How to Get a Raise in Pay

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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 practical, 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

T1lII{GS T1lIS B00l( tTlr[ DO TOR YllU.
fl It
shows you how to present yourself in the best possible manner, both in business and in private life.

r
Be courageous.

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I
i

It shows you how to create the right impression with your employer and your fellow workers.
TI

I

have lived

a

long time.

I

have seen history

fl It fl It

shows you how to make friends

quickly and easily.
shows you how to develop your personality and increase your popu-

repeat itself again and again-

always America has

emerged

larity.
1T

from hard times stronger and
more prosperous. Be brave
as

It shows you how to overcome your weak points and develop your good ones.
fl And last but not least it shows
!f If you are sincere in your

you how to sell your services for a much higher price than they command now.
desire

your fathers were before you.

Have faith ! Go

Forward

!-

to get ahead follow the method as set out in this book, and nothing can stop you from getting a bigger share of

Thomas Edison (in his last radio address.)

the 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.

GnrrrNG
a

YouRSELF.

RersE rN Pey
by

James Claynn Wilson

llnl,l,nl{
ilr' I f lllir\(;()
ftlrr rr. Av. N.

PUeLICATIol\trS
TORONTO
85 Br-oon E.

Copyright rgj9
by Dollar Publications Chicago, Illinois AII ri,ghts reseraed First printing

Dedicated to nxen and wofnen who haae faith in the future

Printed and, bound in the U.S.A.
by John F, Cuneo Co., Chicago,

Ill,

I

CONTENTS
Chapter I Object of this Book. 2 Selling Yourself .
Page

I
c
6

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 Effort 14 Planning for Efficiency. . . 15 Perseverance ... l6 Courtesy 17 Idleness-Indifference-Indolence l8 Willingness .. . t9 Carelessness.... 20 Leisure Time 2l Read for Self-improvement 22 Truth 23 Honesty 24 Character 25 Personal Appearance 26 Cheerfulness
. .

I
t3 t7 9'
26
29 32 86 89

45 49
OJ

57

6l
b5

69

tc
77 80 83 88

s2
96

i

GETTING YOURSELF A RAISE IN PAY

Chapter Page 100 27 Personality and Self-confidence 106 28 Criticism lll 29 Self-control ll5 30 Argument 3l Temperance ... I20 32 Your Vocation. . 123 128 33 The Value of Knowledge. . . . . . . .. . . 133 34 The Value of Study. 139 35 Health. (Part l) 143 36 Health. (Part 2) 148 37 Rules of Conduct..... l5l 38 Conclusion

THE OBJECT OF THIS BOOK
ttA
lived have worked at many occupations'

RoILING sroNE GATHERS No Moss"'' tife I Art Li gathers a lot of experience'..I" *y many in
.orrnti.randrubbedshoulderswithpeopleinevery men gtude of society. I have seen men succeed-seen o"tl; ,. in an endeavor to Present in simple lTgulg: fail that this the reasons why some succied and others fantastic or totf< nut been written' There is nothing on facts and true theoretic in its teachings; it is based while to .*p"ri"n."r; I hope yJu will find it.worth it' from read, and that you will gain something --

a desire When you bought this book you admitted license to to get ahead, to li=arn, so I feel I have some should do" pt.""J" iittle, to keep saying.what "you take life too lnd what "you should not doi' But don't at times But t.tit"tfyt to ot" is perfect; we all slip is the way to try and,' slip less ani climb more-that get ahead-to earn nxore rnoneY' story' In every chapter of this book you will find a is a there story based on experience, and behind' each

,rrotul-"nidea.Alittlethought'alittleeffortplusa sense Iiberal application of good plain common them
and apply should enable you to take these ideas to Your own Problems' -go, yorl *ill gain very little if you merely read

I

GETTING YOURSELF A RAISE IN PAY through this book and then rhrow it aside. No one could possibly absorb all the ideas contained herein in so short a space of time. After you have read the book once, and marked it according to the "Self analysis test,,' go back and re-read all the chaprers dealing with the subjects in which you feel you can do with self improvemenr. Don't set yourself too great a task at a time. Concentrate on a chapter or two and read them over every day 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 other words, fill your mind so futl with the ideas that carrying them out becomes a habit, a part of your everyday make-up. However don't expect a "Raise in pay" overnight. Remember "Rome wasn't built in a day.', It takes time as well as efiort to achieve worthwhile results. Sometimes advancement may seem to come slowly, but it will come nevertheless if you persevere in your eftort to make these ideas work for you. They haae worked for others and they will work for you too if 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 cannot entirely ignore the necessity of "earning money"' The gain of money should not be considered as the only qualification for success, but its possession certainly 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 excePtion 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, doctors, 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

GETTING YOURSELF A RAISE IN PAY
me, "and I got a job here, in the service department 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 information. 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. Then used car sales were placed under me." "The depression came along and the firm decided they must do without a new car sales manager. 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 VicePresident and General Manager-that's all there
was

