associating yourself with him you will have the
best opportunities to achieve your ambition. You are now standing in his
presence. You need to size up his true character quickly in order that
you may be sure of presenting your capabilities in the particular way
that is likely to be most effective with him. You wish to impress this
one man with right ideas of your qualities and their value. You want him
to perceive that he lacks and requires just such services as you purpose
to offer for sale. You realize it is unsafe for you to jump at
conclusions about his characteristics. You pause briefly to size him up
before presenting your proposition, rather than to proceed blindly in
ignorance of his habits of thought, and with no clue to what he happens
to be thinking at the time you call. You must know all it is possible to
find out on the spot regarding him.

[Sidenote: What Has He Done with His Birthright?]

You cannot be certain of his characteristics if you judge him solely by
what Nature forced on him. But you can be absolutely sure if you size
him up by observing _what he has done with his birthright_, and if you
are then able to _interpret_ correctly what you _perceive_. Your
prospect has had nothing to do with the shape and size of his head. His
fair or dark complexion is inherited. He is utterly unable to control
the color of his hair or eyes. His _muscle structure_, however, is a
_development_ that he has accomplished himself. If he has a firm jaw,
the jaw _muscles_, not the jaw _bone_, signify the characteristics of a
firm mentality. _Judge the physical man he has made by his habits of
living under the government of his mind._ Disregard such physical
details of his appearance as he cannot help. The _made_ man is the true
image of the ego. It is this _ego_ of your prospective employer you need
to know, for your chance to succeed in your purpose with him depends on
the _inner_ man you must convince and persuade. Therefore restrict your
size-up to the discriminative observation of the _muscle signs of his
mind habits and mind actions_.

[Sidenote: Recall Burbank Method]

Recall now, or re-read the second chapter of this book. There you
studied the principles of restrictive-discriminative growth--the Burbank
method of developing selected qualities of manhood. That chapter related
to your cultivation of particular characteristics within _yourself_. The
same principles will guide you with equal certainty in acquiring