how to get a raise in pay

82
-- - _ 1\ Br, A You Cqnnof Afford fo be Withouf Regardless of your sex, age or oc- cupation the methods, as set out in this book, will definitely help you to earn more money. These prac- tical, eommonsense principles have been used by all the most successful people in the world. You, too, must use them if you want to get ahead. Dollar Puilications A. a;;r ET g by

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T1lII{GS T1lIS

DO TOR

B00l( tTlr[YllU.

fl It shows you how to present your-

self in the best possible manner,

both in business and in private life.TI It shows you how to create the

right impression with your employer

and your fellow workers.

fl It shows you how to make friends

quickly and easily.

fl It shows you how to develop your

personality and increase your popu-

larity.

1T It shows you how to overcome

your weak points and develop yourgood ones.

fl And last but not least it shows you

how to sell your services for a much

higher price than they command now.

!f If you are sincere in your desire

to get ahead follow the method as set

out in this book, and nothing can stop

you from getting a bigger share ofthe luxuries of life. But the next

step rests with yourself. You must

make up your mind to start NOW.

Remember, there is no time like the

present. Tomorrow never comes.

T

Ii

Be courageous. I have lived a

long time. I have seen history

repeat itself again and again-

always America has emerged

from hard times stronger and

more prosperous. Be brave as

your fathers were before you.

Have faith ! Go Forward !-

Thomas Edison(in his last radio address.)

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Copyright rgj9by Dollar Publications

Chicago, IllinoisAII ri,ghts reseraed

First printing

Printed and, bound in the U.S.A.

by John F, Cuneo Co., Chicago, Ill,

Dedicated to

nxen and wofnen

who haae faithin the future

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CONTENTSChapter

I Object of this Book.2 Selling Yourself .

3 Self-analysis

4 Ambitions and ldeals.5 Your Mental Attitude.6 Ideas

7 Progress-Step by Step

8 Habits

9 The Value of Thinking.....l0 Co-operation...l1 Common-sense

l? Friendliness ...l3 Effort14 Planning for Efficiency. . . .

15 Perseverance ...l6 Courtesy

17 Idleness-Indifference-Indolencel8 Willingness .. . .

t9 Carelessness....

20 Leisure Time2l Read for Self-improvement22 Truth23 Honesty

24 Character

25 Personal Appearance

Page

Ic

6

It3t79'

26

2932

86

89

45

49

OJ

57

6lb5

69

tc77

80

83

88

s2

966 Cheerfulness

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GETTING YOURSELF A RAISE IN PAY

Chapter Page

27 Personality and Self-confidence 100

28 Criticism 106

29 Self-control lll30 Argument ll53l Temperance ... I2032 Your Vocation. . 123

33 The Value of Knowledge. . . . 128

34 The Value of Study. . . . .. . . 133

35 Health. (Part l) 139

36 Health. (Part 2) 143

37 Rules of Conduct..... 148

38 Conclusion l5l

i

THE OBJECT OF THIS BOOK

ttA RoILING sroNE GATHERS No Moss"''

Art Li gathers a lot of experience'..I" *y tife I

have worked at many occupations' lived in many

.orrnti.randrubbedshoulderswithpeopleineverygtude of society. I have seen men succeed-seen men

o"tl;,. in an endeavor to Present in simple lTgulg:

the reasonswhy some succied and others fail that this

totf< nut been written' There is nothing fantastic or

theoretic in its teachings; it is based on facts and true

.*p"ri"n."r; I hope yJu will find it.worth while to

read, and that you will gain something from it'- -

When you bought this book you admitted a desire

to get ahead, to li=arn, so I feel I have some license to

pt.""J" iittle, to keep saying.what "you should do"

lnd what "you should not doi' But don't take life too

t.tit"tfyt to ot" is perfect; we all slip at times But

try and,' slip less ani climb more-that is the way to

get ahead-to earn nxore rnoneY'In every chapter of this book you will find a story'

based on experience, and behind' each story there is a

,rrotul-"nidea.Alittlethought'alittleeffortplusaIiberal application of good plain common sense

should enable you to take these ideas and apply them

to Your own Problems'-go, yorl *ill gain very little if you merely read

I

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GETTING YOURSELF A RAISE IN PAY

through this book and then rhrow it aside. No onecould possibly absorb all the ideas contained hereinin so short a space of time.

After you have read the book once, and markedit according to the "Self analysis test,,' go back andre-read all the chaprers dealing with the subjects inwhich you feel you can do with self improvemenr.Don't set yourself too great a task at a time. Concen-trate on a chapter or two and read them over everyday until their lessons, their ideas, have become so

firmly implanted in your mind that it becomes secorid.

nature to put them into actual practice. In otherwords, fill your mind so futl with the ideas that car-rying them out becomes a habit, a part of your every-day make-up.

However don't expect a "Raise in pay" overnight.Remember "Rome wasn't built in a day.', It takestime as well as efiort to achieve worthwhile results.Sometimes advancement may seem to come slowly,but it will come nevertheless if you persevere inyour

eftort to make these ideas work for you. Theyhaae worked for others and they will work for you tooif you giae them the chance.

SELLING YOURSELF

T rrrs BooK IS WRITTEN for the average man,

the man in the street, whose greatest problem in

life is "How to earn more money." Even the small

minority who desire fame before all other things can-

not entirely ignore the necessity of "earning money"'

The gain of money should not be considered as the

only qualification for success, but its possession cer-

tainly eases the bumps in life.Every one would like

to earn more money; no one wants to earn less'

Study the lives of famous men, the greatest leaders

in industry, and what do you find? Without exceP-

tion they possessed the power of getting people to

trust them, to believe in them. In other words they

had, the ability to "sell themselues" to others'

The same law applies to politicians, soldiers, doc-

tors, lawyers, merchants, mechanics, clerks; men and

women alike. If you want to "earn more money" you

must "sell yourself;" make others believe you are

worth more money-you won't get it unless you do'You don't have to be a salesman to sell yourself'

"selling yourself" is a simple common sense process'

easily aiquired by the average man' A friend of mine'

a prominent executive in the automobile industry is

a good examPle of what I mean.

"I had to leave school when fourteen," he told

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GETTING YOURSELF A RAISE IN PAY

me, "and I got a job here, in the service depart-

ment as a helper. I made it my business to study

automobiles, especially the electricai equipment

and at eighteen was put in charge of electrical

repairs.""In my spare time I compiled a list of troubles

in cars, particularly opposition makes, and soon

the mechanics started coming to me for informa-

tion. Because I knew more about "troubles" than

any one else I was made service manager, and also

given the job of appraising the trade-ins. Thenused car sales were placed under me."

"The depression came along and the firm de-

cided they must do without a new car sales man-

ager. I was asked to supervise all car sales. Later

the company was re-organized. I was then service

manager and sales manager so I was made Vice-

President and General Manager-that's all there

was to it."

Why did this man, an apparently quiet, unassum-ing type of fellow with very little schooling, go so

far? What did he have that his fellow workers iacked?

HE HAD THE ABILITY TO "SELL HIM-SELF." Luck had nothing to do with his advance-

ment, not one of his promotions was due to "luck."

He merely used common sense backed up by a reason-

able amount of eftort; in other words he made it his

GETTING YO(]RSELF A RAISE IN PAY

businesstofindoutaboutthingswhichwouldbeoftrenefit to his employers; to Ue more useful to his

firm than his fellow workers were','^'Ot-.oorre

to sell yourself one hundred percent you

need more than just a little extra krrowledge' You

;;J;nta r"ilo*' ttotalttg fair jobs because of

some outstanding q'-tufintutioL'" but the men who

hold, the "rral iobs,':lihe my friend" possess more than

" iust one qualification"'

't;;;i ipii'"a", outstanding abilitv' mav be nec-

essary for certain *o'k' but wiiingness'cheerfulness'

courtesy, honesty, dependability' iommon sense and

friendliness ur.""t"iiuls

for success in any work'

If you want promotion' the chance to "earn more

*;;;y,;; t""r' io develop.the luatitillemployers are

alwavs looking for' Do t'his ani you uill succeed'; neg-

i:::i;;;;;;i 'iit fait'The processis simpre enough;

there's no trick to';"lli"g yourself"' You can do it

if you trY.

MOTTO: To "Snr'r- Youlsslr" Devnr-op Trrn

Quer-ttrns Trrnt ProPr-n Anurnn'

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SELF ANALYSIS

D unrNc THE HEIGHT of the depression, in1931, 1932 and 1933, thousands of people were un_ull.,,: k-eep up their. insurur.. piy-.rrrr. Manyasked for loans to tide them orre. the hard times; oth-ers wanted to surrencler their policies for cash.

This became a serious problem to some of the com-panies, and one of the trg"rt, rather than have somany cancellations, decided to try and carry some ofits policy holders till times got better.

With this in view they made an investigation ofthe situation, checking particularly on reasons whysome fellows had lost their jobs, and what chancethey had of getting them baci again.

The findings of these investigators showed somerather surprising things. It was"discovered that ap_proximately forty out of every hundred let out would.not be taken back again if business did return tonormal.

Of this forty percent, overeighty percent had seri_ous personal deficiencies. Less than twenty in every

hundred had failed through lack of technical knowl-edge. Personal deficienciis included a number ofthings, the chief of which were unreliability, failureto co-operate, laziness, untidiness, trouble making, in-terference, and dishonesty, in the order given. f hrr"deficiencies might be termed, negatiae qualities.

6

GETTING YOURSELF A RAISE IN PAY

Willingness, cheerfulness, honesty, courtesy, neat-

rrcss, reliability, temperance, etc. might be termed'

ltositiae qualities.

lt is even more important to eliminate negative

rpralities than it is to develop positive ones. One nega-

tive quality may easily outweigh a dozen positive

<nres. (Jntald, numbers fail because they are unable

Lo ouercome "ONE' personal deficiency,

The most polite, obliging and efficient sten-

ographer I ever had, began to pilfer smallamounts of money. A clerk, otherwise a very de-

scrving fellorv, seemed unable to cure himself of

inexcusable carelessness. The best salesman in

t.he organization couldn't leave liquor alone. All

had to go!

Practically every employer has had similar experi-

(:ilces. Perhaps you know of cases like these yourself;

llmost every one does.

If you want to get ahead it'sa good idea to begin by

lirst checking up on yourself. And when I say check

rrp I mean "CHECK UP," not just a cursory once

ovcr in the hope that you won't find anything wrong

with yourself. Don't be afraid to put yourself under a

rn,i,croscope. It's much better for you to do it than give

sorne one else (perhaps your employer) the necessity

ol'doing it for you.

7

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At the end of every succeeding chapter in this book

ry" yrll find a paragraph entitled .,SelfAnalysis

Test." When you can honestly put a check mark afterthe word "Yes" then you are really on the right roadto success. But don't make the mistake of thinkingyou can afford to ignore this check mark. you can,t,if you want to earn more money. you must keep afteryourself until you can honestly place that mark whereyou know it should be.

You'll never make the grade if you make no effort

to improve yourself, and there are only two ways inwhich it can be done. One is to eliminate your nega_tiae qualities; the other is to d,euelop your positiueones. You must use both methods if .you want to ,,Sell

Yourself for a Raise in Pay."

MOTTO: You Cer'r Wrru Wrru rns CHncr ManrrN THE WnoNc Pr,ecn.

GETTING YOURSELF A RAISE IN PAY

=q

AMBITION AND IDEALS

ttfnnets ARE LIKE srARS;" wrore carl schurz,

"you will not succeed in touching them with your

hands, but like the seafaring man in the desert waters

you choose them as your guides, and following them,

you reach your destiny."

THE MAN WHO HAS NO IDEAL LACKS AM-BITION. The necessity of earning enough money

to keep alive may drive him to action, but it does notcarry him to the top of the ladder. He is content to

stay where he is, to drift with the tide, for how can

he fight to reach his objective when he has none?

To make a fortune without influence or financialbacking, to rise from a service station operator to a

tycoon in the gasoline industry in less than ten years,

is an achievement of which any man might be proud.It is not an impossibility-a friend of mine has

done it."I made up my mind that some day I would own

an oil refinery, ships and all that goes with it. Theidea filled my mind. I could think of nothing else;

I dreamed of it, I worked for it-to-day I have it. Aman can accomplish almost anything," said he,

"when he has enough ambition."

YOU MUST HAVE AMBITION TO SUCCEED.You rise or fall according to your thoughts; so set

yourself an objective, an ideal. Study the lives of

I

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GETTING YOURSELF A RAISE IN PAY

others, of men who have gone before you, fortheir achievement you will find the incentiveurge you on.

Who could read the life stories of men like Caesar,

Wellington, Napoleon, Nelson, Washington, Lin-coln, Columbus, Pasteur, Edison, Marconi, TheodoreRoosevelt, Ford, Lindbergh and a host of others andnot be inspired by them? Poverty and disappoint-ment dogged the lives of many of these men, but

ambition, the desire to succeed, drove them on.The boy, Napoleon, was too poor to afiord the

luxuries enjoyed by his fellow students. His leisuretime was spent in studying the life of Caesar, whichgave him the inspiration to be the master of Europe.

For years Pasteur endured poverty and scorn toachieve his ambition, a cure for rabies.

At eighteen, Horatio Nelson, then a midshipman,was so overwhelmed with the difficulties confrontinghim that he seriously considered jumping overboard

to end it all. But reading his Bible gave him aninspiration, rekindled his ambition. He resolved tosucceed, "I will be a hero," said he, "and confidingin Providence I will brave every danger!" Later hebecame the idol of his country, the greatest admiralin history.

Lindbergh often struggled to make ends meerwhen working as a mechanic or a barnstorming pilot,

l0

GETTING YOURSELF A RAISE IN PAY

lrrrt he never lost sight of his objective, to fly the

Atlantic alone.

When Lincoln could see nothing but failure ahead

he took courage by reading "Pilgrims' Progress" or

studying the "Life of George Washington"'

Why not include a few biographies in your read-

ing rnatter? You will find the lives of great men

1,oik.d full of interest, adventure and romance' You

will read how ambition, the will to succeed helped

them to overcome hardship and privation,perhaps

firr greater than you may ever be called upon to face'

It is well to look ahead, to set yourself an ideal' a

lrrirrk to shoot at, but there is sometimes a danger of

looking too far ahead seeing only the result of suc-

.:ess, rather than the obstacles which must be over-

(:ome to attain it.

Ambition, the desire to win promotion is in every-

one's make-up, but what value has it if you lack the

will power to persevere, to overcome your obstacles?

Itis so easy tolet yourself down; to give up, to quit,

to say "I cannot do it," "I have bitten ofi more than

I can chew."

"IF" I had more money, "IF" I had more time'

"IF" I could get a break, "IF" I had some one to help

rne; these "IFS" are only "alibis". There's only one

"IF" that really counts. "IF' you' haue "AMBI'

I-ION," the wiII to succeed, you won't need alibi's'

1n

to

ll

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GETTING YOURSELF A RAISE IN PAY

MOTTO: Grvn younsnr,r SounrHrNG To SHoor er_TrtnN Ssoor.

SELF ANALYSIS TESTHaae you set yourself a goal?Chech. ...yes( ) ....No( )

YOUR MENTAL ATTITUDE

N ofFIlNc CAN BE accomplished unless you"Make up your mind" to do it. The power to earn

rTrore nloney is a question of "Mental Attitude" or

"Will Pouer." Make up your mind to succeed, and

the battle is more than half won. But be hesitant,

tloubt yourself, and you are beaten before you start.

THE SUREST WAY TO SUCCEED IS NOT TO

BE AFRAID OF FAILURE.Tivo salesmen rode alone in a railway coach. Con-

versation lagged. The clickety-click, clickety-click ofthe wheels was the only thing that broke the monot-

ony of the night. The cold bleak darkness seemed to

pour in the windows and cover the two men in a pall

of gloom. The younger man, on his first trip to the

liast, charged with the task of securing business from

a territory always unproductive to his company, feltparticularly depressed.

To make matters worse, a tooth to which he had

neglected to attend, had developed trouble and achedc:ontinuously. Sleep was out of the question.

Picking up the paper he began to read of the great

lluss the English people were making over Gene Tun-ney who had only recently won the heavyweight

championship of the world. He read where at a ban-

<1uet in London a society lady remarked."You must be very strong, Mr. Tunney, to beat

t32

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GETTING YOURSELF A RAISE IN PAYGETTING YOURSELF A RAISE IN PAY

Jack Dempsey." To which he replied, .,No I amafraid you are mistaken. It is not a question ofstrength; it's a question of mind over matter.',

"What do you mean?" she said."I had heard so much about the invincibility of

Jack Dempsey," said Gene, "that I really began tothink perhaps he zras invincible. I could not allowthat condition to exist. I therefore broke training fortwo weeks, and sought the solitude of the woods, totrain my mind so that I could enter the ring prepared

to administer defeat and not receive it.""That", thought the salesman, ,'is what I've got todo! Here I am going on a mission prepared to acceptdefeat rather than administer it."

Fortunately, he recognized his own weakness. Hedecided right then to accept no defeat, to banish fear,to obtain the mastery of "mind over matter,', and toface his problems with the determination to win. Andwin he did.

Before going to the hotel he stepped over to thetelegraph office and wired the firm: ,,This territory is

all right; will send you the first orders tomorrow.,'Sure enough they went in as promised. In fact,

eight days in the territory produced more businessthan the company had received in the previous fouryears, and all through reading a simple litrle state_ment in a newspaper column.

That man is a personal friend of mine. He still

lrelicves in Gene Tunney's psychology, and so do I' Italwuys was true, and it always will be true'

YOU CANNOT FAIL IF YOU MAKE UP YOUR

MIND TO SUCCEED. Do not let a failure defeat

yorr. If you determine to overcome failure, to profit

i,y yu,rt mistakes you cannot be defeated' It is that

tngatiue thought "Fear of fai'Iure" that often ca'Itses

defout. Remember you will never fail because you

try, but you will surely fail when you do not try'

You must believe in yourself and your ultimate suc-

cesn. You must absolutely refuseto consider the possi-

lrilit:y of failure, tor posi,tiae actions cannot grow out

rtl nogatiae thoughts.

I remember as a boy working in the building trade,

lreirrg sent to c rry a load of glazed window frames up

a llrcltler to the floor above. The wagon driver, a big

irrrnky fellow, handed me two large frames' "Just give

tue one," I suggested, "I'm a new boy here and Intigllt drop them." "My boy," he replied, "if you're

al'riiid yoo;ll drop them, you'lldrop them. Flere, take

tlrerc two and forget about dropping them"' I took

the lrnrnes and stepped boldly ahead and arrived safe-

ly ;rt the toPl

I lc was only an ignorant teamster, but he gave me

Irtttte advice which I remember to this day' Take a

lescon from it yourself. Make uP your mind to step

lxrlrlly ahead, to banish fear of what may happen'

llerrrernber, )our limitations start first in your mind'

l5t4

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Whe.n you place a limit on your thoughts, you auto_matically place a linit on your action"s.

If I were asked *1,_.h is the most imporrant chapterin this book, I would unhesitatingly Jy this one, forwhat good would the other .f,"ptJrs be if one has nofaith in himself.

It is therefore obvious that to earn more money, tobetter yourself, you must ,,make

up your mind,, tosucceed, for how can any man be successful if he lackswill-power, if he does not believe that he can do it?Remember

what Gene Tunney said, i.l;,5 a questionof mind ouer matter.,',

MOTTO: DoN,T Lm,,Fnen or Farrunn,, MesrnnYoun MrNo.

SELF ANALYSIS TESTA.re you willing to step botdly ahead, and. mahe asincere effort to conquer,,FEAR,,, of what mighthappen.

GETTING YOURSELF A RAISE IN PAY

Check ....yes( )

II) EAS'I i ,,

'l

.f t lnx oF ARC, a French peasant girl, believed she

Irirrl r divine inspiration. Although few useful ideas

sl:rt't tlrat way, yet Joan of Arc worked at her idea and

agirinst the greatest odds, led her country's army to

v irt<lry.

