Organized Planning: The Crystallization of Desire into Action
You have learned that everything that is created or acquired, begins in the form of DESIRE, that desire is taken on the first lap of its journey, from the abstract to the concrete, into the workshop of the IMAGINATION, where PLANS for its transition are created and organized.
In chapter two, you were instructed to take six definite, practical steps, as your first move in translating the desire for money into its monetary equivalent. One of these steps is the formation of a DEFINITE, practical plan, or plans, through which this transformation may be made. You will now be instructed how to build plans which will be practical:
1. Ally yourself with a group of as many people as you may need for the creation, and carrying out of your plan, or plans for the accumulation of money—making use of the “Master Mind” principle described in chapter 10. (Compliance with this instruction is absolutely essential. Do not neglect it.)
2. Before forming your “Master Mind” alliance, decide what advantages, and benefits, you may offer the individual members of your group, in return for their cooperation. No one will work indefinitely without some form of compensation. No intelligent person will either request or expect another to work without adequate compensation, although this may lot always be in the form of money.
3. Arrange to meet with the members of your “Master Mind” group at least twice a week, and more often if possible, until you have jointly perfected the necessary plan, or plans for the accumulation of money.
4. Maintain PERFECT HARMONY between yourself and every member of your “Master Mind” group. If you fail to carry out this instruction to the letter, you may expect to meet with failure. The “Master Mind” principle cannot obtain where PERFECT HARMONY does not prevail. Keep in mind these facts:
a. You are engaged in an undertaking of major importance to you. To be sure of success, you must have plans that are faultless.
b. You must have the advantage of the experience, education, native ability and imagination of other minds. This is in harmony with the methods followed by every person who has accumulated a great fortune.
No individual has sufficient experience, education, native ability, and knowledge to insure the accumulation of a great fortune, without the cooperation of other people. Every plan you adopt, in your endeavor to accumulate wealth, should be the joint creation of yourself and every other member of your “Master Mind” group. You may originate your own plans, either in whole or in part, but SEE THAT THOSE PLANS ARE CHECKED, AND APPROVED BY THE MEMBERS OF YOUR “MASTER MIND” ALLIANCE.
If the first plan which you adopt does not work successfully, replace it with a new plan, if this new plan fails to work, replace it, in turn with still another, and so on, until you find a plan which DOES WORK. Right here is the point at which the majority of people meet with failure, because of their lack of PERSISTENCE in creating new plans to take the place of those which fail.
The most intelligent person living cannot succeed in accumulating money—nor in any other undertaking—without plans that are practical and workable. Just keep this fact in mind, and remember when your plans fail, that temporary defeat is not permanent failure. It may only mean that your plans have not been sound. Build other plans. Start all over again.
Thomas A. Edison “failed” ten thousand times before he perfected the incandescent electric light bulb. That is—he met with temporary defeat ten thousand times, before his efforts were crowned with success.
Temporary defeat should mean only one thing, the certain knowledge that there is something wrong with your plan. Millions of people go through life in misery and poverty, because they lack a sound plan through which to accumulate a fortune.
Henry Ford accumulated a fortune, not because of his superior mind, but because he adopted and followed a PLAN which proved to be sound. A thousand people could be pointed out, with a better education than Ford’s, yet they live in poverty, because they do not possess the RIGHT plan for the accumulation of money.
James J. Hill met with temporary defeat when he first endeavored to raise the necessary capital to build a railroad from the East to the West, but he turned defeat into victory through new plans.
We see people who have accumulated great fortunes, but we often recognize only their triumph, overlooking the temporary defeats that they had to surmount before “arriving.” NO FOLLOWER OF THIS PHILOSOPHY CAN REASONABLY EXPECT TO ACCUMULATE A FORTUNE WITHOUT EXPERIENCING “TEMPORARY DEFEAT.” When defeat comes, accept it as a signal that your plans are not sound, rebuild those plans, and set sail once more toward your coveted goal. If you give up before your goal has been reached, you are a “quitter.”
A QUITTER NEVER WINS—AND—A WINNER NEVER QUITS.
Lift this sentence out, write it on a piece of paper in letters an inch high, and place it where you will see it every night before you go to sleep, and every morning before you go to work.
When you begin to select members for your “Master Mind” group, endeavor to select those who do not take defeat seriously.
Some people foolishly believe that only MONEY can make money. This is not true! DESIRE, transmuted into its monetary equivalent, through the principles laid down here, is the agency through which money is “made.” Money, of itself, is nothing but inert matter. It cannot move, think, or talk, but it can “hear” when one who DESIRES it, calls it to come!
Planning The Sale Of Services
The remainder of this chapter has been given over to a description of ways and means of marketing personal services. The information here conveyed will be of practical help to any person having any form of personal services to market, but it will be of priceless benefit to those who aspire to leadership in their chosen occupations.
Intelligent planning is essential for success in any undertaking designed to accumulate riches. Here will be found detailed instructions to those who must begin the accumulation of riches by selling personal services.
It should be encouraging to know that practically all the great fortunes began in the form of compensation for personal services, or from the sale of IDEAS. What else, except ideas and personal services, would one not possessed of property have to give in return for riches?
Broadly speaking, there are two types of people in the world. One type is known as LEADERS, and the other as FOLLOWERS. Decide at the outset whether you intend to become a leader in your chosen calling, or remain a follower. The difference in compensation is vast. The follower cannot reasonably expect the compensation to which a leader is entitled, although many followers make the mistake of expecting such pay.
It is no disgrace to be a follower. On the other hand, it is no credit to remain a follower. Most great leaders began in the capacity of followers. They became great leaders because they were INTELLIGENT FOLLOWERS. With few exceptions, people who cannot follow a leader intelligently cannot become efficient leaders. People, who can follow a leader most efficiently, are usually those who develop into leadership most rapidly. An intelligent follower has many advantages, among them the OPPORTUNITY TO ACQUIRE KNOWLEDGE FROM THE LEADER.
The Major Attributes Of Leadership
The following are important factors of leadership:
1. UNWAVERING COURAGE based upon knowledge of self, and of one’s occupation. No follower wishes to be dominated by a leader who lacks self-confidence and courage. Such a leader very long will dominate no intelligent follower.
