"You offer me no security. I am not in the habit of
lending money without it." His words and manner indicate that he has
listened to your plan without the slightest feeling of sympathy for your
purpose. His _emotions_ have not been stirred. He is turning you down
simply because his _mind_ is opposed to the form of investment you
propose for his money. It would be futile for you to make an _emotional_
appeal to this man, in the hope of getting rid of his _mental_
objection. He would be disagreeably impressed were you to attempt to
stir his heart. You cannot offer him the security he has in mind, but
you need not be balked for that reason. It is possible for you to make
an appeal to his mind only, and to suggest to him ideas of security that
he has not considered.
"Mr. J.P. Morgan," you might remind him, "when asked the basis upon
which he loaned money, replied, 'Character, principally.' I offer you
the security that Mr. Morgan considered most important. You know my
reputation is good. You perceive that my plan is sound, and that I have
thought it out thoroughly.
Pages:
388
389
390
391
392
393
394
395
396
397
398
399
400
401
402
403
404
405
406
407
408
409
410
411
412