Many do not realize how powerful their mind really is!
The more you bombard your conscious mind with certain thoughts, the more it creeps into your subconscious mind. And when these thoughts permeate your subconscious, then your body starts to react and do what your subconscious mind tells it to do.
Example: You tell yourself, I can't be a Top Producer. I will never be able to make that many deals.
Your mind will believe you and you will not focus on top producing actions that increase your pocket book.
But if you tell your mind, I can do that. I just have to do what Top Producers do and soon I will be competing with them for that business. Your subconscious mind starts to move your actions to Top Producer actions, and before you know it you become a top producer!!
I have developed the habit of wearing a rubber band around my wrist and when I have a negative thought (ie. I can't do that, I will never do that) - POP! - I snap it on my wrist and reverse my way of thinking because I know I can and just need to develop habits to produce the results I want.