The successful business man - Driving a bargain - Executive ability - Controlling employes - Soliciting insurance - Canvassing - Auctioneering - The air of prosperity - Diplomacy - Social popularity - Entertainers - A brilliant hostess - Aristocracy - Influence of money and titles - Assuming! wealth - Consciousness of incapacity - Mental superiority - Compelling recognition - Losing his grip - In the swim.

The successful business man gains his success by his powers to influence others, and he is recognized as an "influential" citizen by all who know him. After he has proven himself to be successful, he exerts a still greater influence upon others, and in that manner he exemplifies the old saying that "nothing succeeds like success."

If we should analyze the characteristics of men who have accumulated wealth, we would realize that they are such characteristics as are enumerated as the qualifications of a hypnotist, namely: Self-confidence, determination to succeed, exercise of will power, fearlessness, concentration of thought, quick perceptive powers, self-possession. Having these powers, the successful business man, whether consciously or unconsciously, exerts hypnotic influence over those with whom he has business dealings.

Driving A Bargain

It is not everyone who can drive a good bargain, but those who can do so must be able to exercise the power of mentally compelling others to yield to them. A good salesman studies how to influence his customers and to lead their minds to entertain his thoughts and act upon his suggestions. Very frequently we see men of small ability driving shrewd bargains with men of intellect by methods that exert a species of hypnotic influence. They will repeat over and over again, in a loud and tiresome voice, the good qualities of their wares, and by looks and gestures rivet attention upon themselves, and finally succeed in securing a high price for a poor article from a customer who will acknowledge afterward that he was "completely taken in."

Executive Ability

Some men find it impossible to control others and make complete failure in any attempt to superintend or oversee subordinates. Other men possess to a remarkable degree the power of controlling employes and are capable of directing great undertakings with simplicity and exactness. Such men are said to possess "executive ability," which is simply another term for a form of hypnotic power.

Soliciting Insurance

There is probably no better field in business for the display of hypnotic power than is afforded to the solicitor of insurance.

His subject, when adroitly handled, gives excellent opportunity for guiding the thoughts of his clients and for mentally compelling them to sign applications. The same may be said of canvassing. Let those who are engaged in those occupations study carefully the science of hypnotism, and they will be able to greatly increase their business success.

Auctioneering

Those who are engaged in the business of auctioneering readily comprehend the importance of mental influence. They quickly learn to recognize their ability to guide the thoughts and actions of others. Study the methods of successful auctioneers and you will realize that they are similar to the methods of controlling the actions of others through hypnotism. Even the rapid repetitions in crying out the prices offered are analagous to the monotonous tones of the hypnotist. Attention is first riveted upon the article offered for sale, and, when bidding is once started, the expert auctioneer, by suggestion and mental influence and will power, is enabled to largely control the sale successfully.

The Air Of Prosperity

The fact that our mental conditions exert a decided influence upon others is well illustrated in many of the ordinary transactions of life. It is true that the quality of the clothes worn and the words employed in conversation usually have their effect upon others, but a more powreful influence is exerted by mental impulses. A man in shabby clothing may carry about with him an air of prosperity that will secure the confidence of everyone in his ability and financial integrity, while another man, dressed in faultless attire, may display an air of poverty that will inspire only distrust.

Success can never come to the man who continually employs a "hang-dog" manner in all that he says and does. The man who is "dead broke" and broods over the fact will have great difficulty in securing a loan of a dollar from his best friends, while the man who is simply "short on cash" and yet puts on a bold front and carries an air of prosperity or even of self-confidence, usually finds no difficulty in borrowing large sums of money from friends and strangers. But when a man is free from debt and ordinarily prosperous, then is the time to display the air of prosperity that exerts such an influence in financial matters. Learn to control your mental emotions, smother dejecting thoughts, and force yourself to manifest at all times that spirit, which is best calculated to win the confidence of others.

Diplomacy . - A diplomat is one who can exert a powerful mental influence upon others. In order to succeed in diplomacy, all 'the qualifications of a hypnotist must be studied and practiced. These are given in Chapter II (Qualifications Of A Hypnotist). Personal magnetism has always been an important factor in private and in state negotiations, and he who can exert the greatest hypnotic influence over the others interested in a transaction is likely to prove the most successful.

Social Popularity

In society personal magnetism always brings popularity. Some persons possess a peculiar mental influence that demands homage from all. In college some one student will be picked out from the rest by his classmates and given a sort of hero worship. As a rule, he is no better student than the rest, and if his character and deeds should be analyzed, nothing remarkable would be found to call for any special recognition, yet he is "the most popular man in college." He possesses that indescribable personal magnetism that is so essential to social success. The student of hypnotism, if he should desire to do so, can cultivate those characteristics and manners that are indispensable to popularity.