on the insights you have. Pages 4 through 6 are your place to record critical insights and the related actions you want to take when you return to work. A goal setting study by Dr. Gail Matthews (psychology professor at Dominican University in CA) found you’re 42% more likely to achieve your goals just by writing them down. Source: http://www.dominican.edu/dominicannews/study-backs-up-strategies-for-achieving-goals Activation Chart Tool Extended Team Tool Copyright © 2017 Gallup, Inc. All rights reserved. Copyright © 2018 Gallup, Inc. All rights reserved.

Copyright © 2018 Gallup, Inc. All rights reserved.

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