Have you ever faced a challenge that seemed impossible to overcome?

A door that wouldn't open—no matter how hard you knocked?

What if I said the key to success isn't luck or talent—it's persistence with a goal?

In my leadership journey, I've discovered that persistence might be the most underrated leadership trait of all. Today, I want to share two strong stories.

They show what true persistence looks like. These stories highlight the amazing results that come when we don't give up.

The Squirrel Principle: Finding a Way When There Isn't One

Let me share a story that changed my perspective on what it means to persist.

My friend Dan has beautiful bird feeders around his property in middle Tennessee.

With woods all around, squirrels are naturally attracted to these feeders. While Dan enjoys their presence in general, they discourage birds from using his feeders and can be quite destructive.

Over the years, Dan made numerous attempts to outsmart these little creatures. With his "superior intelligence," he was certain he could solve this simple problem.

First, he purchased a "squirrel baffle" from a local hardware store. After attaching it to the pole, he stepped back, confident in his solution. About 30 minutes later, the squirrels were eating contentedly from the same feeder.

And thus began Dan's long battle to outwit these tiny-brained rodents:

• He greased the pole—they climbed up and slid down repeatedly until they made it.

• He saw them jump to the baffle and then across to the feeders. He raised both the baffles and the feeders.

• They crawled up nearby trees and jumped 20 feet down to the feeder. He moved the entire feeder away from the trees.

• He took the feeder to his barn and straightened the arms to raise the feeders to what he thought was an unreachable height.

• He increased the food in boxes specifically for the squirrels.

• He tried electric shock feeders, spring-loaded feeders, and even mixed red pepper in the food.

At each stage, Dan would step back, basking in his unquestioned ability to outwit these little creatures. He contemplated increasingly extreme measures—even visualizing "an Adam Sandler movie with barricades, militia men and stealth bombers."

Yet as he sat looking out his window, there they were: three furry squirrels, one on each hanging feeder. His anger gradually transformed into admiration.

The leadership lesson here is profound: Those squirrels didn't know they "couldn't" accomplish their goal—they just kept finding new paths forward. They weren't smart enough to be discouraged by failure.

Let's take a closer look at this situation. We see that the mark of many great founders like Warren Buffett and Jeff Bezos is this same extraordinary ambition and refusal to accept conventional limitations.

How many times have you heard people say:

• "That can never be done."

• "I had a business and it failed."

• "I'll never do that again."

• "I tried and it didn't work."

• "Leaving my job would be too risky."

What could we accomplish with the persistence of these squirrels?

So you slid down the greased pole of a layoff—find another way to get back up.

You jumped into a business of your own and failed—go after it again.

You never got that college degree—what's really stopping you now?

What could you accomplish if you were too "determined" to let failure stop you from finding another way?

Maybe our big "intelligence" is sometimes a handicap. These squirrels don't seem to know any better—they're too focused on their goal to know it can't be done. They keep finding new ways forward.

Estée Lauder: The Art of Strategic Persistence

While squirrels show us instinctive persistence, the success story of Estée Lauder demonstrates how purposeful, strategic persistence can build a global beauty empire.

"When I thought I couldn't go on, I forced myself to keep going. My success is based on persistence, not luck." — Estée Lauder

Estée Lauder's story isn't just about cosmetics—it's about grit, creativity, and refusing to take "no" for an answer. Her journey from humble beginnings to becoming a self-made businesswoman offers valuable lessons to help you succeed when the odds seem stacked against you.

From Josephine Esther Mentzer to Global Icon

Born Josephine Esther Mentzer to Hungarian immigrant parents in Queens, New York, Estée Lauder's journey began with little help and modest means. As a young girl, she showed genuine love for beauty products and demonstrated an early interest in her uncle John's skin creams and formulations.

From an early age, she displayed the work ethic that would define her whole life, spending long hours helping her uncle with product development. These early years laid the foundation for what would become the Estée Lauder Companies, one of the most successful businesses in the beauty industry.

After marrying Joseph Lauder, the young woman continued perfecting her homemade face creams in their kitchen, determined to turn her personal interests into a thriving business. With extraordinary ambition and a hands-on approach, she began selling her skincare products in beauty salons around New York.

1. Persistence Isn't Just a Trait—It's a Strategy

When Estée Lauder began selling her product line, the cosmetics industry was dominated by giants like Helena Rubinstein and Elizabeth Arden. She was an outsider, making beauty products in her kitchen. Yet, she believed her high-quality products could compete with the best.

"All great things begin with a vision … a dream." — Estée Lauder

But belief alone wasn't enough. When she approached major department stores like Saks Fifth Avenue in New York, they rejected her—again and again. Most people would have walked away. Estée did the opposite.