2. SELF-CONTROL. People, who cannot control themselves, can never control others. Self-control sets a mighty example for one’s followers, which the more intelligent will emulate
3. A KEEN SENSE OF JUSTICE. Without a sense of fairness and justice, no leader can command and retain the respect of his or her followers.
4. DEFINITENESS OF DECISION. People who waver in decisions, shows that they are not sure of themselves. They cannot lead others successfully.
5. DEFINITENESS OF PLANS. The successful leader must plan the work, and work the plan. A leader, who moves by guesswork, without practical, definite plans, is comparable to a ship without a rudder. Sooner or later it will land on the rocks
6. THE HABIT OF DOING MORE THAN PAID FOR. One of the penalties of leadership is the necessity of willingness, upon the part of the leaders, to do more than they require of their followers.
7. A PLEASING PERSONALITY. No slovenly, careless person can become a successful leader. Leadership calls for respect. Followers will not respect leaders who do not grade high on all of the factors of a Pleasing Personality
8. SYMPATHY AND UNDERSTANDING. Successful leaders must be in sympathy with their followers. Moreover, they must understand them and their problems.
9. MASTERY OF DETAIL. Successful leadership calls for mastery of details of the leader’s position.
10. WILLINGNESS TO ASSUME FULL RESPONSIBILITY. Successful leaders must be willing to assume responsibility for the mistakes and the shortcomings of their followers. If they try to shift this responsibility, they will not remain leaders. If follower make mistakes, and become incompetent, it is the leader who has failed.
11. COOPERATION. Successful leaders must understand, and apply the principle of cooperative effort and be able to induce followers to do the same. Leadership calls for POWER, and power calls for COOPERATION.
There are two forms of Leadership. The first, and by far the most effective, is LEADERSHIP BY CONSENT of, and with the sympathy of the followers. The second is LEADERSHIP BY FORCE, without the consent and sympathy of the followers.
History is filled with evidences that Leadership by Force cannot endure. The downfall and disappearance of “Dictators” and kings is significant. It means that people will not follow forced leadership indefinitely.
The world has entered a new era of relationship between leaders and followers, which very clearly call for new leaders, and a new brand of leadership in business and industry. Those who belong to the old school of leadership-by-force must acquire an understanding of the new brand of leadership (cooperation) or be relegated to the rank and file of the followers. There is no other way out for them.
The relationship of employer and employee, or of leader and follower, in the future, will be one of mutual cooperation, based upon an equitable division of the profits of business. In the future, the relationship of employer and employee will be more like a partnership than it has been in the past. Hitler, Stalin, and Sadam Hussein are examples of leadership by force. Their leadership passed. Without much difficulty, one might point to the prototypes of these ex-leaders, among the business, financial, and labor leaders of America who have been dethroned or slated to go. Leadership-by-consent of the followers is the only brand that can endure!
People may follow the forced leadership temporarily, but they will not do so willingly. The new brand of LEADERSHIP will embrace the eleven factors of leadership, described in this chapter, as well as some other factors. People, who make these the basis of his leadership, will find abundant opportunity to lead in any walk of life.
The 10 Major Causes Of Failure In Leadership
We come now to the major faults of leaders who fail, because it is just as essential to know WHAT NOT TO DO, as it is to know what to do.
1. INABILITY TO ORGANIZE DETAILS. Efficient leadership calls for ability to organize and to master details. No genuine leader is ever “too busy” to do anything which may be required as a leader. Whether a leader or follower is “too busy” to change plans, or to give attention to any emergency, it is an indication of inefficiency. The successful leader must be the master of all details connected with the position. That means, of course, that the habit of relegating details to capable lieutenants must be acquired.
2. UNWILLINGNESS TO RENDER HUMBLE SERVICE. Truly great leaders are willing, when occasion demands, to perform any sort of labor that they would ask another to perform. “The greatest among ye shall be the servant of all” is a truth that all able leaders observe and respect.
3. EXPECTATION OF PAY FOR WHAT THEY “KNOW” INSTEAD OF WHAT THEY DO WITH THAT WHICH THEY KNOW. The world does not pay for that which people “know.” It pays them for what they DO, or induce others to do
4. FEAR OF COMPETITION FROM FOLLOWERS. The leader who fears that one of his followers may take his position is practically sure to realize that fear sooner or later. Able leaders train understudies to whom they may delegate, at will. Only in this way may leaders multiply themselves and prepare to be at many places, and give attention to many things at one time. It is an eternal truth that people receive more pay for their ABILITY TO GET OTHERS TO PERFORM, than they could possibly earn by their own efforts. Efficient leaders may, through knowledge of their jobs and the magnetism of their personalities, greatly increase the efficiency of others, and induce them to render more service and better service than they could render by themselves.
5. LACK OF IMAGINATION. Without imagination, leaders are incapable of meeting emergencies, and of creating plans by which to guide followers efficiently.
6. SELFISHNESS. Leaders who claim all the honor for the work of their followers are sure to be met by resentment. Really great leaders CLAIM NONE OF THE HONORS. They are contented to see the honors, when there are any, go to their followers, because they know that most people will work harder for commendation and recognition than they will for money alone.
7. INTEMPERANCE. Followers do not respect an intemperate leader. Moreover, intemperance in any of its various forms destroys the endurance and the vitality of all who indulge in it.
8. DISLOYALTY. Perhaps this should have come at the head of the list. Leaders who are not loyal to their trust, and to their associates—those above and below them, cannot long maintain their leadership. Disloyalty marks one as being less than the dust of the earth, and brings down on one’s head the contempt they deserve. Lack of loyalty is one of the major causes of failure in every walk of life.
9. EMPHASIS OF THE “AUTHORITY” OF LEADERSHIP. Efficient leaders lead by encouraging, and not by trying to instill fear in the hearts of their followers. Leaders who try to impress followers with their “authority” come within the category of leadership through FORCE. REAL LEADERS, have no need to advertise that fact except by their conduct, sympathy, understanding, fairness, and a demonstration of knowledge of the job.
