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第11节

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and I explained to this man that many of the people wanted to 
talk to me; but I did not have the time to talk to everyone 
individually; since I was only one person。 I also explained to 
him I had another appointment and had to leave immediately 
to be there on time。 Still; he was persistent; so I agreed to 
meet him the following morning in the coffee…shop for 
breakfast。 

I can remember our meeting as if it were yesterday。 The 
two of us sat down; just inside the door of the coffee…shop at 
the Hyatt House Hotel on Avenue Road。 As soon as we sat 
down; he started talking。 He informed me that he had to tell 


me something about himself; so I could understand his 
problem。 He said he did not want me to think he was bragging; 
but it was necessary for me to have this information。 

He began by telling me he was a 〃good man;〃 and I 
already knew that about him; just by looking at him。 I could 
〃feel〃 it about him。 He then went on to explain he had worked 
for Prudential for more than 20 years; had been in 
management for all but two of those years; and he concluded 
by saying; 〃I'm a good manager。〃 Next he stated he had a good 
record; good people; and he was well…respected by the 
executive staff of this company。 No sooner had he uttered 
those words than Charlie Beck and Dick Merrill; the Senior 
Vice…President from Houston; came walking in。 They came 
over to our table; congratulated Paul on his year; exchanged a 
few words with us and then went to their own table。 Paul and I 
sat down again and resumed our conversation。 He said; 〃They 
meant what they said。〃 I knew it was true; it wasn't mere 
flattery。 It was a sincere; merited compliment that Paul had 
received from his two senior executives。 Finally; he said; 〃Now; 
this is my problem。 

I run a district office in Wichita; Kansas。 Out of over 500 
offices Prudential has; our office stands in 175th place。 Now;〃 
he said; 〃that's not bad; nothing to be ashamed of。〃 And it 
wasn't…it was a fairly good standing。 He then said; 〃My 
problem is; I know we are good enough to be in the top 100; 
and we're not。 Every year I go for it; but I never seem to make 
it。〃 At that moment I knew what the cause of Paul Hutsey's 
problem was。 I explained to him that he was letting the sales 
sheet dictate the image he was holding in his mind。 He saw 
himself as being number 175; and he was doing his utmost to 
move into the top 100。 He worked hard; he worked with his 
people and; as he explained previously; he had good people。 I 
showed Paul that it was imperative he see himself in the top 
100; regardless of what the sales sheet said。 In other words; 
he had to act as if he were already in the top 100。 He had to 
become mentally what he wanted to be on the physical plane。 


He also had to learn how to communicate this idea to his 
entire staff。 

Suddenly; I started to see the lights go on in Paul's mind。 
We talked for a while longer; and I explained as much as I 
could about the mind to him…how it worked and especially 
about the power of holding the proper image there。 Paul 
thanked me for the time I had given him and returned to 
Wichita; Kansas。 As his region moved out of the Hyatt House; 
another one moved in。 But about a day or so later; I received a 
long…distance call from Wichita; Kansas; and it was from Paul 
Hutsey。 He wanted to know where I would be holding seminars 
when the conferences were completed。 I told him I would be in 
southern Illinois for Prudential's mid…western home office。 He 
then asked if he could join me and travel with me for two or 
three days。 I explained to Paul that I had already made a deal 
with Charlie Beck to do our entire series of seminars for the 
whole of the southwestern home office; and one of the sites 
chosen was Paul's town…Wichita; Kansas。 

Nevertheless; since we weren't going to be there for at 
least six weeks; he explained that he wanted to join me 
immediately。 So; at his own expense; he flew some 600 miles 
to spend three days with me。 We went together from Lichfield; 
Illinois; to LaSalle; Illinois。 We spent hours talking as we were 
driving from one city to another; and he sat in the seminar 
and took copious notes; all day long。 In the evening we would 
spend more hours conversing。 

Finally; Paul returned to Wichita and started to apply 
these ideas。 Specifically; he started to work with the proper 
image and; as a result; the sales started to climb。 For some 
strange reason Paul's superiors saw fit to move him from 
Wichita; where he had been for a number of years; to 
Pittsburgh; Kansas; where the district office stood in 163rd 
position。 This certainly didn't seem like a very fitting reward 
for all the effort he had advanced on the Company's behalf。 
Still; Paul accepted the move as a challenge; and a mere six 
months later the district in Pittsburgh; Kansas; stood number 


11 in the entire Prudential Insurance Company! Each year; 
Prudential recognizes the top fifty…two districts; which is the 
top 10%; by awarding them a citation。 The Pittsburgh district 
had not had a citation in nine years。 But just a short six 
months after Paul Hutsey took over the helm; they were in the 
top 2%。 Just two years later; they missed the number one spot 
by a matter of a few percentage points。 Today; Paul Hutsey is 
Vice…President of Sales in Houston; Texas; for the 
southwestern territory。 Clearly; he is a man who learned well 
the awesome power of an image held in the mind。 If you were 
to talk to Paul Hutsey today; he would be quick to tell you that 
he will never let present results dictate the image that he holds 
in his mind。 Rather; he holds the image of what he wants and 
then acts as if he already has it。 

Paul Hutsey is; without question; one of the best 
examples you will ever find when it comes to the subject of 
〃building an image in the mind〃 and then executing it。 He has 
become a serious student of the mind; and I am happy to 
count him among my good friends。 

Understand this…you could be doing precisely what Paul 
Hutsey had been doing all those years。 So if you are; then 
make up your mind right now to do what I have suggested you 
start doing。 Start right where you are…build the image of what 
you want and then act as if you have already received it。 
Expressed somewhat differently; 〃Act like the person you want 
to become。〃 For as Goethe; the German philosopher; once 
wrote; 〃Before you can do something; you first must be 
something。〃 

As you finish this chapter; lay the book down and then 
become very relaxed。 Let creative energy fill your 
consciousness and then mould it into an image of yourself in a 
much more abundant state of life。 See yourself already in 
possession of what you previously only dreamed of。 Become 
extremely conscious of the truth that your entire being is not 
only filled with; but also is surrounded by; the original 
substance all images are made of。 So do not just keep reading 


page after page of the book without acting on the 〃suggestions〃 
which I have been giving you。 

In the introduction to this book; and then again in the 
first chapter; we emphasized the fact that; no amount of 
reading or memorizing will make you successful in life。 It is 
the understanding and application of wise thought which 
counts。 Understanding and application are the keys which will 
unlock the door to a truly abundant life。 

It would be very tempting for you to flip from one page or 
idea to the next; thinking; 〃I know this; I know that。〃 However; 
let me remind you; it makes no difference how accurately you 
can parrot back these concepts。 In fact; you might even be 
able to recite them verbatim。 Nevertheless; if you are not 
witnessing the results in your own life of the good you desire; 
you simply do not understand the power…and in fact the 
necessity…of acting on these ideas。 Therefore; make the time 
right now; this very minute; to build the image in your mind of 
yourself already in possession of prosperity。 Write a brief 
description of your image on a card; carry it in your pocket 
and read it every day; a number of times; until the image fills 
your consciousness。 

Begin your written statement with: 

I am so happy。 I now see myself with: 

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