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.
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