Chapter Three

Understanding the Power of Focus and Your Subconscious Mind

That’s been one of my mantras—focus and simplicity. Simple can be harder than complex: You have to work hard to get your thinking clean to make it simple. But it’s worth it in the end because once you get there, you can move mountains.

—Steve Jobs

Imagine that you had a goal and decided to focus solely on achieving that one thing—to the exclusion of anything and everything else.

Let’s say, for the sake of example, that this one thing was building a house.

Building that house was the only thing you thought about. The only books you read were books on how to build that house. The only conversations you would have were conversations about building that house. Every night when you slept, you dreamt of only that house.

You were consumed with this task to the point of obsession. Every moment of your life was devoted to building that house or figuring out how to get the money and materials you need to do so.

With that level of commitment, what are the chances you would eventually achieve your dream of creating that house?

I’d say pretty good. How could you not achieve something you were so laser-focused on?

Now imagine that you devote that level of focus to building your sales and business income. Imagine that degree of intensity every morning as you begin your day and having such concentrated focus on every sales call with every prospect.

What do you suppose that level of focus would do for your sales productivity? ...

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