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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 pliment 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'tit 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
bee mentally what he wanted to be on the physical plane。
He also had to learn how to municate 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 himhow 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
longdistance call from Wichita； Kansas； and it was from Paul
Hutsey。 He wanted to know where I would be holding seminars
when the conferences were pleted。 I told him I would be in
southern Illinois for Prudential's midwestern 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 townWichita； 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 pany'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 pany！ Each year；
Prudential recognizes the top fiftytwo 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
VicePresident 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 es to the subject of
〃building an image in the mind〃 and then executing it。 He has
bee a serious student of the mind； and I am happy to
count him among my good friends。
Understand thisyou 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 arebuild 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 bee。〃 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
bee 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。 Bee
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 powerand in fact the
necessityof 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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