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both very negative examples。 Nevertheless； they do graphically
illustrate the important truth； that 〃the Razor's Edge can cut
both ways。〃 In other words； since the law of opposites is at
work in every aspect of life； it follows； that if you are not
consciously striving to move across that fine line to improve
the quality of your life； you could be inadvertently moving in
such a way； that your particular position in life is actually
starting to backslide。
Let me elaborate。 A couple of weeks ago； I was doing a
talk show on the radio。 A lady phoned in and she was in a
fairly negative frame of mind because the reality of her life； as
she perceived it； was far different from what she had dreamed
it would be when she was still a student in university。
Apparently； at that time； she had dreamed of having an
exciting career as a famous author。 However； she felt her
plans had been ruined because she married shortly after
graduation and now had two young children to contend with。
The children； she explained； were still quite young and they
were； as she described it； 〃under my feet； most of the day。〃
She said that due to this circumstance of life； she was unable
to go away by herself to write and this made her feel very
resentful towards her family and towards life in general。
I suggested to her； however； it was not necessary to 〃go
away〃 to write her book； even though it is quite true some
writers do go off to some south sea island； just to write。 But I
assured her； these individuals were in the minority； and there
are； in fact； very few authors who devote all their time to
writing （or who even earn a major portion of their ine；
while engaged in this activity）。 Therefore； I continued； there
was absolutely nothing preventing her from writing at least
one page per dayand if she followed this schedule religiously；
in a year's time she would have pleted a goodsized book
（365 pages）； or possibly two or three smaller ones。 Yes； just
getting out of bed one hour earlier in the morning could be the
Razor's Edge difference which would permit her to realize her
dream。 Moreover； she would have the additional benefit of
having her family near her to provide 〃moral support。〃
First Artificial Heart
As I am writing this particular chapter； the media is
literally inundating us with stories about the 〃first artificial
heart；〃 ever to have been placed in the chest of a human
patient。 The Toronto Daily Star； for example； printed one story
a few days ago； in which it quoted the chief surgeon for the
operation； Dr。 William DeVries。 According to the newspaper；
he said that his credo； with respect to surgery； had always
been〃Rehearse 。。。 rehearse 。。。 and then rehearse some more！
For if you 'stick to' this principle；〃 he continued； 〃when it
es time to perform the actual operation； the procedure will
have bee almost routine for you。〃
Dr。 DeVries is an exemplary case of an individual who
gave that little bit extra。 For he took the time and effort to
rehearse the operation on the screen of his own mind； before
he actually performed it in the hospital operating room。
（Incidentally； that Razor's Edge difference has enabled Dr。
DeVries to bee a world renowned surgeon； who is destined
to be 〃written up〃 in the annals of medical history； not to
mention the fact that it enabled him to prolong the life of one
Dr。 Barney Clark！）
Another excellent illustration of 〃going that extra mile〃 by
trying one more time； is offered in the same historic event。 For
Dr。 Robert Jarvikonly 36 years of ageand the man who
designed the world's first artificial heart； is another prime
Razor's Edge candidate。 For you see； Dr。 Jarvik is also a man
who was rejected； at least three times； by every medical school
in the entire United States of America。 In fact； he was even
advised by one teacher； whose course he was failing； to apply
to dental school。
But Robert Jarvik was a man with a vision； and he would
not be denied it。 He intuitively grasped that he was the master
of his fate； and he must have innately understood the Razor's
Edge conceptfor he would not accept defeat。 As a result of his
remarkable perseverance； he was finally accepted into the
University of Utah School of Medicine； Salt Lake City； in 1972。
A mere decade later； young Robert Jarvik achieved a medical
breakthrough； the likes of which had never been seen before。
Speaking of her husband； Dr。 Jarvik's wife Elaine said；
〃He has qualities which are very difficult to measurehe is
creative； and that is something you cannot measure with a
test。〃 Clearly； young Robert Jarvik entered the fierce
petition for a place in medical school； with none of the
conventional assetssuperior grades； a prestigious academic
degree； and a high score on the medical entrance exam。
Nevertheless； he did possess those all important intangibles：
namely； perseverance and a consuming passion to be
successful。
Now； I am in no way suggesting that all of us will one day
make medical history。 Still； we might resemble Dr。 Jarvik； in
the sense that our particular talents and aptitudes； like his；
may not translate well onto standardized tests of ability。
Therefore； like Robert Jarvik； it may be necessary for us to
bring our particular talents to bear； through tenacity；
perseverance； and courage； and just 〃one more bite at the
apple；〃 may be all that is required for us to succeed。
Napoleon Hill devoted an entire chapter in his classic
book； Think and Grow Rich； to the subject of 〃persistence。〃 He
said； 〃There may be no heroic connotation to the word
persistence； but the quality is to the character of man； what
carbon is to steel。〃
In another part of that same chapter； he wrote； 〃I had the
happy privilege of analyzing both Mr。 Thomas Edison and Mr。
Henry Ford； year by year； over a long period of years； and
therefore the opportunity to study them at close range。
Therefore； I speak with actual knowledge when I say that I
found no quality； save Persistence； in either of them； that even
remotely suggested the major source of their stupendous
achievements。〃
Surely you would have to agree there was a tremendous
difference in the acplishments of these two men； as
pared with the acplishments of most other people。 Yet
by their own admission； neither of these men were
intellectually superiorin fact； in terms of their I。Q。 they may
actually have been inferior to many other people。 Nevertheless；
because both men possessed the vital quality of 〃persistence；〃
their results in life were invariably superior to those of the
masses。
Therefore； perhaps the factor which will catapult you into
the 〃big leagues；〃 which will multiply your ine from a
material； as well as a psychic point of view； will be your own
ability to persist。 So the next time you step out to do
something； and 〃the going gets tough；〃 just remember that the
Razor's Edge difference for you could well be your own ability
to persevere。 Just try one more timewith enthusiasmand you
could watch your acplishments go from the very ordinary；
to the very extraordinary！
Let me share a brief anecdote from my own experience。
To plete this book； I am forming a new habit。 Each
morning I get up before everyone else at home； shower quickly
and pour myself a cup of coffee （which I drink on my way to
the office）。 I arrive at the office before seven a。m。 and then I
start writing。 Since it is absolutely quiet at this hour in the
morningno telephones ringing； no interruptionI am able to
write without any distractions and I really enjoy it。 By the time
the other people arrive to begin work； I have several pages
already written； so I am then free to get busy with the other
work which I have scheduled for the day。
Simulation
Now try to relate this story to your own situation； for just
a moment。 For example； if you are employed in a 〃sales〃
capacity； consider the dynamic sales presentation which you
could be delivering in a month or two； if you did a similar
thing each morning。 In other words； if； instead of writing as I
do； try to simulate a sales presentation with an imaginary
prospect； or possibly with one of your associates。 （I used the
word simulate rather than role play； because the latter usually
turns out to be exactly what the word suggestsplay； and the
exercise often turns into a game。 The word simulate； on the
other hand； came into popular parlance when we learned how
astronauts prepared for their space missions。 When they were
simulating； they were actually preliving the inspace
experience； as if it were already happening。） Therefore； I would
suggest that if you practised your sales presentation in a
similar manner； every morningfor one or two hoursyou
would witness an incredible improvement in your
performance； in a relatively short span of time。 With a year or
two of diligent effort under your belt； you would bee so
proficient； you would rarely miss a sale。 So remember； 〃If the
need is there； and the means are there and you still haven't
made the sale； it is probably because you are not good