IN PAY GETTING YO(]RSELF A RAISE businesstofindoutaboutthingswhichwouldbeof Ue more useful to his trenefit to his employers; to
,

were' firm than his fellow workers you '^'Ot-.oorre one hundred percent to sell yourself You extra krrowledge' need more than just a little r"ilo*' ttotalttg fair jobs because of ;;J;nta but the men who some outstanding q'-tufintutioL'" my friend" possess more than hold, the "rral iobs,':lihe " iust one qualification"' mav be nec't;;;i ipii'"a", outstanding abilitv' cheerfulness' but wiiingness' essary for certain *o'k' iommon sense and courtesy, honesty, dependability' for success in any work' friendliness ur. ""t"iiuls to "earn more If you want promotion' the chance employers are *;;;y,;; t""r' io develop.the luatitill succeed'; negani you uill alwavs looking for' Do t'his enough; processis i:::i;;;;;;i 'iit fait'The yourself"' simprecan do it You there's no trick to';"lli"g
if
you trY.

to it."

Why did this man, an apparently quiet, unassuming type of fellow with very little schooling, go so far? What did he have that his fellow workers iacked?

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

Trrnt

ProPr-n Anurnn'

HE HAD THE ABILITY TO "SELL HIMSELF." Luck had nothing to do with his advancement, not one of his promotions was due to "luck."
He merely used common sense backed up by a reasonable amount of eftort; in other words he made it his

GETTING YOURSELF A RAISE IN PAY

SELF ANALYSIS
D unrNc THE HEIGHT of the depression, in 1931, 1932 and 1933, thousands of people were un_ ull.,,: k-eep up their. insurur.. piy-.rrrr. Many

normal. Of this forty percent, over eighty percent had seri_ ous personal deficiencies. Less than twenty in every hundred had failed through lack of technical knowledge. Personal deficienciis included a number of things, the chief of which were unreliability, failure to co-operate, laziness, untidiness, trouble making, interference, and dishonesty, in the order given. f hrr" deficiencies might be termed, negatiae qualities.
6

to surrencler their policies for cash. This became a serious problem to some of the companies, and one of the trg"rt, rather than have so many cancellations, decided to try and carry some of its policy holders till times got better. With this in view they made an investigation of the situation, checking particularly on reasons why some fellows had lost their jobs, and what chance they had of getting them baci again. The findings of these investigators showed some rather 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 to

ers wanted

asked for loans to tide them orre. the hard times; oth-

Willingness, cheerfulness, honesty, courtesy, neatreliability, temperance, etc. might be termed' ltositiae qualities. lt is even more important to eliminate negative rpralities than it is to develop positive ones. One negative quality may easily outweigh a dozen positive <nres. (Jntald, numbers fail because they are unable Lo ouercome "ONE' personal deficiency,
rrcss,

The most polite, obliging and efficient stenographer I ever had, began to pilfer small amounts of money. A clerk, otherwise a very descrving 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's a 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

=q*F

GETTING YOURSELF A RAISE IN PAY At the end of every succeeding chapter in this book .,Self Analysis ry" yrll find a paragraph entitled Test." When you can honestly put a check mark after the word "Yes" then you are really on the right road to success. But don't make the mistake of thinking you can afford to ignore this check mark. you can,t, if you want to earn more money. you must keep after yourself until you can honestly place that mark where you know it should be. You'll never make the grade if you make no effort to improve yourself, and there are only two ways in which it can be done. One is to eliminate your nega_ tiae qualities; the other is to d,euelop your positiue ones. You must use both methods if .you want to ,,Sell Yourself for a Raise in Pay."

AMBITION AND IDEALS
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 AMBITION. The necessity of earning enough money to keep alive may drive him to action, but it does not carry 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 financial backing, 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.

ttfnnets

MOTTO: You Cer'r

Wrru

Wrru rns CHncr Manr

rN THE WnoNc Pr,ecn.

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. The idea filled my mind. I could think of nothing else; I dreamed of it, I worked for it-to-day I have it. A man 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

GETTING YOURSELF A RAISE IN PAY
others, of men who have gone before you, for 1n their achievement you will find the incentive to urge you on. Who could read the life stories of men like Caesar, Wellington, Napoleon, Nelson, Washington, Lincoln, Columbus, Pasteur, Edison, Marconi, Theodore Roosevelt, Ford, Lindbergh and a host of others and not be inspired by them? Poverty and disappointment 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 leisure time was spent in studying the life of Caesar, which gave him the inspiration to be the master of Europe. For years Pasteur endured poverty and scorn to achieve his ambition, a cure for rabies. At eighteen, Horatio Nelson, then a midshipman, was so overwhelmed with the difficulties confronting him that he seriously considered jumping overboard to end it all. But reading his Bible gave him an inspiration, rekindled his ambition. He resolved to succeed, "I will be a hero," said he, "and confiding in Providence I will brave every danger!" Later he became the idol of his country, the greatest admiral in history. Lindbergh often struggled to make ends meer when 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 reading rnatter? You will find the lives of great men adventure and romance' You 1,oik.d full of interest, 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 everyone's make-up, but what value has it if you lack the will power to persevere, to overcome your obstacles? It is so easy tolet yourself down; to give up, to quit, to say "I cannot do it," "I have bitten ofi more than
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'

I can chew."

