way he will be opt to steal a glance at you. You must watch for this stolen glance, and the moment you find his eye turned towards your face you must quickly turn you eye and give a quick, sharp determined look, keeping your eyes fastened upon his, and holding his look by an effort of the will. Right there is a good point for you to drive in your little nail. You have him at a disadvantage, and the psychological moment has arrived for driving in a strong suggestion.
If you cannot get him to look at you in the way above mentioned, it is a very good plan to have something to show him; a sample, picture, or some other object ascertaining to your business. You will find that after he looks at the object shown him, he will raise his eyes to yours. He will do this every time, and you must be ready for him with a firm, magnetic gaze and a strong suggestion. If you can keep a mans attention, and can manage to look squarely at him during the interview, you will surely influence him to a greater or lesser extent; unless he is well posted on this subject in which case it will be very difficult to influence him by direct means. Very few people, however, possess this knowledge and you need not figure that element into the ordinary calculation. You may find that the other man will begin to feel that you are gaining some sort of influence over him, and he may in self-defense endeavor to terminate the interview. This you must not permit, for you have gained an influence and you must follow it up. Do not leave him until you get what you came for.
In this connection it may be well to suggest to you that, inasmuch as it is difficult for anyone to reason or deliberate clearly whilst they are under the influence of the magnetic gaze of another, it will be well for you to guard yourself against the use of this power at the hands of anyone else possessing the secret. You must preserve a positive mental attitude when you find that someone is trying to influence you, and hold the thought, firmly, that you are strong and beyond such influence. This mental attitude will protect you and you must, of course, reverse the instructions given you for influencing others. If a man is endeavoring to interest you in a proposition, do not allow him to hold your gaze uninterruptedly during the conversation. You may without seeming to avoid his gaze, look away reflectively at intervals, in an easy way. This will give you time to reflect a little, and maintain your balance. When he makes you a proposition, look away from him in a deliberative manner as if you are carefully considering every word that he is saying. If he manages to drive in a sudden suggestion, or proposition, when he holds your eye, do not answer him until you have taken your eyes away for a minute and regained your positive balance. Then, if your answer is "No," look him square in the eye with a positive glance and say your "No," firmly and deliberately, but of course politely. When in doubt, say "No." Keep a sharp lookout for insidious suggestion given at a psychological moment, for this is where much of the danger lies. Let your own "Active partner" be alive to his duties and do not let the other fellow get in a word with your Passive partner. They will want to get a word with each other, but you must put down your Active foot on it. The man, who is doing the talking, if he understands his business, always is the positive factor in a conversation, whilst the listener is more or less passive. The more intently and earnestly he listens, the more passive he is. The positive is stronger than the negative, and people should always be on their guard to avoid having positives suggestions forced upon them when they are in a negative condition.
You should learn to give suggestions in an earnest, firm; positive manner, your voice showing that you expect them to be acted upon, and your mind assuming the belief that such will be the case. If you have not this desirable quality you should take a few lessons from some good suggestors, and practice on his subjects. The experience thus gained will be most useful. It is almost impossible to convey in a written lesson the manner and tone of voice best adapted for this purpose, which information I always impart to my personal classes by means of actual experiments, under my supervision. If you will form a mental picture of what is implied by the two words Confident Earnestness, you will be able to grasp the idea I intend to convey when I tell you to make your suggestions "in the proper manner." The lesson on Concentration will also aid you in the respect Our next lesson will be devoted to the "Magnetic Gaze."
The Magnetic Gaze
What is the magnetic gaze - Full explanation of exercises - How to acquire the magnetic gaze - An interesting study - People will manifest fear - Experiment on "live subjects" -Exercise I: Full directions for acquiring the firm, steady gaze - Remarkable achievements - A masterful expression - Effects on men and animal - Exercise 2: Mirror exercises for developing the gaze - How to withstand the gaze of others – Exercise 3: Rolling gaze -Exercise 4: Strengthening the nerves and muscles of the eye - Exercise 5: Experiments on others - Trial on animals -Animals will move away - Men unpleasantly affected - Proper use of the power - Keep your own secrets.
What is known as the Magnetic Gaze is the expression of a strong mental demand, by means of the eye whose nerves and muscles have been trained for the work, and which is thereby enabled to maintain a firm, steady, positive gaze. The production of the mental effort will be explained in a subsequent lesson, and we will now speak only of the eye itself. The following exercises are very important, and I trust that the student will closely follow the same. By the practice you will so develop this faculty that few will be able to withstand your gaze. This is a most interesting study, and you will have the pleasure of seeing the increase of the power of your eye manifested by the people with whom you come in contact. You will soon find that people will become restless and uneasy beneath your gaze, and some will manifest indications of something akin to fear, if you concentrate your gaze upon them for a few seconds. When once you have mastered this accomplishment and have acquired the strong magnetic gaze, you would not part with your gift for a large sum of money. You should not content yourself with merely performing the exercises given below, but should experiment on persons with whom you come in contact, and note the results. You can acquire a perfect working knowledge of the power of the eye, only by experiment upon "live subjects."
EXERCISES
Exercise 1. Take a piece of white writing paper about six inches square, upon which you have drawn a circle about the size of a silver quarter-dollar, the circle then being filled in with black ink so that the spot will stand out black and distinct upon the white background. Pin the paper upon the wall at about the height of your eyes when are seated. Place you chair in the middle of the room and seat yourself directly facing the paper. Fix your eyes steadily upon the black spot, and gaze at it firmly, without winking, for one minute. After resting the eyes, practice the exercise again. After resting the eyes, practice the exercise again. Repeat five times. With the chair in its original place, move your paper three feet to the right of its original position. Seat yourself and fix your gaze on the wall directly in front of you, then, without moving the head, cast the eyes to the right and gaze steadily at the spot for one minute. Repeat four times.
Then, placing the paper on the wall three feet to the left of its original position, gaze steadily at the spot for one minute. Repeat five times. Continue this exercise for three days, and then increase the time of the gaze to two minutes. At the end of three more days, increase the time to three minutes; and so on, increasing the time in one-minute increments every three days. Some persons have acquired the power of gazing steadily for twenty to thirty minutes, without winking or having their eyes fill with water, but I do not advise extending the limit beyond fifteen minutes. The man, who can maintain the gaze for fifteen minutes, can direct as powerful a gaze as he who has attained the thirty-minute record.
This exercise is the most important one, and, if faithfully followed up, will enable you to gaze steadily and earnestly at anyone with whom you are talking. It will impart a strong, masterful expression to the eye, and enable you to maintain a steady gaze, which few will be able to withstand. Dogs and other animals will quail before your gaze, and its effect will manifest itself also in numerous other ways. The practice of the exercises is somewhat tedious, but anyone will be amply repaid for the time and trouble bestowed upon it. If you are practicing hypnotism, you will