Watching the lid of his mother's kettle forced up

lry t.lrc pressure beneath it, James Watt, got the "idea"

rrl'

lruttingthis latent power to practical use. He in-

verrted the steam engine.

As a farm boy, Henry Ford saw a man driving a ten

tolr stcam tractor and got the "idea" of a light weight

Irurscless carriage.

IIUT GETTING AN IDEA AND PUTTING IT,I'0 PRACTICAL USE IS AN ENTIRELY DIF-F'lillENT MATTER. It took a lot of thinking, time

strtl cffort to produce the Ford car as we know it to-

tlny. If you happen to get a good idea-that is fine.

Ilu[ don't stop there. An idea is only the starting

prittt.You cannot finish a race in which you fail to start.

l,il'e is a race with ideas as starters; but you don't get

the prize for being the first to start, you get it forlreirrg the first to finish. The best ideas are ualueless

uilnrt, no attempt is made to carry them to a useful

t'tnrclusion.

Yotr have an idea that "you want to earn morel6

t7

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GETTING YOURSELF A RAISE IN PAY

money," but that does not mean that "you are goingto earn more money." You will not earn more unlessyou put your ideas to practical use. This book is acollection of ideas, but they are aalueless if you d,o nottry to use them. A dormant idea is only a vision, adream, a flight of imagination.

It is not necessary to conceive something new to geta good idea. Look around and you'll find food forideas wherever you go. You can get them from almostevery one you meet, from every good book you read.

Develop the power of observation. This will help youto create ideas-ideas which can often be applied inyour work.

One dark evening while out walking, I noticed apeculiar glow apparently coming from a small truck.Out of curiosity f crossed the street to see what causedit. On the truck was a complete coal stoker and min-iature furnace operating under actual conditions.

Flere was a fellow who had an "idea"-who thoughtof demonstrating a stoker on a truck so that peoplecould see it working. Our lirm had been

consideringa stoker and later purchased one from the salesmanwith the truck.

"I thought of that idea long ago," an oppositionsalesman remarked scornfully, when I mentioned thestoker on the truck; but he only "thought', of theidea. The other man put it into practice*that was

far more important.

GETTING YOURSELF A RAISE IN PAY

While writing this chapter I took time ofi to go

;rrrcl hear the Right Hon. R' B' Bennett' former Prime

Mirrister of 'Canada, speak to the Junior Board of

'l'rittle, in the City of Toronto' I went to get "his

itk:its." "It is easy to think in terms of yourself"' said

Irc . . . . . . "but you give of the best when it is

tro[ just for Yourself."

Now that is something very important to remem-

Irr:r. You cannot afford' to thinh of things' of id'eas'

tuldch only benefit yourself ' If you want to reach the

lol), to gat pro*otion, to earn more money' you mustrlrink oi others too. You must think in terms of your

",rrffoy.t.Think of ideas which will benefit his busi-

trcss, und then, You too, will benefit'

You don't have to think of big important ideas to

g., un.ua. Nor is it the Person with the most ideas

i-iru ut*uy, goes the farthest' A man I know' most of

lris tirne .rnemployed, "has more ideas than a dog has

lleras;" but the dog doesn't use his fleas' neither does

tltis tnan use his ideas'

It's a fine thing to have big ideas'but thinking too

llig, far beyond yo,,' t"putity' is dreaming' not think-

ing. Confine your tninking, your ideas' to practical

,it?"gt, to things which may be of some benefit to you

,rna io yot , .*iployt'' Isn''t it better to haue one small

scrtsi,ble id,ea tian a hund'red' big impractical ones?

"What use will it be when completed?" asked

'l'homas Edison, when considering a new idea'

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illGETTING YOURSELF A RAISE IN PAY (}ETTING YOURSELF A RAISE IN PAY

The mechanic who thinks of an ,,idea,, to cut thecost

-inmaking a small part, is more valuable to his

employer than one who dreans of making a ,,Robot.,,The clerk who suggesrs an ..iclea,,

for a simpler filingsyst-eT is appreciared more than one *ho ,rrgg.rtinothing. The salesman who gets an ..idea,,

of a betterway to sell merchandise will earn more money thanthose who are conrent to rub along in the old way.

- Every kind of business,"u.ry

o.."rpation, no matterloy lyt"ble, has opportuniries for p.opf. with prac_tical ideas-

BUT YOU WON'T GET IDEAS S/TZINGDOWN WAITING FOR INSIIRATION. Lookaround, study your own job, the business of your em-ployers, the products and methods of opposition com-panies, and see if you can discove. ,orn" place wherea new method, a new idea, may improve.ffi.i.rr.y.

-As }Ienry Ford

1uid, .,.Eu.ryrhing can always bedone better than it is being dor".,, "

THERE IS ALWAYS ROOM FOR IMPROVE-MENT; FOR THE INTR7DUCTI1N

oF BET.TER IDEAS, NO MATTER HOW SMALL THEYMAY BE.

M( )'I'TO: DoN'T un AFnern ro Succnsr Nrw "Ionns"

-You'r.L Nnvnn sn Frnnn ron TnvrNc ro Seve

run Frnu MoNnv.

3I.II,tT ANALYSIS TEST

Do you endeaaour to think of money mahing or

rn,oney saaing ideas?

Check ....Yes( ) No( )

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GETTING YOURSELF A IA'SEIN PAY

PROGRESS-STEP BY STEP

I rNow A YOUNG FELLOW, still in his teens,

who thought out a new system of oil extraction'

worked on it, developed it and received eight hun-

dred thousand dollars for the sole rights to use his

"idea." Although success came to him practically

over night, he made many small "steps" before he

made the "big jump." The "big iump" can't be made

until you'ae made the initial steps first'The average successful man, the man you see every

day driving a nice car, wearing good clothes and going

to smart places, had to climb the ladder of success' a

step at a time and you will have to do the same'

iou don't expect to score a bull's eye at half a mile

when you .utt'i hit the target at one hundred yards,

do you? No! of course not. Yet hundreds of fellows

are trying to do just that.

They only see their objective and overlook the fact

that getting there is often a slow process' They for'

get that to master big thi'ngs, they must first learn tohaster small ones. They see only the distance still to

go, and fail to recognize day by day improvement in

themselves.

It's better to be a practical "Realist" than a dream-

ing "Idealist." You don't have to be a Henry Ford or

a President Roosevelt to be a success' Success is a rela-

tive thing; there's no definite standard for it'

22

And there's no secret for success either' All you

rrec:tl is intelligence pt"' tttt ability to work faithfully

iffi,.ir ilr lq"ttiut' You must start at the bottom

urrrl climtr uP steP Uf *p steadily improving yourself

,,- tfttt. *".t;n''ICs "o"u -utt"r of doing one thing'

lrttl, rather u q"t"'o"-of doing a number of things

regularly and conscientiously until they become a

lr;rlrit. Your succe"-m tn' future witl depend' upon

lltt: habits You form NOW'

As a poor upp""ti*1n a printing plant' Benjamin

trr':rnklin had no ti;i;of^lutt' u"tomittg a world

r.irrr'rrs writer urrd dipro*at. However he did realize

rlrirt to get ahead ;J ilt; had to make good at the

iolr he was doing-'^ Co *"ftt good as a printer he

rrct:rlcd more qualifications than mere ability to set

,;;;'";; tr'"'"to'"' while still in his teens' drew up

a tt:t of rules for to"dott in his life; and what is more

ittttrortant, t't'"utiy tried to live up.to them'*

""'l;;;;ilJ to live'without committing any fault at

atty time;" he once told a friend' "I would conquer

all that either natural inclination' custom or com-

rrruY might lead me into"'tri'anklin ro""alJitpo*ibr" to live up to his code'

wlrichmightt'un"Ut"t"blessingindisguise'fortooperfect people u" t"""ffy dull company' but at least

lre tried. futf' *J"tt' fo' tht period of a year' he con-

t:etttrated t" "";";;i;'to"'i'"tty checking himself

:,g,,l:t,it'

. Hoo last chaDter.2Z

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GETTING YOURSELF A RAISE IN PAY

"Tho' I never arrived at the perfection I had beenso ambitious of obtaining, but fell far short of it,"said he, "yet I was by the endeavor, a better and hap-pier man."

Constantly trying to improve himself helped Ben-jamin Franklin in more ways rhan one. Not only hisemployer, but others with whom he came in dailycontact noticed his efiorts. Before long, he had estab-lished a circle of friends and admirers, many of whomwere in a position to help him, for peopte are always

willing to help a man who is sincerely trying to hetphimself .

Once, while out hunting in Northern Ontario, mycompanion and myself lost our trail entirely. For-tunately, we had a compass, but I'll never forget theexperience. Mile after mile, we trudged, tired andweary. "Over the next hill," we thought, "must bethe camp." But when we reached the top of the hillwe found another hill ahead, and then another andanother. But we kept our heads and persevered, forwe knew we were going in the right

direction andwould eventually reach our real objective, and wedidr

Getting ahead in life is a simple common sense

process. It's just like getting out of the bush. you'vegot to have an objective and keep going in a straightline towards it. You can't keep going round in circlesif you want to reach your goal. You must have cour-

(;Ti.ITING YOT]RSELF A RAISE IN PAY

rtg,f' l.oo-courage to persevere-courage to overcomeutrrrxpccted obstacles that seem to block your path'

lirll irnprovement is a cumulative process' As you

l!!;rBl('r one fault, it automatically becomes easier to

lrrilrl(:r the next one. Don't get discouraged if you

lrril lo see improvement right away; keep your head'

It rrriglrt take time, but you'll come out right in the

eirrl il you Persevere. Remember, what you &cconx-

lilitlt tnday, brings you nea,rer your obiectiae tomor'

t ttllt,

I\!( )'l'TO: You Crrnts e Laonen n Srnp AT A TIME'-"so rr rs \,,\/rrrr Srr,n' hupnovEMENT.

EIiII,IT ANALYSIS TESTAre you making constant effort to improue your'

sclf?

Cltcck .. ..Yes ( ) No( )

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I

HABITS

If HeS OFTEN BEEN SAID ..clothes make theman" but this is only partially true. Clothes willnever make a man who makes no attempt to be aman who does nor try to improve himself physicallyand mentally, or to develop good habits both in business and in private life.

Habits, unlike the color of our eyes, are not bornwith us, but develop through influence, repetition

and association. Warden Laws in his book ,,TwentyThousand Years in Sing Sing," describing the regis_

tration of new prisoners says,

"It is a simple routine. Parents' names andnativity, their own nativity, religion, occupation,education and such other information as may beimportant.

"What made you do this?" asks the clerk,"What was the cause of your crime?"

"Bad associations" is the invariable answer."

Records of the prisoners reveal that ninety-sevenpercent were never associated with boys clubs, sev_

enty-five percent had no skilled training, and ninety_five percent were not interested in any churchactivity.

John Jacob Astor, one of the richest men in Amer_ica, once said, "ft's all a matter of habit, and, in

26

(;ETTING YOURSELF A RAISE IN PAY

Arrrcrica, good hatrits make any man rich. Wealth is

largt.ly a result of habit."( )l'<;ourse, good habits are not a guarantee of finan-

r inl srr<:cess, but the cultivation of good habits, with-

{rrt which no one can truly be considered worth

wlrilc, is essential if we desire the respect of our fel-

lrrw trtcn. And you need this respect if you want to

rrthl: a permanent place for yourself in the com-

ttttutil,y.'l';rkc the case of Al Capone, at one time America's

"lrrrlrlicenemy number one." A millionaire in spite

,,i' Irir bud habits. Where is he now? Broken in health

arrrl slririt; most of his ill gotten money dissipated, an

Irrrrurte of a federal penitentiary.

Yott cannot expect to have one code of ethics in

lrrrxittcss and another in your private life; that does

rrnt work out right. It never did and it never will'{ )l' r:ourse I am not suggesting that it is necessary to

iive ln absolutely righteous and sheltered life. That

rirrr;rly isn't human nature. But it is always ui'thin

ytttt,t' power to refrain from excesses.

"The company in which you will improvenr{rst," said George Washington, "will be least

expensive to You."

1'orrr life is governed not by your "Desires" but by

ynrrr "[{abits." If the habits of your personal associ-

dlli :rrc bacl, then you too will develop similar habits'

llrrl il'your associations are good, then you can rightly

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GETTING YOURSELF A RAISE IN PAY

expect to gain something from them. promotion oft-

en_depends upon the uay you cond,uct yourself out-side of business hours.

Many a firm, unknown to its stafi, keeps a secretrecord of the private activities and habits of its em_ployees. This is not done with the intenrion of spy_ing, but solely with the desire to check on the char_acter of the individual with a view to advancing thoseyt.: personal qualifications indicate a suitabil-ity forholding positions of rrust.

_There is norhing underhanded in this proced.ure.

It is merely a simpleprocess of selection and elimina_tion, and whether you are amongst the selected, or the

elirninated will rest with yoursel\.

MOTTO: Ir, you WeNr pnolrorroN, Cur,rrvarrGooo PnRsoruar, Ffenrrs aNo AssocrATEs, ANDErrMrxers rHn Bao ONrs.

SELF ANALYSIS TESTAre you trying to cultiaate good, habits_and toeliminate bad, ones?

TTIE VALUE OF THINKING

N() ONE IS PERFECT-no one can always be right.ryVr all make mistakes and at times do the wrong

thftrg. But making rnistakes, doing the wrong thing,

lnay often be turned into an advantage, for it is

' tlrrorrgh our mistakes that most of our experience is

gbtained.

(.)nc day during the height of the 1933 depression

lfherr talking to my friend, Mr. Walter Kiehn, well

tnEtwn advertising consultant, I remarked: "Some-Glrnes I wonder how I have stayed in business so long,

I trave made so many mistakes."

"r'' "Yes, you have made mistakes," he agreed, "but

1, yeu have made more good decisions than bad ones,

1$ Etherwise you would not have stayed in business."

T. Now "making good decisions" in business, is the

,i feault of proper thinking beforehand. Euery "good'v4'

braah" depends on sorne circumstance and in your:1 €dsa the "ch&nce" of "getting a break" in life will

way you THINK.' lf you want to earn more mone1l, you must think

€orrectly. Merely to "think"' that you would like

moro money is not sufficient. You must learn to de-

?elop the "Power of Thinking"-to reason out the

€Ruse and efiect-the why and the wherefore of things

Check ....Yes( ) No( )

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that govern your life and earning power. In otherwords, "to think constructively.,'

Proper thinking-is

not a gift. It is an acquiredaccomplishment. The more you try to think, the bet_ter will you be able to think. It,s simply the old story,"Practice makes perfect."

Filling the mind with a multitude of facts may bemental training, may enable one to obtain academichonors, but it does not always teach a man to thinkconstructively; to think of ways and means of improv_ing his earning

capacity. That is one of the weak-nesses of our educational system.

To increase your earning power you must developyour thinking along the right lines, think of thingswhich will be of use and benefit to you and your eri_ployer, rather than about things which can be of nobenefit to either of you. Even your girl friend is en_titled to some constructive thinkinj on your part.How can you expect to hold her if you make noeffort to improve yourself, to think of ligge, things?

Thinkabout your failures and mistakes. Try andanalyze the reason for them so that they may be

avoided the next time.THINK OF THINGS WHICH WILL BENEFIT

YOUR EMPLOYER AND FELLOW WORKERS,BECAUSE TI-IEIR GAIN WILL ALSO BE YOURGAIN. When you have learned to rhink this way,

30

GETTING YOURSELF A RAISE IN PAY (;I:.rTING YOURSELF A RAISE IN PAY

tlrr,rr,;rrr<l only then, will you be able to earn morelril ri rcy.

l,,vr:r'y clupter in this book has a lesson; and around

F.lr ll l(l$son there is room for thought. Learn to thinkitl Icl lus of seif-improvement. {Jse some of your spare

tirrrt. irr thinking. Think how you may apply the

legsnir in each chapter to your own advantage. Therrrnrc vrrluable you are to yourself, the more valuable

yrrrr will be to your employer. But remember, you've

grt to lrack up your thinking with "doing.""'l'lrcre are three kinds of people," said Mr. Ralph

!,. l,t:c, Public Relations Department, General Mo-trrrq (lot'poration. "Thinker-uppers, Getter-downers

eliii l)tcrs. If a census could be taken, and people

rep;rr';rtcd into groups according to the above classi-

lkaliorr, I think we would find that the 'Thinker-

iilrl rr:'r's' are not doing nearly as well for themselves as

tlrr. '(lctter-downers' and the 'Do-ers'."

I lrrlr:ss you make an effort to carry your thinkingln a srr<:ccssful conclusion, to back it up with action,

ll's n(,1. real thinking. It's merely dreaming, and it

rvnil't gct you anywhere. Tlze world is full of peopleutlttt Llt,inh, but who will not "d,o."

M( )'l"fo: TnrNr Cor,rsrRucrrvEly, sur BRcr rt up

Wmrl AcrroN. BE A "Do-ER."

,5I.II.II ANALYSIS TESTtlrc you thinking ahead, of your present iob?(thcch ....Yes( ) ....No( )

3t

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GETTING YO\]RSELF A RAISE IN PAY

CO.OPERATION

Co-opnnATIoN IS THE spIRIT of workingharmoniously together. It is as necessary between

employer and employee, as between employees them-

selves.

An employer who does not try to co-operate withhis stafi fails to get the best out of them, but an em-

ployee who does not co-operate with the employer

stands to lose a great deal more. It is well to remenx-ber that an employer can do without an employee

easier than the employee can da without the em-

ployer.

You may make the mistake of thinking you are in-

dispensable, but no one is indispensable. There is

always some one who can do your job-rememberthat!

During the Great War, Field Marshal Lord Kitch-

ener, Commander-in-Chief of the British militaryforces, was drowned at sea, but the British carried on

just the same. Their most "indispensable" man wasnot indispensable after all. You may be difficult to

replace, but you &re "not indispensable."

Workers sometimes jeopardize their chances of pro-

motion in the mistaken idea that they are indispen-

sable. They foolishly believe they do not need toco-operate; they think they can do it all themselves.

They forget that business is a great gear with many

r'ol{ri. It's mighty hard to go ahead without the co-

,,1,,,tation of itre other teeth in the wheel'

l)uring the first two and a half years of the Great

Wirr, the Germans had one very important advan-

t;rgc: proper co-oPeration and co-ordination between

.tt,tt'"i'a,-i.s.HadnotthealliesappointedlVlar-slrrrll Foch as"supreme Commander it is doubtful if

t lrc lorces then engaged could' have held out until the

rlrival of the Ameri"can army' As it was' lack of co-

olrcration nearly lost the war for the Allies'

Once again in Europe and in Asia-the destructiverll'ct:t of non-co-operation is responsible for hate' war'

rle'rtl.h, unnecessary suffering and staggering losses' As

irrrlividualstheeffectofnon.co-opeTationisjustasrlc'structive. It may be on a smaller scale' but it will

rtllt:t;t "YO(J" to a much greater extent'

No one, no nation, can hope for ultimate success

wlrcrl co-operation is lacking' But co-operation is-n-ot

.r one way process; to get co-operatio| lott rnust glve

,,,.ar..u,iott. Patience] willingness' cheerf ulness' and

l'rit:ndliness are positivequalifications-that are essen-

tirrl to the spirlt of co-operation' -Theimpatient

,",,rk"r, the unwilli"g *oik"t and the surly worker

r'{rnstantly stand in their own light'

I know an excellent mechanic who would be fore-

ttt;rtt o[ his departrnent but for his surliness and his

rcfusal to co-operate with his fellow workers' It may

i-, 1r.ttiff. to holcl a job because of one outstanding

ooJJ

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qualification, but you will never hold a really goodjob, a key position, that way.

The mechanic may-hold his job because of specialknowledge, but the foreman must have more thanjust knowledge. To get the best out of the workers,he

_mustdevelop the spirit of co_operation.