"IF" I

ll

GETTING YOURSELF A RAISE IN PAY

MOTTO: Grvn younsnr,r
TrtnN Ssoor.

SounrHrNG To SHoor

er_

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. Conversation lagged. The clickety-click, clickety-click of the wheels was the only thing that broke the monotony 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, felt particularly depressed. To make matters worse, a tooth to which he had neglected to attend, had developed trouble and ached c: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 Tunney 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
t3

SELF ANALYSIS TEST Haae you set yourself a goal?

Chech.

...yes( )

....No(

)

t2

GETTING YOURSELF A RAISE IN PAY Jack Dempsey." To which he replied, .,No I am afraid you are mistaken. It is not a question of strength; 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 to think perhaps he zras invincible. I could not allow that condition to exist. I therefore broke training for two weeks, and sought the solitude of the woods, to train 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 to do! Here I am going on a mission prepared to accept defeat rather than administer it." Fortunately, he recognized his own weakness. He decided right then to accept no defeat, to banish fear, to obtain the mastery of "mind over matter,', and to face his problems with the determination to win. And win he did. Before going to the hotel he stepped over to the telegraph 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 business than the company had received in the previous four years, and all through reading a simple litrle state_ ment in a newspaper column. That man is a personal friend of mine. He still
t4

GETTING YOURSELF A RAISE IN PAY
lrelicves in Gene Tunney's psychology, and so do alwuys was true, and it always will be true'

I' It

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 succesn. You must absolutely refuse to consider the possilrilit: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 I ntigllt 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 safely ;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' l5

GETTING YOURSELF

A

RAISE

IN

PAY

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

If I

in this book, I would unhesitatingly Jy this one, for what good would the other .f,"ptJrs be if one has no faith in himself. It is therefore obvious that to earn more money, to better yourself, you must ,,make up your mind,, to succeed, for how can any man be successful if he lacks will-power, if he does not believe that he can do it? Remember what Gene Tunney said, i.l;,5 a question of mind ouer matter.,',

were asked *1,_.h is the most imporrant chapter

'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

II) EAS

irt<lry.

Watching the

lid of his mother's kettle forced up

MOTTO:

DoN,T Lm,,Fnen Youn MrNo.

or Farrunn,,

Mesrnn

lry t.lrc pressure beneath it, James Watt, got the "idea" rrl' lrutting this latent power to practical use. He inverrted 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.

SELF ANALYSIS TEST A.re you willing to step botdly ahead, and. mahe a sincere effort to conquer,,FEAR,,, of what might happen.

,I'0 PRACTICAL

Check

....yes(

)

strtl cffort to produce the Ford car as we know it totlny. If you happen to get a good idea-that is fine. Ilu[ don't stop there. An idea is only the starting

IIUT GETTING AN IDEA AND PUTTING IT USE IS AN ENTIRELY DIFF'lillENT MATTER. It took a lot of thinking, time

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 for lreirrg 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 more l6
t7

GETTING YOURSELF A RAISE IN PAY
money," but that does not mean that "you are going to earn more money." You will not earn more unless you put your ideas to practical use. This book is a collection of ideas, but they are aalueless if you d,o not try to use them. A dormant idea is only a vision, a dream, a flight of imagination. It is not necessary to conceive something new to get a good idea. Look around and you'll find food for ideas wherever you go. You can get them from almost every one you meet, from every good book you read. Develop the power of observation. This will help you to create ideas-ideas which can often be applied in your work. One dark evening while out walking, I noticed a peculiar glow apparently coming from a small truck. Out of curiosity f crossed the street to see what caused it. On the truck was a complete coal stoker and miniature furnace operating under actual conditions. Flere was a fellow who had an "idea"-who thought of demonstrating a stoker on a truck so that people could see it working. Our lirm had been considering a stoker and later purchased one from the salesman with the truck. "I thought of that idea long ago," an opposition salesman remarked scornfully, when I mentioned the stoker on the truck; but he only "thought', of the idea. The other man put it into practice*that was far more important. l8

GETTING YOURSELF A RAISE IN PAY
go While writing this chapter I took time ofi to former Prime ;rrrcl hear the Right Hon. R' B' Bennett' to the Junior Board of Mirrister of 'Canada, speak 'l'rittle, in the City of Toronto' I went to get "his said itk:its." "It is easy to think in terms of yourself"' . . . "but you give of the best when it is Irc . . . tro[ just for Yourself." Now that is something very important to rememid'eas' Irr:r. You cannot afford' to thinh of things' of to reach the tuldch only benefit yourself ' If you want you must lol), to gat pro*otion, to earn more money' of your rlrink oi others too. You must think in terms will benefit his busiThink of ideas which

