“Seth material” search engine (Jane Roberts)

If he takes a stand as an individual, despite the pressure against him, he will get most of what he desires, and compromises will be worked out to his satisfaction. His point of approach will be best if it follows closely the following suggestions.

He should point out that his success so far, and his value, has been a direct result of his insistence upon following his own nature and acting upon his own ideas. His salesmanship has been the result of originality.

He should point out frankly the fact that he has been more valuable to his firm than others who have slavishly followed conventional policy. This point strongly made, will impress itself upon those in the meeting.

If these points are considered and followed, then the financial gains will show themselves. I mentioned before that you do not clearly understand the meaning of practicality. You will get what you want, Philip, only because these men respect you despite differences. They know your value.

What you are willing to jeopardize, you will not jeopardize. What you fear to jeopardize, you will lose. These points are extremely important, and they will work, Philip. There is an almost animal sense with which men know another’s fear, and they can bargain with you if they scent fear.

(Now, once again, Jane walked over to our couch and perched on one arm of it, as she has done during each of the last few sessions. It is now apparent that she does this when Seth is feeling particularly humorous and sharp. Sitting there now, she pointed often at me to her right, and occasionally at John in front of her.)

(Jane pointed at me as I scribbled away.)

(Pointing at John emphatically, Jane laughed.)

(Jane pointed at John again.)