Co-operation is not something *t i.t may be forcedupon people against their will. Men cannot be bul-lied into it. Patience, courtesy, cheerfulness, the de_sire to help others with their difficulties will promotethe

spirit of friendly co_operarion and make thingseasier for all concerned.There are three classes of workers:_those who go

out of their way to co_operate; those who delibe."r.iypractice non-co-operation, and those who are indii-ferent (practice neither co_operation nor non_co-operation.)

If you want to get ahead, to earn more money, youcannot afford to be in any but the first class. Co_operation is not a qualification for success_it is anecessity.

i'Would you like me to stay and finish this job,,,says one man. Another will stay if asked to dL so.The third thinking ..Why

should I come back?,, triesto step out before any one can suggest it, and makesno efforr to conceal his displeasurll

"I told them a thing or two," says he to his friends,"What do they think I am?,' Uniortunarely for him

GETTING YOURSELF A RAISE IN PAY GETTING YOURSELF A RAISE IN PAY

tlrc cmployer thinks he is exactly what he is-a non-

,,,,-,rp"rutor-an employee on whom he cannot depend

orrc already marked down for demotion or dis-

r lr:rrge. Records show that almost as many fail on

.rccount of this great personal deficiency as from any

ol ltcr cause.

Yet co-operation, while one of the most neglected

nl' <lualifications, is one of the easiest of attainment'

tt riquires neither self sacrifice, special ability, nor

Hreat;fiort. It is something which you cannot afiord

lo tteglect, for when co-operation is missin$, yourt:ltance of promotion is pretty slim-

So if you want to earn more money, get into the

trnbit of offering those little extra services without

lraving to be asked to do so. lfhe boss may be like

Llrc wise owl. "He may not say much, but he may

tltinlt a lot." Because he does not say "I thank you"

rlocs not necessarily mean that your action, your

willingness to co-oPerate, is not appreciated'

MOTTO: WHSN Co-opnnerroN rs Lecrctnc, SoME

ONr, SonrnrHING Musr Surn'rn.

IiIiI,F ANALYSIS TESTI)o you always try to co-operate with your em-

ptoyer and Your fellow worhers?

Chech ....Yes( ) ""No( )

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GETTING YOURSELF A RAISE IN PAY

COMMON SENSE

Asr A DozEN oursrANDrNG MEN. ,,To

what do you attribute your success?" and you'll re-ceive a dozen different answers. There is no specialqualification for success. Some may lay emphasis onone thing, some on another. But all will agree thathonest effort, plus good plain cornmon sense is anecessity.

"The exercise of an abundance of common sense"said one prominent executive, "is of more value to afellow than an abundance of ability, knowledge, oreven education."

COMMON SENSE PROMPTS YOU T'O DOTHE RIGIIT' THING. It doesn't sound difficult,does it? But even the smartest people make mistakes,do foolish things. Too often one hears the expres-sion, "If only he had used his common sense!" youhave said it about others; others have said it aboutyou.

The super liner Titanic was wrecked on its firstvoyage across the Atlantic. The captain, driving theship full speed ahead through a dangerous ice field,was responsible for the loss of over one thousandlives. It's easy to s&y, "If only he had, used, his com-mon senser" when it's too late.

If you want to get ahead, to earn more money,learn to use your common sense, learn to avoid mis-

takr:s before the damage is done' Ask yourself "Whatarrr I trying to accomplish?" "Am I going about it in

tlrc r,ight wuyl" Lei these thoughts be your guide

arrtl you won't go far wrong'

You don't require outstanding ability to possess

r'onrlnon sense. A,"

*uttar of fact, people of only

Bvcrage ability often have more than their fair share

ol' it. Few of the moderately successful men earning

trrrrrr $2,500 to $10,000 a year are brilliant intellec-

rrurlly. More often they are merely honest' conscien-

tiurls fellows with anabundance of good common

Irot'sc sense, without which you can't succeed'

l)on't forget that no one is perfect; we all make

Ittist:rkes. At times we all could kick ourselves for

liu:l< of common sense. But kicking yourself doesn't

tkr uny good. It's better to avoid getting in the posi-

fiott where you want to kick yourself'

IISE COIWMON SENSE AND OTHERS WILLrl'l1INK vOU SMART; DON'T AND YOU WILL

ttI| CONS/DERED DUMB' But to get ahead' you

lutt't afiord to be considered dumb' So use your com-

uton sense. Apply the rules, "What am I trying to

atr:ornplish?"iAm I going about it in the right way?"

to cvery problem you meet, to every job you under-

I akc.'I'heory is ail right, but common.sense ls more

ul'tctr the result oi e*petience' Don't be afraid to

tlraw on experience. ff ttot sure about a thing' ask

6E5l

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GETTING YOURSELF A RAISE IN PAY

some one else-some one who has more experience.That's how to avoid mistakes. Merely common senseisn't it?

If you want promotion, avoid, wasting time doingwork which serves no useful purpose. Faithfully finlish each job before you tackle the next one. Get intothe habit of doing things right in the first place. Beknown as a man who uses his common sense.

_ What was your morive in buying this book? Am_bition, the desire to earn more money. Well! there,sno time like the present to start. Check back

on a fewof the chapters you have read. Common sense willtell you how to apply the id,eas to your own life.

It's only common sense not to waste time on thingswhich cannor help you. But don't forget, ,,it,s nJtcommon sense" to think things cannot help you whenthey can. Be your own judge-let common sense beyour guide.

MOTTO: Trrnnr's No SnNsn Lrxr' ConruoN SrNsr.

SELF ANALYSIS TESTDo you try and, be guid,ed, by common sense be_

fore all other things?

Check. ...Yes( ) ....No( )

I,'IIIENDLINESS

'l'nvtNc ro KEEP YouR END uP may be a

alrrrggle. It may be difficult even with the assistance

nl l'riends but it's a great deal harder when you have

n()ue. Have you ever stoPPed to think what life

would be without them?

As Mr. Bennett said, "You give of the best when itis rrot -iust for yourself."* That is the spirit which

!'!'(fates friendship, {or how can you make friends ifyolr think only of yourself?

I remember, as a boy, often seeing a man always

wirlhing alone, never with a friend, and I wondered

wlry. I later learned that once while travelling on a

rlrip, it struck a reef and began to sink. When asked

lo assist some women and children he shouted, "IIurvcn't time, I must save myself."

Itorever after he was known as "Save Yourself."

IJUT TO GET AHEAD, TO WIN PROMO-,I'ION YOU MUST "SELL YOURSELF" NOT

"StlVE YOURSELF." There may not be much dif-l'crcn.ce in the way it sounds, but there's a tremen-

rlorrs difierence in the way it works.

"saving yourself" is just what it says: looking after

urrrnber one, first, last and always. But don't mis-

rurrlcrstand me! Don't infer that looking after num-

lrr ole is a bad policy! It isn't, provided you don't

t Fl€$ ohanter "Itleas."398

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GETTING YOURSELF A RAISE IN PAY

carry rt to extremes. There's something admirableabout the man who can look after himself, but fewadmire the one who looks after "no one but him-self."

Feople who think only of rhemselves often succeedin making a lot of money, but at what a cost. It'sgood to have ambition, to want to earn more money,but may you be saved from letting money be your.only goal! Money will pay for pleasure, but it cannotbuy lriends or happiness.

I once met a man on board ship who, like theoriginal "Save Yourself," always walked alone. Onemorning I stopped and talked to him. Later he toldme his life story. Why, I do nor know! probably hecraved for someone to whom he could confide histroubles.

"Money was always my objective," said he. ,.Mak-

ing a fortune was rhe only thing I lived for. Now thatI have made it, I find I have forgotten how to play.I haven't made a real friend in the world. I guess Iwas too selfish, even my wife left me, and looking

back, f don't blame her. If I had my time over againI would be difierent, I would kick over the traces abit." "But," he went on, "it's no use regretting, youcan't bring back the past. I'm trying to have a bettertime now, trying to be less selfish, to be more broadminded, but you know it's not so easy to make friendswhen you're going on ro sixty."

40

GETTING YOURSELF A RAISE IN PAY

l,ike love, personal friendship is a mutual attrac-

tiorr. It cannot be forced upon you, but just naturally

s('('lus to happen. It's nice to have personal friends,

lrrrt in business you don't need personal friendship as

rrrrtr:lr as you need "friendliness," the ability to get

nlon,g with other people.

llccause you are friendly does not necessarily mean

tlrlrl. you must make a close friend of every one you

ulrct. Amongst your fellow workers there may not be

trrrr: whom you would desire as a personal friend, but

tlr;rt should not stop you from being friendly withtlterrr all.lr;tmous men, popular with the people, sometimes

Irnvc few close personal friends. They prefer general

friendship to personal friendship. Alexander the

(irc:rt only had one personal friend. Napoleon had

nor, cven one. Yet both men were idolized by their

mttliers. President Franklin D. Roosevelt has few

lrersonal friends, and is a modern example of what Inlcln. His unfailing good humor, his courtesy, his

*tr:t and gracious manner never fail to irnpress all

tlrosc with whom he comes in contact. His voice isurcllow and sincere. Friendliness seems to ooze out

ol'lrim.In his speeches Roosevelt makes constant use of

Itu:lr expressions as "My friends," "We," "You and

1." People like him because he is friendly. Dale

(l;trncgie, author of that best seller, "FIow to Win

Iiricnds and Influence People," a book you might

4t

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GETTING YOURSELF A RAISE IN PAY

read with advantage, says, "To make friends begin ina friendly wayi' President Roosevelt learned" thatprinciple long ago. Take a lesson from him.

If you want to get people to help you, rhen youmust get them to feel frienclly towards you. you can_not afford to have people dislike you, for if a mandislikes you he may take a delight in purting obstaclesin your path. It may take a lot of will power, cour-age and determination to overcome these obstacles.But why give yourself obstacles to remove? Isn't it

better to aaoid them entirely by using a little friend,-liness in the first place. Friendliness will often smoothaway difficulties like oil on dangerous waters. If youwant to get ahead, you can't afford to create enemies,to build obstacles for yourself, when you don't haveto.

Some people seem to have a happy knack of mak-ing friends easily. Really there is no rrick to it. you'llsoon find people are attracred to you if you follow theideas set out in this book. Analyze yourself. Makesure you don't possess the unfriendly characteristics

listed below.

You don't parricularly like a fellow with ascowl on his face, do you?

You don't admire a man who is only inter-ested in himself, a selfish fellow, a "Save your-self," do you?

42

GETTING YOURSELF A RAISE IN PAY

You don't appreciate people who never thinkol'szrying "I thank You," do You?

You don't feel kindly to those who always find

t irne to criticize, but never time to show appreci-

;rl,ion, do you?

You don't look forward to a conversation with

il lnan who wants to argue about everything' do

you?

You don't enjoy the comPany of the habitual

grtrrnbler, a bellY-acher, do You?

You don't respect deceit, untruthfulness orrlishonesty, do You?

You don't love a trouble maker, a tale bearer'

rlo you?

()l' course you don't! No one likes people who

pnflricss these negative qualities; and nobody is going

io like you either unless you learn to overcome them'

I l' you want to get ahead you can't afford to be

rrtrl'riendly, so go out of your way to cultivate friend-

littcss; mahe up your mind, to d'eaelop the qualities

llrttl, you ad'mire in other people'

( icr: into the "habit" of being agreeable to others;

llrrtr they will like you, and help you' You don't have

to ltave ability to be friendly; just use your common

rrlr$c. Learn to apply the ideas in this book every

ltitlul.e, everY hour, everY daY!

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SELF- ANALYSIS TEST

Are you making a sincere

friendly actions?

Check ....yes( )

effort to aaoid un-

No( )

GETTING YOURSELF A RAISE IN PAY

MOTTO: To Marn FRTEruDS, Tnrer Ornrns asYou Wourn Lrrn THru ro Tnner you.

l';FFORT

"'['AKE TrME To DELIBERATE," said Andrew

tar:kson, "but when the time for action arrives, stop

tlrirrking and go in."l)cliberation up to a point is necessary, but in or-

rler to accomplish anything "deliberation" must be

arrpt:rseded by action! Action simply means making

rur "IIFFORT" to do the thing you have made up

yorrr mind to do.

"'l'hinking" is necessary, "mahing up your mind,"..7 n(cessary, but the most important thing is to back

rt|t your thoughts uith action-with "EFFORT.". l':rul Whiteman, world famous orchestra leader,

nttr:c said,

"More worthy work has been done in this

world by the rank and file of folk, who schooled

llrcmselves to unremitting efiort, than by any

otlrer kind."*l lave you ever stopPed to think of the hours of

1rt';rt:t.ice, of the "unremitting efiort," required beforeorrr leading bands and orchestras are ready to go on

llre rir. And don't forget that each individual mem-

lrer also spent years of toil, of "unremitting efiort"

lrrl'orc he could even get into the band.

It is only by continued efiort that obstacles may be

rrv('r'(;orne. Effort is the result of "THINKING" plus

.^*".*"

Magazirre, March, 193?.44

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"WILL POWER" and, continued" effort is the resultof ,,CONTINUED

WILL PoWER:,Sometimes it may be necessary to ,.drive

yourself,,to make an effort, but don,t be afraid to drive your_self. It's the man who won,t drive himself, who lackswill power, who fails.

If ever a man had to drive himself to a task it wasColonel Lawrence, better known as Lawrence olArabia. Rejected as unfit for active military servicche.rvas given a position in Cairo preparing reporrs

11{maps dealing

with the Neai nast Campaign.This work for which he was suited by training Jrdtemperament was much to his liking.

. --Unfortunatelyfor hirn, but foriunately for thc

Allies ir was decided thar he should go to Arabia tokeep contact with, and aclvise the .irabs, who haclstarted a revolt against the Turks.

Lawrence rvas chosen because of his knowledge olthe country and the language, but he did not want tobe permanenrly srarioned with the Arabs.

.

"] argued complete unfitness for the job,,, saidhe, "I hated responsibility. . . . . . f was unlike a

GETTING YOURSE,LF A RAISE IN PAY

soldier: hated soldiering."But he had to go nevertheless.

Lawrence, being alone, could have taken thingseasy, accomplished litrle and then reported his in_ability to master the situation. But he was not builtthat way. Ffe "made up his mind" that he would

46

GETTII,IG YOURSELF A RAISE IN PAY

rrrrstcr the situation, even if it killed him to do it-;rrrrl kill hirn it nearlY did.

l{crnember, Lawrence was not a soldier either by

Ir.rirring or nature. He had to steel himself to "un-

rr,rrrit.ting effort" to master the situation; to stay with

tlrt' iob till it lvas comPleted.

llc found it necessary to live like thc wandering

Ar':rlrs, to dress like them, to eat and sleep with them;

to stand the glare of the sun without the aid of

gl,rsscs, to walk and work without protection for his

It't'l. IIe undertook the most dangerous missions andi,rrrlncys when almost too sick and weak to sit in a

F,t{ l(llc.

t,twrence overcame great obstacles by making a

anlxrr-cffort. He helped to change the history of the

r\trrlr race; but you don't need to make a super-effort

Itr cllu"nge your own history. Just make a little more

s,florl, tltan your fellow worhers and, you'll find you

g't ftu more opportunities.

Yorr can't win an obstacle race by trying to jump

;rll t,lrc hurdles at once, or by jumping some and run-

rrirrg :rround the others. You've got to take them all,

nlr(: irL a time. That is the only way you can win.

l,il'c, too, is a series of hurdles, of trials and trib-

ul:rl ions.

As ;r child they looked so big, but you learned to

ilv('l'(:ome them; you learned to walk, to talk, to read,

trr write. Effort did it-and effort will do it again'

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GETTING YOURSELF A RAISE IN PAY

MOTTO: Moonnarn Asrrrrv WrrH Sur.nrcrnNr Er_ponr'Wnr Ovnncoun Monn Orsracr,ns THaNOursraNorxc Asnrry Wrrnour SurrrcrrNr Er-FORT.

SELF ANALYSIS TESTAre you willing to mahe a real effort to getahead?

I'I.,ANNING FOR EFFICIENCY

I n runnaBER, AS A SMALL BoY, watching gangs

ol rnen with pick and shovel, break up the road pre-

Ir;rratory to laying the street car tracks. Each man

ir:rr[ a definite piece of work to do. 'Ihe road was hard

lrrrt the boss seemed harder. If a man's work was be-

trirlrl schedule he received his pay, and another took

lris place. Even a child could see that the employer

wirs rnore interested in what each man accomplished

tlurn holv hard he worked.'fhe mere fact that you work hard does not mean

llr;rt you are efficient. Work without achievement is

orrly wasted effort. This applies to bank presidents

arr<l laLrorers alike.

I'RODUCTIVE EFFORT IS THE RESULT OF

{;0NSTRUCTIVE THINKING AND PROPER

I'I.ANNING.()rganize your work so that no waste effort occurs

;urrl you have an ideal condition. Unfortunately this

iR not always possible but you should try to reduceyorrr waste effort to a minimum by spending a little

lirrrc in planning your work. In other words, think

rrrrl. the best way of doing things, because the best

tt'il:y is usually the easiest and the most efficient way'

llcnry Ford by the elimination of waste motions,

w;rstcd effort, greatly increased manufacturing effi-

49B

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GETTING YOURSELF A RA.ISE IN PAY

"planrted right', in the first place is unnecessary d,upli_cation of efiort.

Going ahead without proper instructions, or failingto give proper instructions to others is also u .o*-oicause of wasted time and effort. Make sure you avoidthese mistakes. A few minures spent in thinking andplanning beforehand will ofte; save hours of un_necessary work later.

No doubt you have heard about the man who builta boat in his cellar and then had to knock the walldolvn to get it out. I once spent weeks

in making abook-case and then found it was half an inch too lJngfor the space allowed-another example of wastedefiort due to improper planning. We all make foolishmistakes at times, but isn't it better not to make mis-takes, to try and avoid them by a little more care, alittle systematic planning of our work in the firstplace?

PLANNING YOUR WORK INVARIABLYSAVES YOUR ENERGY AND INCREASES YOUREFFICIENCY. The more efficient you become the

more valuable you are to an employer. Only by beingmore valuable canyou cannor set ir

"Jr'H:fT:rto*t' more monev'

MOTTO: PRopnn praNNrNc rN Suarl Tnr^rcs IN-sunrs ErnrcrnNr OpnnerroN rN Brc THrNcs,

SELF ANALYSIS TESTDo you endeauor to plan your work?

I'14II,SEVERANCE

ll t,:t;ttcNrzED As oNE oF THE greatesr invenr-

rrls ol all times, Thomas Edison always discounted

tlrt' lrelief that he was a genius. "Genius," he main-

t,rirrcr[, "is one per cent. inspiration, and ninety-nine

grcr'<:cnt. perspiration." Actually there is more truthrrr tlris statement than many might believe. Recordsqlrow that he discovered few new principles, that most

ol lris patents were improvements and developments

ul' c'xisting ideas. As he said, "I start in where other1re',rlllc leave off."

A great thinker he undoubtedly was, Edison had an

{",.'('rr greater qualification-PERSEVERANCE-the

lxrwor to "stick it out" till the very end. It is largely

tlrir lrower that made him so great. When others got

rlisr:orrraged his interest and perseverance increased.

llc' hcltt on trying when others quit.( )rrc cannot rate "outstanding ability" as a neces-

a,rr y <lualification for success. Ability is an advantage,

lrrrt it cannot rnake up for perseverance. Many tal-

i'rrtc<l people have failed in life because they lacked

I lris necessary qualification.(lircumstances may compel you to take the first

nrrployment that comes along; something for which

yorr leel you have no aptitude. This once happened

Ill illc.

Wlren first I came to Canada the only job I could

55Check ....yes( )

52

No( )

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GETTING YOURSELF A RAISE IN PAY

get was sclling from house to house, knocking door-bells, but I needed a job and "beggars can't be choos_

ers." I disliked selling-never thoughr I could makegood at it.

