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Brian Tracy
A leading authority on the development of human potential and personal effectiveness, Brian Tracy is a dynamic speaker with a wonderful ability to inform and inspire audiences. He is the president of the Institute for Executive Development and was formerly the president of a major development company. The author of numerous books and other materials aimed at helping people perform at their peak and achieve their full potential, Tracy has shared his winning insights with thousands of people throughout the world.
  The Law of Concentration   #335
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The Law of Concentration states that whatever you dwell upon grows and expands in your life. This law says that the more you think about something, the more of your mental capacity is assigned to think about that issue. Eventually, if you are not careful, you will think about it all the time. This law contains a double-edged sword. If you think about something often enough, it eventually dominates your thinking and affects your behavior.

If you think continually about your goals and the things you want to accomplish, these thoughts will come to dominate everything you say and do. If you think about increasing your effectiveness as a salesperson, you will actually find yourself doing the things that make this a reality. The more you concentrate on what you want, the more determined and focused you will become to achieve it. The more you think about them, the faster your goals will appear and expand in the world around you.

But if you make the mistake of thinking about the things you fear, worrying about your bills, trembling about the idea of prospecting or asking for the order, these fears will soon expand and dominate your thinking and behavior instead. You will find yourself making every excuse to avoid doing the very things you need to do to achieve the very success you desire. You unwittingly sabotage yourself by thinking all the time about exactly the things you don't want to happen. Tragically enough, the more you think about the negative things, the more they grow and expand in your life as well.

This Law of Concentration is a natural sublaw of the laws of Cause and Effect, Control, and Belief. Successful people are those who continually think about what they want. Unsuccessful people are those who allow themselves to think about or dwell on the things they don't want. As a result, successful people get more and more of what they want and unsuccessful people get less and less.

You need to concentrate continually on the kind of person you want to be and the kind of sales success you want to achieve. You must do everything from dawn to dusk that is consistent with the very best person you can possibly become. You must resolutely keep your mind, your conversation and your activities off and away from anything that is inconsistent with your true desires.

Now, here are two things you can do immediately to put these ideas into action.

First, discipline yourself to concentrate single-mindedly on your goals and on your highest value activities. Step on the accelerator of your own potential.

Second, develop absolute clarity about the things you want, write them down and then think and talk about them all day long. You will be amazed at what happens.

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