The Impression Of Increase

In so far as your business consists in dealing with other people—whether directly, by telephone, or by letter—the key thought of all your efforts must be to convey to their mind the impression of increase.

Increase is what all men and all women are seeking. It is the urge of the formless intelligence within them to find 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—more life. Every living thing is under that necessity for continuous advancement. Where increase of life ceases, dissolution and death set in at once.

People instinctively know this, and hence they are 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 hath not shall be taken away even that which he hath."

The normal desire for increased wealth is not an evil or a reprehensible thing. It is simply the desire for a more abundant life. And, because it is the deepest instinct of their natures, all men and women are attracted to an individual who can give them more of the means of life.


Wallace D. Wattles
From The Science of Getting Rich