The Impression of Increase

Whether you change your voca­tion or not, your actions for the present must be those per­tain­ing to the busi­ness in which you are now engaged.

You can get into the busi­ness you want by mak­ing con­struc­tive use of the busi­ness you are already estab­lished in — by doing your daily work in the cer­tain way.

And inso­far as your busi­ness con­sists in deal­ing with other peo­ple, whether per­son­ally or by let­ter, the key thought of all your efforts must be to con­vey to their minds the impres­sion of increase.

Increase is what all men and all women are seek­ing; it is the urge of the form­less intel­li­gence within them seek­ing fuller expression.

The desire for increase is inher­ent in all nature; it is the fun­da­men­tal impulse of the uni­verse. All human activ­i­ties are based on the desire for increase. Peo­ple are seek­ing more food, more clothes, bet­ter shel­ter, more lux­ury, more beauty, more knowl­edge, more plea­sure — increase in some­thing, more life.

Every liv­ing thing is under this neces­sity for con­tin­u­ous advance­ment; where increase of life ceases, dis­so­lu­tion and death set in at once.

Man instinc­tively knows this, and there­fore he is for­ever seek­ing more. This law of per­pet­ual increase is set forth by Jesus in the para­ble of the tal­ents: Only those who gain more retain any; from him who has not shall be taken away even that which he has.

The nor­mal desire for increased wealth is not an evil or a rep­re­hen­si­ble thing. It is sim­ply the desire for more abun­dant life. It is aspiration.

And because it is the deep­est instinct of their natures, all men and women are attracted to those who can give them more of the means of life.

In fol­low­ing the cer­tain way as described in the fore­go­ing pages, you are get­ting con­tin­u­ous increase for your­self, and you are giv­ing it to all with whom you deal.

You are a cre­ative cen­ter from which increase is given off to all.

Be sure of this, and con­vey assur­ance of the fact to every man, woman, and child with whom you come in con­tact. No mat­ter how small the trans­ac­tion, even if it be only the sell­ing of a stick of candy to a lit­tle child, put into it the thought of increase, and make sure that the cus­tomer is impressed with the thought.

Con­vey the impres­sion of advance­ment with every­thing you do, so that all peo­ple shall receive the impres­sion that you are an “advanc­ing per­son­al­ity,” and that you advance all who deal with you. Even to the peo­ple whom you meet in a social way — with­out any thought of busi­ness and to whom you do not try to sell any­thing — give the thought of increase.

You can con­vey this impres­sion by hold­ing the unshak­able faith that you, your­self, are in the way of increase and by let­ting this faith inspire, fill, and per­me­ate every action.

Do every­thing that you do in the firm con­vic­tion that you are an advanc­ing per­son­al­ity and that you are giv­ing advance­ment to everybody.

Feel that you are get­ting rich, and that in so doing you are mak­ing oth­ers rich and con­fer­ring ben­e­fits on all.

Do not boast or brag of your suc­cess or talk about it unnec­es­sar­ily; true faith is never boastful.

Wher­ever you find a boast­ful per­son, you find one who is secretly doubt­ful and afraid. Sim­ply feel the faith, and let it work out in every trans­ac­tion. Let every act and tone and look express the quiet assur­ance that you are get­ting rich — that you are already rich. Words will not be nec­es­sary to com­mu­ni­cate this feel­ing to oth­ers. They will feel the sense of increase when in your pres­ence, and will be attracted to you again.

You must so impress oth­ers that they will feel that in asso­ci­at­ing with you they will get increase for them­selves. See that you give them a use value greater than the cash value you are tak­ing from them.

Take an hon­est pride in doing this and let every­body know it, and you will have no lack of cus­tomers. Peo­ple will go where they are given increase, and the supreme, which desires increase in all and which knows all, will move toward you men and women who have never heard of you. Your busi­ness will increase rapidly, and you will be sur­prised at the unex­pected ben­e­fits which will come to you. You will be able from day to day to make larger com­bi­na­tions, secure greater advan­tages, and to go on into a more con­ge­nial voca­tion if you desire to do so.

But doing thing all this, you must never lose sight of your vision of what you want or your faith and pur­pose to get what you want.

Let me here give you another word of cau­tion in regard to motives: Beware of the insid­i­ous temp­ta­tion to seek for power over other people.

Noth­ing is so pleas­ant to the unformed or par­tially devel­oped mind as the exer­cise of power or domin­ion over oth­ers. The desire to rule for self­ish grat­i­fi­ca­tion has been the curse of the world. For count­less ages kings and lords have drenched the earth with blood in their bat­tles to extend their do-​​minions — not to seek more life for all, but to get more power for themselves.

Today, the main motive in the busi­ness and indus­trial world is the same: Men mar­shal their armies of dol­lars and lay waste the lives and hearts of mil­lions in the same mad scram­ble for power over oth­ers. Com­mer­cial kings, like polit­i­cal kings, are inspired by the lust for power.

Look out for the temp­ta­tion to seek for author­ity, to become a “mas­ter,” to be con­sid­ered as one who is above the com­mon herd, to impress oth­ers by lav­ish dis­play, and so on.

The mind that seeks for mas­tery over oth­ers is the com­pet­i­tive mind, and the com­pet­i­tive mind is not the cre­ative one. In order to mas­ter your envi­ron­ment and your des­tiny, it is not at all nec­es­sary that you should rule over your fel­low men, and, indeed, when you fall into the world’s strug­gle for the high places, you begin to be con­quered by fate and envi­ron­ment and your get­ting rich becomes a mat­ter of chance and speculation.

Beware of the com­pet­i­tive mind! No bet­ter state­ment of the prin­ci­ple of cre­ative action can be for­mu­lated than the favorite dec­la­ra­tion of the late “Golden Rule” Jones of Toledo: “What I want for myself, I want for everybody.”

About the Author

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