In our organization we had one particularly smartsalesman, a fellow named Williarns, who woulcl oftenturn in more business in a day than some of us couldget in a week. Because I was the low man the salesmanager picked me our for special artention. Whilenot particularly complimentary, he gave me a little

training and some valuable advice which l will neverforget.

"You are not much of a salesman, but at least youwill listen to advice," he said. "you have heard ofthe fable-the race between the hare and the tor_toise," he went on, "how the tortoise won because hekept on going."

"Resolve that every day you will cail on as manycustomers as possible. Don't give up if you fail to getorders. Perseuere. The "Iaw of aaerages', will giaeyou some business. The more customers you call on,the more business you will get. Later, as you get bet_ter known you will get still more business, and at thesame time you will be gaining valuable experience,but always remember, you must keep at it, persevere,make your calls-that is the only way you uill make asu,ccess of seIIing."

Knowing, that as a salesman, my ability was very

54

GETTII,IG YAURSELF A RAISE IT{ PAY

Ilrrilc<I, I decided to act on the sales manager's ad-

vrrc -to use Perseverance insteacl of ability' At the

err,l o[ the year I had protrably made four times.as

rrr;rrry calls as Williams, and as a result wrote up twlce

no ,,,i,ch business. "The tortoise hacl won the race"'

Williams' ability as a salesman did not make up

l.r lris lack of perseverance' He believecl he was so

g,rxxl that he coulct afford to ignore "perseverance";

,',,,,t,1 play half his time and still do bel.ter than the

r csl. o[ us.

'l'ltc srnartest boys at school are not always themost

srrr'<:cssful in after life. You may have noticed this

y,,rrt'sclf. Often the plotlrters, those whose only ability

tt llrr:'power "to stiik it" seem to go further than the

I tt'i l Ljarr,t students.'l'ltcre never was a President who had so little ap-

p.u()rlt abiiity as Calvin Coolidge' Lacking person-

l,tity, he wus teticent and retiring almost to the

p,|.,,,,,ry stage, yet he attained the highest honor in his

,,,,,,,rry utd *u, elected to a second term of of;Rce'

Wlry? Because of his absolute honesty and his untir-

ilrH l)crsevefance.(ioolidge was a solid' ploclder-never brilliant' but

lrr lracl th1capacity of "sticking at it" till the job was

rlrttc. Speaking to a group of university students he

,,r','" sr.ii, "Noitring in the world can take the place

ul lrcrseverance. Talent will nou nothing is more

,,,,,.,,,tot than unsuccessful men with talent"'

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GETTING YOURSELF A RAISE IN PAY

You may have talent, but employers are not look_ing for "flash in the pan" men with talenr. you don,thave to be clever to get ahead. persistence, perseuer_an-ce the "ability to stick it" uill open the d,oors.These qualities will creare the opportunities if yorrmake up your mind to use them.

I:0URTESY

ll ntiss MAy BE AN ourwARD sIGN of your

rvor'(.|r, but politeness and courtesy is a bettcr measure

rrl y<rrrr value in business and society- Euen though

\,{,u, flNt\ mean well, lach of cou'rtes\ n'eacr lails to

t tt'u.!,r: an ettitude of hostility.'l'lrc polite and courteous man or wolnan will find

tlrc rloor of opportunity open, lvhen those with great-

lr t:rlcnt may have it slamrned in their faces.

" l,ife is not so short," said Emerson, "but that there

rs rlways tirne for courtesy."

( lcnerally speaking, the lower down the wage scale

you tr{o the more discourtesy you will find.

"Where do you think you're going," snarls the

lv:rlt:lrtnan, but the owner, the man with the money,

r',rys, "Young man, you should not be here, this is

privirt.e property." The one breeds resentment, the

ntlrr:r respect.

ll' a child is taught to be polite and courteous, the

lr,ririt lvill become second nature and continuetlrlorrp;hout life. On the other hand, environment and

;rssrx:iation may have developed a discourteous atti-

trr<l<1, which in a young person is sometimes mistaken

lor snrartness. There is nothing smart in discourtesy'

I)rrring the early part of this century the New York

r ol) was noted for his "toughness" and lack of cour-

MOTTO: PsnsnvrRu ro

SELF ANALYSIS TESTCan you, and will you, stick

Check ....yes( )

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l|l

GETTING YOURSELF A RAISE IN PAY

tesy. Visitors to the city were considered as "hicks"and treated as such.

To those who knew the old time cop, the changc

is almost unbelievable. Today thc Ner,v York policcofficer is one of the finest in the world, ancl judgingfrom my own experience, one of the most courteousand obliging.

And the same can be said about most of the poli<;e

in United States and Canada. Training has done it.If it's worrh while for police officers to practice cour-tesy, surely it will be of even greater advantage to you.

COURTESY IS OFTEN YOUR BEST PRO-TECTION AGAINST 7-HE BAD MANI{ERS AIIO'fHERS. Countering discourtesy rvith discourtesy

only creates animosity and has no place in business.

The philosopher Quarles once said, "A word urr-

spoken is like a sword in a scabbard." If you cannotbe courteous it is often better to say nothing. Many n

man who "told some one of" is later sorry he did it.

One of the most courteous gentlemen I have met is

Mr. Frank J. Hughes K. C. a former Judge of the Su-

preme Court of Canada.As a practicing counsel he has never been known t<r

lose his temper, to shout at, or to try and browbeata witness. He makes no use of dramatic gestures so

comrnon with practicing attorneys, but |e rarely, ilever, loses a deserving case.

GETTING YOURSELF A RAISE IN PAY

rlcrrt:c." How many lawyers would say that to theolrlxrsing witness?

11' handed a paper or other exhibit Mr' Hughes

rrcvcr forgets to say "I thank you"' He treats every

lrrt: ;rlike, with perfect courtesy' His influence over a

lrily is remarkable. No wonder his services are in

rrrr lr great demand.

(:ouRTESY IS A POSITIVE QUALIFICATIONII'II ICH PAYS DIVIDENDS FAR OUT OF PLIO-

I' )117'ION TO THE EFFORT ENTAILED. It

t r(';rlos a friendly feeling, is one of the easiest thingsto rkrvelop, yet probably one of the most neglected'

'l'lrc f)epartment of Highways in a number of

5t'rt<:s once displayed a slogan "TRY COURTESY"

lrnt thousands didn't even consider it' Every day'

s'r,t'r'ywhere, we see people cutting in, impatiently

lrl,rwing horns, glaring at each other, sometimes com-

ilrq lo blows, over what? Certainly nothing that

, urrlrlrt'f be prevented by a little common courtesy'

lf islorrrtesy is a serious personal deficiency' a de-

rtrrtr:l.ive minus quality. It gathers no friends and

{ r(';r(cs no respect.

llrrl: because you are not discourteous does not

rrrr';rlr {.hat you are especially courteous' Discourtesy is

lttt' Ih,i,ng-courtesY is another'

Yorr can't afford to be neutral. If you want to get

rrlrclrrl, to earn lxore money, it is not sufficient to be

.ililtl('()tls only when you have to be' You must do

51)

you' Hughes,

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GETTING YOURSELF A RAISE IN PAY

better. You must go out of your way to be courteous.You must learn to do those extra little things so manypeople overlook, (like Mr. Hughes thanking the wirness) .

The one who quickly finds an extra chair, who isfirst at hand when help is neecled, who stops to assisra cripple across the street-that is the man whonrpeopie notice, the one who "gets the breaks."

So make up your mind to practicebusiness and in private life. Remember,

a friendly act that always pays.

MOTTO: LnenN To Sev "I THaNr you."

SELF ANALYSIS TESTDo you always endeauor to be courteous?

Check ....Yes( ) ....No ()

I DLENE S S-IND IFFEREN CE

You MAY HAVE KNOWLEDGE, education, tal-

(:rrt, but what good is it if you do not put it to

work. Yet every year thousands possessing all these

lirrc qualities fail because they make no effort to

ovcrcome the destructive negative qualities, idleness,

irr<lolence, laziness and indifierence.'fhese too common personal deficiencies are un-

lortunately easy to slip into, but hard to snap out

ol-for indolence quickly becomes a habit difficult

to lrreak. To what extent are you guilty?

IIAVING NOTHING TO DO ENCOURAGES

I,AZINESS. You tend to lie down on the job and

t;rlic it easy. The longer you do nothing, the more

ronlented you feel. You hope no one will disturb

y()u. You get into the state where you don't want

lr) lnove, don't lvant to think.

Maybe it's a nice feeiing lying around and doing

rrorlring. The Pacific trslanders have practiced it for

r enttrries, but what have they achieved-

"'l-hese people," said Captain Cook, the great ex-

;rlorcr, "have a tolerable share of understanding, but

l;rck tppreciation and perseverance. The young men

.1,;,,',,i to be the most indolent set in the community

,,i,,1 rit about in idle groups, or lie wallowing in the

c;rrrrl all day, making no endeavor to master any-

6l

courtesy in

courtesy i.s

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GETTIATG YOURSELF ,4 RAISE IN PAY

thing." They are just the same roday, indolent, irrdifferent and without ambition.

Perhaps these natives may have some excuse lirrdoing nothing, for life is easy in their communily,but you are nor living in the South Sea Islands; lili.is not so easy in "your community." If you want toget ahead, to earn more money, you can't afforrl t,rsit around all day, for doing nothing is a certain w:ryof getting nowhere. Surely that's not what you intend to do!

TDLENESS ISA

STATEOF MIND, NOT IIPHYSICAL CONDITION. Circumstances may conr

pel a lazy man to work, but they will never make ;r

truly industrious fellow indolent.

It's a hardship to be unemployed, but it's a calarrrity to be unemployable. If ever you're unfortunar<.enough to lose your job don't sit down and bemoarryour fate. Say to yourself, "This is only a temporaryreverse. Now I can devote more time to self inr_

provement. I will hustle around and get a betto.job. I will make good because I intend ro be a mort,

efiicient employee than I rvas before." llhink of rhcpoor fellows rvithout arnbition, the unemployablcssitting on the park benches. Mahe up your mirul,you're not going to be one of them-and, you worf t.

be-

But let's not think of losing your job. Think up,not down! Think of how you can improve yourself,,

62

GETTING YOURSELF A RAISE IN PAY

ol lrolv you can earn more money. Think in termsol rr better job. But you won't gain promotion by

rloirrg nothing, by wasting your tirne, by being idle

,ul,cn you could be working. So rnake up your mind

lo lrse your time profitably, for how can you expect

to lrc successful unless you banish indolence and in-

r lillcr:ence?

licw ernployers object to workers having a little

r rsl. occasionally. Many actually encourage it' The

l'rrg-lish habit of stopping work for a few minutes in

rlr<: rniddle of the afternoon for a cup of tea or coffee

li;rs rnuch to recommend it and is becorning increas-

irrgly popular in America. But stopping work oc-

, ,,rit,nally for a needed rest is an entirely difierent

tlrirrg from stopping work because no one is watching

or bccause you just don't feel like exerting yourself"

NEVER LOSE SIGHT OF THE FACT THATI'0UR EMPLOYER PAYS YOU FOR WORKING'

NOl' IDLING. Make up your mind to keep busy'

l)orr't stand around waiting for a job' Find some-

tlrirrg to do. Hustle the boss a bit. This method

rvorhcd for Carter and it will work for you'* If yourv:rilt to win promotion, to earn more money, you

r;rrr't afford to be known as an idler.

t t1,,., rlreviors chapter'

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MOTTO: "Sroru, Lrrn Rusr, Consunans FesrnnTsaN Lenon \Mnens, Wsrrn run lJsnn Knv trs

Arways Bnrcnr."(Ilerrjamin Franklin)

SELF ANALYSIS TEST

Do you always endeaaout. to heep busy, to giueualue for your pay?

Check "...Yes( ) "...No( )

WILLINGNESS

Y ou'rl AGREE THAT THri willing worker gets

tlrr: most work to do, but do you realize th:rt the man

wlro does the most work gets the most exlleriertce,

,rtrrl the more exPerience you have the rnorc valuable

y()u are to your employer. Still rnore impoltant, the

willing worker also gains recognition, and yo'u need

tr't:o{nition if you want to win promotion'

"We give advice," said La Rochefoucauld, "but

rv('(:annot give the wisdom to profit by it'"l,ooking back, I can see where being willing to do

,r little more than was required often gained me far

rrrorc than the extra effort entailed. Others have had

tlrr: s;rme experience. So don't be afraid of doing a

littlc extra work even if you don't get paid for it'

I'rnt ntay not gain, "AT THE TIME' bttt yr,u uill" t,ATER;',

'l'lrere are very few employers who clo not appreci-

'rll a willing worker.

ll<:t:ause you do not receive immediate thanks or

rr'wrrrd for extra services does not necessarily rnean

llr;rl your efiorts have passed unnoticed' Often the

lross may have worries atrout which you know noth-

itrg. He may have meant to thank you but has for-

u,,l ,.,,t to do so. Give him the benefit of the doubt'

Mrrylrc he's thinking "I like the way that fellow does

lris work; perhaps later I can find him a better job'"'

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GETTING YOURSELF A RAISE IN PAY

And do you know, that's just how rnany employer.sact and think.

"You see that boy," said a busy factory superin-tendent, "he's going places. Often, I've noticed hinrhurry over to give one of the rnechanics a lift witlra hear.y job. The other boys usually need to b<,

called; he never does."Later the conversation canle round to boys again.

"I like that kid," said he, "and the mechanics likcrhim too. He's always so willing to help them thatthey go out of their way to help him in rerurn. f,{e's

learning much faster than the other boys. tr'm seeins^

to it that he gets a raise in pay soon."You don't need ability to be willing. In fact you

may do better without special ability. .,Thevery

ease with which supremely gifted individuals flashahead is frequently their undoing," said paul White-man, "They dodge the grind. Just average peopleare often berter equipped if they recognize theirhurdles and keep triining for them constantly.',

THE MAN WITH OUTSTANDING ABILITY

OFTEN FALLS DOWN BECAUSE THINGSCOME TOO EASILY" He is unwilling to listen toadvice, to follow instructions. In other .r,r,ords ,,FIe

thinks he knows it all."A large radio disributor once called me up. He

wanted another man for his service department, ..I

must have a fellow who is willing to listen to instruc-

66

GETTING YOURSELF A RAISE IN PAY

I iorrs, to follow our method," said he' "You might notlrclicve it," he added, "but I can assure you that we

Invc a great deal of trouble in getting men to do

t lris."

lc happened that I knew of a young fellow who

wor,rlcl i.rit, to I called him in and explained the

trrruble the company was having' "When given a

r;rclio to repair," I said, "fincl out what is wrong' but

rkrtr't go uheud and repair it until the chief tester

lr;rs checked your diagnosis' After it has been re-

lxriredhave hirn check it again betore it is put away'

il'lri, i, the system the firm employs' You must be

willing to follow it if you want to retain your job"

"IJut that is not all you should do' Let them see

llrat you are willing to'work'as well as to follow in-

struciions. Wheneuir you run out of a iob don't wai't

frw the foreman to find" you another-ash for it' Go

r,, him and say, 'Mr. Brown, that job is finished'

wlrcre's the next one'' Don't stand around idle;

w(lrry hirn till he finds you something more to do;

It:t him see You are willing"'

One day, about six months afterwards' I met Mr'llrown in the street. "I owe you an apology"' said

lrc. "I neglected to thank you for sending me that

young feltw Carter. Do you know he's the most

witliJg boy we have ever had' I cannot give him too

,,',,ch-to do. If you have another like him' send him

:rlotrg. ..I could do with a junior right now"'

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Carter wasn't a brilliant boy,but he used his com-mon sense, and he was willing_uilting to follow in_

structions, and, wiiling to cJo a rittte'more than tht:other fellow. Recently, I sarv him driving a newcar. Had a nice looking girl with him too. I thinkhe's doing all right for himselt. In fact, I,m sure ol.it, for he's now in charge of the service department!

You never saw an unwilling worker, a man witha chip on his shoulder, pickJ out for promorion,did you? No, and it,s noi likely that you ever will.That would be a miracle, and miracles don,t happen

in business.The man who comes forwarcl without being asked,who is not afraid to do a little extra work, who iswilling to help others as well as himself_that,s theman employers are looking for. And rhere,s norhingto stop you from being that man.

MOTTO: Wnrrxc Wonxnns Grr BnrrnR Jons,Bnrrun OpponruNrrrEs AND Bnrrnn pey.

SELF ANALYSIS TEST

Do you come forwarcl withottt hauing to becalled?

Check ....yes( ) ..."No( )

(;ARELBSSNESS

{] NNNTNSSNESS MAY BE CLASSIFIED under thelrr:rrdings of, "Accidental carelessness" or "I{abitualr;rt'clessness." The former may be more damaging,rl l.[re time, but in the long run the destructive effectol the iatter rvill be much more serious, and lvill;rllcct your earning capacity to a much greater ex-I (.1 r l;.

It is often impossible to do much about "accidental

t:rlclessness," for when it occurs it is usually too lateto rectify the error. After all, people, being human,(;urrrot avoid making mistakes at times. Even thoughrrorrnally alert you may momentarily lapse into care-

k'ssness, and before there is time to pull yourself to-gcthcr the damage is done. This happens to everyorrc at some tirne or another. It nearly cost me mylilc.

In a careless moment, when I had something im-porl.irnt on my mind, I once stepped into an elevatorllrrrt wasn't there. You can imagine what happened.

I rlon't need to imagine; I knorv, for several monthsirr l hospital gave me plenty of time to reflect on thelolly of presuming that because the elevator doorolrcned, the cage was sure to be there. In the first

lrlrrcc "carelessness" allorved the safety device to be-

lorrrc defective, and in the second place "careless-

rrt'ss" in..not looking to see if the cage was there

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caused me to fall down the shaft. It happened soquickly that I hit the bottom before I realized whathad occurred.

It's hard to entirely overcome this hind of carc-

lessness, because it is caused through a momentarylapse of caution and the damage is done before yorr

have time to check yourself. You can, however, do

something about "habituai carelessness.'" Fortunate-ly, habitual carelessness is not a very common per-

sonal deficiency, but when it does occwr it is certainlyvery destructiae

inits effect, and, m,ay easily

out-weigh all a man's good points.

In another chapter I mentioned a cierk being dis-

charged on account of inexcusable carelessness. Thisparticular fellow was a splendid worker in other re

spects: honest, willing and obliging, but he seemed

unable to overcome this one personal deficiency.

Why, I cannot understand, because no great effortwas required on his part. A little self analysis, thcuse of a little more care would have trebled his earn-ing capacity, yet he kept right on rnaking the same

mistakes, time after time.

I liked the feilow personally and saved him frombeing discharged on numerous occasions, hopinathat in the meantime he would overcome his personaldeficiency. But it was no use. Eventually we hacl

to let him go, for continued carelessness is inexcus-

GETTING YOURSELF A RAISE IN PAY

.lrl<:. Thev'e is no place i,n business or industry for the

t ttr(l,ess worker.

You wili always find the carcless workcrs in the

lolv pay brackets, because employees who sufier from

tlris personal deficiency cannot get out ol' this class'

llsrr:rlly they lack interest in their rvork- This in it-

s.ll' lrreed.s carelessness and is responsiblc for many

l:rilrrres.

l{ccords show that more accidents occur through

r;rx:lcssness than from any other cause, but it does

rrol require a serious accident to disorganize a busi-

l r('SS.

A clerk who carelessly files a letter or other record

rrrr<lcr the wrong heading may cause great incon-

lt'rricnce and waste of time in an office" Careless

lr;rrr<tling of material is often responsible for heavy

l,rsscs in breakage. Carelessness in taking down de-

lrvt'ry instructions may cause loss of business through

s,'tr<ling goods to the wrongi address. Carelessness in

.rrscrnbling a small part may completely ruin a valu-

,rlrl<r article.

