"What Is Your Focus?"

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What Is Your Focus?
by Joe Bonura, CSP



Can you remember the first time you used a magnifying glass to burn a hole in a leaf by focusing the sun’s energy through the lens? The same thing can happen in selling: What we focus on is what we experience.

Go South, Young Man

The late Wayne Smith once told me how he got into the banking business. He was hired as a calling officer by a northern Ohio bank, and his first assignment was to head south to make sales calls. He set out on a Monday morning, fully focused on having a great sales week. Wayne made calls Monday through Friday, without great success.

Real Cold Calling

By the time Friday arrived, a cold front had arrived too, with ice and snow-covered streets, causing great difficulty driving. Around ten in the morning, he noticed a meat packing company, so he drove to the front gate where a very surly guard, who took his job a bit too seriously, greeted him, 'Yeah, what do you want?' When Wayne replied that he wished to visit with the comptroller, the guard growled, 'Not in; won’t be in till late this afternoon.' Wayne thanked him, and said that he would return.

Make The Right Turn

At 4:00pm, Wayne was headed to the Interstate and home, when he noticed the meat packing company on his right. The guard was still there, stone faced, and angry at the world. Wayne asked himself, 'Do I turn right, face the guard and try to see the comptroller, or do I head home to the warmth I have been missing - after all, it has been a tough week, and the weather is even worse than it was earlier?' Wayne Smith decided to take the right turn -- the gatekeeper grumbled and allowed him to pass through.

I Have Been Waiting For You

He entered the building and asked for the comptroller. When the head accountant discovered that Wayne was with a bank, he remarked, 'This must be my lucky day. We are having trouble doing business with our present bank, and we are considering a new financial partner.' Wayne got the business, which became one of the bank’s biggest accounts, and Wayne was promoted to Vice-President of the bank. Later in his banking career, Wayne became President of Central Bank in Kentucky until his retirement in 1995.

Know Your Focus

Wayne Smith was focused on what he was sent to do in southern Ohio. He didn’t focus on the weather, he didn’t focus on getting home early, and he didn’t focus on the mean old block of granite, guarding the gate. He was rewarded for his efforts, as you will be, if you focus on success.

Personal Magnetism

Similar to a huge magnet, we attract what we expect, and the secret is to expect the right results. If you mention your focus today, I could predict your success or failure in the coming days, weeks, months, and years.

Polly Anna Has The Right Idea

Whenever I make a call or a presentation, I say, 'We are going to get this one!' I am not right all the time, but it beats reacting with a defeatist attitude. In the end, I win more than I lose. My wife said that I remind her of Polly Anna with rose-colored glasses.

Make It Happen Today

What are you going to FOCUS your magnifying glass on today?


© 2004 Joe Bonura & Associates, Inc.

To see Joe and hear one of his favorite selling tips, follow this link to a video he created to share with folks who are interested in making more sales, or finding a job:



Joe Bonura would be pleased for you to reprint the article text free of charge (non-exclusively), but asks that you include his name and contact information:

Joe Bonura
Joe Bonura & Associates, Inc.
Website: www.bonura.com
407 Landis Lakes Court
Louisville, KY  40245

(502) 553-1746 phone

E-mail: joe@bonura.com

About Joe Bonura

His background is unique. Joe owned and operated a highly successful advertising agency for 18 years. During that time, he found his advertising campaigns were more effective when he educated his clients in the areas of sales and service. He conducted training seminars for his clients as added value. Word spread that Joe was a quality speaker and more and more people asked him to speak. The demand became so high that he sold the agency to three of his associates to start his own speaking and consulting company, Joe Bonura & Associates, Inc.

Joe is past President of the Kentucky Speakers Association and a Certified Speaking Professional (CSP), a prestigious designation earned by only 8% of the 3,600 member National Speakers Association. Joe presently serves on the board of directors of NSA.

He is author of the audio learning systems "Three-Dimensional Selling®" and "Turning Customer Satisfaction Into Customer Excitement®." He is author of the book Throw the Rabbit—The Ultimate Approach to Three-Dimensional Selling.




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