",rrffoy.t.then, trcss, und

You too, will benefit' ideas to You don't have to think of big important the most ideas g., un.ua. Nor is it the Person with

most of i-iru ut*uy, goes the farthest' A man I know' than a dog has lris tirne .rnemployed, "has more ideas his fleas' neither does lleras;" but the dog doesn't use tltis tnan use his ideas' too It's a fine thing to have big ideas' but thinking not thinkllig, far beyond yo,,' t"putity' is dreaming' ing. Confine your tninking, your ideas' to practical benefit to you ,it?"gt, to things which may be of some
,rna io yot

'l'homas Edison, when considering a new idea'
19

, .*iployt'' Isn''t it better to haue one small big impractical ones? scrtsi,ble id,ea tian a hund'red' "What use will it be when completed?" asked

ill

GETTING YOURSELF A RAISE IN PAY The mechanic who thinks of an ,,idea,, to cut the making a small part, is more valuable to his -in employer than one who dreans of making a ,,Robot.,, The clerk who suggesrs an ..iclea,, for a simpler filing syst-eT is appreciared more than one *ho ,rrgg.rti nothing. The salesman who gets an ..idea,, of a better way to sell merchandise will earn more money than those who are conrent to rub along in the old way. Every kind of business, o.."rpation, no matter "u.ry has opportuniries for p.opf. with loy lyt"ble, prac_ tical ideascost

(}ETTING YOURSELF A RAISE IN PAY
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(

)

around, study your own job, the business of your employers, the products and methods of opposition companies, and see if you can discove. ,orn" place where a new method, a new idea, may improve.ffi.i.rr.y. As }Ienry Ford can always be done better than it 1uid, .,.Eu.ryrhing is being dor".,, "

BUT YOU WON'T GET IDEAS S/TZING DOWN WAITING FOR INSIIRATION. Look

THERE IS ALWAYS ROOM FOR IMPROVEMENT; FOR THE INTR7DUCTI1N oF BET. TER IDEAS, NO MATTER HOW SMALL THEY MAY BE.

20

2t

IN PAY GETTING YOURSELF A IA'SE

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 to haster small ones. They see only the distance still to go, and fail to recognize day by day improvement in
themselves.

success either' All And there's no secret for tttt ability to work faithfully rrec:tl is intelligence pt"' bottom lq"ttiut' You must start at the yourself iffi,.ir *p steadily improving thing' urrrl climtr uP steP Uf of doing one ,,- tfttt. *".t;n''ICs "o"u -utt"r doing a number of things lrttl, rather u q"t"'o"-of until they become a regularly and conscientiously witl depend' upon lr;rlrit. Your succe"-m tn' future lltt: habits You form NOW' a printing plant' Benjamin As a poor upp""ti*1n of^lutt' u"tomittg a world trr':rnklin had no ti;i; However he did realize r.irrr'rrs writer urrd dipro*at. the had to make good at rlrirt to get ahead ;J ilt; printer he Co *"ftt good as a iolr he was doing-'^ than mere ability to set rrct:rlcd more qualifications his teens' drew up ,;;;'";; tr'"'"to'"' while still in and what is more in his life; a tt:t of rules for to"dott to live up.to them'* ittttrortant, t't'"utiy tried ""'l;;;;ilJ to live'without committing any fault at a friend' "I would conquer atty time;" he once told custom or comall that either natural inclination' into"' rrruY might lead me code' ro""alJitpo*ibr" to live up to his tri'anklin

you

ilr

It's better to be a practical "Realist" than a dreaming "Idealist." You don't have to be a Henry Ford or
a President Roosevelt to be a success' Success is a rela-

wlrichmightt'un"Ut"t"blessingindisguise'fortoo dull company' but at least perfect people u" t"""ffy tht period of a year' he conlre tried. futf' *J"tt' fo' checking himself
t:etttrated

tive thing; there's no definite standard for
22

it'

:,g,,l:t,
.
Hoo

t" "";";;i;' to"'i'"tty it'
2Z

last chaDter.

GETTING YOURSELF A RAISE IN PAY
had been so ambitious of obtaining, but fell far short of it," said he, "yet I was by the endeavor, a better and happier man." Constantly trying to improve himself helped Benjamin Franklin in more ways rhan one. Not only his employer, but others with whom he came in daily contact noticed his efiorts. Before long, he had established a circle of friends and admirers, many of whom were in a position to help him, for peopte are always willing to help a man who is sincerely trying to hetp
himself
.

(;Ti.ITING YOT]RSELF A RAISE IN PAY
rtg,f' l.oo-courage

"Tho' I

never arrived at the perfection

I

to persevere-courage to

overcome

utrrrxpccted obstacles that seem to block your path'

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 &cconxlilitlt tnday, brings you nea,rer your obiectiae tomor'

lirll

t

ttllt,

I\!(

)'l'TO: You Crrnts e Laonen n Srnp AT A TIME
'-"so

rr

rs \,,\/rrrr Srr,n' hupnovEMENT.

in Northern Ontario, my companion and myself lost our trail entirely. Fortunately, we had a compass, but I'll never forget the experience. Mile after mile, we trudged, tired and weary. "Over the next hill," we thought, "must be the camp." But when we reached the top of the hill we found another hill ahead, and then another and another. But we kept our heads and persevered, for we knew we were going in the right direction and would eventually reach our real objective, and we didr Getting ahead in life is a simple common sense process. It's just like getting out of the bush. you've got to have an objective and keep going in a straight line towards it. You can't keep going round in circles if you want to reach your goal. You must have cour24

Once, while out hunting

EIiII,IT

ANALYSIS TEST Are you making constant effort to improue your'
sclf?