10. EMPHASIS OF TITLE. Competent leaders require no “title” to gain the respect of their followers. Leaders who make too much over the title generally have little else to emphasize. The doors to the office of real leaders are open to all who wish to enter, and their working quarters are free from formality or ostentation.
These are among the more common of the causes of failure in leadership. Any one of these faults is sufficient to induce failure. Study the list carefully if you aspire to leadership, and make sure that you are free of these faults.
Some Fertile Fields In Which “New Leadership” Will Be Required
Before leaving this chapter, your attention is called to a few of the fertile fields in which there has been a decline of leadership, and in which the new type of leader may find an abundance of OPPORTUNITY.
First. In the field of politics there is a most insistent demand for new leaders; a demand that indicates nothing less than an emergency. Too many politicians have, seemingly, become high-grade, legalized racketeers. They have increased taxes and debauched the machinery of industry and business until the people can no longer stand the burden.
Second. The financial business is undergoing a reform. The leaders in this field have almost entirely lost the confidence of the public. Already financial executives have sensed the need of reform, and they have begun it.
Third. Industry calls for new leaders. The old type of leaders thought and moved in terms of dividends instead of thinking and moving in terms of human equations! The Future leaders in industry, to endure, must regard himself as a quasi-public official whose duty it is to manage their trust in such a way that it will work hardship on no individual, or group of individuals. Exploitation of workers is a thing of the past. Let those who aspires to leadership in the field of business, industry, and labor remember this.
Fourth. Religious leaders of the future will be forced to give more attention to the temporal needs of their followers, in the solution of their economic and personal problems of the present, and less attention to the dead past, and the yet unborn future.
Fifth. In the professions of law, medicine, and education, a new brand of leadership, and to some extent, new leaders will become a necessity. This is especially true in the field of education. Leaders in that field must, in the future, find ways and means of teaching people HOW TO APPLY the knowledge they receive in school. They must deal more with PRACTICE and less with THEORY.
Sixth. New leaders will be required in the field of Journalism. The media of the future, to be conducted successfully, must be divorced from “special privilege” and relieved from the subsidy of advertising.
These are but a few of the fields in which opportunities for new leaders and a new brand of leadership are now available. The world is undergoing a rapid change. This means that the media, through which the changes in human habits are promoted, must be adapted to the changes. The media here described, are the ones that, more than any others, determine the trend of civilization.
How To Get The Exact Position You Desire
Everyone enjoys doing the kind of work for which he or she is best suited. An artist loves to work with paints, mechanics with their hands, a writer loves to write. Those with less definite talents have their preferences for certain fields of business and industry. If America does anything well, it offers a full range of occupations, tilling the soil, manufacturing, marketing, and the professions.
First. Decide EXACTLY what kind of a job you want. If the job doesn’t already exist, perhaps you can create it.
Second. Choose the company, or individual for whom you wish to work.
Third. Study your prospective employer, as to policies, personnel, and chances of advancement.
Fourth. By analysis of yourself, your talents and capabilities, figure WHAT YOU CAN OFFER, and plan ways and means of giving advantages, services, developments, and ideas that you believe you can successfully deliver.
Fifth. Forget about “a job.” Forget whether or not there is an opening. Forget the usual routine of “have you got a job for me?” Concentrate on what you can give.
Sixth. Once you have your plan in mind, arrange with an experienced writer to help you put it on paper in neat form, and in full detail.
Seventh. Present it to the proper person with authority to make the decision. Every company is looking for people who can give something of value, whether it is ideas, services, or “connections.” Every company has room for the person who has a definite plan of action, which is to the advantage of that company.
This line of procedure may take a few days or weeks of extra time, but the difference in income, in advancement, and in gaining recognition will save years of hard work at small pay. It has many advantages, the main one being that it will often save from one to five years of time in reaching a chosen goal.
Every person who starts, or “gets in” half way up the ladder, does so by deliberate and careful planning, (excepting, of course, the Boss’ son).
The New Way Of Marketing Services “JOBS” ARE NOW “PARTNERSHIPS”
Men and women, who market their services to best advantage in the future, must recognize the stupendous change that has taken place in connection with the relationship between employer and employee.
The time will come when the “Golden Rule,” and not the “Rule of Gold” will be the dominating factor in the marketing of merchandise as well as personal services. The future relationship between employers and their employees will be more in the nature of a partnership consisting of:
a. The employer
b. The employee
c. The public they serve
This new way of marketing personal services is called new for many reasons, first, both the employer and the employee of the future will be considered as fellow-employees whose business it will be to SERVE THE PUBLIC EFFICIENTLY. In times past, employers, and employees have bartered among themselves, driving the best bargains they could with one another, not considering that in the final analysis they were, in reality, BARGAINING AT THE EXPENSE OF THE THIRD PARTY, THE PUBLIC THEY SERVED.
In the future both employers and employees will recognize that they are NO LONGER PRIVILEGED TO DRIVE BARGAINS AT THE EXPENSE OF THOSE WHOM THEY SERVE. The real employer of the future will be the public. Every person seeking to market personal services effectively should keep this uppermost in mind.
“Courtesy” and “Service” are the watch-words of merchandising today, and apply to the person who is marketing personal services even more directly than to the employer whom he serves, because, in the final analysis, both the employer and his employee are EMPLOYED BY THE PUBLIC THEY SERVE. If they fail to serve well, they pay by the loss of their privilege of serving.
What Is Your “QQS” Rating?
The causes of success in marketing services EFFECTIVELY and permanently, have been clearly described. Unless those causes are studied, analyzed, understood and APPLIED, no one can market one’s services effectively and permanently. It is up to YOU to sell your own personal services. The QUALITY and the QUANTITY of service rendered, and the SPIRIT in which it is rendered, determine to a large extent, the price, and the duration of employment. To market personal services effectively, (which means a permanent market, at a satisfactory price, under pleasant conditions), one must adopt and follow the “QQS” formula which means that QUALITY, plus QUANTITY, plus the proper SPIRIT of cooperation, equals perfect marketing of service. Remember the “QQS” formula, but do more—APPLY IT AS A HABIT!
