THE HABIT OF DOING MORE THAN PAID FOR 587previous experience, I know that at the beginning working for you will be of
more value to me than it will be to you. Because of this I am willing to pay for the
privilege of working with you.
"You may charge any sum you consider fair, provided at the end of three
months that amount will become my salary. The sum I am to pay you can be
deducted from what you pay me when I start to earn money. "
Ayers quickly hired him, with pay, and Hill "was an instant success. He
came to the office early, stayed late, and worked tirelessly in between. He was
an excellent bookkeeper, fastidiously accurate and willing 'to go the extra mile
to render more service than compensated for'-an axiom that would one day
become one of his principles for success."The law of increasing returns is no invention of mine, nor do
I lay claim to the discovery of the principle of Doing More Than
Paid For as a means of utilizing this law. I merely appropriated them,
after many years of careful observation of those forces which enter
into the attainment of success, just as you will appropriate them after
you understand their significance.
You can begin this process now by trying an experiment that
will open your eyes and give you powers that you did not know you
possessed.
Let me caution you, however, not to attempt this experiment in
the same spirit in which a certain woman experimented with the
biblical passage that says something to the effect that if you have
faith the size of a grain of mustard, and say to yonder mountain be
removed to some other place, it will be removed.
This woman lived near a high mountain which she could see
from her front door. As she retired one night she commanded the
mountain to remove itself to some other place. Next morning she
jumped out of bed, rushed to the door, and looked out, but the
mountain was still there. Then she said. "Just as I had expected! I
knew it would be there:'