Focus: The Art of Not Thinking

Here is a sales training clip from Dustin Hillis out of his upcoming book “Navigate: The Art of Not Thinking”.

The Art of Not Thinking: Focus



One reason so few of us achieve what we truly want is that we never direct our focus; we never concentrate our power. Most people dabble their way through life, never deciding to master anything in particular. – Tony Robbins

What does it take to direct your Focus and become the master of anything?

Step 1: “Know Thyself” – Socrates
What normally causes you to lose focus?
Several years ago I realized there was something I was doing that was causing me to lose my focus. I was the watching the news and staying up to late at night. Vince Lombardi said it best, “Fatigue makes cowards of us all” and considering “bad news sells”, this bad habit was causing me to be a negative zombie.

negative zombie

Ever since cutting out the nightly news, I’ve been a positive, bright-eyed, unstoppable force to be reckoned with.

Wide Eyed Soldier

Evaluate your past performances.
What was your goal last year?
Were you focused on hitting your goal all year long?
Did you exceed your goals?
Did you out perform those around you?
If not… what were the distractions that caused you to fall short of your goals?
What were the excuses you had in your head on why you didn’t do as well as the top performers?
*I’m willing to bet it was a matter of focus.

Step 2: Focus on the Focus Formula: Time + Effort + Passion= Results

Showing up is 1/3 the battle. If you’re not willing to work hard, then why work at all?


Effort is not just punching a clock… it’s working smart. If two guys are trying to move a boulder and the first guy pushes the bolder as hard as he can for an hour and moves the boulder a foot, then the second guy uses a big stick as a lever and moves the boulder a foot in 5 minutes… who put in more effort? (Hint: Guy #2)


“The way you get meaning into your life is to devote yourself to loving others, devote yourself to your community around you, and devote yourself to creating something that gives you purpose and meaning.” – Mitch Albom
Passion is the magic ingredient. It’s what attracts people. If someone is burning with passion about what they’re doing, other people will come from miles to watch them burn.


The Art of Not Thinking is about getting results without having to think about getting results. One of the keys to that is when you do achieve the results you expected you’re humble and have fun celebrating the success with others. Henry Bedford (the CEO of Southwestern/ Great American Companies) is the best example of someone who never talks about personal accomplishments and focuses on what the team did to accomplish the goal.  His favorite saying is “it doesn’t matter who is right, all that matters is doing what is right.”

Step 3: Your Schedule Dictates Your Day. Your Day Doesn’t Dictate Your Schedule.
There are two types of people in this world:
People who are proactive and find a way.
People who are reactive and find an excuse.

If you spend a majority of your day reacting to emails, phone calls, and things that happen during the day, you need a lifeline! Your schedule is your lifeline.

Create a detailed game plan for every day, every hour, every second… and work that plan to the core.
– If it’s not in your schedule, you don’t do it.
– Be on a schedule as though you were in high school. Imagine a bell is ringing every time you have something on your schedule you’re supposed to be doing. Don’t think whether or not you want to do what you’re supposed to be doing next on your schedule… just do it!
– Learn to say “No”. This is a hard one for me personally. You create the boundaries of your schedule and when you meet people, return phone calls, return emails, etc. The ability to say “NO” to random requests will save you more time than almost any other time-saving technique.
– Schedule personal time. My business partners Rory and Amanda Vaden are the best at protecting their personal time. I don’t ever try calling them on Wednesday between 6-9pm because it’s their date night. They build in time for working out, reading, dates, and anything personal they want to do. If you haven’t had a vacation in over a year… schedule one!

What does a magnifying glass, paper, and the sun have in common? Separately they all serve a different purpose. However, when you take a magnifying glass and hold it over a piece of paper and FOCUS the light of the sun… that FOCUS literally becomes power that can burn forever.


For more Sales Training ideas from Dustin Hillis go to

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