Born Rich-富贵门(英文版)-第12章

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belly　laugh　as　he　explained　that　they　had　never　done　anything　
like　that；　in　the　100　year　history　of　the　pany。　All　of　their　
executives　had　to　take　part　in　the　program　and　so　they　never　
gave　anyone　that　much　time。　However；　I　stood　firm。　I　gave　him　
the　name　of　a　couple　of　other　vicepresidents　in　his　pany　
whom　I　had　worked　for　and　I　suggested　that　he　call　them；　to　
find　out　if　my　idea　had　any　merit。　But　as　I　hung　up　the　phone；　
I　did　so　rather　reluctantly　because　I　really　wanted　the　job。　I　
must　admit　that　I　was　somewhat　surprised；　therefore；　when　
one　of　Charlie's　aides　phoned　me　back　to　say　they　were　〃going　
for　it。〃　He　also　told　me　he　didn't　know　how　I　had　talked　Charlie　
into　doing　it；　but　I　was　given　two　mornings　on　the　program。　I　
made　up　my　mind　right　on　the　spot　that　I　was　going　to　leave　
these　people　with　something　specialand　if　they　chose　to　use　
itthey　could　literally　change　their　lives　overnight。　（Not　to　
mention　what　it　would　do　for　their　sales　records。）　I　was　going　
to　speak　on　the　power　of　an　image　or；　to　be　more　specific；　the　
power　of　a　selfimage　and　the　benefits　of　holding　a　positive　
one。　

At　the　conclusion　of　the　program　for　one　of　the　regions；　a　
gentleman　came　up　to　me　and　said　it　was　imperative　he　talk　to　
me。　He　said　he　had　a　problem；　and　he　felt　I　had　the　answer　to　
the　problem；　because　he　was　impressed　with　the　ideas　I　had　
explained　during　the　seminar　presentations。　There　were　
approximately　200　people　in　each　one　of　these　conventions　
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　coffeeshop　for　
breakfast。　

I　can　remember　our　meeting　as　if　it　were　yesterday。　The　
two　of　us　sat　down；　just　inside　the　door　of　the　coffeeshop　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　wellrespected　by　the　
executive　staff　of　this　pany。　No　sooner　had　he　uttered　
those　words　than　Charlie　Beck　and　Dick　Merrill；　the　Senior　
VicePresident　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　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　alr