Let us analyze the formula to make sure we understand exactly what it means.
1. QUALITY of service shall be construed to mean the performance of every detail, in connection with your position, in the most efficient manner possible, with the object of greater efficiency always in mind.
2. QUANTITY of service shall be understood to mean the HABIT of rendering all the service of which you are capable, at all times, with the purpose of increasing the amount of service rendered as greater skill is developed through practice and experience. Emphasis is again placed on the word HABIT.
3. SPIRIT of service shall be construed to mean the HABIT of agreeable, harmonious conduct that will induce cooperation from associates and fellow employees.
Adequacy of QUALITY and QUANTITY of service is not sufficient to maintain a permanent market for your services. The conduct, or the SPIRIT in which you deliver service, is a strong determining factor in connection with both the price you receive, and the duration of employment.
Andrew Carnegie stressed this point more than others in connection with his description of the factors that lead to success in the marketing of personal services. He emphasized again, and again, the necessity for HARMONIOUS CONDUCT. He stressed the fact that he would not retain any person, no matter how great a QUANTITY, or how efficient the QUALITY of his or her work, unless that person worked in a spirit of HARMONY. Mr. Carnegie insisted upon everybody being AGREEABLE. To prove that he placed a high value upon this quality, he permitted many people who conformed to his standards to become very wealthy. Those who did not conform had to make room for others. The importance of a pleasing personality has been stressed, because it is a factor that enables one to render service in the proper SPIRIT. If one has a personality which PLEASES, and renders service in a spirit of HARMONY, these assets often make up for deficiencies in both the QUALITY, and the QUANTITY of service one renders. Nothing, however, can be SUCCESSFULLY SUBSTITUTED FOR PLEASING CONDUCT.
The Capital Value Of Your Services
The person whose income is derived entirely from the sale of personal services is no less than a merchant who sells commodities, and it might well be added, such a person is subject to EXACTLY THE SAME RULES of conduct as the merchant who sells merchandise.
This has been emphasized, because the majority of people who live by the sale of personal services make the mistake of considering themselves free from the rules of conduct, and the responsibilities attached to those who are engaged in marketing commodities.
The new way of marketing services has practically forced both employer and, employee into partnership alliances, through which both take into consideration the rights of the third party, THE PUBLIC THEY SERVE.
The day of the “go-getter” has been supplanted by the “go-giver.” High-pressure methods in business finally blew the lid off. There will never be the need to put the lid back on, because, in the future, business will be conducted by methods that will require no pressure.
The actual capital value of your brains may be determined by the amount of income you can produce (by marketing your services). Multiplying your annual income by sixteen and two-thirds may make a fair estimate of the capital value of your services, as it is reasonable to estimate that your annual income represents six percent of your capital value. Money rents for 6% per annum. Money is worth no more than brains. It is often worth much less.
Competent “brains,” if effectively marketed, represent a much more desirable form of capital than that which is required to conduct a business dealing in commodities, because “brains” are a form of capital which cannot be permanently depreciated through depressions, nor can this form of capital be stolen or spent. Moreover, the money that is essential for the conduct of business is as worthless as a sand dune, until it has been mixed with efficient “brains.”
The Thirty Major Causes Of Failure
HOW MANY OF THESE ARE HOLDING YOU BACK
Life’s greatest tragedy consists of men and women who earnestly try, and fail! The tragedy lies in the overwhelmingly large majority of people who fail, as compared to the few who succeed.
I have had the privilege of analyzing several thousand men and women, 98% of whom were classed as “failures.” There is something radically wrong with a civilization, and a system of education, which permit 98% of the people to go through life as failures. But I did not write this book for the purpose of moralizing on the rights and wrongs of the world; that would require a book a hundred times the size of this one. My analysis work proved that there are thirty major reasons for failure, and thirteen major principles through which people accumulate fortunes. In this chapter, a description of the thirty major causes of failure will be given. As you go over the list, check yourself by it, point by point, for the purpose of discovering how many of these causes of failure stand between you and success.
1. UNFAVORABLE HEREDITARY BACKGROUND. There is but little, if anything, which can be done for people who are born with a deficiency in brainpower. This philosophy offers but one method of bridging this weakness—through the aid of the Master Mind. Observe with profit, however, that this is the ONLY one of the thirty causes of failure that may not be easily corrected by any individual.
2. LACK OF A WELL-DEFINED PURPOSE IN LIFE. There is no hope of success for the person who does not have a central purpose, or definite goal at which to aim. Ninety-eight out of every hundred of those whom I have analyzed, had no such aim. Perhaps this was the MAJOR CAUSE OF THEIR FAILURE.
3. LACK OF AMBITION TO AIM ABOVE MEDIOCRITY, We offer no hope for the person who is so indifferent as not to want to get ahead in life, and who is not willing to pay the price.
4. INSUFFICIENT EDUCATION. This is a handicap that may be overcome with comparative ease. Experience has proven that the best-educated people are often those who are known as “self-made,” or self-educated. It takes more than a college degree to make one a person of education. Any person who is educated is one who has learned to get whatever he or she wants in life without violating the rights of others. Education consists, not so much of knowledge, but of knowledge effectively and persistently APPLIED. People are paid, not merely for what they know, but more particularly for WHAT THEY DO WITH THAT WHICH THEY KNOW.
5. LACK OF SELF-DISCIPLINE. Discipline comes through self-control. This means that one must control all negative qualities. Before you can control conditions, you must first control yourself. Self-mastery is the hardest job you will ever tackle. If you do not conquer self, self will conquer you. You may see at one and the same time both your best friend and your greatest enemy, by stepping in front of a mirror.
6. ILL HEALTH. No person may enjoy outstanding success without good health. Many of the causes of ill health are subject to mastery and control. These, in the main are:
a. Overeating of foods not conducive to health.
b. Wrong habits of thought; giving expression to negatives.
c. Wrong use of, and over indulgence in sex.
d. Lack of proper physical exercise.
e. An inadequate supply of fresh air, due to improper breathing.