I couldgo on mentioning hundreds of cases, but

lrctlcr still get out paper and pencil and jot down

tlr{r (:areless things which you know have caused loss

ro your firm. Then if you want to earn more money'

rrr;rl<c up your mind to avoid committing these errors

y,rrttsclt.

I'O(J CAN'T DO GOOD WORK IF YOU

7rv0

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ADOPT AN "I DON'T CARE WI-IAT HAPPEI{S"A7'7-17-tlDE. You may not care, but don't forgct

thac the employer "does care." It is by the way yorr

do your work that you are judged. Brand yourst:ll

as a careless worker and you put a nail in your owtr

coffin. If you wanc to get aheacl you can't afford to

do this, can you?

When your work does not prove satisfactory, thetr'

is a personal deficiency, a minus quality somewher<"

Perhips it may be carelessness on your part, for it

oftencreeps in without your being aware of it'

Familiarity often breeds contempt, you know'

Careless lvork invariably shor'vs Irp sooner or lat'cr '

so keep a tab on yourself. When you find things rc

quire doing a second time that is the warnins th;rt

something is wrong, so subject yourself to a littlc

self-analysis. Tty aucl discover what is the troublt"

but clon't make the mistake of looking for an "alibi"

instead of a "reason". Remember, it's easy to excu"\t'

yourself, but you'II earn rnore rnoney if you corre(l

yourself .

MOTTO: Wewr or Cenr' Dons Mons DAr4at;r'rTseN WaNr or KNowrnncr.

(Benjamin Franklin)

SEI-F ANALYSIS TESTI)o you exercise reasonable cere n't al'l timc''

especially of your employers stock and fixturr::!

Check .-..Yes( ) ""No( )

72

I,IiISURETIME

I l"s e FINE THING 'fo havc ambition' to set

1,,,,,,se1f a mark to shoot at, but don't fiorget' too

,,,,t.,1, work is just as bad as not enough' "The bow

r ;rllltot stand always bent," said Cervarttcs' "nor can

Irrrrrlrn nature or human fraility subsist without some

l,rwltrl recreation."

Many a man has worked hard all his life' never

t;rliitrg time ofi to play, believing that. when he ac-

r rrttttrlated a fortune he could proceed to enjoy it'

llrrt. clon't make this mistake for "you can't teach

,rir old dog new tricks"' If you don't learn to enjoy

yorrrself rvhart yoo're young, you c.ertainly won't

,ulrt,,,yot'teold.Remember,tooseriousafacemayc,ttsi/y become a long face'

ttrrt youth is a criiical period in your life' If you

rv;rrrt. to get ahead, you can't afiord to use all your

L'isrrt'c tiine in the pursuit of pleasure' for youth is

rlso the best time io establish your worth in the

ly.,* ,rf the world. Fail as a you'ng man nnd' you mahe

tl tl.rnr,(tly hard to succeed' as you growolder'

I lowever, I am not suggesting that you try to sup-

1,,.'*, ., forego pleasure,-ior it has a time and place

i,, y,,.r, life, especially your youthful life' Be wise!

l'rrl' aside some time'for recreation' for without it

tili.worrldbedullanduninterestingandmuchofthei,,,",,aiu" to work would,cease to exist' Without

IJ

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GETTING YOURSELF A RAISE IN PAY

some

fun,your rne.ntal state

will sufier and, yott;spirit will sag.

When Nelson was appointed to the supreme conrmand of the British navy lrc fourrd. much inefficienr:y.Food was bad, and the gencral hcalth and spirit olthe men rvere poor. Instead of receiving training irrgunnery and seamanship the men scrubbecl arlrlpolished decks day after day. They were not cucouraged to use leisure time to advantage or {oramusernent. Off duty, they hactr nowhere to go anrlnothing to do. Dissatisfaction lvas rife in the lowo

ranks.This did nor suir Nelson. He judged the efficiency

of his captains by the spirit of the men and the w;rythey handled guns and sails, not by a spotlessly clerrrrdeck as his predecessors had done. FIe institutcrlgames for the searnen and arranged for regular shorr.leaves to break the monorony of ship life. Ffe r.r,

alized that "all work and no play,' was goocl forneither the health nor the mental condition of lrismen. And "all work and, no play" is not good, foryou either.

Nelson's men probably spent much of their leisur.r.time on shore drinking and carousing, but you don'rhave to spend your leisure time that rvay. ,.Hittirrr:

the high spots" might have improvecl the spirit otold time sailors who lived hard lives, but that doesrr'rmean it will do the same for you. A little kickirrsi

GETTING YOURSELF A RAISE IN PAY

rrvcr the traces may not hurt you any, but there's agrlirl. temptation not to stop at just a little. If you

rv,rrt. l.o get ahead you must watch your steP, fot it's

F,tvy lo become an addict to certain kinds of pleasure.

Nclson, who organized special outings, picnics and

r l;uscs of instruction for his young sailors, was one of

l!rc' lcw great men of his time to realizc the value of

rr.r rt':rtion as a stimulus to work.

llrrt the world was neither willing nor ready to

.ir . r'[)[ the lessons taught by the great sailor. Within

'rlt'r.v years of his death, scrub and shine, again be-

r irrrrr: lhe rnotto of the British Navy. Industry con-

lirrrrt:rl to treat its workers little better than cattle.

Worncn and children were putting in twelve to four-

tet'rr lrours a day, men even longer, for wages barely

lrllir:icnt to keep body and soul together. No wonder

prrlrlit; houses (saloons) displayed signs such as "Allynir can drink for two pence," "Drunk for a penny,"

etr . 'l-he poor workers had nothing better to do.

'l'irrres have changed. Most employers now en-

ronrirlle their workers to seek healthy recreation.

'!'lr,'y rcalize that "all work and no play" does notlrrrxlucc efiicient workers, but neither does too littleirrrrli :rnd too much play. Use your comrnon sense'

itc, ttt,oderate, get enough pleasure, but do not be'

t ttttt( 0' slaue to it.( ilrcck up on the lives of successful men, men who

rnrrrrrr:rnd universal respect, and yotr will discover

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that they regulate their leisure time, setting asirlra certain amount for recreation and a certain amolurl

for study, reading, or similar self improvement. ll

you want to win promotion, to earn more molr( \'

you must do likewise. You'll find the opportunir\for self improvement aln'ays knocking at your door

"Employ thy time r,vell if thou meanst to guirr

leisure," said Benjamin Franklin, "and since thoir

art not sure of a minute, throw not away an houl'."You'll never get a better chance to practice courtesy,

willingness, cheerfulness, friendliness and co-oper:r

tion than during your leisure hours. You don't nettlto be at worh to practice self improaernent, do yorr!

MOTTO: MexB rnr Mosr or Youn Lrlsunn Trvr,:

SELF ANALYSIS TESTDo you practice self improaement in your leisut,'

time?

Check ....Ves( ) No( )

IIIiAD FOR SELFIM PROVEMENT

lDrr,tcrrclNc SELF IMPRovtrMIiNT does not

trlt cssarily mean practicing self sacrilicc' Sornctirnes

ll ul:ry even be u pl"ut,tt"' For example' rvltat can be

lrt'ttur for improving the mind than a reasonable

.trrr()rrnt of reariingieading of the riglrt kincl' of

I (lI ll se.

As a troy I received more than one caning for hav-

inpl rr "Deadwood Dick" or some such literature (pen-

rry <lrcadfuls our teacher called them) concealed be-

rrr';rl.h mY lessons.

l't:cPing, instead of studying, may have seemed

rvorth the risk in school days, but as you grow older'

lolt (:annot afford to waste your time that way' Life

t, ,,,,t ul*uys just school and play' There comes a day

tvltcrr Deadwood Dick will interest you no rnote' but

rt,ltrl. haae you to take his Place?

M;rny prominent educators and employers have

rlt;rwnattentiontothefactthatonlyaboutfiveper.r ltrl o[ the workers seem willing to make some efiort

til il<lvance themselves. The vast rnajority are quite

lottlt'nt to stay where theY are'

l)<'r'haps that is one reason why our news stands

,rr,' filleJ with so much rubbish disguised as fiction'

I lrt'r'c must be a demand or it would not be there'

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Probabiyl{'ant.

is what the other ninety-five per(;('rt

Buc don't misunderstand rne, I am not oppose<l r,,

fiction, provided it is decent fiction, but you orrlywaste your time reading poor trashy stufi. Get irrr,,the habit of reading books which carry a real slor y,

which have some inspirational ideas in them. If yorr

want to increase your earning power, read sorrr,.

books which deal rvith your business.

As the great Scotch writer and historian Thorrr.r,,Carlyle

once said in a speech addressecl to stuclt:rrr.,at Edinburgh Universiry, "Learn to be discriminat ir,,

in your reading, read faithfully; and with your lx.:,r

attention, all kinds of things which |ou have r.t..rt

interest in, a real, not an irnaginary one-and wlrir lr

you find to be really fit for r,vhar you are engagecl irr.',But remember, reading for pleasure is not stu(ll

ing, so don't force yourself to wade through a b<xrl.

which does not carry your interest. you gain nrutt

from things which interest you most. Choose yorlbooks with care, particularly histories and biour;r

phies, some of which are merely a collection of l':rr r,;

and have little to recommend them other than tlrt^irextreme historical accuracy.

Lighter reading more to the taste of the aver:rl,(.rnan will often be found in works such as ..Grr.rrr

Scientists of the World," "Makers of Histor y,'."Builders of America," erc.

GETTING YO(TRSELF A TIAISE IN PAY

During the Great War I met an interesting Frenchollicer who knew almost as much about my country

;rs I did, yet he had never been away {'rom France.

li<rcks on erploration and travel l.rro:rtlcn your mind

;rtrcl carry you to the farthest corncrs ol l.lre world'

liroks dealing lt'ith your occupation arc :rlways of

vlr lue.

Abraham Lincoln sometimes walked twenty miles

to borrow a trook, his only means of education, but

yorr don't have to do that. Quite likely thcre is a

lilrrarywithin

a short distance o{ where you live.

Ma,he use of it!Ar one time only the very rich could afford the

lrrxuries of books, but today the poorest persons have

wonderful libraries at their disposal. Never in the

lristory of the rvorld were good books so easily ob-

rrrined as they are today. So if you want to improve

yorrrself make up your mind to Procure some good

lrooks, to get into the habit ol using some of your

It'i.ture time for benefi'cial reading.

As Socrates, the great Greek teacher and philoso-

plrcr, advised, "Employ your time in improving your-slll' by other men's documents, so shall you come

t';rsily by what others have labored hard for-"

M()TTO: Rnen ron Pmasunn AND PRoFrr.

SI.]I,F ANALYSIS TESTDo you read, for self imProaement?

Chech ....Yes( )

7S

No( )

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TRUTHttf anr NOTHING," said Abraham Lincoln, .,rrurlr

is everything." Truth and honesty rvere to him tlrcking-pins of character, and so should they be to allof us.

As a lawyer, Lincoln would not plead a case for ;r

man he knew to be guilty. "I couldn't do it," ht,said. "All the time while sranding talking to tlrr.jury I'd be thinking, 'Lincoln you're a liar,' and I

believe I should forget myself and say it out loucl."A learned judge deploring the lack of truthfulncssin court remarked, "There are two kinds of lials;poor liars, and expert .r,vitnesses." ,,All

men are liars"said Shakespeare. Perhaps he was right.

Few, if any, can always confine tireir statementsstrictly to the truth. The necessity of side-steppinrlthe absolute truth may be almost forced upon you :rt

times. In applying for a position, an employer mrryask, "Can you do 'such and such' a thing. Even ilyou are not quite sure it is often wise to say .,yES"

if you think you might make rhe grade. It's not rt

crime to giue yortrself the benefit of the d,oubt.Telling an "honest lie" may land the job, but lrc

careful; the difference between an "honest lie" an<la "dishonest one" is mighty close at times.

There are people who just can't speak the trutlrabout themselves. They are forever inventing fanstas

GETTING YOURSELF A RAISE IN PAY

t ic stories about their past achievements, social posi-I ions, etc. Such persons are their own worst enemies,

t lreir lies hurt no one but themselves.

Ilut small, thoughtless lies, toltl mcrely for self

gratification, for fun, often compel grc:rter lies to

lrolster them up. Lying quickly becornes a habit

r':rrrying the instigator deeper and cleeperr into the

rrrire of deceit. There is no such thin,s as a, ltu,rmless

lh; all lies are harmful, and no o'ne respects a liar'

f)o you remember the fable about the wolf and

tlre child? How the child kept crying"wolf,

wolf,";rr)cl then laughed at the men when they rushed up to

l)r'otect it. But the child cried "wolf" once too often.

( )ne day the wolf really did arrive; but no one came,

rrntl it was just too bad for the boy!

Proven liars are never believed, even though they

rrrrry be telling the truth. I know several people who

;rlc troubled with a very vivid imagination, especially

;rlrout matters occurring in their pdvate lives. Per-

lrrrlrs you know of some yourself. Their staternents

:rlr: always discounted fifty percent, but if you wantto

t ornmand respect you can't afford to have your state-

illcnts discounted even one percent.

IN BUSINESS YO U CAN'T GET AWAY WITHTIOMANCING. If you want to win promotion you

rrrrrst be known as a man who always speaks the truth,

lor who would have confidence in a man lacking in

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GETTING YOURSELF A RAISE IN PAY

this qualification. Would you,if you were an elr_ployer?

Galileo, who invented the teiescope, and manyother scientists like him had ro die bitor" the trutlrof their statements was admittecl, but you don,t suficrsuch.a handicap. you won,t be'damned, because yotr.speah the truth, but you witt be if you d,on,t.

As the FIon. Stanley Balclwin,'former prime Min-ister of Great Ilritain once said ;.ai_u, saying whatyou mean, and meaning what you say",, peopie willrespect you r,vhen you do. If you want promotion, thc

power to earn rnore money, get into ihe habit of al_ways speaking the truth, for liars weahen when facetl,with facts.Speaking the truth gives a man a feeling of security.

You don't have to .,ttri"tback,, to ..*"_ber whatyou said; you don'r have to dodge people becauseyour conscience bothers you; yorr-aorr,, have to tellmore lies "to cover yourself up.,, When you sl2ealt.tke truth ))ou are standing on a solirJ foundation_

a foundation of fact.

.. :9!,how

great is the power of rruth,,, said Cicero,"which in its ownasaillt ar r the td;,ffI"";.'ffJillr"*"-;l1"f "jlmen."

MOTTO: To Bn Burnvso rN Brc Marrnns, BnTnurnrur rN Suen Ma:rrnns.SEI-F ANALYSIS TEST

Do you always tell the truth\Check ....yes( ) "...No( )

82

T{ONBSTY

Y ou CAN ALwAys rl{usr an honest man.'l-ruth and honesty are the essential qualifications onwhich character revolves. Witlrout thc one the othercannot survive.

. "I hope," said George Washingtorr "I shall always

l)ossess firrnness and virtue enough to rnaintain whatI consider the most enviable of all titles, the charactero[ an honest man."

As children, we are taught to believe in the rightof truth and honesty. They are the pillars on whichour childhood education is based. Let us endeavor tocarry them as standards throughout our lives.

Honesty is something which should come fromwithin you. You believe you are honest because youlcel you are doing the right thing, but all people

ilray not judge your actions in the same light. Whatftray seern honest to you rna,y seern dishonest to some

orte else.

F-alse value of honesty alr'vays reminds me of the

story of the crook trying to pass a counterfeit tendoltrar bili. "That man was dishonest," he said, "he

short-changed me fifty cents." He couldn't see hisown dishonesty; he could only see that of the otherl'ellow. Ideas of what constitute honesty may differ,bu.t the real standard of honesty neaer changes. .\l-ways remember that.

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CETTING YOUR.SELF A RAISE IN PAY

A man may not be perfectly honest, but that docsnot mean that he is cornpletely dishonest. At times,even men of sterling character may fail to live up tothe best conception of honesty. In handling -or.y,there can be no latitude. Keepine only a few centsr.vhich do not belong to you is just as dishonest astaking a large amount. In money matters, you can,not afford to be anything but strictly honest. .,Trust

not to a broken stafi" is an old Enslish proverb. Il.you cannot trust a man rvith money, you cannot trusthim rvith anything.

Honesty should be a natural impulse, needing noexercise of will power to keep it so. In spite of con-tinuecl poverty, ar rimes hardly knowing where hisnext meal lvas coming from, Lincoln collected anrlretained for more than a year, asum of approximatelyseventeen dollars, and had it ready, intact to a cent.rvhen called for. To be consid,ered, ,,As honest asAbraltam Lincoln" is something worth striuing fo,r.

In my first job lve had to sign a rime book in themorning.

Itwas

the foreman's practice to be infirst, sign the book ar the head of the list then slipout for a cup of coffee before the manager arrivecl.The forernan prided himself on his honesty. Hervoulcl have been terribly insulted if called dishonest.yet actually he was being dishonest with his employ_er's time. The fact that he often worked late may

84

GETTING YOURSELF A RAISE IN PAY

lrave made up for the lost time, but it did not makelris action honest.

The practice of helping themselves to the firrn's

goods without offering to Pay is only too common

;unongst enployees. Men who would rlot consider

t;rking even five cents which did not bclong to thern

lvill think nothing of taking homc paint, screws'

lvood or other sr"nall articles for their own trse.

BECAUSE OTHERS MAY DO 7-HIS DOES

NOT GIVE YOU LICENSE 7IO DO THE SAME.

Isn't it more honorable to offer payment, to go home

rvith a clean conscience, to know that you have done

tlrc right thing, than to siip things in your pocket un-

knorvn to yollr emploYer?

An engineer once wanted to change the oil in m1'

r:lrr because of a small favor I had done him, and was

rlrrite offended rvhen I refused on the ground that itw:rs not his oil to give away. "We never buy oil for

orrr cars," said he, "we have thousands of gallons of itlrcre. We often waste more in a day than goes in

your car." That thought may haue cleared his con'

,science, but it wouldn't clear mine.

Most men would consider themselves cheated ifllrc firm underpaid them fifty cents, but the same

Icllows often take an hour of the firm's time doing a

ioll for themselves. This is another common form of

rlishonesty, unthinking perhaps, but dishonest just

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CI{AIlACTERVonr GIVES you rHE opporruniry to ear.rr

rnoney, but it also gives you an even greater opportunity-the opportunity to develop your characrcr;

something more important than merely striving r<r

earn rnore money. For what good is money to a matr

who has sacrificed his character to obtain it?Promotion, the power to earn more mone|, may

come quickly to men of unusual ability. It may nor

come so quickly when character is your only assct.

but it will come nevertheless.

A good character is something which cannot lx"

hidden. It is greater than truth and honesty corrr

bined. It is the sum total of all your qualities. It is

not something which is presented to you, nor calr

money buy it. Nothing influences it more than yourself; it is what you make it.

"A sound body is a first class thing;" said TheoCor<'

Roosevelt, "a sound mind is even a better thing, .bur

the thing that counts for most in the individual, as

in the nation, is CHARACTER."CHARACTER IS THE MAIN STAY OF OUI\SOCIAL STRUCT:URE. It influences individuals.institutions, races and nations alike. Where it is lacliing, civilization withers and dies.

Take Rorne for example. When idleness, luxuryand dissipation took the place of work; when trurlr

GETTII\IG YOURSELF A RAISE IN PAY

;rrrrl honesty lost their signifi.cance; when men ofr lr:rracter like Julius Caesar no longer inspired the

1rr:ople, the Roman Empire collapscxl Iikc a house of

r:rr<ls-and history will repeat it.scl[. Ncithcr indi-

virluals nor nations can build a pcrlllalrcnt stl'ttctrue

orr t foundation of corruption ancl deccit.

(lromwell, Gladstone, Washinp;t.on ltlttl {,irlc.oltl

rvlic men of exceptional character, but yotr do not

lr;rvc to be famous to possess a charactcr tl"rat r'vins

irniversal respect. You need neither money, cduca-

tion, social position, nor achievement to establish

vorrr: character. It is the result of the way you conduct

yorrr life, the way you act. Character is tke mirror of

't't tr t't'.se lf .