For three years, she persistently pursued Saks Fifth Avenue. She knew her skincare products were exceptional, but she also knew that just having great makeup products wasn't enough. So, she went to work behind the scenes with innovative marketing strategies:

• Creating Demand: She asked customers and friends to visit Saks and request her Estée Lauder products. These "mystery shoppers" made the store feel like they were missing out on something special.

• Building Relationships: She cultivated personal relationships with staff and store managers, making sure her name was on their minds.

• Never Giving Up: Every rejection fueled her determination. She believed that if she could just get her foot in the door, everything would change.

Finally, in 1946, Saks placed an $800 order for Estée Lauder cosmetics—a pivotal moment and turning point for her beauty business.

This wasn't just a sale—it was the beginning of her exceptional business success. But here's what made Lauder's approach different: she didn't stop there.

She and Joseph Lauder shut down all their other beauty counters and focused solely on making this new partnership a success.

And it worked. Within days, her products sold out, and Saks reordered immediately. This "overnight success" was actually the result of three years of relentless hard work, a quality that Warren Buffett has often cited as essential for entrepreneurs.

✅ Leadership Lesson: Doors don't always open immediately, but that doesn't mean they'll stay closed forever. If your vision is clear and your belief is strong, keep knocking.

2. Turning Obstacles Into Opportunities

Persistence isn't just about waiting—it's about taking action when others would quit.

"I didn't get there by wishing for it or hoping for it, but by working for it." — Estée Lauder

In 1959, as part of her international expansion plans, Estée set her sights on Harrods, London's most prestigious department store. But the buyer refused to meet with her. No introductions. No pitch meetings. Just a flat-out "No, thank you."

So, what did she do?

Instead of sulking, she played the long game. For months, Estée cultivated relationships with London's top beauty editors, ensuring that glowing reviews of her Estée Lauder brand appeared in major newspapers and magazines. Soon, customers were calling Harrods, asking where they could buy Estée Lauder products.

Faced with increasing demand, the store's buyer finally relented, offering her a tiny space in the toiletries section. Not exactly a glamorous debut for this American beauty business, right? But Estée didn't care.

She knew that once her products were on the shelves, she could make magic happen. She returned to London year after year, gradually increasing her brand's visibility.

And her persistence paid off—Estée Lauder eventually became the top-selling beauty brand in Harrods, demonstrating her remarkable business acumen.

✅ Leadership Lesson: When one path is blocked, create a new one. If people won't listen, give them a reason to pay attention by creating demand.

3. Mastering the Art of the "Accidental" Breakthrough

Sometimes, persistence means getting creative when the usual methods don't work. The best enterprising women, like Estée Lauder, know when to try innovative solutions.

"People do make their luck by daring to follow their instincts, taking risks, and embracing every possibility." — Estée Lauder

In the early 1960s, as part of her global expansion strategy, Estée was desperate to break into Galeries Lafayette in Paris—but the buyer refused to give her the time of day. So, Estée staged one of her most famous sales techniques—an "accident."

While speaking with a salesgirl, she "accidentally" spilled a bottle of her Youth Dew fragrance on the floor. The rich, warm scent filled the entire department.

Throughout the day, curious shoppers stopped to ask, "What is that amazing smell?" Faced with customer demand, the buyer had no choice but to place an order.

Within months, Estée Lauder products were outselling French brands on their turf—an unthinkable achievement for an American company from the United States.

This innovative approach to breaking into new markets became legendary in the beauty industry. According to Lee Israel's biography, this particular target of the moment became one of Lauder's greatest triumphs.

✅ Leadership Lesson: When the front door is closed, find a side window. Don't be afraid to use creative persistence to make your voice heard.

4. The Gift That Keeps on Giving

One of Estée's most revolutionary good ideas came from a simple insight: People love free stuff.

"Most good ideas sparkle in simplicity, so much so that everyone wonders why no one ever did that before." — Estée Lauder

When American women hesitated to try her products, she began offering a free sample with every purchase. This wasn't just generosity—it was strategic. By allowing customers to sample her products for the first time, she knew they'd fall in love and come back for more.

This "gift with purchase" strategy became a cornerstone of the beauty industry and remains a standard practice today. In fact, many industry experts consider this one of the most innovative marketing strategies ever developed. The personal touch of a free sample built loyalty that advertising alone could never achieve.

✅ Leadership Lesson: Small gestures create big loyalty. Find ways to deliver value before asking for a commitment.

