I came across this interesting fact the other day. If you take $100 U.S. bills and you stack them up, and get a $1M, it weighs 20.4 lbs. So on one side money is real, and on another side money isn’t real, it’s just paper.
So let me give you an example of what I’m talking about. If you’re a sales person, your beliefs about money have a direct bearing on how well you do as a salesperson. If your beliefs about money, which are in your unconscious, aren’t as open as they could be, you will limit your earning potential. So what I do is when I’ve got a group full of sales people, I give them the money test. I said “Okay, I’m going to suggest what your annual income should be”, and I start low and I start working high. And their instructions are to pay attention to what happens inside their heads; you can that right now, any thoughts that come up, any feelings and any sensations as I start. So let me give you the instructions: take a deep breath, your annual income should be $10,000 a year. Your income should be $20,000 a year. Your annual income should be $40,000 a year. Your annual income should be $60,000 a year, $80,000 a year. Your annual income should be $100,000 a year. Your annual income should be $150,000 a year, $200,000 a year. Your annual income should be $0.5M a year. In fact, your annual income should be $1M a year. So when I ask the audience, “What did it feel like when I said numbers than what you’re earning right now?” people report back, “Well it didn’t make any sense. I was disconnected.” So people actually feel angry that I suggested that they earn such a low amount of money. Then I asked them, “Okay, when I got to the number you’re earning right now, thereabouts, how did that feel?” And what I hear from people is “Well, it felt comfortable, not great but it was okay.”
That’s your comfort zone. That’s your beliefs about money saying this is what you’re worth, this is what you’re comfortable earning. And then I asked, “What happened when I said numbers higher than what your earning, let’s say a little bit higher, what did that feel like?” And they go, “Well that felt pretty good, I was excited, I was like WOW.” “What happened when I got to numbers much higher than what you’re earning right now, what did that feel like?” Then I hear from people saying, “Oh well! that was like unreal, it was like that’s not me. Or it was like, boy if I get that amount of money I’ll be working all the time and I won’t be at home and my kids will get into drugs, my wife will leave me.” All these kinds of stories came up, that block them from achieving that level of success. So if you are a salesperson, if you want to do better one of the first places to look at are your beliefs around money. Because those beliefs around money dictate how well you do as a salesperson.