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Timeless client development advice from 1911: Eight Pillars of Prosperity - Part 2 (a)

This is the second part of a series in which I am looking at James Allen's book Eight Pillars of Prosperity to focus on the nuggets it holds for client development and client relations. The book was written back near the turn of the last century; sometimes the style and choice of words reflect the times during which the book was written. Nevertheless I think the writing is charming and demonstrates both Allen's timeless common sense and his astute awareness of human behavior.

The Second Pillar of Prosperity is Economy. (Link to the First Pillar: Energy.) What does Allen mean by Economy? He is talking about balance, a place between the extremes of exhaustion and inertia.

True economy is the middle way in all things, whether material or mental, between waste and undue retention. That which is wasted, whether money or mental energy, is rendered powerless; that which is selfishly retained and hoarded up is equally powerless.

An all-round economy consists in finding the middle way in the following seven things: Money, Food, Clothing, Recreation, Rest, Time, and Energy.

Let's look at each of the seven items on Allen's list.

First on the list is Money. Allen writes:

The smaller the capital, the smaller should be the sphere of operations. Capital and scope are hand and glove and they should fit. Concentrate your capital within the circle of its working power, and, however circumscribed that circle may be, it will continue to widen and extend as the gathering momentum of power presses for expression.

Operating within one's means, always with the confidence that the means will expand, is of course good business advice. When deciding on a marketing budget, realize that money is not the only asset and don't overspend the dollars. Creating the sharpest, fanciest brochures or Web sites can be a substitute for getting out of the office and creating relationships. Spending time and thought creating an approachable and credible online presence may be another instance of wisely allocating assets, instead of throwing dollars at a wish for clients.

Food is next on Allen's list. He says:

The best workers and most successful men are they who are most moderate in eating and drinking. By taking enough nourishment, but not too much, they attain the maximum physical and mental fitness. Being thus well equipped by moderation, they are enabled vigorously and joyfully to fight the battle of life.

Paying attention to what goes in your mouth builds a healthy heart, brain, and body. A lively, vital, vigorous person instills confidence in others and is better able to effectively and energetically practice law. Go on the client development diet -- permanently.

Next Allen discusses Clothing.

A true refinement is in the mind and behavior, and a mind adorned with virtue and intelligence cannot add to its attractiveness (though it may detract from it) by an ostentatious display of the body.

What you wear will reflect to others the state of your mind. What do you want clients to conclude when they look at you? The answer to that question will be very individual. Just make sure you ask it of yourself every so often.

Recreation is fourth on the list. Do you disagree with what Allen says?

Timeless client development advice from 1911: Eight Pillars of Prosperity - Part 1

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