--- title: You Become What You Think About | The Sales Blog description: Learn that you become what you think about. You need to consider this statement as if it was the truth about how your brain works because it is. image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_196022339.jpg --- ### [Now booking SKO meetings for 2026/27! 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Before the surgeries I was living in Los Angeles, where I was mandated by the state to pay for disability insurance. This was something I would not have done voluntarily at 22 years old, my age when I arrived in California. The application I was filling out had two boxes. The first box allowed me to collect short term disability payments. If I selected that box, I would make some portion of my regular salary while I was recovering from my surgeries. The second box would allow me to collect permanent disability, where I would collect some portion of my salary forever. I asked my neurologist, “Am I disabled? I mean, do I have some permanent disability?” He said, “You are if you think you are.” I said, “I don’t think I am disabled.” And that was the end of the discussion, and I collected short term disability for 90 days. You are what you believe you are. Or, as the great [Earl Nightingale](https://en.wikipedia.org/wiki/Earl_Nightingale) put it, “We become what we think about.” There is no way to underestimate the importance of this idea. It is the foundation of all of the results you produce in life. Your beliefs precede your actions, and your actions precede your results. If you believe there is something you must do to succeed, your actions will fall in line with that belief. Certain results inevitably follow. But a lot of people don’t believe that they “must” do something to succeed. Instead, they believe they “should” do something, and so they lower their standard, never taking the necessary actions, never producing the great results they are capable of, and never reaching their full potential. - What is it that you believe? What is it that you spend your time thinking about? Those beliefs, those thoughts, have produced the results you are experiencing now. - What beliefs do you need to transform from “shoulds” to “musts?” What do you need to spend your time thinking about for you to reach [your full potential](https://www.thesalesblog.com/blog/the-hustlers-playbook-you-werent-born-to-be-ordinary)? There is nothing more powerful than your beliefs.   ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2016](https://www.thesalesblog.com/blog/tag/2016) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on October 25, 2016 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2023-02-20T9:51:27 AM", "datePublished" : "2016-10-25 21:40:04", "description" : "Learn that you become what you think about. 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