7. UNFAVORABLE ENVIRONMENTAL INFLUENCES DURING CHILDHOOD. “As the twig is bent, so shall the tree grow.” Most people who have criminal tendencies acquire them as the result of bad environment, and improper associates during childhood.
8. PROCRASTINATION. This is one of the most common causes of failure. “Old Man Procrastination” stands within the shadow of all people, waiting their opportunity to spoil their chances of success. Most of us go through life as failures, because we are waiting for the “time to be right” to start doing something worthwhile. Do not wait. The time will never be “just right.” Start where you stand, and work with whatever tools you may have at your command, and better tools will be found as you go along.
9. LACK OF PERSISTENCE. Most of us are good “starters” but poor “finishers” of everything we begin. Moreover, people are prone to give up at the first signs of defeat. There is no substitute for PERSISTENCE. The PERSISTENT person, discovers that “Old Man Failure” finally becomes tired, and GOES AWAY. Failure cannot cope with PERSISTENCE.
10. NEGATIVE PERSONALITY. There is no hope of success for the person who repels people through a negative personality. Success comes through the application of POWER, and power is attained through the cooperative efforts of other people. A negative personality will not induce cooperation.
11. LACK OF CONTROLLED SEXUAL URGE. Sex energy is the most powerful of all the stimuli that move people into ACTION. Because it is the most powerful of the emotions, it must be controlled, through transmutation, and converted into other channels.
12. UNCONTROLLED DESIRE FOR “SOMETHING FOR NOTHING.” The gambling instinct drives millions of people to failure. Evidence of this may be found in a study of the dot.com fiasco of the early 2000s, during which millions of people tried to make money by investing in fly-by-night companies.
13. LACK OF A WELL DEFINED POWER OF DECISION. People who succeed reach decisions promptly, and change them, if at all, very slowly. People who fail, reach decisions, if at all, very slowly, and change them frequently, and quickly. Indecision and procrastination are twins. Where one is found, the other may usually be found also. Kill off this pair before they completely “hog-tie” you to the treadmill of FAILURE.
14. ONE OR MORE OF THE SIX BASIC FEARS. These fears have been analyzed for you in chapter 15. They must be mastered before you can market your services effectively.
15. WRONG SELECTION OF A MATE IN MARRIAGE. This a most common cause of failure. The relationship of marriage brings people intimately into contact. Unless this relationship is harmonious, failure is likely to follow. Moreover, it will be a form of failure that is marked by misery and unhappiness, destroying all signs of AMBITION.
16. OVER-CAUTION. The person, who takes no chances, generally has to take whatever is left when others are through choosing. Over-caution is as bad as under-caution. Both are extremes to be guarded against. Life itself is filled with the element of chance.
17. WRONG SELECTION OF ASSOCIATES IN BUSINESS. This is one of the most common causes of failure in business. In marketing personal services, one should use great care to select an employer who will be an inspiration, and who is intelligent and successful. We emulate those with whom we associate most closely. Pick an employer who is worth emulating.
18. SUPERSTITION AND PREJUDICE. Superstition is a form of fear. It is also a sign of ignorance. People who succeed keep open minds and are afraid of nothing.
19. WRONG SELECTION OF A VOCATION. No one can succeed in a line of endeavor which he or she does not like. The most essential step in the marketing of personal services is that of selecting an occupation into which you can throw yourself wholeheartedly.
20. LACK OF CONCENTRATION OF EFFORT. The “jack-of-all-trades” seldom is good at any. Concentrate all of your efforts on one DEFINITE CHIEF AIM.
21. THE HABIT OF INDISCRIMINATE SPENDING. Spendthrifts cannot succeed, mainly because they stand eternally in FEAR OF POVERTY. Form the habit of systematic saving by putting aside a definite percentage of your income. Money in the bank gives one a very safe foundation of COURAGE when bargaining for the sale of personal services. Without money, one must take what one is offered, and be glad to get it.
22. LACK OF ENTHUSIASM. Without enthusiasm one cannot be convincing. Moreover, enthusiasm is contagious, and the person, who has it, under control, is generally welcome in any group of people.
23. INTOLERANCE. The person with a “closed” mind on any subject seldom gets ahead. Intolerance means that one has stopped acquiring knowledge. The most damaging forms of intolerance are those connected with religious, racial, and political differences of opinion.
24. INTEMPERANCE. The most damaging forms of intemperance are connected with eating, strong drink, and sexual activities. Overindulgence in any of these is fatal to success.
25. INABILITY TO COOPERATE WITH OTHERS. More people lose their positions and their big opportunities in life, because of this fault, than for all other reasons combined. It is a fault which no well-informed business executive, or leader will tolerate.
26. POSSESSION OF POWER THAT WAS NOT ACQUIRED THROUGH SELF-EFFORT. (Sons and daughters of wealthy families, and others who inherit money that they did not earn). Power in the hands of one who did not acquire it gradually is often fatal to success. QUICK RICHES are more dangerous than poverty.
27. INTENTIONAL DISHONESTY. There is no substitute for honesty. One may be temporarily dishonest by force of circumstances over which one has no control, without permanent damage. But, there is NO HOPE for people who are dishonest by choice. Sooner or later, their deeds will catch up with him, and they will pay by loss of reputation, and perhaps even loss of liberty.
28. EGOTISM AND VANITY. These qualities serve as red lights that warn others to keep away. THEY ARE FATAL TO SUCCESS.
29. GUESSING INSTEAD OF THINKING. Most people are too indifferent or lazy to acquire FACTS with which to THINK ACCURATELY. They prefer to act on “opinions” created by guesswork or snap-judgments.
30. LACK OF CAPITAL. This is a common cause of failure among those who start out in business for the first time, without sufficient reserve of capital to absorb the shock of their mistakes, and to carry them over until they have established a REPUTATION.
31. Under this, name any particular cause of failure from which you have suffered that has not been included in the foregoing list.
In these thirty major causes of failure is found a description of the tragedy of life, which obtains for practically every person who tries and fails. It will be helpful if you can induce someone who knows you well to go over this list with you, and help to analyze you by the thirty causes of failure. It may be beneficial if you try this alone. Most people cannot see themselves as others see them. You may be one who cannot.