5. Persistence Plus Patience = Lasting Success

Estée Lauder wasn't just persistent—she was patient. She knew that real success takes time and careful product development.

"I've always believed that success comes not from letting your eyes stray from that target. Anyone who wants to achieve a dream must stay strong, focused, and steady." — Estée Lauder

When her son Leonard Lauder, who later attended the Wharton School of Business, wanted to dive into new products like nail polish, she told him, "Not yet." She knew their resources were better spent on dominating skincare before tackling new categories.

This disciplined focus allowed the family business to grow strategically without spreading itself too thin. Eventually, she would pass the baton of her business to her sons Leonard A. Lauder and Ronald Lauder, who would continue her legacy of excellence and innovation.

✅ Leadership Lesson: Timing matters. Persistence doesn't mean rushing—it means knowing when to push forward and when to hold back.

Combining the Lessons: The Persistence Principles for Leaders

When we look at both the squirrels and Estée Lauder's story, we see different approaches to persistence that complement each other perfectly. The squirrels show us raw, determined persistence—the refusal to accept failure. Estée shows us strategic, purposeful persistence—the art of finding creative paths to success.

Here are the combined persistence principles every leader should embrace:

1. Refuse to Accept "Impossible"

Like Dan's squirrels, don't let your intelligence talk you out of trying "one more time." Sometimes, not knowing something is "impossible" is your greatest advantage. The squirrels didn't analyze their failures—they tried a new approach until they succeeded.

Ask yourself: What goal have I abandoned because of setbacks? What might happen if I approached it with squirrel-like determination?

2. Be Strategically Persistent

Like Estée Lauder, the founder of a cosmetics company that changed the industry, don't just keep knocking on the same door. Find ways to make them want to open it. Strategic persistence means identifying the barriers to your success and systematically addressing them.

Ask yourself: What is really blocking my progress? What indirect approaches might create demand for what I have to offer?

3. Create Your Own Luck

Both our stories show that "luck" is often the result of repeated attempts and creative thinking. Billionaire Estée Lauder didn't get "lucky" when Saks finally placed an order—she had strategically created the conditions for that luck through years of effort.

Ask yourself: How can I create the conditions for "lucky" breakthroughs in my leadership journey?

4. Use Every Failure as Feedback

Squirrels don't take failure personally—they take it as feedback. When one approach didn't work, they tried another. Estée Lauder used rejection as market intelligence, helping her refine her approach.

Even with Estée Lauder's personal challenges, her focus remained unwavering on building her business empire.

Ask yourself: What valuable feedback am I ignoring because I've labeled it as "failure"?

5. Focus on the Goal, Not the Obstacle

Both stories show the power of keeping your eyes on the prize. The squirrels focused on the food, not the barriers. Estée Lauder focused on getting her products in front of customers, not on the rejection from buyers.

Ask yourself: Have I been spending more energy complaining about obstacles than finding ways around them?

6. Balance Persistence with Patience

True persistence isn't just about immediate action—it's about sustained effort over time. Estée Lauder worked for years to break into international markets, knowing that timing mattered as much as effort.

As she notes at the end of the book about her life, success rarely comes quickly—it requires patience along with persistence.

Ask yourself: Am I giving up too soon, or am I rushing too quickly? What would the right balance of persistence and patience look like for my current challenge?

Putting Persistence Into Practice

The stories of persistent squirrels and Estée Lauder's strategic determination provide a powerful framework for any leader facing challenges.

Here's how to apply these principles today:

• Identify Your Bird Feeder: What's your ultimate goal? What's the equivalent of the "bird feeder" that you're trying to reach?

• List Your Barriers: What's currently stopping you? What are the equivalents of the "greased poles" and "baffles" in your way?

• Generate Multiple Approaches: Like the squirrels and Estée Lauder, brainstorm at least five different ways to reach your goal.

• Create Demand: Who can advocate for you? How can you make others want what you have to offer?

• Think Longer-Term: Are you willing to persist for months or years, like Estée Lauder did with Saks Fifth Avenue and Harrods?

• Focus Your Resources: What do you need to say "not yet" to, so you can focus on your most important goals?

• Maintain Product Quality: Remember that Estée Lauder's persistence worked because she had high-quality products worth fighting for.

Frequently Asked Questions About Persistence

How do I know when to persist versus when to pivot?

Persistence doesn't mean blindly continuing down the same path. Take Lauder's statement about staying focused on your target while remaining open to different approaches.

If your core goal still matters but your current approach isn't working after multiple attempts and adjustments, it might be time to try a completely different path while keeping the same destination in mind.

Doesn't persistence sometimes lead to wasted effort?