Cltcck

.. ..Yes

(

)

No(

)

25

I

(;ETTING YOURSELF A RAISE IN PAY

HABITS
BEEN SAID ..clothes make the man" but this is only partially true. Clothes will never make a man who makes no attempt to be a man who does nor try to improve himself physically and mentally, or to develop good habits both in busi ness and in private life. Habits, unlike the color of our eyes, are not born with us, but develop through influence, repetition and association. Warden Laws in his book ,,Twenty Thousand Years in Sing Sing," describing the regis_ tration of new prisoners says, "It is a simple routine. Parents' names and nativity, their own nativity, religion, occupation, education and such other information as may be important. "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-seven percent were never associated with boys clubs, sev_ enty-five percent had no skilled training, and ninety_ five percent were not interested in any church activity. John Jacob Astor, one of the richest men in Amer_ ica, once said, "ft's all a matter of habit, and, in

If HeS OFTEN

Arrrcrica, good hatrits make any man rich. Wealth is largt.ly a result of habit." ( )l'<;ourse, good habits are not a guarantee of finanr 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 fellrrw trtcn. And you need this respect if you want to rrthl: a permanent place for yourself in the comttttutil,y.

'l';rkc the case of Al Capone, at one time America's "lrrrlrlic enemy 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 improve nr{rst," said George Washington, "will be least
expensive 1'orrr

to You."

life is governed not by your "Desires" but by ynrrr "[{abits." If the habits of your personal associdlli :rrc bacl, then you too will develop similar habits' llrrl il'your associations are good, then you can rightly
27

26

,i;ll

liI
ilri

GETTING YOURSELF A RAISE IN PAY
expect to gain something from them. promotion often_depends upon the uay you cond,uct yourself outside of business hours.

t

11

rliri

TTIE VALUE OF THINKING
ryVr

nl
,iii

rrl

il

ril
tr

Many a firm, unknown to its stafi, keeps a secret record 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 those yt.: personal qualifications indicate a suitabil-ity for holding positions of rrust. There is norhing underhanded in this proced.ure. _ is It merely a simple process of selection and elimina_ tion, and whether you are amongst the selected, or the elirninated will rest with yoursel\.

N() ONE IS PERFECT-no one can always be right. 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 of the 1933 depression lfherr talking to my friend, Mr. Walter Kiehn, well tnEtwn advertising consultant, I remarked: "SomeGlrnes I wonder how I have stayed in business so long,
gbtained. (.)nc day during the height

I

trave made so many mistakes."

MOTTO: Ir, you WeNr pnolrorroN, Cur,rrvarr
Gooo PnRsoruar, Ffenrrs aNo AssocrATEs, ErrMrxers rHn Bao ONrs.
AND

SELF ANALYSIS TEST Are you trying to cultiaate good, habits_and to eliminate bad, ones?

"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' :1 '
way you

Check

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

....Yes(

)

No(

)

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

28

and efiect-the why and the wherefore of things
29

GETTING YOURSELF A RAISE IN PAY that govern your life and earning power. words, "to think constructively.,'

(;I:.rTING YOURSELF A RAISE IN PAY
tlrr,rr,;rrr<l only then,
lril ri rcy.
l,,vr:r'y

In other

will you

be able to earn more

:li
I

I
l

rl

i'
ti

I :

l l

Proper thinking not a gift. It is an acquired -is accomplishment. 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 be mental training, may enable one to obtain academic honors, but it does not always teach a man to think constructively; to think of ways and means of improv_ ing his earning capacity. That is one of the weaknesses of our educational system. To increase your earning power you must develop your thinking along the right lines, think of things which will be of use and benefit to you and your eri_ ployer, rather than about things which can be of no benefit 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 no effort to improve yourself, to think of ligge, things? Think about your failures and mistakes. Try and analyze 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 YOUR GAIN. When you have learned to rhink this way,
30

clupter in this book has a lesson; and around room for thought. Learn to think itl 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. The rrrnrc 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 Motrrrq (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 classilkaliorr, I think we would find that the 'Thinkeriilrl 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 thinking ln 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 people utlttt Llt,inh, but who will not "d,o." M( )'l"fo: TnrNr Cor,rsrRucrrvEly, sur BRcr rt up Wmrl AcrroN. BE A "Do-ER."
F.lr

ll

l(l$son there is

,5I.II.II ANALYSIS TEST tlrc you thinking ahead, of your present iob?