The oldest of admonitions is “Know thyself!” If you market merchandise successfully, you must know the merchandise. The same is true in marketing personal services. You should know all of your weaknesses in order that you may either bridge them or eliminate them entirely. You should know your strength in order that you may call attention to it when selling your services. You can know yourself only through accurate analysis.
Before you even start to negotiate for a readjustment of your salary in your present position, or to seek employment elsewhere, BE SURE THAT YOU ARE WORTH MORE THAN YOU NOW RECEIVE.
It is one thing to WANT money—everyone wants more—but it is something entirely different to be WORTH MORE! Many people mistake their WANTS for their JUST DUES. Your financial requirements or wants have nothing whatever to do with your WORTH. Your value is established entirely by your ability to render useful service or your capacity to induce others to render such service.
Take Inventory Of Yourself
28 QUESTIONS YOU SHOULD ANSWER
Annual self-analysis is an essential in the effective marketing of personal services, as is annual inventory in merchandising. Moreover, the yearly analysis should disclose a DECREASE IN FAULTS, and an increase in VIRTUES. One goes ahead, stands still, or goes backward in life. One’s object should be, of course, to go ahead. Annual self-analysis will disclose whether advancement has been made, and if so, how much. It will also disclose any backward steps one may have made. The effective marketing of personal services requires one to move forward even if the progress is slow.
Your annual self-analysis should be made at the end of each year, so you can include in your New Year’s Resolutions any improvements that the analysis indicates should be made. Take this inventory by asking yourself the following questions, and by checking your answers with the aid of someone who will not permit you to deceive yourself as to their accuracy.
Self-Analysis Questionnaire For Personal Inventory
1. Have I attained the goal that I established as my objective for this year? (You should work with a definite yearly objective to be attained as a part of your major life objective).
2. Have I delivered service of the best possible QUALITY of which I was capable, or could I have improved any part of this service?
3. Have I delivered service in the greatest possible QUANTITY of which I was capable?
4. Has the spirit of my conduct been harmonious, and cooperative at all times?
5. Have I permitted the habit of PROCRASTINATION to decrease my efficiency, and if so, to what extent?
6. Have I improved my PERSONALITY, and if so, in what ways?
7. Have I been PERSISTENT in following my plans through to completion?
8. Have I reached DECISIONS PROMPTLY AND DEFINITELY on all occasions?
9. Have I permitted any one or more of the six basic fears to decrease my efficiency?
10. Have I been either “over-cautious,” or “under-cautious?”
11. Has my relationship with my associates in work been pleasant, or unpleasant? If it has been unpleasant, has the fault been partly, or wholly mine?
12. Have I dissipated any of my energy through lack of CONCENTRATION of effort?
13. Have I been open minded and tolerant in connection with all subjects?
14. In what way have I improved my ability to render service?
15. Have I been intemperate in any of my habits?
16. Have I expressed, either openly or secretly, any form of EGOTISM?
17. Has my conduct toward my associates been such that it has induced them to RESPECT me?
18. Have my opinions and DECISIONS been based upon guesswork, or accuracy of analysis and THOUGHT?
19. Have I followed the habit of budgeting my time, my expenses, and my income, and have I been conservative in these budgets?
20. How much time have I devoted to UNPROFITABLE effort which I might have used to better advantage?
21. How may I RE-BUDGET my time, and change my habits so I will be more efficient during the coming year?
22. Have I been guilty of any conduct that was not approved by my conscience?
23. In what ways have I rendered MORE SERVICE AND BETTER SERVICE than I was paid to render?
24. Have I been unfair to anyone, and if so, in what way?
25. If I had been the purchaser of my own services for the year, would I be satisfied with my purchase?
26. Am I in the right vocation, and if not, why not?
27. Has the purchaser of my services been satisfied with the service I have rendered, and if not, why not?
28. What is my present rating on the fundamental principles of success? (Make this rating fairly, and frankly, and have it checked by someone who is courageous enough to do it accurately).
Having read and assimilated the information conveyed through this chapter, you are now ready to create a practical plan for marketing your personal services. In this chapter is found an adequate description of every principle essential in planning the sale of personal services, including the major attributes of leadership; the most common causes of failure in leadership; a description of the fields of opportunity for leadership; the main causes of failure in all walks of life, and the important questions which should be used in self-analysis.
This extensive and detailed presentation of accurate information has been included, because all who must begin the accumulation of riches by marketing personal services will need it. Those who have lost their fortunes, and those who are just beginning to earn money, have nothing but personal services to offer in return for riches, therefore it is essential that they have available the practical information needed to market services to best advantage.
The information contained in this chapter will be of great value to all who aspire to attain leadership in any calling. It will be particularly helpful to those aiming to market their services as business or industrial executives.
Complete assimilation and understanding of the information here conveyed will be helpful in marketing one’s own services, and it will also help one to become more analytical and capable of judging people. The information will be priceless to personnel directors, employment managers, and other executives charged with the selection of employees, and the maintenance of efficient organizations. If you doubt this statement, test its soundness by answering in writing the twenty-eight self-analysis questions. That might be both interesting and profitable, even though you do not doubt the soundness of the statement.
Where And How One May Find Opportunities To Accumulate Riches
Now that we have analyzed the principles by which riches may be accumulated, we naturally ask, “where may one find favorable opportunities to apply these principles?” Very well, let us take inventory and see what the United States of America offer the person seeking riches, great or small.
To begin with, let us remember, all of us, that we live in a country where every law-abiding citizen enjoys freedom of thought and freedom of deed unequaled anywhere in the world. Most of us have never taken inventory of the advantages of this freedom. We have never compared our unlimited freedom with the curtailed freedom in other countries.
Here we have freedom of thought, freedom in the choice and enjoyment of education, freedom in religion, freedom in politics, freedom in the choice of a business, profession or occupation, freedom to accumulate and own without molestation, ALL THE PROPERTY WE CAN ACCUMULATE, freedom to choose our place of residence, freedom in marriage, freedom through equal opportunity to all races, freedom of travel from one state to another, freedom in our choice of foods, and freedom to AIM FOR ANY STATION IN LIFE FOR WHICH WE HAVE PREPARED OURSELVES, even for the presidency of the United States.
