Law Of Attraction

It takes him the second step of the psychological journey that leads straight toward compliance with the request that is carefully clothed and covered up in the third paragraph of the letter, but you will notice that the third paragraph begins by paying the reader a nice little compliment that was not designed to make him angry.

"Therefore, if you will write me of your views as to the most essential points to be borne in mind by those who are offering personal services for sale," etc., Study the wording of this sentence, together with the setting in which it has been placed, and you will observe that it hardly appears to be a request at all, and certainly there is nothing about it to suggest that the writer of the letter is requesting a favor for his personal benefit.

At most, it can be construed merely as a request for a favor for others. Now study the closing paragraph and notice how tactfully concealed is the suggestion that if the reader should refuse the request he is placing himself in the awkward position of one who does not care enough about those who are less fortunate than himself to spend a two cent stamp and a few minutes of time for their benefit.

From start to finish the letter conveys its strongest impressions by mere suggestion, yet this suggestion is so carefully covered that it is not obvious except upon careful analysis of the entire letter. The whole construction of the letter is such that if the reader lays it aside without complying with the request it makes he will have to reckon with his own conscience!

This effect is intensified by the last sentence of the last paragraph and especially by the last thirteen words of that sentence, "who will read your message, believe in it, and be guided by it."

This letter brings the reader up with a bang and turns his own conscience into an ally of the writer; it corners him, just as a hunter might corner a rabbit by driving it into a carefully prepared net.