Wlren character, eclucation and ability go hand in

lr:rrr<1, then you have the qualifications for real leader-

:ilrip, outstanding success. But promotion' the power

to (irrrn more money may easily arise from character

;rlrrrr(:. Many a rna,n of iust moderate ability is hold-

trrt a, position of great trust on the strensth of his

Irt,tl. cl,ass character, for character is not iust a single

rlrr:rlification, iike truthfulness or courlcsy; it ern-

lrr;r<'cs every qualification essential to slrccess'

'l'here is something about men of character that

,urrrrnands respect, rnaking them particularly suit-

;rlrlc for positions of trust. Perhaps you know some

orrc \,vho has been promoted because of this major

\

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GETTING YOURSELF A RAISE IN PAY

qualification. Cultivate it, because only the marr, t'lproaen character is deemed fit to rule ouer othct:

Amongst the politicians there are men of dubiorr:,

character, men who go into politics chiefly to s< r'

what they can get out of it-but there are also otht r:,

whose characters are unassailable. These latter nt< rr

are the real leaders, but they sometimes have to <lr,

before their worth is recognized.

But you are not a politician; you don't have lo

die before the value of "your character" will be rt,ognized. Eaery day, employers are loohing f or men, t"

promote-loohing for men they can trust-for ntt'tt"OF CHARACTER." "There is a greater demarr,l

today for people of character," said Roger A. Babs,,r'.

"than at ar'y time in the history of America." Tltt:t,'always has been a demand for men of character arttl

there always will be.

Nearly two hundred years ago, Lord Chesterfir'l,l

in advice to his son said, "Character must be k<'1rt

bright as r,vell as clean." That same rule is just :rt

important today. Character will not look after itst'll.

You cannot afford to rest on your oars, to hope tlr;rtmerely overcoming one small weakness will apprt'r i

ably alter your character.

Nor can true character be established oil llrstrength of a few outstanding positive qualificatiorrs,

for as previously mentioned, character is the srrrl,

total of all your qualities. Even being scrupulorrsly

GETTING YOURSELF A RAISE IN PAY

lrorrest and truthfuldoes not mean that you Possess

r lurracter. It merely shows that you possess an "hon-

lst character," which in itself is not a guarantee of

Flr(.cess; perhaps not even resPect, if you lack such

tlrings as willingness, dependabiliry or courtesy'

(-lilaracter depends upon your personal qualifica-

tirrrrs, your eveiyday habits. It is a question of what

1,,,,, orr, not what you hope to be' Only by sclf con-

I r ol, self improvement and unremitting effort to over-

r orr)e your Lad qualities and develop your good ones

,',,t

yot hope to build for yourselfi the reputation to

wlrich all men should aspire-fo be known es a m'an''0IT CHARACTER.''

MOTTO: Crrenactnn Is Tna Drnuono Tner

ScnarcHEs EvnnY Ornnn SroNn'(CYrus Bartol)

SIiI,F ANALYSIS TEST

Since read'ing this booh haae you done anything

to improue your character, and do you intend'

to keeP trYing to imProae it'

Chech Yes( )' "' 'No( )

:

T

9l

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YOUR PER.SOI\AI. APPEARANC I.;

FtnSr IMPRESSIOnTS Ann usually lasring irrr

pressions. If asked to fomr an opinion of a casrr;rl

acquaintance \,ve lvould probably base such opiniorrlargely upon personal appearance. Women in p;rr

ticular, first judge by appcalauce and as a rule rircnopinions are correct.

We believe what we see. Untidy in dress, untirll'in method; neat in dress, neat in method. Tht's,.

things just naturally seem to go hand in hand, arr,lgenerally speaking this is true in life. Of couri.',there ale exceptions that prove the rule-bu[. tulr'1,

be an exception? It's jusc as easy to dress neat.l1,

the motions of dressing are the same-why handiu 1'

yourself through bad presentation?

Employers also judge by first impressions. "Bilt,"let us call him, had just completed a technical trairring and came to me to help find him a iob. Orrr

practice was to send at least two boys to every plr)spective employer, and in Bill's case he was alwrry,

the one turned dor,vn.

Naturally, Bill was discouraged. His mother, ;r

widor,v, could ill afford to keep him idle. Fle was ,,

star pupil, a willing lvorker, polite and well-spolit'rrbut ire lacked something important; the habit ,,1

looking after his personal appearance. I called l,iiilinto my office one day for a little heart to heart lllli,

GETTII{G YOURSELF A RAISE IN PAY

"tiill," I said, "r,ve felt sure that you were not golngto land any of those jobs; but .iust for the experience

wo sent you along. Nolv tell me, what do you think

rv;rs the trouble?""Mr. Wilson," he saictr, "I don'.[ ktrolv; I srtrc tried

ttry best."

liut did he? tr sent for a mirrol so llill t:orrkl see

lrirnsblf as others salv him. His hat- rvas <lirty' his

slrocs needed a shine, his suit needed pressing^, his tie

rvls loose, his hair needed cutting-in fact his irppear-

;rrr(:e r'r'as anything but desirable.

llill was nearly in tears. F{e was so disgusted and

;rslrarned of hirnself, that he hitch-hiked out of town

tlrc same day. He got a job as a chore boy at a sum-

rrrt:t' hotel, saw well dressed people, did his best to

irrrprove his personal appearance, and when the hotel

r loscd. up came in to see me again, a vastly changed

lroy.

llill soon landed a job with a first-rate company

irrr<l iS there to-day. Recently, in a conversation, his

nuulager said, "Why! he's the smartest and most effi-

r i<'rrt employee we have. Some day he may be presi-rlcrrr of this companY."

CLOTHES ARE COMPARATIVELY CHEAP'I'IINSE DAYS, AND THERE CAN BE NO EX-(:IISE FOR FAILURE TO MAKE THE BEST OF

lV I IAT yOU HAVE. Dirty shoes, unpressed clothes,

l;rr li of a shave, untidy hair (in women particularly)

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GETTING YOURSELF A RAISE IN PAY

dirty hands, etc. are personal deficiencies which nr:ryeasily develop into bad habits, reducing your chancc

of success and limiting the size of your pay cheqrre,

A friend, the president of an engineering company

specializing on supplying equipment to the garage

trade, once approached me about a problem whiclr

was worrying him.The company was expanding and he felt he coulrl

do with an assistant manager. The man he had irr

mind was his warehouse superintendent who ha<l

been with him a long time. This fellow knew rlrt:

business, was absolutely honest and reliable, a go<xl

buyer and correspondent. In fact, a really good malr.

But "Brown," let us call him, had a serious pcr

sonal deficiency. While conscientious about his

work, he was careless about his personal appearanct'.

On several occasions the president had suggested thathe smarten himself up, but apparently suggestions

always fell on deaf ears.

Brown was a rather peculiar type-his own worstenemy. He adopted the attitude that the customcrs

(mostly garage mechanics) did not care what lrclooked like provided he gave them good service. Tlriswas correct as far as it went, but he overlooked thefact that the company also dealt with other customers

who called at the office and not at the parts countcr.

The company felt they could not promote Browrrbecause of his inability to improve his personal a1r

94

GETTING YOURSELF A RAISE IN PAY

pearance, and they hesitated about bringing in a newnmn for they feared Brown might leave and go to an

opposition concern-a thing they particularly did not

want to happen.

Irinally an outside man was taken in as a junior

partner. Brown is satisfied. He was a little disap-

pointed at not receiving a promotion, krut realized

lhut ttr. new man, having a financial interest in the

company, is entitled to the assistant manager's posi-

tion. The reason he is still only the warehouse super-

itrtendent may never have occurred to him trecause

"There are none so deaf as those who will not hear."

And what happened to Brown may happen to any

one. There is no excuse for sloppy appearance.

But don't make the mistake of over dressing.

Flashy clothes make a man or woman as conspicuous

ar a badly dressed one. "Ultra smartness" may be all

right for social functions, but it is completely out of

place in business.

If you want more money don't handicap your-

!€lves before you start. Dress neatly and becomingly,

according to your occupation' If you fail to presentyourself in the best possible manner, you only have

yourself to blame.

MOTTO: You Hevr Monn CoNrrnnNcn IN Youn-

srr,r \AIHnN You Anr Dnnssrn Wnr-r,.

8ELF ANALYSIS TESTDo you always endeaaor to look your best?

Check Yes ( ) .. .-.- ..'.No ( )

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CHEERF'ULNESSCrINrRnuLNEsS, TFIE AI]ILITY to look orr IIr,.

bright side of things, is a mental condition over rvhir lr

you alone have control. It clepends upon neitlrcrwealth nor position. It is free for all to share"

Some people have naturally sunny dispositiorr:;They seem to aln/ays see the funny side of thirrgs.They make friends easily and ger the best of lifc ;,r

all tirnes. But few of us are in this huppy posirionCheerfulness is often an effort. yoti don't feel

lil,,.being cheerful. Dismal thoughts rnaster your mirrrland your spirit sags. Ilut if you waxlt to get ahc;rrlyou can't afiorcl to let your spirit sag. When thfurr,,tdepress yort, that's ju.st the time you must mahe tutextra effort to be cheerful.

As a "green" salesman I often had to deal r,virlrmiserable carping people, born pessimists. Tacklirrritrvo or three of this class in a row sometimes rk.pressed rne terribly. I was mentally beaten, worrlrlquit for the day. Not a very creditable thin,g to do,

I admit.trnwardly I was ashamed of myself. tr knew I shorrlrlgo on, but I could not do it. f lvas not the mastt.rof myself. I was licked mentally. But an expcr.ienced salesman came to my assistance.

"You are taking things too seriously,', saicl he, ,,il

the customers won't laugh with you, laugh at thcrrr

96

GETTING YOURSELF A RAISE IN PAY

'l'lrcy will think you're laughingbecause you seem

lr;rppy, and maybe they'Il laugh too"''I'ITERE S

^IOTHINGLIKE A SMII'I; AND A

I,,,TUGH TO BREAK DOWN A CI III'LY AT'MOS-

I'T"IERE,

So I made up my rnind not to lct pcssimistic

pcople depress me. I decided to ctttrirtct' Irorvtts with

srriiles, and pessirnism with oPtilllism. I trictl to see

tlrc funny sicle of the situation' I visualizcrl rny pes-

sirrristic custorners as the sour faces in thc conrics, and

olt.cn I really hacl to laugh; the likclrcss st-'ctnc<l so

r'<:al. 1 learned'"to laugh at them if I could not laugh

toith them."Anc[ "Believe it or not" when ,vou laugh, ttre cus-

t()rner often laughs too. Then it's easy to start talk-

irrg, for as .|irnrny Durante said, "All men are equal

;rud alike when theY laugh."

SERIOUSNESS IND EFFICIENCY IS A GOOD

COMBINATION, BUT CHEERFULNESS INDIaFFICIENCY IS A BETTER O^/8. The man who

(':rn smile and laugh while he works lvill make rnore

l'riends ancl will get the most enioymcnt out of life'"The men I have seen succeed best in life," said

limerson, "have always been cheerful and hopeful

rnen, who went atrout their business with a smile on

tlre ir faces, and took the changes and chances of this

nrortal life like men, facing rough and smooth alike,

ils it came."

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GETTING YOURSELF A RAISE IN PAYGETTING YOURSELF A RAISE IN PAY

I'f.rAKES

A I-OT OF COURAGE TO KEI;,I'PI,UGGII{G WHEN THINGS GET TOUGH,T'oSMILE WHEN THINGS LOOK BLACK, but yorr

must learn to do it if you want to get ahead.

As a young man, lulius Caesar was captured by :r

band of pirates. But did he give way to melancholyi'

No! of course he didn't. I-Ie rnade up his mind to

face misfortune with courage, to be cheerful atrrl

hopeful in spite of his circurnstances, to act as if lr<'

was merely having a holiday. This so impressed lris

captors that they removed his bonds and allowed hirrr

the freedorn of the camp.

In this case, Caesar rernained cheerful undcr ;r

more difficult circumstance than you may ever hav,'

to face. I{e refused to Iook on the black side ol

things, and you can't afford to do it either, for looliing on the black side makes you depressed.

YOU NEVER FOUND A MAN "RARING 7'oGO:'SUFFERING FROM MELANCHOLT"FROM DEPRESSED SPIRITS, DID yOU? Nol

and you never will. So if you want to get ahearl,

make up your mind to banish melancholy. Be chr:crful and make the most of your circumstances, ev('n

under trying conditions.When others complained about lack of conv(fn

iences on out of the way sets, Douglas Fairbarrks

only laughed, "Whistle and hoe, sing as you 8o" w;rs

his motto. "Start off in the morning with a lauglr,"

98

srtid he,"and you won't neecl to rvol'lry about the rest

o[ the day." fiis laugh and smile nrade him a forrune'

YOUR LAUGH AND SMII.E M'4Y NOT MAKE

I'OT]R FORTUNE, B(JT THEY WII'L SURELY

MARE YOU FRIENDS' If you wir'rlt lrcople to like

for-t, g"t into the habit of always grcctiuu them with

a smile and a cheerY word'

When you get up in the morning g-o ovcr to the

l,roking-giass Jt d ireat yourself to a smile ' Then

lrown"uid ,"" rvhich way you look the best' Don't

forret, the way you see yourself is,the way you look

'n,'Ltierr' You'll brighten your day; you'll get theilrost. out of life if you start out with a smile'

MO-ITO: CsnBnrur-NESS IS CoNtecrous' You'rr'

Grr as Mucn Bacx as You Grvn AweY'

SIII,F ANALYSIS TEST

Do yon' always try to greet eaery one with a

smile?

Chech. . . .

g9

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PETi.SONAI,ITY ANDSELF-CONFIDtrNCE

MOSf EN{PLOYERS Nr)W rccognize rhar for :r

key man in industry, personality is even mole ilrr

portant than scholastic attainment. Those r,l'ho pos

sess personality, therefore, have a better chancc oi

obtaining ernployment ancl of later winning prour(ltion. lfhat is why you mr-rst make all effort to rlc

veiop it.PERSOAI;AI,ITY XS

AS7-ATE

AF PI]YSICAI,AT{D L{EAI'rAI, ALEITTI{ESS AND 15 IIdilICATED BY TTIE WAY IA{ WHIC:FT YOU PRI;,

SEI/?- yAURSTi,LF 'f O CTEIEII"S. Xt is the pow{'r

to attract favorable colxment by your mantfer, youiconversation, your appcarance ancl yor.rr action:,.

Some possess it naturally; otirers rnust cultivate it.If you posse$s it naturally, you may consider your

self lucky. Some people are blessed (or cursed) rvitlra super-abundance of lvhat they think is personality.but it is often only a super-abundance of egotisrrr.

You know the type; the person rvho "barges in" anrltakes charge of everything without being asked todo so-who is the "trife of the party" at the expens('

of every one else. That's not real personality. It'smerely unlimited self assurance, conceit, an inflatcrlidea of one's importance; negative qualities r,vhicJr

create neither friendship nor good will.

GETTING YOT]RSELF A RAISE IN PAY

'l-oomuch of this kind

of "petsonality" is usually

;r <langerous thing, for it. may casily bccorne of{ensive

irrr<1 create resentment- You cllllll()t' lrftrorcl to o{Iend

il you want to get ahead. Get sottic ()llo l.o <:riticize

y,,i,, actions, {or too much lrcrsotrltlit.y, t'r;ol isrlr, is a

,lt:ticiency always difficult to scc itt yotrrr';trl[' Don't

Itn'tet, it's nat how you look tct yrttrrst:ll ; i'l"s lnu yo'u

rrl\tear to athers that is ot'tert' t cspt'tt'iblc Jor ytt'Lt't'

lu,(:c€ss or failure in life"

Ilor,lrever, this chapter is mcant 1o allllly llot so

rrrrrch to those lvho possess persolrality trs t() those

who lack it. Fersonality, Iike all other positive c1r-iali-

lir:ations, may be cultivated and there is no reason

rvlry you should fail to acquire it'

Many people, especially young peoptre havc a rnis-

trrlcen idea as to whal constitutes personality' They

lutve been led to believe thaf' outward show :rnd un-

Irounded self confidence is a sign of personality'

wltereas these are not necessary qualifications at a1l'

Yorl will usually find that aPparently qu;et unas-

srrtning people have a great deal more rcal Person-

.rlir.y than the peppy back slappers ancl fasttalkers

rvlro on better acquaintance prove that thcir otrtrvard

slrow is merely a velleer and that they have no solid

rlrralifications to back it up" Ferv, if any' of the

world's great men have been of this type' On the

( ()ntrary many were rnodest and retiring men in

plivate life, yet at no time cotlld they be accused of

10100

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lacking personality, for it is something which allsuccessful men possess and most failures lack.

DEVELOPING YOUR PERSONALITY /S S/M.PLY A MATTER OF LEARNING TO PRESENT-

YOURSELF IN THE BEST POSSIBLE LIGHT.In other words, learn to develop your positive quali-ties and to suppress your negative ones.

To develop your personality you must cultivat<r

the positive qualities essential to success, but you

must also develop a certain amount of self confidencc,otherwise you lack the power to turn positiar

thoughts into positive actions. When you lack sell'

confidence entirely, you cannot expect to posses$

personality, for these two qualifications always go

hand in hand.

Lack of confidence is often only shyness. This is

not a serious handicap and can be overcome if yorr

go about it in the right way. Many famous men

have had to fight it. Lindberg, Latvrence of Arabia,Henry Ford, even George Washington, Wellingtonand Nelson exhibited a certain amount of shyness

when in public places, but they learned to master i,1,.

Don't forget that as you develop your personal

qualifications you automatically develop more conli,

dence in yourself, which in turn helps you to over-

come natural shyness. Make an efiort to be courtt:.

ous and obliging and you will find that others rea<:t

accordingly. They soon show appreciation of your

t02

GETTING YOURSELF A RAISE IN PAY

actions, and the fact that they do so, develops con-

fidence in yourself, and gives you courage to attempt

things which previously you were afraid to tackle'

As-mention.d b.fot., personality is a state of physi-

, cal and mental alertness. These two qualifications

must go hand in hand. You cannot sag physi'cally

and, bi alert mentally, nor can you sag mentally and'

be alert PhYsicallY.

Walk around like an animated corpse, like a man

with one foot in the grave, and your thoughts will

be equallv uninspiring. But snap into things' hustle

oro,rid as if you meant business, and you will putpep into your thoughts as well as your actions' Ih.ty yon to hold your chin up, throw your shoulders

bact and walk briskly down the street without feeling

better in spirit.

You cannot expect to overcome lack of self confi-

clence or to develop your personality if your spirit is

low. That is why you must do everything in your

power to pep up your mental condition' Just as nosi-

iiu. tfro.,gtti ptld.t..t positive action, so does positive

&ction produce positive thought, the only kind' ol

thoughi that can build uly your spirit'

On the other hand, negative action produces nega-

tive thought. You will never find a man who dresses

carelessly, gives you a deadfish handshake' stands

loosely, tpt"*lt in chairs and generally lets himself

go, possessed of PersonalitY'

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GETTING YOURSELF A RAISE IN PAY

Note how different are thepeople who stand up

straight, walk briskly and generally indicate mental

alertness by their physical actions. Fut yourself irr

the position of the employer. Which man would you,

choose for promotion? The sagger, the man who

lachs personality, ar the man who shows he'i aliae -

Make a point of always walking around as if you

had no tirne to rvaste-even if you're not g;oing any-

where in particular. Step up briskly to meet people.

Shake hands firmly as if you meant it. Smile, malicr

some appropriate remark about trusiness, sport, thc

u'eather, anything.And if you find you have difliculty in keeping up

a conversation, try and find out in what the other'

fellorv is interested and steer the conversation arouncl

to that subject. Then he will talk, and all you need

do is iisten.

