[Sidenote:  No One To Fear]

Really, if you have planned just how to approach each prospect with a true service purpose, there is no one in the world you need to fear.  Lack of courage is usually due to lack of preparation for what might be anticipated.  Sometimes a man is fearful of another because of his own consciousness that he has come to that other man principally for the purpose of taking something away from him.  This consciousness causes a guilty feeling, which undermines courage.  If through imaginative planning you know in advance about what to expect, and if you feel your intentions toward your prospect are absolutely square, you will not be afraid to seek your chance anywhere.  Your courage will not ooze.

[Sidenote:  “Right is Might”]

True courage is based on a permanent consciousness of right feeling and thinking, coupled with the sense of power that is expressed in the maxim, “Right is might.”  Such courage can be developed by the discriminative-restrictive process with absolute certainty, as is explained in the companion book, “The Selling Process.”

[Sidenote:  Big Mental Outlook]

Our study of plans of approach would be incomplete without emphasizing the prime necessity for a big mental outlook.  To assure your success in gaining the chances you want it is necessary that you vision imaginary situations of the future and fit into them the facts you know now or may be able to learn.

However, you cannot develop maximum skill in gaining your chances if you are unable to learn anything except through personal experience.  Personal experience is valuable, no doubt.  But you must develop the ability to think out the significance of other men’s experiences, and must be capable of applying what you learn to your own imaginary use.

The big view-point, the ability to learn from observation as well as from experience, will develop in you broad and varied conceptions of other men.  It will make you tolerant of characteristics that differ widely from your own.  You will respect the view-point of the other fellow, and will recognize that he may be perfectly fair in his attitude and opinions, however widely he may differ from your ideas.  Your big mental outlook should make you feel friendly toward him as your prospect, and you can make the approach of courage that is friendly.

[Sidenote:  The Sentry And the Password]

Perhaps you will meet opposition to your entrance when you come to gain your chance.  It is likely that some sentry in the outer office of your prospect, or the sentry of his own mind when you reach his presence, may halt you at the portal of opportunity with the challenge, “Who goes there?”

Your answer should be spoken confidently, “A friend.”

The test will then be made by the sentry, “Advance, friend, and give the countersign.”

The secret pass-word to Opportunity is, “Service."