ve in impressing him with the idea that it is worth more pay.

Then you can take each part or function of your job and show it as a
_whole_ opportunity. For instance, if you are a correspondent, you might
demonstrate just how letters of different length could be spaced on the
stationery to develop a uniformly artistic impression that would help to
get more business by mail.

All your imaginative powers can be made to work _together_ to accomplish
the one certain result you desire. "Constructive imagination is always
characterized by a definite purpose, which never is lost sight of until
the image is complete."

[Sidenote: Friendly Courage]

Thousands of men have failed, after getting right up to the door of
opportunity, because they had to turn away in order to screw up their
_courage_. No one can hope to succeed if he lacks _the quality of
bravery necessary to gain chances_.

True bravery is not cockiness or swaggering. It is simply a _kindly
self-confidence_ that makes no impression of a threat to others, and
gives no suggestion that the man who has it feels there is the slightest
reason for being afraid of anybody else.

[Sidenote: No One To Fear]

Really, if you have planned just how to approach each prospect with a
true service purpose, there is no one in the world you need to fear.
Lack of courage is usually due to lack of preparation for what might be
anticipated. Sometimes a man is fearful of another because of his own
consciousness that he has come to that other man principally for the
purpose of _taking something away from him_. This consciousness causes a
guilty feeling, which undermines courage. If through imaginative
planning you know in advance about what to expect, and if you feel your
intentions toward your prospect are absolutely square, you will not be
afraid to seek your chance anywhere. Your courage will not ooze.

[Sidenote: "Right is Might"]

True courage is based on a _permanent consciousness of right feeling and
thinking, coupled with the sense of power_ that is expressed in the
maxim, "Right is might." Such courage can be developed by the
discriminative-restrictive process with absolute certainty, as is
explained in the companion book, "The Selling Process."

[Sidenote: Big Mental Outlook]

Our study of plans of approach would be incomplete without emphasizing
the prime necessity for a _big mental outlook_. To assure your success
in gaining the chances you want it is necessary that