We have other forms of freedom, but this list will give a bird’s eye view of the most important, which constitute OPPORTUNITY of the highest order. This advantage of freedom is all the more conspicuous because the United States is the only country guaranteeing to every citizen, whether native born or naturalized, so broad and varied a list of freedom.
Next, let us recount some of the blessings that our widespread freedom has placed within our hands. Take the average American family for example (meaning, the family of average income) and sum up the benefits available to every member of the family, in this land of OPPORTUNITY and plenty!
a. FOOD. Next to freedom of thought and deed come FOOD, CLOTHING, and SHELTER, the three basic necessities of life. Because of our universal freedom the average American family has available, at its very door, the choicest selection of food to be found anywhere in the world, and at prices within its financial range.
b. SHELTER. This family lives in a comfortable apartment, heated by steam, lighted with electricity, with gas for cooking, all for a reasonable rate.
The toast they had for breakfast was toasted on an electric toaster, the apartment is cleaned with a vacuum sweeper that is run by electricity. Hot and cold water is available, at all times, in the kitchen and the bathroom. The food is kept cool in a refrigerator that is run by electricity. The wife curls her hair, washes her clothes and irons them with easily operated electrical equipment, on power obtained by sticking a plug in the wall. The husband shaves with an electric shaver, and they receive entertainment from all over the world, twenty four hours a day, if they want it, by merely turning the dial of their television.
There are other conveniences in this apartment, but the foregoing list will give a fair idea of some of the concrete evidences of the freedom we, of America, enjoy. (And this is neither political nor economic propaganda).
c. CLOTHING. Anywhere in the United States, men and women can meet their clothing requirements can dress very comfortably at prices within the range of an average family’s salary.
Only the three basic necessities of food, clothing, and shelter have been mentioned. The average American citizen has other privileges and advantages available in return for modest effort, not exceeding eight hours per day of labor. Among these is the privilege of automobile transportation, with which one can go and come at will, at very small cost.
The average American has security of property rights not found in any other country in the world. Surplus money can be placed in a bank with the assurance that the government will protect it, and make good if the bank fails. If an American citizen wants to travel from one state to another no passport is needed. Americans may go when they please, and return at will. In most other countries, the people cannot travel with so much freedom, and at so little cost.
The “Miracle” That Has Provided These Blessings
We often hear politicians proclaiming the freedom of America, when they solicit votes, but seldom do they take the time or devote sufficient effort to the analysis of the source or nature of this “freedom.” Having no axe to grind, no grudge to express, no ulterior motives to be carried out, I have the privilege of going into a frank analysis of that mysterious, abstract, greatly misunderstood “SOMETHING” which gives to every citizen of America more blessings, more opportunities to accumulate wealth, more freedom of every nature, than may be found in any other country.
I have the right to analyze the source and nature of this UNSEEN POWER, because I know, and have known for more than a quarter of a century, many of the people who organized that power, and many who are now responsible for its maintenance.
The name of this mysterious benefactor of mankind is CAPITAL!
CAPITAL consists not alone of money, but more particularly of highly organized, intelligent groups of people who plan ways and means of using money efficiently for the good of the public, and profitably to themselves.
These groups consist of scientists, educators, chemists, inventors, business analysts, public relations experts, transportation experts, accountants, lawyers, doctors, and both men and women who have highly specialized knowledge in all fields of industry and business. They pioneer, experiment, and blaze trails in new fields of endeavor. They support colleges, hospitals, and public schools, build good roads, publish newspapers, pay most of the cost of government, and take care of the multitudinous detail essential to human progress. Stated briefly, the capitalists are the brains of civilization, because they supply the entire fabric of which all education, enlightenment and human progress consists.
Money, without brains, always is dangerous. Properly used, it is the most important essential of civilization. A simple breakfast for a New York family consisting of grapefruit juice, cereal, eggs, bread and butter and tea with sugar could not be provided at a reasonable price, if organized capital had not provided the machinery, the ships, the railroads, and the huge armies of trained people to operate them.
Steam ships and railroads do not spring up from the earth and function automatically. They come in response to the call of civilization, through the labor and ingenuity and organizing ability of people who have IMAGINATION, FAITH, ENTHUSIASM, DECISION, and PERSISTENCE! These people are known as capitalists. They are motivated by the desire to build, construct, achieve, render useful service, earn profits and accumulate riches. And, because they RENDER SERVICE WITHOUT WHICH THERE WOULD BE NO CIVILIZATION, they put themselves in the way of great riches.
Just to keep the record simple and understandable, I will add that these capitalists are the selfsame people of whom most of us have heard soapbox orators speak. They are the same people to whom radicals, racketeers, dishonest politicians and grafting labor leaders refer as “the predatory interests,” or “Wall Street.”
I am not attempting to present a brief for or against any group of people or any system of economics. I am not attempting to condemn collective bar gaining when I refer to “grafting labor leaders,” nor do I aim to give a clean bill of health to all individuals known as capitalists.
The purpose of this book—A purpose to which I have faithfully devoted over a quarter of a century—is to present to all who want the knowledge, the most dependable philosophy through which individuals may accumulate riches in whatever amounts they desire.
I have here analyzed the economic advantages of the capitalistic system for the two-fold purpose of showing: 1) that all who seek riches must recognize and adapt themselves to the system that controls all approaches to fortunes, large or small, and 2) to present the side of the picture opposite to that being shown by politicians and demagogues who deliberately becloud the issues they bring up, by referring to organized capital as if it were something poisonous.
This is a capitalistic country, it was developed through the use of capital, and we who claim the right to partake of the blessings of freedom and opportunity, we who seek to accumulate riches here, may as well know that neither riches nor opportunity would be available to us if ORGANIZED CAPITAL had not provided these benefits.