(thcch

....Yes( )
3t

....No(

)

I'i

GETTING YO\]RSELF A RAISE IN PAY

CO.OPERATION
Co-opnnATIoN IS THE spIRIT of
selves.

working harmoniously together. It is as necessary between employer and employee, as between employees them-

the cor'ol{ri. It's mighty hard to go ahead without ,,1,,,tation of itre other teeth in the wheel' l)uring the first two and a half years of the Great advanWirr, the Germans had one very important between t;rgc: proper co-oPeration and co-ordination

.tt,tt'"i'a,-i.s.HadnotthealliesappointedlVlar- if

An employer who does not try to co-operate with his stafi fails to get the best out of them, but an employee who does not co-operate with the employer stands to lose a great deal more. It is well to remenxber that an employer can do without an employee easier than the employee can da without the employer. You may make the mistake of thinking you are indispensable, but no one is indispensable. There is always some one who can do your job-remember that! During the Great War, Field Marshal Lord Kitchener, Commander-in-Chief of the British military forces, was drowned at sea, but the British carried on just the same. Their most "indispensable" man was not indispensable after all. You may be difficult to replace, but you &re "not indispensable." Workers sometimes jeopardize their chances of promotion in the mistaken idea that they are indispensable. They foolishly believe they do not need to co-operate; they think they can do it all themselves. They forget that business is a great gear with many
32

doubtful slrrrll Foch as"supreme Commander it is have held out until the t lrc lorces then engaged could' rlrival of the Ameri"can army' As it was' lack of coolrcration nearly lost the war for the Allies' destructive Once again in Europe and in Asia-the for hate' war' rll'ct:t of non-co-operation is responsible staggering losses' As rle'rtl.h, unnecessary suffering and
but it will rlc'structive. It may be on a smaller scale' rtllt:t;t "YO(J" to a much greater extent' success No one, no nation, can hope for ultimate is-n-ot wlrcrl co-operation is lacking' But co-operation rnust glve .r one way process; to get co-operatio| lott and ,,,.ar..u,iott. Patience] willingness' cheerf ulness' are essenl'rit:ndliness are positive qualifications-that tirrl to the spirlt of co-operation' -The impatient worker ,",,rk"r, the unwilli"g *oik"t and the surly r'{rnstantly stand in their own light' foreI know an excellent mechanic who would be his surliness and ttt;rtt o[ his departrnent but for his workers' It may rcfusal to co-operate with his fellow to holcl a job because of one outstanding

irrrlividualstheeffectofnon.co-opeTationisjustas

i-, 1r.ttiff.

oo JJ

L
i

GETTING YOURSELF A RAISE IN PAY
qualification, but you will never hold a really good job, a key position, that way. The mechanic may-hold his job because of special knowledge, but the foreman must have more than just knowledge. To get the best out of the workers, he develop the spirit of co_operation. _must Co-operation is not something *t i.t may be forced upon people against their will. Men cannot be bullied into it. Patience, courtesy, cheerfulness, the de_ sire to help others with their difficulties will promote the spirit of friendly co_operarion and make things easier for all concerned. There are three classes of workers:_those who go out of their way to co_operate; those who delibe."r.iy practice non-co-operation, and those who are indiiferent (practice neither co_operation nor non_cooperation.) If you want to get ahead, to earn more money, you cannot afford to be in any but the first class. Co_ operation is not a qualification success_it is a for

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 disr 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$, your t:ltance of promotion is pretty slimSo 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'

i I
i1'

necessity. says one

I

l;

i'Would you like me to stay and finish this job,,, man. Another will stay if asked to dL so. The third thinking ..Why should I come back?,, tries to step out before any one can suggest it, and makes no 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
34

MOTTO:

WHSN Co-opnnerroN rs Lecrctnc, SoME ONr, SonrnrHING Musr Surn'rn.
co-operate with your emptoyer and Your fellow worhers? ""No( ) Chech ....Yes( )
c5

IiIiI,F ANALYSIS TEST I)o you always try to

GETTING YOURSELF A RAISE IN PAY

COMMON SENSE

takr:s before the damage is

Asr A DozEN

oursrANDrNG MEN. ,,To

what do you attribute your success?" and you'll receive a dozen different answers. There is no special qualification for success. Some may lay emphasis on one thing, some on another. But all will agree that honest effort, plus good plain cornmon sense is a
necessity.

