"The Illusion of Control"
By Bob Scheinfeld

Early in my career, when I was just in my 20's, I worked as corporate communications manager for a chain of computer stores called CompuShop.

One of my duties was to organize and manage the logistics for incentive trips that the top salespeople won as rewards for exceeding their sales quotas.

On one trip, to Acapulco, I was asked to hire a motivational speaker. The man I chose was a guy named Ken Crockford. I liked him a lot.

When we actually got to Acapulco and I heard Ken's one hour talk, I learned a lesson I've never forgotten. I was recently reminded of that lesson and decided to share it with you, now.

The lesson focuses on salespeople, but the same principles apply regardless of what area of your life or career you want to apply them to.

Ken stood in front of the room with one of those big pads of paper on an easel next to him. He drew a big "T" on the top sheet of paper. He then asked the salespeople in the audience to raise their hands and share their opinions on why they weren't selling even more products and services, despite the fact they'd all exceeded their quotas.

One by one, the salespeople raised their hands and moaned and complained about all the "problems" they saw, especially with management of the company, and the strategies and systems currently in place.

Ken patiently listened and listed everything they shared on the left side of the paper on the easel. My guess is he must've wrote down 55 "problems" like these:

On and on.

Then, when there was nothing else to share and the room went quiet, Ken asked the audience a critical question that changed my life and that I hope changes yours too.

Here it is:

"Of all the things we just wrote down, how many of them can YOU control?"

He then went down the list of 55 items, one by one, and had a discussion with the group about whether they could control it or not.

If they could control it, he moved it over to the right side of the "T" on the paper. If they couldn't control it, he left it where it was. When that exercise was complete, out of the 55 items on the left, only 5 were moved to the right!

Then Ken said ...

"If you spend all your time working on the 5 things you can control, and stop wasting your time and energy on the things you can't control, your sales and income will soar."

Boom! An amazing insight zinged into my brain that I've never forgotten, and that I've acted on ever since.

So here are a few "million dollar" questions for you:

If you do an exercise similar to the one I just described, and you start focusing all your time, energy and money on the "issues" you can control in your life, the quality of the results you get will soar.

Guaranteed!

Do the exercise right now, while it's fresh on your mind.
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