If you are one of those who believe that riches can be accumulated by the mere act of people who organize themselves into groups and demand MORE PAY for LESS SERVICE, if you are one of those who DEMAND Government relief without early morning disturbance when the money is delivered to you, if you are one of those who believe in trading their votes to politicians in return for the passing of laws which permit the raiding of the public treasury, you may rest securely on your belief, with certain knowledge that no one will disturb you, because THIS IS A FREE COUNTRY WHERE EVERY MAN MAY THINK AS HE PLEASES, where nearly everybody can live with but little effort, where many may live well without doing any work whatsoever.
However, you should know the full truth concerning this FREEDOM of which so many people boast, and so few understand. As great as it is, as far as it reaches, as many privileges as it provides, IT DOES NOT, AND CANNOT BRING RICHES WITHOUT EFFORT.
There is but one dependable method of accumulating, and legally holding riches, and that is by rendering useful service. No system has ever been created by which people can legally acquire riches through mere force of numbers, or without giving in return an equivalent value of one form or another.
There is a principle known as the law of ECONOMICS! This is more than a theory. It is a law no person can beat.
Mark well the name of the principle, and remember it, because it is far more powerful than all the politicians and political machines. It is above and beyond the control of all the labor unions. It cannot be swayed, nor influenced nor bribed by racketeers or self-appointed leaders in any calling. Moreover, IT HAS AN ALL-SEEING EYE, AND A PERFECT SYSTEM OF BOOKKEEPING, in which it keeps an accurate account of the transactions of every human being engaged in the business of trying to get without giving. Sooner or later its auditors come around, look over the records of individuals both great and small, and demand an accounting.
“Wall Street, Big Business, Capital Predatory Interests,” or whatever name you choose to give the system which has given us AMERICAN FREEDOM, represents a group of people who understand, respect, and adapt themselves to this powerful LAW OF ECONOMICS! Their financial continuation depends upon their respecting the law.
Most people living in America like this country, its capitalistic system and all. I must confess I know of no better country, where one may find greater opportunities to accumulate riches. Judging by their acts and deeds, there are some in this country who do not like it. That, of course is their privilege; if they do not like this country, its capitalistic system, its boundless opportunities, THEY HAVE THE PRIVILEGE OF CLEARING OUT!
America provides all the freedom and all the opportunity to accumulate riches that any honest person may require. When one goes hunting for game, one selects hunting grounds where game is plentiful. When seeking riches, the same rule would naturally obtain.
If it is riches you are seeking, do not overlook the possibilities of a country whose citizens are so rich that women, alone, spend millions of dollars annually for lip-sticks, rouge and cosmetics. Think twice, you who are seeking riches, before trying to destroy the Capitalistic System of a country whose citizens spend hundreds of million dollars a year for luxury items that people in most nations can only dream about.
Remember, also, that this is but the beginning of the available sources for the accumulation of wealth. Only a few of the luxuries and non-essentials have been mentioned. But, remember that the business of producing, transporting, and marketing these few items of merchandise gives regular employment to MANY MILLIONS OF MEN AND WOMEN, who receive for their services MANY MILLIONS OF DOLLARS MONTHLY, and spend it freely for both the luxuries and the necessities.
Especially remember, that back of all this exchange of merchandise and personal services may be found an abundance of OPPORTUNITY to accumulate riches. Here our AMERICAN FREEDOM comes to one’s aid. There is nothing to stop you, or anyone from engaging in any portion of the effort necessary to carry on these businesses. If one has superior talent, training, experience, one may accumulate riches in large amounts.
Those not so fortunate may accumulate smaller amounts. Anyone may earn a living in return for a very nominal amount of labor.
So—there you are!
OPPORTUNITY has spread its wares before you. Step up to the front, select what you want, create your plan, put the plan into action, and follow through with PERSISTENCE. “Capitalistic” America will do the rest. You can depend upon this much—CAPITALISTIC AMERICA INSURES EVERY PERSON THE OPPORTUNITY TO RENDER USEFUL SERVICE, AND TO COLLECT RICHES IN PROPORTION TO THE VALUE OF THE SERVICE.
The “System” denies no one this right, but it does not, and cannot promise SOMETHING FOR NOTHING, because the LAW OF ECONOMICS, itself, irrevocably controls the system, that neither recognizes nor tolerates for long, GETTING WITHOUT GIVING.
The LAW OF ECONOMICS was passed by Nature! There is no Supreme Court to which violators of this law may appeal. The law hands out both penalties for its violation, and appropriate rewards for its observance, without interference or the possibility of interference by any human being. The law cannot be repealed. It is as fixed as the stars in the heavens, and subject to, and a part of the same system that controls the stars.
May one refuse to adapt one’s self to the LAW OF ECONOMICS?
Certainly! This is a free country, where all are born with equal rights, including the privilege of ignoring the LAW OF ECONOMICS.
What happens then?
Well, nothing happens until large numbers of people join forces for the avowed purpose of ignoring the law, and taking what they want by force. THEN COMES THE DICTATOR, WITH WELL-ORGANIZED FIRING SQUADS AND MACHINE GUNS!
We have not yet reached that stage in America! But we have heard all we want to know about how the system works. Perhaps we shall be fortunate enough not to demand personal knowledge of so gruesome a reality. Doubtless we shall prefer to continue with our FREEDOM OF SPEECH, FREEDOM OF DEED, and FREEDOM TO RENDER USEFUL SERVICE IN RETURN FOR RICHES.
The practice, by Government officials of extending to men and women the privilege of raiding the public treasury in return for votes, sometimes results in election, but as night follows day, the final payoff comes; when every penny wrongfully used, must be repaid with compound interest on compound interest. If those who make the grab are not forced to repay, the burden falls on their children, and their children’s children, “even unto the third and fourth generations.” There is no way to avoid the debt.
People can, and sometimes do, form themselves into groups for the purpose of crowding wages up, and working hours down. There is a point beyond which they cannot go. It is the point at which the LAW OF ECONOMICS steps in, and the sheriff gets both the employer and the employees.
These observations are not founded upon short time experience. They are the result of twenty-five years of careful analysis of the methods of both the most successful and the most unsuccessful men America has known.