How to Obtain an Increase in Income - If You Can Count to Four

(Excerpt from If You Can Count to Four – available on
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How To Obtain An Increase In Income - 1
Would you like to obtain a raise in your salary? If you are a
salesperson working on commission, would you like to have
an increase in your earnings? Certainly any person in his
normal mind would say, "yes," to both of those questions. It
is possible for you to obtain a raise in your salary, or if you
are on a commission basis, an increase in your earnings, if
you will learn a very simple principle was I choose to call
the habit of going the second mile.
First, let me define what I mean by the habit of going the
second mile. It means rendering more service than what is
it usually expected and rendering that extra service in a
spirit of joy or in a spirit of positiveness.
Fortunately, we are dealing with a basic law. A law which is
as tangible as gravity, electricity or chemistry. This law
deals with the mental processes, and it responds to our
thoughts as tangibly as the soil causes the seeds to
germinate, to grow, and in time, rendering a harvest.
Not in the spirit of criticism, but in the spirit of analysis, it
seems that the majority of the people in the world are in the
habit of rendering barely the amount of service which is
necessary to meet the minimum requirements in order to
receive their paychecks. A few people in the world have
developed the habit of rendering more service than what is
expected of them. They appropriate the law of increasing
returns. They sow generously, therefore, they reap
generously.
There are a number of reasons why it pays to develop this
wonderful habit of going the second mile. I would like to
enumerate a few of them. Rendering this additional service,
more service than that which is usually expected, brings one
to the favorable attention of those who can provide
opportunities for a promotion. Needless to say, it is
necessary for us to come to the favorable attention of those
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who are in a position to do us a favor or provide us
additional opportunities. So, the one way for us to come to
the favorable attention of those who can help us is to go the
extra mile in service.
For example, recently a friend of mine was telling me that
he was quite favorably impressed by an outstanding young
man who waited on him when he went into one of the larger
service stations to buy a tank full of gasoline. This young
man fill the tank, check the air in the tires, check the oil,
then he went around and cleaned all of the glass on the car.
Instead of giving it just a lick and a promise, he did a very
thorough job in every part of his service. He seemed to have
great joy in giving that extra attention. He did all of this in a
wonderful spirit of helpfulness.
When my friend offered him a generous tip he refused to
accept it, saying it was his pleasure to do this, that he
enjoyed it very much. My friend told me that he was so
deeply impressed with this young man that since that time
he drops four or five miles out of his way to go into this
particular service station to have his car serviced.
In other words, the attitude on the part of this young man
working in the service station came to the attention of my
friend, and he became a loyal customer because of the
practicing of this principle. He has told the service station
owner of this, so, the young man has come to the favorable
attention of his employer who has the power of rewarding
him.
Another advantage of practicing this principle of going the
extra mile is that it tends to permit one to become
indispensable in many different relationships. This enables
one to command more than an average compensation. In
Report excerpted from If You Can Count to Four

other words, it is one of the few legitimate reasons why any
individual can ask his employer for a raise in salary.
Another advantage of going the extra mile is that it protects
one against the loss of employment and places them in a
position to choose his own particular position in life and the
conditions under which he will work. He can also expect
new promotional opportunities.
It enables one to profit by the law contrast. The majority of
people do not practice the habit of going the extra mile to
try to get more than that to which they are entitled.
Making the extra mile principle part of one's habitual
expression for all humanity leads to the development of a
positive attitude, and habitually rendering more service
than that which is usually expected, tends to change our
basic habit patterns from a negative to a positive and, of
course, one of the most desirable traits in the world is a
positive mental attitude.
Practicing the habit of going the second mile, or rendering
more service than that which is usually expected, tends to
develop a keen alert imagination as it is a habit which keeps
one continuously seeking new and more effective, efficient
ways of rendering useful service. In other words, it creates a
continuous challenge to find new ways of rendering a
service because it switches ones focal point of attention
from the "I" consciousness to the "YOU" consciousness.
It develops the important factor of personal initiative,
without which no one may obtain any position above
mediocrity, without which no one may acquire economic
freedom.
Personal initiative is the most outstanding trait of a typical
successful American citizen. It definitely serves to develop
self-reliance. It serves also to build the confidence of others

on one's integrity and ability. It needs one in breaking the
destructive habit of procrastination, which is among the
more common causes of failure in all walks of life.
It develops definiteness of purpose, without which no one
can hope for success. It makes easier the mastery and the
application of the mastermind principle through which
personal power is attained. The mastermind principle is a
system by which two or more individuals form a friendly
alliance to work together toward a definite major purpose.
We get our cue to the soundness of the principle of going
the extra mile from observing some of nature's ways. For
example, nature goes second mile by producing enough of
everything for her needs, together with an overage for
emergencies and waste. Fruit on the trees, frogs in the
pond, blooms from which the fruit is grown, fish in the seas.
Nature produces enough to ensure perpetuation of all
species of every living thing and allowing for emergencies of
every sort. Nature has arranged for all of her creatures to be
adequately compensated by paying in advance for all they
do in carrying out her plans. Bees are compensated with
honey for their service pollenizing the flowers, but they have
to perform service to get the honey and it must be
performed in advance.
Nature compensates the farmer after he has done his part in
planting and tending his crops. It pays the farmer by
yielding not only the original seeds he plants, but an over
plus.
Throughout the universe, everything has been so arranged
that nature's budget is balanced. Everything has its
opposite, equivalent in something else. Positive and
negative in every unit of energy. Day and night. Hot and
cold. Success and failure.

