Thoughts to Build On

person clearly does), you disregard his warning at great
cost because you insure the inevitability of losing his
friendship and the probability of incurring his enmity. It is
incredible that we would disregard this infallible warning
and ever do, say or write anything which would, even by
implication, depreciate any of the three vital desires (and
needs) which are at the sensitive center of every other
individual's personality.
Yet, we do this constantly-and we will never
know the cumulative cost to our own interests, desires
and objectives, of our usually thoughtless disregard of
this warning. I can only assure you that your loss is so
great as to be incalculable when you disregard the warning
clearly stated on the big, invisible signs which everybody
always wears across his chest, warning:
"I want to be IMPORTANT."
tel want to be ADMIRED."
tel want to be APPRECIATED."
Be sure to visualize those signs every time you
come face to face with every person-or write or phone
him. They are the necessary basis for your dealings with
all people... at all times... in all matters... under
all circumstancesl They are the very essence of success,
itself I
And so, in addition to being warning signs
which warn you where not to trespass, they are direction
signs which clearly point the way in all your relations
with others.
The sure path to success is to give others what
they want or help them get it.