Ever been at a party and heard your name from across the room? Through all that noise, you heard a tiny bit of information which is, understandably, important to you.

Reticular Activating System

How is that possible? The same way you can even follow a conversation in a crowded room: it's your reticular activating system. (It's in that picture over there. Isn't it lovely?)

Here's another cocktail party game: remember that time the person you were stuck talking to was so boring you were considering pulling your own ears off, but instead, you started listening to the folks sitting behind you? Never took your eyes off the snoozing boor in front of you, and you could even still hear their voice if you chose to, but your attention was elsewhere. (Oh, come on; you've done it. Yes you have.)

Sometimes, there's just so much going on that you jump back and forth, mentally, between two conversations—without moving a muscle. Just shift focus; over here, then over there.

So what on earth does your reticular activating system have to do with business?

Your clients have one, too.

Ask most small business operators who their target client is, and they'll say "everyone!" Remember the cocktail party? When some random person across the room says "hey; wanna hear a joke?" you don't even hear them, because your RAS doesn't pick up stuff like that. It's a focus tool, and you don't focus on random.

Neither do your clients.

When your marketing materials speak directly to a specific narrow niche, you cut through the clutter, and they hear you. If you're writing to 'everyone', guess who hears you? No one.

But if you're writing to single moms with school age children trying to start a service business they can operate while the kids are in school, which the kids can help with during the summer—all of a sudden, when those folks read your blog or hear you speak at an event, they hear you loud and clear. Their RAS focuses them on your message, because it is obvious that you're speaking to them, not to the room in general.

Specific narrow niche. Choose one, speak to it, get heard, and grow.

Do you have  a copy of our book The Commonsense Virtual Assistant? It's over 200 pages of practical information which will make you more successful as a VA.

Let us show you how—take advantage of our free 30-minute coaching session. Bring your biggest business challenge, and we'll show you how the commonsense principles of the book can help you overcome it.

(By the way, when we say 'free', we mean free. No obligation, no pitch—no kidding. If you'd like to talk to other VAs who've taken us up on the free offer, just ask and we'll put you in touch with some.)

Seems like a lot of folks are looking for a new direction these days. More and more unintentional entrepreneurs are trying to find their way through an ocean of choices. Too many choices, though, can be worse than too few. Faced with, apparently, an infinite variety of options for the future, paralysis sets in; our hero or heroine feels rudderless, trying to decide which direction to go.

But it's not a rudder they're missing. It's motion.

A sailboat is a fine thing, even sitting at the dock. But sitting at docks is not what they're designed for; they're designed to use the wind to push against the waves and, between the two opposing forces, create forward motion.

And now, once the sailboat is under way, the rudder starts working.

You can sit at the dock 'til the cowfish come home, swinging the rudder from side to side, and you'll never find direction. It's only in movement that we can measure our progress against any kind of standards to see if we're heading somewhere we want to go.

Feeling rudderless? Get away from the dock. Head, first, into the safety of a nearby harbor. Check out your rigging and stock the galley with supplies. Do what you reasonably can to prepare for the journey.

And then go. 'Away from the dock' is automatically 'toward something new.' Keep one eye on the compass to see where you're heading, and one on the horizon, to see where you want to go.

And now, now that you're moving, you'll find direction.

Goals are rarely set in stone. What's important, even vital, for your business today, isn't necessarily so tomorrow, and almost certainly won't be next year. We have to achieve the paradox of investing mentally, physically and emotionally in a goal as if it were eternal, while recognizing that it may cease to have value, even before it's fully achieved, but will most certainly stop being a goal once it's achieved—after all, it makes no sense to chase something you're holding in your hand.

I've been in the chaos between two Sigmoid curves lately. My consulting, speaking and coaching business was originally called 'The Commonsense Entrepreneur', which is also the name of my first full-length business book. Lately, though, that name has come to mean the book, specifically, and not necessarily the business.

My speaking gigs and my coaching have leaned more and more toward two things: building a business based on the trust that comes from communication that's more human, and being a career renegade; making a great living doing what you love.

Those aren't best conveyed by the phrase 'commonsense entrepreneur' so I'm changing that.

For now, 'The Commonsense Entrepreneur' is the book and its accompanying website. My business is me; Joel D Canfield. (If it doesn't have the 'D' it isn't really me, and you might note the lack of a period after the middle initial.) Until a brilliant new name strikes me, I'll be presenting myself as author, speaker and business mentor Joel D Canfield, co-founder of the Northern California Association of Entrepreneurs.

What are you changing today?

There's a marvelous tool that will help you free up mental energy, while ensuring that you'll remember important ideas, facts, and feelings.

It's a notebook.

I've spent an hour this morning trying to remember the details of a conversation I had with a client, so I can write an outline for our next coaching session. I feel like I'm not providing the real value I want to deliver when I can't get back in the emotional moment that sparked a very clear picture of our next chat; our direction for the next session.

Thing is, I really was taking notes—but on what my client was saying, not on what I was saying. I mean, I'll remember my own words, right?

As a matter of fact, no; I don't.

I'm planning on recording these calls, strictly so I can go back and review what was said and how it was said, to recapture the emotional impact. My benefit comes from changing how people feel based on what they think about, not just sharing facts for them to sort out in their own head.

My dad never went anywhere without a little thirty-nine cent notebook in his shirt pocket (he write in it with a fountain pen, in green ink—but that's another story.) When he needed to remember something, he just wrote it down. Not only did he actually remember things later (reviewing the notes) but his mind was free to concentrate on the moment instead of spending part of its energy remembering the three simple little things he needed to remember—they were in the notebook, not his head.