you vision
imaginary situations of the future and fit into them the facts you know
now or may be able to learn.

However, you cannot develop maximum skill in gaining your chances if you
are unable to learn anything except through personal experience.
Personal experience is valuable, no doubt. But you must develop the
ability to _think out the significance of other men's experiences_, and
must be capable of _applying what you learn to your own imaginary use_.

The big view-point, the ability to learn from observation as well as
from experience, will develop in you broad and varied conceptions of
other men. It will make you tolerant of characteristics that differ
widely from your own. You will respect the view-point of the other
fellow, and will recognize that he may be perfectly fair in his attitude
and opinions, however widely he may differ from your ideas. Your big
mental outlook should make you feel friendly toward him as your
prospect, and you can make the approach of _courage that is friendly_.

[Sidenote: The Sentry And the Password]

Perhaps you will meet opposition to your entrance when you come to gain
your chance. It is likely that some sentry in the outer office of your
prospect, or the sentry of his own mind when you reach his presence, may
halt you at the portal of opportunity with the challenge, "Who goes
there?"

Your answer should be spoken confidently, "A friend."

The test will then be made by the sentry, "Advance, friend, and give the
countersign."

_The secret pass-word to Opportunity is, "Service."_

Prove you know the countersign, speak it with courage, and you will find
yourself no longer an object of suspicion, no longer regarded as a
possible enemy.

_You have nothing to fear if you plan to approach your prospect as a
true friend who has come with a carefully thought out, intelligent offer
of service that he lacks._

CHAPTER VII

_Knowledge of Other Men_

[Sidenote: Unlocking The Other Man's Heart And Mind]

We have seen how you can make certain of _gaining_ your introductory
chance. Now we are to consider the first step in the _most effective
use_ of this opportunity to begin building your own success.

Let us say that you have chosen a particular man as the sort of employer
with whom you want to work. Your prospecting has convinced you that in
his business you have found the right market for your present services
and a promising field for the future big success you are