Some treasures of intelligence are timeless, and many extraordinary books from the distant past have lessons for us today. The words of authors about whom we know little, those relatively obscure writers, can be as wise as those of the famous. The writing career of James Allen, best known for his book As a Man Thinketh (free download at the link), lasted only nine years,but he was able to pen 19 books in that period. Allen died in 1912 and the year before wrote Eight Pillars of Prosperity, a charming and sage book about eight moral virtues. As I read the book each time (my copy is dog-eared), I realize all the areas of human endeavor to which the eight pillars pertain -- if one is to be successful. The pillars certainly are a toolkit for client development, both for gaining new clients and keeping current client's content, delighted or even elated.
The first pillar is ENERGY. Read an excerpt of what Allen wrote back in 1911.
Energy is the working power in all achievement. Inert coal it converts to fire, and water it transmutes into steam; it vivifies and intensifies the commonest talent until it approaches to genius, and when it touches the mind of a dullard, it turns into a living fire that which before was sleeping in inertia.
Do any of you feel that you lack skills in attracting or relating to clients? Focus on your energy as the first step and you will begin the walk down the same path walked by rainmaker geniuses.
Energy is a moral virtue, its opposing vice being laziness. As a virtue, it can be cultivated, and the lazy man can become energetic by forcibly arousing himself to exertion. Compared with the energetic man, the lazy man is not half alive. Even while the latter is talking about the difficulty of doing a thing, the former is doing it.
How alive are you? Are you talking, planning, dreaming, dreading -- or doing?
Allen divides each of the pillars into qualities. Energy, he says, is composed of
- Promptitude
- Vigilance
- Industry
- Earnestness
Promptitude is a valuable possession. it begets reliability. People who are alert, prompt, and punctual are relied upon. They are trusted to do their duty, and to do it vigorously and well. . . . It is doubtful whether a confirmed procrastinator ever succeeds in business.
Lawyers without promptitude have unhappy clients, or none at all.
Vigilance is the guard of all the faculties and powers of the mind. . . . It is the close companion and protector of all success, liberty, and wisdom.
As I read what Allen wrote about vigilance I believe that vigilance is what I call attention. If you are not attentive to the thoughts in your head, they are the master, not you. Many have said something akin to "I am my attention." Jacob Needleman said in Why Can't We Be Good?, "The true, genuine initiator of all moral action is the attention." Paying attention to what's capturing your thoughts is a critical piece of success, as well as of ethical behavior. People who are in command of themselves, who are self-leaders, engender respect from clients, and all others. Do you have your thoughts or do they have you?
Industry brings cheerfulness and plenty. Vigorously industrious people are the happiest members of the community. . . . Things most used are kept the brightest, and people most employed best retain their brightness and buoyancy of spirit. . . . People who make themselves useful to the community, receive back from the community their full share of health, happiness, and prosperity. . . They are the gold of the nation and the salt of the earth.
I see much in those words, including client service, pro bono, and community involvement.
"Earnestness, said a Great Teacher, is the path of immortality. They who are in earnest do not die; they who are not in earnest are as if dead already." Earnestness is the dedication of the entire mind to its task. . . . Earnest people are dissatisfied with anything short of the highest excellence in whatever they do, and they always reach that excellence. . . . The whole world is always on the lookout to reward the best. It always stands ready to pay the full price, whether in money, fame, friends, influence, happiness, scope, or life, for that which is surpassing excellence.
Do you want your clients to be people who seek and pay for the best? Then be an earnest lawyer.
As you will see, building on the eight pillars results in an honorable, satisfied person with a well-known, successful practice. Was there ever any doubt that the very same pillars are the base and mainstay of both a good life and a good livelihood? Allen ends this pillar:
Thus are the making and masonry of the First Pillar explained. He who builds it well, and sets it firm and straight, will have a powerful and enduring support in the business of his life.
Note (added March 5, 2007, 8:08 AM Mountain): Link to Part 2 of this series on Eight Pillars of Prosperity .
Comments