The Elbert County tribune., 1908-02-13

Practical Tests.
Out OF the hundreds of cases in my
own experience l will cite one involv-
ing the application of the first six
principles as herein given-six of the
psychological keys-the seventh and
eighth it will be seen could not be
included in this particular case.
| give, with this illustration, the
mode of procedure. showing how each
key or number in the combination
was used.
Collecting Money.
In one of the suburbs OF Chicago,
college president was indebted to
me 100000 for services rendered. /
did not present my account until some
weeks after finishing my course of
instruction. l was then given a letter
to one of the college trustees-the
president of a bank on Dearborn
street
When | handed him the letter he
said: The college is short of funds,
but they have a half million dollars
due them in a few months. | have
paid a number of bills for them, but
l have just made up my mind to pay
no more as l think the creditors
should bide their time; besides, Mr..
Warman, there are many claims prior
to yours that should, by rights. be paid
first If l paid any. Therefore, can
not, or, rather. 1 will not pay any
more of the accounts"
No one VINO reads this will ever
have harder proposition upon which
TO try these six principles. The man
was no weakling. He was of unusual
physical strength with mentality in
proportion; therefore, when he said
be had made up his mind" l knew
he had made up a great deal. Also,
when he said he could not" and
would not" l knew that no amount
of "compulsion" could move him, and
any argument l might offer would be
of no avail. l said but little, merely
expressing my disappointment in hav-
ing to wait so long, but not holding
the thought for moment that 1 wouln
wait at all. | realized that 1t was the
psychological moment
| then began with confidence" ()
that would succeed, and immediate
ly concentrated" (2) my forces in
that direction. yet remaining perfectly
passive" (3) to note any change of
heart that he might experience. AS
had allowed him to unload" (4) i now
became positive" (5) to his negative
condition. / did not stare at him as
If to compel him but stood as if in
doubt (but with no doubt in mel and
'impelled" (6) him to compromise.
said nothing but thought very intently
for him dmpulsion).
This is the thought | held on him,
over him, for him: We'll, you come
in at one o'clock" (That little word
well" is a great compromiser). All
of this probably occurred in the space
of a minute, but it seemed many of
them to me. Finally looked up and
said well" q thought the rest of the
sentence for him, but spoke not a
world. Instantly he took the cue from
the spoken word and voiced my un-
expressed thought, saying-"Well, you
come in at one o'clock"
Mark you, he had not committed
himself, had not promised payment
Again l commanded passivity on my
part as | thanked him and bade him
good morning. l did SO because
wanted to get his mental attitude and
catch any stray thought. l caught it.
1t came to me at once that he was a
''stickler" on time. He had said "one
o'clock" With him, one o'clock meant
one o'clock, not five minutes after.
That would let him out.
When in the vestibule of the bank
l set my watch with the bank clock.
l went to my office and related my ex-
perience to my publisher. He smiled.
He was a doubling Thomas" He
said: Yes, that's very good, but"
l shut him off by saying-"but" moth
ing. He then said-"Yes, yes, that's
all right, if" I again shut him
off with-'if' nothing; you cannot load
me up with any of your doubts. l am
going down there at one o'clock and
get that money. (The reader will
please recall what said, in a previous
article, about butts and "ifs.'O
On the way to the bank l held this
thought-on and for the banker
We'll, I've decided TO pay you"
held it so hard, so tenaciously and
tration" and so exclusively OF all other
thoughts that had l spoken to any one
on the way | fear l would have given
utterance to my one and only thought
well, I've decided to pay you"
arrived at the bank few minutes
early of the appointed time, but waited
in the vestibule. AT precisely one
O'Clock / presented myself at his desk
He looked up at the clock (thus con-
firming my impression of the morn
ing) and, as he did so, said: Il see
you're on time to the minute"
was almost afraid to speak lest
l might lost my grip on the thought
| was holding on and for him; but