Sweet and sour. Man and woman. Everywhere and in
everything one may see the law of action and reaction in
operation. The pendulum swings back the same distance
that it swings forward. The same is true in human
relationships and in the rendering of personal service as in
all other things.
Put this down as an established fact. If you neglect to apply
the principle of going the second mile you will never
become personally successful and he will never become
financially independent. This is borne out by the fact that all
successful people follow this habit as an established part of
their daily routine, in all their human relationships.
Test any successful person by this rule and you will be
convinced. Observe any person who is not a success and you
will be convinced.
One must render as much as he is being paid for in order to
hold his job or to maintain his source of income, whatever it
may be. One has the privilege of always rendering and over
plus as a means of accumulating a reserve credit of
goodwill, as a means of gaining higher pay and a better
position. If no such over-plus is rendered, one has not a
single argument in his favor by asking for a better position
or increased pay.
Think this over for yourself and you will have the real
answer to why it pays to render more service and better
service than you are being paid for.
Every position provides one with an opportunity to apply
this principle. This very freedom of opportunity is the major
benefit of the great American system of free enterprise
which has made this the richest in the freest nation on
earth. It was to preserve this principle of free enterprise

based upon the privilege of individual self- determination
that our wars have been waged at such great expense.
If you are a person who says, "I am not paid to do this or
that, therefore, I will not do it," you are writing yourself an
insurance policy against success. If you are a person who
renders more service and better service than you are paid
for and render it in a willing, positive mental attitude, then
you are writing yourself an insurance policy against failure.
This basic rule of success has never failed to work and it
never will. Lastly, remember that the personal attitude is
the factor that determines, more than all else, the time that
lapses between delivery of the service and the payoff.
I like the formula suggested by the great Napoleon Hill,
which he calls the Q.Q.M.A. Formula. This means the
quality of service rendered, plus quantity of service
rendered, plus mental attitude in which it is rendered,
determines the compensation one shall receive and the
place one may occupy in the world.
The very famous, Knott's Berry Farm, near Buena Park,
California is a wonderful example of the extra mile principle
in action. We are all familiar with the story of how Mr. and
Mrs. Knott, approximately 45 years ago, opened up a little
roadside Berry stand and that by rendering additional
services, more than that which was usually expected, the
customers began to come in droves, so to speak, and they
continued to increase week after week, until now Knott's
Berry Farm has become an institution. They have continued
to seek new avenues of increasing the amount of service,
which they can render to their customers, in the form of
good food and entertainment. They entertain you lavishly
when your primary purpose of coming to their place is to
eat a good chicken dinner. In just a relatively short while,

they have grown from a roadside Berry stand to a multi-
million dollar business.
Another famous example of this principle is the great Edwin
C. Barnes, who rode into the hometown in which Thomas A.
Edison lived, on a freight car just like a hobo. He walked
into Mr. Edison's office and announced he had come to be
Edison's partner. He started as custodian and he did such a
wonderful job, even as a custodian, that he came to the
favorable attention of Mr. Edison and went from one
position to another until finally he became the partner of
Thomas A. Edison.
Even the great Napoleon Hill served Andrew Carnegie for
20 years without direct compensation in organizing his
great philosophy of individual achievement. His
compensation has already amounted to the privilege of
occupying a high place in the world and made many of his
books bestsellers throughout the world. I highly
recommend his books, "Think and Grow Rich," and "Master
Key to Riches," to you. They have meant a great deal to me.
This idea, or principle, of rendering more service than that
which is usually expected is closely associated with the idea
of directing our attention toward something in particular
and setting a definite goal. It also is an integral part of the
development and functioning of the mastermind principle,
the power which makes it possible for us to secure all the
missing ingredients which are necessary for our success. It
also ties in, very definitely, with the principle of self-
discipline and the will power, as well as the principle of
personal initiative and applied faith.
So, to be certain of securing a raise in salary, or an increase
in income through commissions, switch your focal point of
attention from, "How little can I do and still draw my
paycheck and be satisfactory to my employer," to "How can

I do more and get more efficient service, so I will become
indispensable and valuable to my employer."Actually, the
employer is not the one who pays your salary, you are. You
pay your own salary. It doesn't cost your employer a penny
to pay your salary, provided he is paying you what you're
worth.
So, the only honest way that any employee can ask for a
raise is after he has gone the second mile in quality and
quantity of service, to the point where he is literally earning
and producing more than his present income would
indicate. Then, after he has produced this additional wealth,
by rendering this extra quality and quantity of service, he is
entitled to be compensated, financially, in the form of a
raise in income.
Any honest employer will respond to this great principle
automatically and will be happy to compensate accordingly,
every employee who has rendered a greater quality and a
greater quantity of service habitually than that which is
usually expected.
So may I challenge you to analyze your own situation and to
ask yourself continually, "Am I just going the first mile or
am I going the second mile in my relationship with my
position and my employer?"

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How to Obtain an Increase in Income - If You Can Count to Four

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How to Obtain an Increase in Income - If You Can Count to Four