In the last chapter I (The Mental-Dynamo) spoke of the effect of mental atmospheres with which people surround themselves. You will notice that in my discussion of that part of the subject I spoke only of the general influence exerted upon others, and not of the direct personal influence exerted by one man upon another in personal intercourse. Let us now consider the channels of direct personal influence.

As I have told you elsewhere, every time two people meet there ensues a silent mental conflict, or struggle for supremacy, from which one or the other emerges a victor, and which victory is fully recognized by both of the parties to the proceeding. This mental struggle is usually the combat between the general mental powers of the two, without regard to special mental states induced at the time. But the man who is skilled in the art of dynamic mentation goes further than this, for he recognizes that he may concentrate his mentative energy into definite shape and form, and focus the force of his mental imagery direct upon the other person, with such force and power that the second person will feel the dynamic strength exerted.

This direct personal influence operates along the lines of both Desire-Force and Will-Power of course. I have explained elsewhere how the Will-Power may he used to awaken desire in another; and how it may also capture the will of the second person. I have also explained how Desire-Force induces a similar desire in the second person; and also how it is often used to captivate the will of the other person. It is not neeessary for me to repeat these things - you are supposed to be fully acquainted with them, from your study of this book. And so I shall proceed to a consideration of the channels of expression of personal influence, and the methods usually employed by those using it.

The Instruments Of Expression

These channels of influence may be classified as follows:

1. Suggestive channels, consisting of (a) the suggestive manner, and (b) the suggestive tone, and (c) the suggestive word;

2. The instrument of the eye;

3. The instrument of the touch; and all of these three forms are, of course, merely the channels or instruments by which, and through which, the Mind-Power expresses itself - the channel through which pours the mentative energy. Let us consider them in the above order.

In the chapters on "Mental Suggestion," you will find stated the active principles of that phase of the subject, with which you should thoroughly familiarize yourself. You will see there that suggestion is the outward symbol of the inward mental state, and that it is the inner state that gives vitality to the suggestion. Get this idea fixed firmly in your mind, and always think of the force behind the suggestion. I have explained to you, also, that when one receives a suggestion through a physical agent, there is induced in him the mental state corresponding to the one originating that physical suggestion. For example, if you feel yourself filled with confidence, energy and fearlessness, your outward appearance will reflect that inner state, and the outer appearance will become a suggestion to others. These others will instinctively feel that your inner state is as I have stated. And, this being so, a physical suggestion made stronger than usual will produce a deeper impression on others than would any ordinary suggestion.

In view of the above, you will see why it is that those familiar with the subject deem it important to cultivate the suggestive channel instruments. Beginning with (a) the suggestive manner, you will see why it is that we are impressed with the manner of a man who manifests energy, self-confidence, and power in every motion. And also, why we have con-fidence in a man whose manner indicates that he is a person used to being trusted by others - accustomed to having confidence reposed in him. And so I might mention hundreds of examples tending to show that if a man's manner conveys the impression that he is used to being treated in a certain way, and that he is accustomed to acting in a certain way, we are very apt to accept the suggestion of manner, and fall into line with the rest of people. And if the man happens to be a good actor, we may be imposed upon and fooled by his suggestive manner.

Not only does this law hold good in the case of the manner and appearance of success, strength, confidence, etc., but it also operates along the lines of the appearance and manner of failure, weakness, and distrust. Do you not know of cases wherein you have felt that certain persons were not worthy of confidence; or were not to be depended upon where strength of character was required; or were not likely to succeed? Of course you have, and you acted upon the suggestion, too.

In illustrating this point, I have frequently used the illustration of the two dogs, the one carrying himself in a manner betokening self-respect and an ability to prevent and resent undue liberties, and the other carrying his tail between his legs, in a manner and appearance indicating that he expected to be kicked and cuffed. The first dog is almost invariably treated with respect, even by the most mischievous youngsters; while the second one almost always invites to himself the kicks, tin cans and brick bats of the young hoodlums of the neighborhood. And this illustration is as true in the case of people as in the case of dogs. Better take the hint!

But, you may say, how is one to acquire the proper suggestive manner? My answer is that there is but one sure way, and that is to begin to think out the part; visualize it; and act it out. In other words, if you wish to convey a suggestive manner of confidence, you must begin to think "Confidence" from morning until night And you must also begin to visualize "Confidence" when you have the chance to do so - that is, you must make a mental picture of yourself as manifesting Confidence. And you must also begin to act out the part.