born_rich-第12章
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where I grew up。 My family and friends all lived there； so
naturally the idea appealed to me。 But I asked Charlie how
long I could have on the program and he said； 〃about an
hour。〃 I think it is worth mentioning； at this point； that I have
not as yet learned to teach anyone much in an hour； and I told
him so。 I explained that if he would give me two mornings on
the program…with each region…I would be glad to come and do
the job for him。 I wanted two and one…half hours each
morning。
Charlie's southern accent was interrupted by a real deep
belly laugh as he explained that they had never done anything
like that； in the 100 year history of the company。 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 vice…presidents in his company
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 special…and if they chose to use
it…they 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 self…image 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 coffee…shop for
breakfast。
I can remember our meeting as if it were yesterday。 The
two of us sat down； just inside the door of the coffee…shop 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 well…respected by the
executive staff of this company。 No sooner had he uttered
those words than Charlie Beck and Dick Merrill； the Senior
Vice…President 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 compliment 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't…it 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
become mentally what he wanted to be on the physical plane。
He also had to learn how to communicate 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 him…how 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
long…distance call from Wichita； Kansas； and it was from Paul
Hutsey。 He wanted to know where I would be holding seminars
when the conferences were completed。 I told him I would be in
southern Illinois for Prudential's mid…western 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 town…Wichita； 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 Company'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 Company！ Each year；
Prudential recognizes the top fifty…two 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
Vice…President 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 comes to the subject of
〃building an image in the mind〃 and then executing it。 He has
become a serious student of the mind； and I am happy to
count him among my good friends。
Understand this…you could be doing precisely what Paul
Hutsey had been doing all those years。 So i
