ying things, accomplishing practical things, worth-while things. We
shall never forget the intensity with which one of the most practical
persons in our acquaintance says over and over again: "I like to see
things _done_" If your practical person is also of the financial type, he
likes to think of himself as doing things which will result in profit.
There is scarcely any proposition of any kind you may ever wish to present
to a practical financial person which cannot be presented in such a way as
to make that person think of himself as getting something done both
practical and profitable. If you can make him think of himself in this
way, you will have aroused his interest.

INTERESTS OF THE VAIN

Vain men and women, who live upon the praises, applause and approval of
others, like to think of themselves as being admired, courted, favored,
appreciated, and even flattered. Such a person once said to us: "I cannot
live without flattery. I want people to say nice things about me. I do not
care whether they mean them or not, if only they will say them to my
face." To interest such a person in himself is really a work of
supererogation--because he thinks of nothing else, and usually can talk of
nothing else. All you have to do to arouse his interest is to show him the
connection between his vanity and the proposition you have to offer, and
then heartily join in the applause.

GENERAL APPLICATIONS

In a similar way, the doting mother thinks about herself in connection
with her children. Make the devoted husband and father think about himself
in connection with his family. Make the social, friendly person think
about himself in connection with his acquaintances and friends. Make the
detail worker think of himself in connection with little intimate details.
Make the generalist think of himself in connection with large movements.

The interest a person may feel is not always concerned with that which is
immediately and directly connected with himself. Just at present, for
example, we are all more or less interested in the war in Europe. We read
about it. We discuss and argue about it. We follow its moves of armies and
diplomacies. In one sense this interest is impersonal. Yet,
psychologically, our interest depends entirely upon our own connection
with the results. Through our sympathies we place ourselves either with
"the oppressed Belgian people whose homes have been ravished" or with "the
great German nation fighting for its