If the conversation lags ask a few questions. For

example, if baseball is the subject say "What gamt:

did you enjoy best last season?", "Who is your favor-

ite player?", "F{ow does the All-Star team suit you?"

Questions likethese never fail to start a baseball fan

talking. Even Calvin Coolidge, a notably silent man,

would willingly talk on his favorite subject, "taxa-

tion."

Personally, I do not consider myself a good con-

versationalist, but several times people have re-

marked that I was an interesting talker, whereas I

104

GETTING YOURSELF A RAISE IN PAY

was usually an interested listener ' If you want to

rteaelop your personatity it's euen more importantrc be L gooct tistener than a good tallrcr; and you'Il

tind it a lot easier too' Remember, stccr the conver-

sation around to things that interest the oth'cr fellow;

their children, hobbies, sport and travcl' These

things are always subjects which peoplc like to talk

rbout.If you want to get ahead, to earn more money'

practice self improvement. Learn to be a good lis-

i"rr"r. Put some pep into your movements' Let

people see thatyou are alive, and you won't have to

*oriy about self-confidence or lack of personality"

Theie qualifications will conxe to you as a natural

result of your actions.

MOTTO: To Dnvnlop Youn Pnnsoxautv, Br' n

Goon Lrsrrxnn; Pur Soua Pnp rNro Youn Ac-

TIONS.

SELF ANALYSIS TEST

Are you making a sincere effort to snap u'p, physi'

cally as well as mentallY?Chech ....Yes( ) "No( )

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GETTING YOURSELF A RAISE IN PAY

CRITICISM

ooCgxsuRE AND CRITICISM never hurt any-

body" said Gladstone, the great English Statesman,

"If false they can't hurt you unless you are wantingin manly character; and if true they show a man his

weak points, and forervarn him against failure and

trouble."

MEN WHO CANNOT ACCEPT CRITICISM/N THE SPIRIT IN WHICH IT IS GIVEN,STAND IN THEIR OWN LIGHT. Obstinacy,

pride, prejudice, stupidity, undervaluation of the

opinions of others, and an inflated opinion of theirown importance often prevent men from taking ad-

vantage of helpful suggestions which could well be

used to their advantage.

Examples of this occur more frequently than many

people realize. For example, an accountant who

resented the auditor's criticism of his bookkeepingmethods, resigned from the company rather than

make a change in the system. Today he is workingfor a lot less money because of a fancied slight on

his honesty and integrity, things that were neverquestioned. Other cases of refusal to accept criticismare mentioned elsewhere in this book-perhaps you

know of some yourself.

You must be prepared to accept criticism if you

want to get ahead. Don't forget what Gladstone said,

"Criti,cism shous a nx(rn his weak points"' It's only

by eliminating your weak points-your,minus quali-

ti'.r-rnr, yo.i.ur, "earrt more money"' Refusal to;;;p; criticism is a double edged minus quality' 'It

is a'prrsonal d,eficiency which preaents you correct'

ing a Personal deficiencY'

iell criticism is good, but better still is the un-

biased criticism of*someone

else' If your mind is

nf." yo" will welcome a certain amount' for most

rnen at times become lax in the judgment of them-

selves and need some outsider to criticize them' to

point out their faults and weaknesses'

' R"-"-ber, criticism is easier to give than tore-

ceive. Be prepared for some surprises' The faults

u)e see in oihers,we often fai't to see i'n ourselaes'

It is sometimes hard to accePt criticism' but it is

often harder to give it' The art of criticism is an

accomplishment not easy to acquire' Do not be in

too much of a hurrY to Practice it'

Unnecessarily harsh criticism' even if true and to

the point, is rarely appreciated' When neither re-

qrriria nor asked tor, it is always resented' Avoid

.ri,i.iring, for you cannot aftord to make enemiesit you want to get ahead'

There's something admirable about a frank out-

npoken man. But how often do you find one at the

top of the tree.

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GETTING YOURSELF A RAISE IN PAY

"How do you like Mary's singing?" says the prourl

mother."Not so good," is a blunt, cold, discouraging arr

swer.

Perhaps he told the truth, but what good did it do

any one. Isn't it better to aaoid adaerse criticistttwhen it serues no useful purpose? Isn't it better to

use a little diplomacy, to soften your answer so that

it is acceptable and not ofiensive?

The great philosopher, Abraham Lincoln, had tlrr'

huppy knack of always being able to formulate arr

answer to which no ofience could be taken. Whcrrasked for his opinion of a long treatise which harl

just been read to him by Robert Owen, the spiritualist, he replied, "For those who like that sort of thingI should say it was just about the sort of thing thcy

rvould like."Lincoln was a shrewd judge of human naturc.

None knew better than he the destructive effect ol'

bluntly presented opinions or adverse criticism. FIis

great respect for truth and honesty did not allow hirn

to commend a thing which he felt was wrong, but

he made it a point never to criticize any one unduly,or to pass an unfavourable comment if he could olr

tain the desired result without it.Lincoln believed in looking for the good points irr

people rather than the bad ones. When he found it

necessary to check some one, he always opened his

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GETTING YOURSELF A RAISE IN PAY

remarks with terms of appreciation' He put the other

f.ifo* in a receptive frame of mind before he at-tempted to criticize.

If you want your criticism to produce results' you

must adopt the same method' It is no use telling a

man hoi you appreciate his goorl points' after you

h'aue poiniea oiin;t bad' ones' rt is then too late to

itn,rJrr.. his mind, to make him feel kindly towards

you.'Do ,toa be too hasty to criticize fellow workers' be-

au*" yorrt criticism may not be- appreciated' even

;it;"gdit may be souni' It is better to withhold

yoot".o,rnrel ihan offer criticism which is likely to

be rejected.

TIME SPEN? /N CRITICIZING OTHERS

MIGHT OFTEN BE BETTER SPEN? IN CRITI'

Crnr,lc YTURSELF' Look around and see what

faults stand out most in others' Then take stock of

forrrself. Make sure you don't-possess

them too'

ilou might find you're not so perfect as you thought

you were.

Criticizing your employer behind his back is a

form of non-co-operation' Even though youthink

yot .un run the business better than he' he may not

igr"" *itft you. If you be-Iieue you.haue some better

'Ld,eas," prisent thim in the form of suggestions' Use

yorr,';ia"ur" where they may do yol some good' not

rome harm. Forget criiicis*' Introduce the spirit of

friend,Iy co-operation' That's one way' to earmark

yo,trr.if for promotion, for a raise in pay'

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MOTTO: You LrenN Mone Fnou BnrhrcCnrrrcrznnTHaN sy CmtrcrzrNc OrHBns.

SELF ANALYSIS TESTCan you take criticism.Check Yes( )..........No( )

SELF CONTROLSnrr coNTRoL IS A MATTER of "will power,"

a question of "mind over inclination"' It's a virtue

sometimes hard to practice, but its intportatrce can-

not be overestimated.

"A man without self control," said Henry Ward

Beecher, "is like a barrel without hoops and tumbles

to pieces."

You don't have to look far to see people tumbling

to pieces, for lack of self control is probably man's

,rrr*b", one weakness. It is responsible for more

grief and trouble than practically any other thing'

A young man needs a lot of self control to stick to

the siraight and narrolv path all the time; not that

I'm expecting you will, for if you're like most young

rn"rr, I knolv you won't. Only a super man coul'd

;rlways avoid temptation. No one can put old heads

on young shoulders. But if you want to win pro-

motion, yoo'ta got to exercise a reasonable amount

of self-control, control of your thoughts' your actions'

your countenance andyour tongue' Th'ere are times

trthen )ou'ae got to "grin and bear it" whether you

Iihe it or not.

In order to exercise self control it is not necessary

to live like a saint. You probably wouldn't make

much headway in this modern business world if you

rlid. Even preachers have more moderate views today'

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Setting too rigid a standard., carryingself control toextremes, tends to make a man narrow-minded. If

you want to make friends, to get people to like you,you can't afford to be narrow_minded.

-Flowever "Anything goes,,' is not a good motto

either. You'll never make a success of your life if youru_n it that way. You,ae got to put a brake on your-self i,f you want to conxnxand, reipect.

Argument, intemperance and profanity have noplace in business; but do yo, ,""iir" the destructiveeffect of an uncontrolled temper? Have you ever

stopped to think how losing your temper puts youat a disadvantage? How it places you under-a micro_scope for others to see you at your worst? Not a veryenviable position to find yourself in, is it?

But even if you have a bit of a temper that doesnot_ mean that you are handicapped. you wouklprobably be much worse ofi if you ,.didn,t

have atemper," for persons in this class are sometimes tooeasy going to make

_asuccess of anything . Temper

isn't-nec.essarily weakness. One's inabiti$ to conirolit, that is weakness.

If you're blessed with a really even temper, youdon't have to worry much about it, but if yoir,re not,then you must make up your mind to keep it undercontrol. If you don't, it will get you into a lot ol.trouble, and you should go out of your way to avoidtrouble if you want to get ahead.

GETTING YOURSELF A RAISE IN PAY GETTING YOURSELF A RAISE IN PAY

There is an old motto which says:"There's

nothingnew under the sun." Certainly no one has evolved a

better method for controlling temper than the one

practiced by the great Greek philosopher, Socrates,

over two thousand years ago.

Ilave you ever noticed that when a man gets

really angry he always raises his voice? Wellt next

tirrie you feel you're getting angry, just try the

Socrates plan; lower your voice, force yourself to

speak softly and slowly. You'Il be surprised how soon

you start to cool down, to get cotrtrol of yourself

again.The Duke of Wellington was extremely irritable

by nature. He detested banquets and receptions, butforced himself tq attend and to be agreeable to

people. At the battle of Waterloo, where he over-

threw Napoleon, he gave orders to his officers in a

low voice, maintaining a calm self-control, never get-

ting excited or angry even when the battle seemed to

be going against him.

If men like Wellington, Caesar, Franklin, Wash-

ington, Jackson and a host of others thought enoughof the Socrates plan to practice it, it ought to be good

enough for you and me. Don't forget that many of

the world's greatest men have had extremely trickytempers, but they learned to control them.

The hotter your temper, the more will power you

need to keep it under control, but the result of such

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GETTING YO(]RSELF A RAISE IN PAY

effort is always worth it. Angry words never doanygood and ofren cause needless bad feeling_p"rfr"ps

worse than that. For a sud,d,en burst of irgr, *Lysometimes offset the work of a life time.

.People are only human. They all do irritating

things at times, but try and retain your self control.The other fellow can't make you mad if you makeup your mind not to let him. Always remember,you'll neaer regret heeping your temper, but you,Iloften regret losing it.

MOTTO:LnnnN ro CoNrnor, younsn'r,r rr youWrsn ro CoNrnol Orunns.

SELF ANALYSIS TESTDo you make an effort to control your temper?Check .... yes ( ) ...... ..w6 ( )

ARGUMENTooNo MAN wHo IS RESOLVED to make the most

of himself," said Lincoln, "can sparc tirne for per-

sonal contention." Argument might bc u'll right in a

d,ebating society, but business gets alonu better with'

out it.

Arguments often have a habit of getting out of

hand, of creating ill feeling at times. Rut you can't

afiord to create ill feeling if you want to get ahead.

You can'tafiord to risk some one losing his temper,

or to lose your own, can you? You don't have to ifyou use your cornmon sense and exercise a reasonable

amount of self control.

When he first drew up his code for the conduct of

his life, Benjamin Franklin had only twelve rules,

but on the advice of a Quaker friend, who drew his

attention to his rather overbearing manner and

tendency to argue about everything, he decided to

add a thirteenth rule which he termed "Humility"'

From that time on Franklin tried to avoid direct

contradiction or positive assertion. Instead of pre-

senting his opinions as proven facts, he put them

forward as suggestions, statements such as "I am

certain," "I am stlre," "undoubtedly," etc. being re'

placecl by milder expressions such as "I believe,"

"It appears to me," "I imagine," etc.

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GETTING YOURSELF A RAISE IN PAY

"I soon found the advantage of this change in mymanner," he confided to a friend. ,.The conversa-tions I engag'd in went on more pleasantly. Themodest way I propos'd my opinions produc'd thema readier reception and less contradiction; I had less

mortification when I was found to be in the wrongand I more easily prevail'd with others . . . .to

giveup their mistakes and join me when I happen,d tobe in the right' . . . and to this habit (after my char-acter of integrity) I think it principally owing thatI had so much weight with my fellow citizens.',

If Franklin, one of the most successful men inhistory, attributed much of his success to the avoid_ance of argurnent, it's surely worth white giuing hissystem a trial, isn't it?

You can't afford to argue with your boss, becauseyou're depending upon him for your job; you can'tafiord to argue with your fellow workers becauseyou're depending upon them for co-operation; andyou can't afford to argue with the customers either,can you? You can't afiord to argue with your friends

if you wanr to keep them; you can't afford to arguewith your wife or girl friend because you,ll only getthem sore, and it's a waste of time arguing withpeople whose opinions you don't respect; so uhyargue? There's nothing to be gained, by it.

But in spite of the fact that argument never does

lt6

GETTING YOURSELF A RAISE IN PAY

any good there are people, even salesmen, (but not

real salesmen) who still like to practice it'Seeing a shirt I rather liked in a window, I stepped

into the store with the idea of buyirrg it- The sales-

man seemed attentive, and as it happened that my

supply of shirts was running low, I decided to order

severul, picking out some ties, socks, handkerchiefs,

etc. at the same time. In all, the order came to

around twenty dollars, not a bad order at that'

As my order was being checked, I casually men-

tioned that I usually bought "Custom-made shirts"

from another company. "They can't give you valuelike this," said the salesman. "Oh! I wouldn't say

that," I answered, "I've found their shirts very satis-

factory." "You might think their shirts are all right,"

said he, "but if you knew as much about shirts as Ido you would be able to tell the difference in the

quality."To cut a long story short this salesman started an

argument, belittled my judgment on shirts and gen-

erally ofiended me. The result was I cancelled most

of the order and only bought the shirt that originally

took my eye. A friend who was with me at the time,

and who regularly dealt with this store, said when

we got outside: "You know, I don't like that feIlow,

he always gives you an argument. I make a point of

never letting him serve me."

This is perhaps an extreme case, almost a "Believe

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GETTING YOURSELF A RAISE IN PAY

it or Not"story,

but it's truenevertheless.

It'sa

giaring example of a man who should have knownbetter letting the personal deficiency "UNNECES-

SARY ARGUMENT" hold him back. If you ever get

a job as a salesman, always remember that successful

salesmanship is a matter of "agreem€nt" not "argttr-

ment."

The average speed cop is a pretty decent fellow ifyou take him right. Remember, he has his job to do,

so if you're stopped for speeding smile and say, "I'msorry officer; I was travelling too fast, I'm glad you

stopped me. What is it, a ticket or a warning" andyou'll find it is usually a warning. But start to argue

and see how far you get.

It isn't always pleasant to accept other people's

opinions or orders. You may sometimes feel like"telling some one of," but remember, a smile, a soft

word, or a suggestion will often win your point when

an argument or a piece of your mind will only make

matters worse.

When problems arise, analyze them, discuss them,

and listen patiently to what the other fellow has tosay if you want him to listen to you. Don't interrupt;you'll get your chance. He'll talk himself out if you

give him time. And don't argue, for simple argu-

ment may easily develop into heated argument, ancl

heated argument may soon become discourtesy.

lt8

GETTING YOURSELF A RAISE IN PAY

REMEMBER, IT'S W O RK, N OT ARGU MEN T'

THAT YOU'RE BEING PAID FOR' If you wantto get ahead don't get into the habit.of "arguing"'

Th! only thing it's going to get you is :r little note

which says: "Your services are no lorlg,^er required"'

MOTTO: "Tna Onr-v Wav ro Vy'rN alr An<;ulrnNr

rs 'ro Avorp r:r." (Dalc Carncgic)

SELF ANALYSIS TEST

Are you mahing a sincere effort to aaoid getting

intoarguments?

Chech ...-Yes( ) No( )

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GETTING YOURSELF A RAISE IN PAY

nably stupid things when under the influence of

liquor.If you have difficulty in exercising self control

there's an easy way to avoid making a fool of yourself.

Just stop drinking, that's the sensible way, isn't it?You'll never receive promotion because of your

ability to drink, but you may receive a mighty un-pleasant note in your pay envelope at the end of theweek because of your inability ro stop drinking.

NEVER MAKE THE MISTAKE OF COMINGTO WORK WITH THE SMELL OF LIQUOR ON

YOUR BREATH. To some employers liquor is like"a red rag to a bull," and even though your boss maybe a heavy drinker himself, it's mosr unlikely that hewill approve of you being the same. You'll often finda heavy drinker has a teetotaler for a right hand man.Figure it out for yoinself .

MOTTO: INrnlrprneNcr rs e DaNcERous Corr-PANToN (Jeremy Collier)

SELF ANALYSIS TEST

Can you d,epend u(ton yourself to confine the useof alcohol to strict moderation at all times?Check ....Yes( ) ....No( )

YOUR VOCATION

EVnnv ONE HAS SOME special aPtitude for some-

thing. Try and choose a vocation where your talents

*uyi. used to the most advantage' There is nothing

more disheartening than being tied to some job

which is disPleasing to You'

You may L. ut outstanding success in one business

but a miserable failure in another' It is possible to

trim a square peg till it fits a round hole, but it's

much -or. ."iitfactory to put a round peg in a

round hole in the first Place.

Unfortunately, this is not always possible' "What

you would like to do, and what you must do, are not

always the same thing. Circumstances over which

you have no control may land you in an entirely dif-

ferent field from the one of your choice'

But this does not mean that you are doomed to

failure. You can practice self-improvement and make

good wherever you are. The more valuable you make

lourself in one job the more likely you are to be of

value in another.Eaen a poor

iobcan be used' as a

stepping stone to a better one'

"No one can ever do a thing well that he is not

interested in," said Charles M' Schwab, Chairman'

Bethlehem Steel Corporation' "If a young man

finds he is in a vocation that is disagreeable to him'

he ought to change,"-but he says in addition'

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GETTING YOURSELF A RAISE IN PAY

"only he must be sure that he is not merely chang-

ing because there are difficulties in the way."This is very true. Many get "fed up" with their

jobs because of some unpleasant occurrence, some

unforeseen difficulty. They see obstacles as unsur-

mountable hurdles instead of using them as stepping

stones to further advancement. They start lookingaround for something more congenial, losing sight ol

the fact that all occupations have their drawbacks, alljobs their obstacles. They evince a desire to change,

to get into something which offers better opportuni-ties, and fail to take advantage of those on their owu

doorstep.

It's surprising how many make this mistake. Butnever let a mistake beat you. "Forget them," said

Theodore Roosevelt, "begin again and do better.'lA young man I know, a clerk in a store, decided to

become an outside salesman; thinking he could earn

more money. He started out full of confidence, butabout a month later carne round to see me discour'

aged, wanting my help to get his old job back.

At the store, the customers came to him "to buy,"

but outside he had to go to the customers and "makr'them buy." This, as any salesman will confirm, is

much more difficult to do, and our young friend soon

became very discouraged and wished he was back irt

his old job.

Without realizing it he developed a defeatist atti-

GETTING YOURSELF A RAISE IN PAY

tude; began to believe he could not do it' lost all his

enthusiaJm for the work' Instead of making up his

*ina ,o overcome his obstacles, he wanted to quit' to

"throw in the sponge."

To cut a long story short, he admitted he had not

done his besu agreei to tty again' to overcome his

difficulties, to accept reverses with a smile'- -

At twenty-two that young man was a star salesman'

making $ttiO a week. Yet only two years before he

*u, ,.Iay to throw up everything and go back to an

$tg u *..L job. Because he ran into some unexpected

problems, he almost believed hecould not master

them. Encouragement, a little prod in the back' was

all he needed.

