The tenth lesson in Napolean Hill’s Law of Success reading course discusses the importance of having a “pleasing personality”. Hill defines this as "a personality that attracts", and proceeds to explore the causes of this attraction.
One of the most crucial ways to initiate this attraction is by taking a genuine interest in other people. This is not arguing that for an average salesman, cheap flattery will serve as this genuine interest. Rather, by forming a relationship with a potential customer prior to the sale, the attraction is initiated and results in a more comfortable environment for both the salesman and his possible customer.
Hill concludes this lesson by discussing character, and ways to implement his formula that will result in this character being built up. He suggests that first, imagine those people who have the type of character you wish to possess, and then proceed to take on those qualities through self-suggestion. Create in your imagination a meeting with them, and then write out a detailed statement of the qualities you wish to assume from them. It is important to note that it is vital to the process that you actually see these figures seated around an imaginary table. Then, keep your thoughts focused in a positive manner as you listen to their advice and guidance, while keeping in mind the kind of person you would like to be. Also, make it a point to never forget to give praise to the genuine good qualities you see in others. Hill promises the reader that this will bring the law of attraction into play almost magically.