"The exercise of an abundance of common sense" said one prominent executive, "is of more value to a
fellow than an abundance of ability, knowledge, or
even education."

sion, "If only he had used his common sense!" you have said it about others; others have said it about
you. voyage across the Atlantic. The captain, driving the ship full speed ahead through a dangerous ice field, was responsible for the loss of over one thousand lives. It's easy to s&y, "If only he had, used, his common 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 mis36

COMMON SENSE PROMPTS YOU T'O DO THE 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-

The super liner Titanic was wrecked on its first

done' Ask yourself "What it in arrr I trying to accomplish?" "Am I going about guide tlrc r,ight wuyl" Lei these thoughts be your 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 " share Bvcrage ability often have more than their fair successful men earning ol' it. Few of the moderately trrrrrr $2,500 to $10,000 a year are brilliant intellecrrurlly. More often they are merely honest' conscientiurls fellows with an abundance of good common Irot'sc sense, without which you can't succeed' l)on't forget that no one is perfect; we all make for Ittist:rkes. At times we all could kick ourselves doesn't yourself liu:l< of common sense. But kicking It's better to avoid getting in the positkr uny good. fiott where you want to kick yourself' IISE COIWMON SENSE AND OTHERS WILL rl'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 comto uton sense. Apply the rules, "What am I trying iAm I going about it in the right way?" atr:ornplish?" underto cvery problem you meet, to every job you
I

'I'heory is ail right, but common.sense ls more to ul'tctr the result oi e*petience' Don't be afraid thing' ask tlraw on experience. ff ttot sure about a
6E

akc.

5l

GETTING YOURSELF A RAISE IN PAY
That's how to avoid mistakes. Merely common sense isn't it? If you want promotion, avoid, wasting time doing work which serves no useful purpose. Faithfully finl ish each job before you tackle the next one. Get into the habit of doing things right in the first place. Be known 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,s no time like the present to start. Check back on a few of the chapters you have read. Common sense will tell you how to apply the id,eas to your own life. It's only common sense not to waste time on things which cannor help you. But don't forget, ,,it,s nJt common sense" to think things cannot help you when they can. Be your own judge-let common sense be your guide.
some one else-some one who has more experience.

I,'IIIENDLINESS 'l'nvtNc ro
alrrrggle.

KEEP

YouR END uP may be a

MOTTO: Trrnnr's No SnNsn Lrxr' ConruoN

SrNsr.

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 it is rrot -iust for yourself."* That is the spirit which !'!'(fates friendship, {or how can you make friends if yolr 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, "I Iurvcn't time, I must save myself." Itorever after he was known as "Save Yourself." IJUT TO GET AHEAD, TO WIN PROMO-

It

,I'ION YOU MUST "SELL YOURSELF" NOT

SELF ANALYSIS TEST Do you try and, be guid,ed, by common sense be_ fore all other things?

Check.

...Yes( )

....No(

)

"StlVE YOURSELF." There may not be much difl'crcn.ce in the way it sounds, but there's a tremenrlorrs difierence in the way it works. "saving yourself" is just what it says: looking after urrrnber one, first, last and always. But don't misrurrlcrstand me! Don't infer that looking after numlrr ole is a bad policy! It isn't, provided you don't
t
Fl€$

38

ohanter "Itleas."
39

GETTING YOURSELF A RAISE IN PAY carry rt to extremes. There's something admirable about the man who can look after himself, but few admire the one who looks after "no one but himself." Feople who think only of rhemselves often succeed in making a lot of money, but at what a cost. It's good 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 cannot buy lriends or happiness. I once met a man on board ship who, like the original "Save Yourself," always walked alone. One morning I stopped and talked to him. Later he told me his life story. Why, I do nor know! probably he craved for someone to whom he could confide his troubles. "Money was always my objective," said he. ,.Making a fortune was rhe only thing I lived for. Now that I have made it, I find I have forgotten how to play. I haven't made a real friend in the world. I guess I was too selfish, even my wife left me, and looking back, f don't blame her. If I had my time over again I would be difierent, I would kick over the traces a bit." "But," he went on, "it's no use regretting, you can't bring back the past. I'm trying to have a better time now, trying to be less selfish, to be more broad minded, but you know it's not so easy to make friends when you're going on ro sixty."
40

GETTING YOURSELF A RAISE IN PAY

l,ike love, personal friendship is a mutual attractiorr. 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 with tlterrr 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 of what I lrersonal friends, and is a modern example His unfailing good humor, his courtesy, his nlcln. *tr:t and gracious manner never fail to irnpress all tlrosc with whom he comes in contact. His voice is urcllow 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

GETTING YOURSELF A RAISE IN PAY

GETTING YOURSELF A RAISE IN PAY
You don't appreciate people who never think ol'szrying "I thank You," do You? You don't feel kindly to those who always find apprecit irne to criticize, but never time to show ;rl,ion, do you? You don't look forward to a conversation with il lnan who wants to argue about everything' do
you?

a friendly wayi' President

principle long ago. Take a lesson from him. If you want to get people to help you, rhen you must get them to feel frienclly towards you. you can_ not afford to have people dislike you, for if a man dislikes you he may take a delight in purting obstacles in your path. It may take a lot of will power, courage 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 smooth away difficulties like oil on dangerous waters. If you want to get ahead, you can't afford to create enemies, to build obstacles for yourself, when you don't have
to. Some people seem to have a happy knack of making friends easily. Really there is no rrick to it. you'll soon find people are attracred to you if you follow the ideas set out in this book. Analyze yourself. Make sure you don't possess the unfriendly characteristics listed below.

read with advantage, says, "To make friends begin in Roosevelt learned" that

You don't enjoy the comPany of the habitual grtrrnbler, a bellY-acher, do You? You don't respect deceit, untruthfulness or rlishonesty, do You? You don't love a trouble maker, a tale bearer'
rlo you?