Take a lesson from this story' Don't make the

mistake of wanting to give up just because things

don't work out as yo.,"*pttt ' Lack of "will-power"

can easily be mistaken for lack ol inte-rest' Remem-

ber, in every occuPation you will find some difficul-

ties, some otstacles; but as you overcome them you

will get more pleasure in your work'

However, it may be that you are really doing work

which is distasteful to you' If that is the case the

sooner you can change the better' but don't make the

*irrut. of leaving one job before you get another'

Try and make good where you are even if you don't

intend to stay there forever'

Lord Northclifie, the great English publisher and

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GETTING YOURSELF A RAISE IN PAY GETTING YOURSELF A RAISE IN PAY

Knowledge is necessary in every line of endeavor,

the amount required depending of course upon theclass of work you are doing. Obviously the laborerdoes not require as much as the engineer; neither ishe capable of accomplishing as much. That is onereason why he is a laborer. If he improves his knowl-edge so that it equals that of the engineer then hewould no longer need to be a laborer.

You may say, "That statement is not correct. Thereare plenty of men holding engineer's degrees who canonly get laboring work to do." That may be so! But

it does not disprove the value of ed.ucation. It merelyconfirms what I have been trying to point out_thatknowledge (education) is not by itsetf sufficient roguarantee success.

A MAN MUS:T HAVE OTHER QUALIFICA.?IONS TOO. Getting ahead in the world also de-pends on willingness, cheerfulness, depenclability,etc. Knowledge wirhout certain p"rrorril qualifica_tions is as useless as these qualifications would bewithout knowledge.

A good general education is an excellent thing, es_

pecially from a social standpoint, but unless it in_cludes some specialized knowledge, it's money_makingvalue may be exrremely low. This is an age of spi_cialization. It always pays to obtain specializedknowledge if you want to earn more money.

An automobile mechanic who specializes on tune-

130

up and electrical systems, is paid more than the "jack

oi all trades" mechanic. The salesman who special-

izes on a certain product can earn more than the

fellow who attempts to sell any line that comes along'

The doctor who specializes on, say, nose and throat

diseases, .o**urtd, more for his services than the

general practitioner. Even the teacher' the man who

ian best use a general education finds it necessary to

specialize on certain subjects'

You may say, "How about the employer? FIe's not

a specialisi on anything." But he is! I{e's a specialist

on knowing how to run a business' Ifhe knows his

job, then tile business succeeds' If he doesn't' then it

iails. You are in exactly the same position' If you

knou your iob, you can succeed, but if you don't

hnow it, you will surelY fail'

I'm not what one would call a racing fan' but Ilike to go to the track occasionally' I happened to

be in Gntucky when the great "Man-O-War" was

running and naturally went to see him' Nothing

particJarly happened until coming into the home

itretch, a horse started to pull out' passed the others'

and won by a nose' That horse was Man-O-War' Tome, he did not seem much better than the other

horses, but undoubtedly he must have been' for only

once in his long career was he ever beatenl

"Man-O-\rVar" didn't have to be a great deal better

than the other horses in order to win a great deal

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more. And youdon't have to be a great deal bettereither, to earn a great deal more. If you're only ten

percent better than your fellow workers you mighteasi,ly earn twice as much. That's what specializedtraining does for you. It ensures you that extraknowledge which makes you more efficient than yourfellow workers. And don't forget you'll be paidaccording to your efficiency.

But knowing your job is not jusr knowing enoughto get by. That's only half knowing it. If you wantto get ahead, make up your mind you're going to be

a specialist on the job you're doing "now." Be sureyou know more about "that job" than any other

fellow. That's a sure way to prove you're able tohandle a bigger one, to win promotion.

MOTTO: TllB Monn You KNow Asour younJon

"ToDArr" rHr Monn You'n EanN "TolroRRow."

SELF ANALYSIS TESTDo you endeaaor to know more about your jobthan your fellow workers?

Check ....Yes( ) No( )

THE VALUE OF STUDY

ttIF e MAN INTENDS to remain always a manual

laborer," said Henry Ford, "then he should forget

about his work when the whistle blows, but if he

intends to go forward and do anything, the whistle is

only a signul to start thinking"' ' ' ' ' "A man's real

education tregins after he leaves school"'

No man who wants to get ahead can stop studying

merely because he has a steady job' Yet many make

this mistake. They let their job be their objective'

They feel they have reached it, and stop pedalling'But you can't afford to stop pedalling' More ambi-

tious men always come along and pass those who are

content to coast-to rest on their oars' I've seen it

happen time and time again. As you live a few years

longer you'll see it too.

Being content to rest on your oars, as many em-

ployees are, definitely lirnits your opportunties and

will allow others to pass you. On the other hand,

continued self-improvement adds to your capabilities,

helps you to pass others, to handle bigger jobs, to win

promotion, to earn more money. You won't get

ahead, unless you mahe up your mind to be a"passet''

not a "stopPer."

Running away from home at the age of seventeen,

a poor boy without friends, influence or education

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GETTING YOURSELF A RAISE IN PAY

joined the British army as a private. He later finished

up as Field Manhal, Sir William Roberrson, Chiefof the Imperial General Staff during the World War.To rise from a private to a General, during the pe-

riod before the World War, would be a tremendousachievement in the American army, but in the Britisharmy such a feat was looked upon as an impossibilityin those days.*

Consider what obstacles had to be overcome. Offi-

cer qualifications consisted of a college education,social position, ancestors and all that sort of nonsense

that goes with aristocracy, plus a private income of at

least fifteen hundred dollars a year. (In pre-war days

an English officer could not live on his salary.)

Young Robertson overcame all these obstacles bysheer will-power, effort and "STUDY." Not that he

spent all his time studying, for he won the athleticchampionship of his regiment, prizes for fencing,boxing and a host of other things.

By applying for a transfer to the Indian army,

where the pay was somewhat higher but barely suffi-

cient to get by on, he reduced the handicap of pov-

erty. He became a total abstainer and practically anon-smoker. Not because he wanted to, but because,

unlike his fellow officers, he could not afford to buywine and cigars.

He had no money to spare, but he found a way to

. Enltsted aB private l8??-Sergeant Major 1885-Seond Lieutemnt l88lt

-trf,ajor1900-Maior General 1910-Field Marshal 1920.

GETTING YOURSELF A RAISE IN PAY

overcome even this obstacle. Every native language

which he learned improved his pay and opportunityfor advancement. In a little more than a year he

spoke Hindi, Urdu and Persian. Latcr hc learned

,^hr." rnor" languages. He studied survcying and

rnap making. In fact he studied everything, :r knowl-

edge of which would entitle hirn to spe<-ial salary

allowances.

POYERTY, INSTEAD OII BEING A IIANDI.CAP, PROVED TO BE HIS GREAI-ES'L' ASSI|T,

FOR IT DROVE HINI TO GREAT-ER ACHIII:VE-

MENT, just as it has driven hundreds o[ othcr self-

made men. He obtained his education the hard way,

through spare time study, work and expericnce, but

it made him the most efficient and best inlormed

officer in his army-corps. Even the social clinrbcrs

(and there are plenty in any regular army) hacl to

respect and admire the man who had virtually lifted

himself up by his boot straps. Many even went ortt of

their way to helP him.

Soon his commanding officer singled him out for

promotion. Quickly he rose from onc position to

another. Sheer merit advanced him over the lreads ofmen who had considerable pull-but not much push.

When some one bungled a job Robertson was always

the man sent to straighten things out. No one ques-

tioned his willingness, outstanding efficiency and tact

in handling difficult situations.

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GETTING YOURSELF A RAISE IN PAY

Perhaps you have never before heard of Sir Wil-

liam Robertson but he was, nevertheless, one of theoutstanding Generals of the World War-a personal

friend of General Pershing, Marshal Foch and all the

other leaders.

If this man could overcome such a tremendous

handicap through study and unremitting efiort, surely

you will be able to overcome much smaller obstac-Ies

by the same method. But don't forget, he made his

own opportunities by looking ahead, by preparing

himself in advance. You can make yours too, if you

use the same method. Sometimes itmight be a hard

one, but it always works if you persevere.

THERE /S NO EXCUSE FOR A MAN NEG-

LECTING TO PREPARE FOR OPPORTUNI.

TIES AHEAD. Knowledge on almost any subject is

now comparatively easy to obtain, much easier than

in the Fiild Marshall's time. Today, practically all

technical schools and universities ofier adult voca-

tional training classes in the winter evenings and

many have extension courses as well.

Tirere are also a number of excellent private insti-

tutions specializing in correspondence training' Nomatter *h.t. you live, it is possible to obtain a first

class education, even a university degree, by this

method. In spite of many iokes about "Iearni'ng by

correspond,ence" the system has a great deal to rec'

omnend it.

GETTING YOURSELF A RAISE IN PAY

F{owever it is not essential to take a specialized

course to gain knowledge' You may get all the in-

formation you require from books, but care should

be taken in the choice of books for not all of them

present information arranged in a manner suitable

ior planned study. The author may Presume that you

know certain facts when you do not' For this reason'

it is often advisable to consult some comPetent

authority before definitely deciding what books to

buy. But don't forget, if you want to get ahead, you

can't afiord "not to buy" some books dealing with

your work.

Last year when in Chicago I met a young man,

still in his twenties, who is earning over ten thou-

sand dollars a year as an advertising consultant' Being

interested in successful young men I asked, "To what

do you attribute your success?" "Just elementary

common sense," he replied, "I merely devoted, and

for that matter still devote, a portion of my leisure

time to studying the problems connected with my

work. If more fellows would do the same, there

would be fewer failures in the world and fewer com'

plaints about lack of opportunity."This was, I thought, exceptional wisdom coming

from so young a man. But as he said, "It's only com-

mon sense." You can't exPect to get ahead if you

don't improve yourself technically, can you? You'ae

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GETTING YOURSELF A RAISE IN PAY

ard required. There is no excuse for neglect ofhealth. Practically every newspaper devotes a columnto this subject, and many excellent diets and exer-cises will be found therein.

An elementary knowledge of food values plus theapplication of a little common sense should enableanyone to arrange a diet which will be both beneficialand healthful. Remember that we eat to li,ae and, notliue to eat.

MOTTO: Teru Surrrcrrrur Exrncrsn, DoN'r Ovnn-EAT, BE Tnvrpnnerr.

SELF ANALYS$ TESTDo you eat, drink, and exercise in moderation?Check ....Yes( ) ....No( )

HBALTH-PART#2

TFIE PROCESS oF DIGESTIoN commences

with the chewing of food. This is especially impor-

tant in starchy substances such as bread, Potatocs' etc'

Chewing stimulates the action of thc saliv:r glands

thus releasing additional saliva, an importatrt clcrnent

in the chemiial process of digestion' Chcwing food'

especially rough food, also excersiscs the l-ccth :rnd

gums.

Rule No. 1. Chew Your Food'

Most of us eat too much and exercise too little' We

have become slaves to eating by rule rather tlran by

desire. \Me eat because it is time to eat' not llccause

we are hungry. It is clifficult to brcak this habit'

forced on us bY civilization'

Office workers and others not doins strenuous

manual labor might, with advantage' reduce the

amount eaten each day, either by eating less per meal

or by cutting out one meal entirely' In the latter

case, a ,yrt.- followed by many, the noon meal is

the one to eliminate or at least drasticallyreduce;

but don't try and change your eating habits over-

night. Gradually break yourself into the habit of

eating less.

I am neither a crank nor an authority on diet but

I do know that the elimination, or practical elimina-

tion of the noon meal, has been a good thing for me

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GETTING YOURSELF A RAISE IN PAY

and for several friends of mine who have tried it.Flowever, I leave it to your common sense to decide

on this point. What suits one person may not suitanother.

RuIe No. 2. If Doing Light Work, Keep the NoonMeaI Light.

What to eat is even a bigger problem than when toeat. Quite often you will find that the weakest phys-

ical specimens, and the most sickly individuals are

the most finical eaters.

I remember working with a very thin fellow, a

prodigious eater, who always complained he couldnot put on any weight. And no wondert He couldn'tdrink milk, he wouldn't eat fat, he disliked most

vegetables; in fact, he refused to eat most of thethings he should have eaten, and ate excessively ofthose which he liked but which did him no good. Inother words, he liaed on an unbalanced diet unsuit-

able for his condition.

Nature often tends to correct our faults, but ap-

parently it does not do so when it comes to eating.

You will notice that most fat people relish fatty andrich foods, but that thin people dislike them.

Excess fat may be reduced by eating sparingly offatty or fat producing foods. Food fried in fat shouldalso be avoided. Where an underweight conditionexists it may be corrected by partaking of more fatproducing foods.

144

GETTING YOURSELF A RAISE IN PAY

However, inall cases olle should avoid eating, at

the same time, combinations o[ foods which are very

similar in nature, or which will rc;rct unlavourably

when mixed together. For exarnple: brczrd and po-

tatoes are both starchy foods and are too alil<c' Meat,

or acid fruits such as oranges, tend to curdlc, to hard-

en miik in the stomach, and are, thcrclorc, bad com-

binations and should be avoided.

It is unwise to eat too many varieties o[ f<-rot[ at any

one time. Simple combinations of meat or {ish and

vegetables with the addition of soup, fruit, wcak tea

or coffee, and water will suit anyone' Usa co'nt'nt'onsense in your eating'

Rule No. 3. Balance Your Diet to Your CortdiLio'n'

In a book of this kind it is, of course, only possible

to touch on some of the chief factors governirrg orrr

health."Most of the ills of middle age," says Dr' Williarns,

well known London physician, "are due to excessive

intake and insufficient output in the way of exercise

and otherwise."

We have already touched onthe subject of intake

and exercise and only the question of "output and

otherwise" remain.

Here in America our "Orators of the Air" sooth

our feelings with the term "Faulty Elimination"' Ac-

cording to these enlightened gentlemen we must be a

nation of chronic invalids, and I sometimes wonder

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GETTING YOURSELF A RAISE IN P,4Y

why we are able to live at all, not having had occasionto use their much boasted products.

Faulty elimination is undoubtedly a serious prob-lem, but not nearly as serious as some people wouldhave us believe. In fact, it is safe to say that the cure

for chronic constipation is, in some cases, the cause ofif. Just like giving a man drugs to stop his craving forthem, cathartics merely change a condition withouteliminating the cause. Admitted, their occasional use

may be at times justified, but heaven save us from be-

coming addicts to such habits.

When our Maker designed us he also made a worldfor us to live in, and in it we find everything we

need. Man, the miller, has done even better. He has

taken God's grain and made it into beautiful fine,white flour, the finer and whiter the better, so thatwe may eat bread having the minimum value ofhealth giving properties.

An interesting experiment in feeding animals was

undertaken by a group of scientists who found thatthose fed on ordinary grain thrived, whereas other

animals given a diet of husked and polished grain fellsick. Yet many of us still insist on eating white bread.

For efficient operation our digestive system requiresa certain amount of roughage. This may be suppliedby Whole Wheat, Roman Meal or similar cereal orbread. Figs, dates, raisins and prunes all have veryvaluable laxative qualities, and should be eaten regu-

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GETTING YOURSELF A RAISE IN PAY

larly by those who are bothered with faulty elimina-

tion. Fresh fruit, rhubarb, spinach, olives and toma-

toes are also good.

Include all these things in your cliet. Eat whole

wheat bread, drink plenty of water, take a rcasonable

amount of exercise and forget about catllartics'

Try and form regular habits- f)on't gct panicky

if you miss the odd day now and again-il' yonr dict

is right nature will take care of itself-

Ruti No.4. Aaoid' Medicines by Eatirt'g Lhc Right

Food.

MOTTO: "Youn CneNcn or Ee.nNtuc Monr MoNnv

Is BETTER WnrN Youn HnerrH rs Goon"'

SELF ANALYSIS TEST

Do you follow the rules of nature as

this chaPter?

set ou,t in

No( )heck ....Yes( )

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RULES OF CONDUCTIN fHf YEAR 172b, Benjamin Franklin, when stillin his teens, drew up a set of rules for the conduct oflife. While his rules may not fit in with modern con-

ditions exactly, there is still a great deal of good com-

mon sense in them, and you won't go far wrong bytrying to follow in his footsteps.

Ffere are the rules exactly as he drew them up.

I. TEMPERANCE

Eat not to dullness; drink not to elevation.2. SILENCE

Speak not but what may benefit others or yourself;avoid trifl ing conversation.

3. ORDERLet all your things have their places; let each part

of your business have its time.

4. RESOLUTIONResolve to perform what you ought; perform with-

out fail what you resolve.

5. FRUGALITYIVIake no expense but to do good to others or your-

self; i. e., waste nothing.

6. INDUSTRYLose no time; be always employ'd in something

useful; cut off all unnecessary actions.

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GETTING YOURSELF A RAISE IN PAY

7. SINCERITY

Use no hurtful deceit; thinkinnocently and justly;

and if you speak, speak accordingly'

B. JUSTICEWrong none by doing injuries, or omitting the

benefits tfrat are Your dutY.

9. MODERATIONAvoid extreams; forbear resenting injurics so much

as you think theY deserve.

10. CLEANLINESS

Tolerate no uncleanliness in body, cloaths, or

habitation.

11. TRANQUILTTYBe not disturbed at trifles, or at accidents colnmon

or unavoidable.12. CHASTITY13. HUMILITY

-Taken from "Franklin's Autobiography"

(Garden City Pub. Co. Inc.)

Franklin, for a period of one year, made a point of

practicing one rule each week. This meant that he

had worked through his system four times' You can

use a similar plan, but I am leaving itup to you to

draw up your own set of rules.

Select your headings either from those given by

Franklin or from the chapter headings in this book,

but make sure that you include Courtesy, Co-opera'

tion, Friendliness, Willingness, Cheerfulness, Person-

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GETTING YOURSELF A RAISE IN PAY

al Appearance and Self Control for these are the

qualities on which your personality revolves'In fact you cannot afiord to neglect any of the

things mentioned in this book, but the qualifications

listed above are positively essential for success and are

comparatively easy to carry out. Practice them con'

scientiously and you will find you develop more self

confidence. Your personality will improve and you

will begin to realize that success can be yours when

you try.'You cannot possibly be a success when you do not

believe in yourielf, or lack enthusiasm for your work'

You cannot develop the right spirit if you allow fear

of failure, defeatist thoughts, to master your mind'

Constant self improvement will help you to eliminate

negative thoughts and develop positive ones; a con-

dit]on necessary if you want to win promotion' to

"Sell Yourself for a Raise in Pay"'

But in conclusion let me remind you again that

faith in yourself and in the future is only half the

battle. All your resolutions will not amount to a row

of beans if you make no efiott to put them into force'

Soy to youisetf , "1 can,and'

I will'"When you back

,rp yo* thoughts with action, nothing in this world

*llt'rrop yoo fro* getting ahead' It may be a slow

pro..rri ii may"u.t,

tuk. years to reach your objec-

tive, but persevere and you are sure to win in the end'

Remember , there is only one person responsible lor

your failure or you, iutt"t and that person is

,,YO(JRSELF.''I5O

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SeIf improaement chart

filI in in pencil

CONCTUSIONYou will find a chart on the opposite page. In the

column marked Subject fill in the thirteen qualitiesfor which you feel the greatest need for improvement.Use a soft pencil in case you decide to make a changelater. The wide column is for the subject. Columnsl, 2, 3, and 4 are for each period of 13 weeks. Use

column I for the first thirteen weeks, column 2 forthe second thirteen weeks, etc. (Franklin used a

somewhat similar chart.)

Practice ail the things which you list, but make aspecial effort on one qualification each week. Indi-cate with a check mark when you have carried outyour resolution. Leave a blank space when no self-improvement has been attempted. In other words,"Put yourself on the spot to do sornething definiteeach weeh."

Make a sincere efiort to better yourself, to winpromotion, to earn more money, and to get a biggershare of the luxuries of life.

Thereis only one

personwho can stop you from"making good" and that person is "YOURSELF".

And, by the same token there is only one person whocan &s.tttre your "making good," and, that person is

also "YOURSELF'!

l5l