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 already in
possession of what you previously only dreamed of。 Bee
extremely conscious of the truth that your entire being is not
only filled with； but also is surrounded by； the original
substance all images are made of。 So do not just keep reading
page after page of the book without acting on the 〃suggestions〃
which I have been giving you。
In the introduction to this book； and then again in the
first chapter； we emphasized the fact that； no amount of
reading or memorizing will make you successful in life。 It is
the understanding and application of wise thought which
counts。 Understanding and application are the keys which will
unlock the door to a truly abundant life。
It would be very tempting for you to flip from one page or
idea to the next； thinking； 〃I know this； I know that。〃 However；
let me remind you； it makes no difference how accurately you
can parrot back these concepts。 In fact； you might even be
able to recite them verbatim。 Nevertheless； if you are not
witnessing the results in your own life of the good you desire；
you simply do not understand the powerand in fact the
necessityof acting on these ideas。 Therefore； make the time
right now； this very minute； to build the image in your mind of
yourself already in possession of prosperity。 Write a brief
description of your image on a card； carry it in your pocket
and read it every day； a number of times； until the image fills
your consciousness。
Begin your written statement with：
I am so happy。 I now see myself with：
___________________________________________________
___________________________________________________
___________________________________________________
___________________________________________________
___________________________________________________
___________________________________________________
___________________________________________________
___________________________________________________
___________________________________________________
___________________________________________________
___________________________________________________
___________________________________________________
___________________________________________________
___________________________________________________
___________________________________________________
___________________________________________________
___________________________________________________
___________________________________________________
___________________________________________________
___________________________________________________
Be good to yourself。 Treat yourself to the very best life
has to offer。 Remember； quality is not expensive； it's priceless！
Let Go and Let God
〃Something wonderful is happening。〃
John Kanary
The Personal Coach
How many times have you been faced with what
appeared to be an insurmountable problem and you silently
wished you could 〃turn it over〃 to somebody else for a
solution。 Or ha