How to Attract the Prospect

Inspired by her Bible reading, Hazel McCann, a saleslady of Akron, Ohio, wrote a letter early one autumn morn- ing in 1940 to the famous minister and author, Lloyd C. Douglas. In that letter she wrote: "As I was reading, in John of the Crucifixion, how the soldiers had cast their lots for the seamless coat of Jesus, this was my thought: 'What might have been the reaction of the Roman soldier who won the coat? Did he wear it? Is there any legend about that man?' "

Just a week later she received a reply from Dr. Douglas. "Almost every day I hear from someone who thinks he or she has found a good idea for a story," he wrote, "but only once before have I had an idea handed to me which seemed to have large possibilities.

"It was very kind and thoughtful of you to give me the benefit of your luminous idea, and I shall try to do a story on it that will fulfill your expectations."

As the result of Mrs. McCann's idea, Dr. Douglas wrote a book which has sold more than two million copies. It has been translated into 17 languages and is now a film produc- tion that cost in excess of four million dollars. That book was

The Robe.

Millions of people had read many times the Bible's ac- count of the Crucifixion, and how the soldiers cast lots for the seamless coat that Jesus wore, but they never questioned

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HOW TO ATTRACT THE PROSPECT 15

the reaction of the Roman soldiers. They never questioned who won the coat, they never questioned who wore it, and they never questioned the legend of the man who won it. Hazel McCann did. She was inquisitive. She had an idea. She gave this idea to Dr. Douglas. It seized his attention. It attracted his interest. It stimulated his desire. He was con- vinced that the idea had the seeds of a wonderful story. He was sold on the idea. He acted upon his decision. As a result of that idea given to him by Hazel McCann, a storehouse of valuable knowledge and interesting entertainment was fur- nished to a host of people.