Not when it's strategic. Both Estée Lauder and the squirrels weren't just working hard—they were working smart. Each attempt taught them something new, and they adjusted accordingly. The key is to learn from each attempt rather than simply repeating the same actions.

How do I maintain motivation when facing continued rejection?

Estée Lauder faced countless rejections before her beautiful, warm meetings with success. She maintained her drive by focusing on small wins, celebrating progress (not just outcomes), and keeping her eye on her ultimate vision. Create a support system of people who believe in you and your vision, just as Joseph Lauder supported Estée.

How did Estée Lauder balance family and business?

Though there isn't much instructional material about her personal life balance, we know that Estée made her family part of her business. By involving Joseph, Leonard, and Ronald Lauder in the company, she created a family business where personal and professional success were aligned.

How do I develop more persistence?

Start small. Build your "persistence muscle" by setting achievable challenges and gradually increasing the difficulty. Study the habits of persistent people like Estée Lauder. According to her philosophy, persistence is partly inherent but can be developed through practice and commitment to goals you truly care about.

How do I avoid burnout while remaining persistent?

Estée Lauder worked long hours but maintained her passion by connecting to her genuine love for beauty and helping women feel beautiful. Connect your persistence to your personal interests and values, and make sure to celebrate small wins along the way.

Your Persistence Challenge

This week, I challenge you to choose one goal that you've given up on or put aside because it seemed too difficult. Apply the persistence principles from these stories and try at least one new approach.

Remember: Persistence isn't about doing the same thing over and over—it's about trying different approaches until you find the one that works.

"I didn't get there by wishing for it or hoping for it, but by working for it." — Estée Lauder

What could you accomplish if you were too determined to let failure stop you from finding another way?

Conclusion: The Power of Persistence in Leadership

The path to leadership excellence is rarely straight. Whether you're building a business empire like Estée Lauder Companies or simply trying to reach a challenging goal, the journey will be filled with obstacles, rejections, and moments when giving up seems like the only option.

But as we've seen through these stories, the difference between those who achieve extraordinary success and those who don't often comes down to one quality: persistent determination.

Estée Lauder transformed the beauty industry through her refusal to accept rejection. From humble beginnings in New York to international markets, her journey shows that with hard work, innovative solutions, and strategic persistence, even homely women with a handful of products can build a global empire.

The squirrels teach us that sometimes our sophisticated thinking can be our greatest limitation. Their simple, determined focus on the goal—not the obstacle—reminds us that persistence often trumps intelligence when it comes to achieving what seems impossible.

As a leader, your willingness to persist when others quit will define your legacy. It's not just about working hard, though that's essential—it's about working strategically, creatively, and consistently toward your vision.

Key Takeaways

• Persistence beats intelligence. Sometimes, analytical thinking can be a barrier. But often, pure determination wins the day.

• Estée Lauder succeeded through strategic persistence. Their success relied on purposeful efforts and creative marketing strategies.

• In many ways, just like squirrels explore feeders, good leaders try various paths to achieve their goals.

• Personal relationships matter: Building connections creates opportunities that persistence alone cannot.

• Hard work is a must. Both stories show that long hours and steady effort are key.

• Start small, think big. From small starts and just a few products, you can build global empires.

• Innovation drives breakthroughs: Creative solutions can turn obstacles into stepping stones for success

Call to Action:

I challenge you to become a student of strategic persistence:

• Identify your "Estée Lauder moment" – What seemingly impossible goal could transform your life or business if you refused to give up on it?

• Commit to "squirrel-like determination" – Make a public commitment to persist toward your most important goal, regardless of setbacks.

• Document your persistence journey – Start a "Persistence Journal" where you record your setbacks, learnings, and new approaches.

• Find your persistence partner – Share this article with someone who needs encouragement, and agree to hold each other accountable.

• Share your story – When you experience a breakthrough through persistence, share it to inspire others. Tag me in your social media posts!

This great book of life rewards those who refuse to give up. As Estée Lauder showed us through her extraordinary journey from kitchen entrepreneur to beauty industry icon, persistence isn't just a virtue—it's the strategy that separates dreams from achievements.

What will your persistence story be?

Book Recommendations to Fuel Your Persistence:

1. Estée: A Success Story – Estée Lauder

2. Grit: The Power of Passion and Perseverance – Angela Duckworth

3. The Obstacle Is the Way – Ryan Holiday

4. Invention: A Life - James Dyson

Grow Your Leadership: Recommended Leadership Food for Your Week!

• Unlocking The Power of Great Questions - Craig Groeschel

• The 5-3-1 Rule and Social Fitness - Admired Leadership

• “I don't care” - Seth Godin