You don't parricularly like a fellow with a scowl on his face, do you? You don't admire a man who is only interested in himself, a selfish fellow, a "Save yourself," do you?
42

negative qualities; and nobody is going io like you either unless you learn to overcome them' afford to be I l' you want to get ahead you can't way to cultivate friendrrtrl'riendly, so go out of your 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!
pnflricss these 43

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

GETTING YOURSELF A RAISE IN PAY

MOTTO: To Marn FRTEruDS, Tnrer Ornrns as You Wourn Lrrn THru ro Tnner you.
SELF- ANALYSIS TEST

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 orrler 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,

Are you making a friendly actions?

sincere

effort to aaoid

un-

Check

....yes(

)

No(

)

"More worthy work has been done in this

44

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 required before 1rt';rt:t.ice, of the "unremitting efiort," orrr leading bands and orchestras are ready to go on llre rir. And don't forget that each individual memlrer 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?. ^*".*"

GETTING YOURSE,LF A RAISE IN PAY
and, continued" effort is the result of ,,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 lacks will power, who fails. If ever a man had to drive himself to a task it was Colonel Lawrence, better known as Lawrence ol Arabia. Rejected as unfit for active military servicc he.rvas given a position in Cairo preparing reporrs maps dealing with the Neai nast Campaign. 11{ work This for which he was suited by training Jrd temperament was much to his liking. for hirn, but foriunately for thc . --Unfortunately Allies ir was decided thar he should go to Arabia to keep contact with, and aclvise the .irabs, who hacl started a revolt against the Turks. Lawrence rvas chosen because of his knowledge ol the country and the language, but he did not want to be permanenrly srarioned with the Arabs. "] . argued complete unfitness for the job,,, said he, "I hated responsibility. . . . . . f was unlike a soldier: hated soldiering." But he had to go nevertheless. Lawrence, being alone, could have taken things easy, accomplished litrle and then reported his in_ ability to master the situation. But he was not built that 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 "unrr,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 and a i,rrrlncys when almost too sick and weak to sit in 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 runrrirrg :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 tribul:rl ions.

"WILL POWER"

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'
47

GETTING YOURSELF A RAISE IN PAY

MOTTO: Moonnarn Asrrrrv WrrH Sur.nrcrnNr Er_ ponr'Wnr Ovnncoun Monn Orsracr,ns THaN OursraNorxc Asnrry Wrrnour SurrrcrrNr ErFORT.

I'I.,ANNING FOR EFFICIENCY
I n runnaBER, AS A SMALL BoY, watching gangs ol rnen with pick and shovel, break up the road preEach man Ir;rratory to laying the street car tracks. 'Ihe road was hard ir:rr[ a definite piece of work to do.

SELF ANALYSIS TEST

Are you willing to mahe a real effort to
ahead?

get

lrrrt the boss seemed harder. If a man's work was betrirlrl 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 reduce yorrr 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 effi4B

49

GETTING YOURSELF A RAISE IN PAY ciency. At the same time he made it easier for the workmen by conserving their energy. "The undirected worker" said Henry Ford, ,'spends more of his time walking about for materials and tools than he does in working; he gets small pay be. cause pedestrianism is not a highly paid line." "The first step forward in assembly came when we began taking the work to the men instead of the men to the work. We now have two general principles in all operations-tfrat a man shall never have to take more than one step, if possibly it can be avoided, and. that no man need ever stoop over." I once believed that men working in a plant like the Ford Factory were little better than galley slaves chained to an oar. After reading "My Life and Work" by Henry Ford, I decided to take a rrip through the Detroit, Highland Park, plant. Frankly, I had expected to find rush and bustle. Instead everything was running smoothly and easily. Every one seemed contented; no one seemed to be in a hurry. At times it was difficult to believe the men were on mass production work. Henry Ford is, and always has been, a man of simple tastes. That he ever strived to make money for himself is extremely doubtful. It came to him as a result of thinking, planning and, working, and ir will come to you too, by the same simple process provided you make sufficient efiort.
50

GETTING YOURSELF A RAISE IN PAY O[ course the chance that you will ever become a recond Henry Ford is very remote, but that chance
rlocs exist, nevertheless.

"No man can exPect to be successful unless he acrlrrires a scientific plan of both thinking procedure ;irrd working procedure," said James Samuel Knox, well known efficiency exPert, "A haphazard plan of tlrirrking and working makes real leadership, or even
ilverage success, imPossible."

Many a man has worked hard and failed because Irc overlooked this simple truth. A man without a plan is like a ship without a rudder. He is unable to $tcer a true course. He wastes his energy on unProrluctive work, and never gets anywhere' I know of scveral people in this class; always working hard but never having anything to show for their efiorts at the cnd of the day. It is well to remember that you are being paid for the time you work; but it is the employer's time, not yours. If you save time for him (in other words do rnore work in a given time) then your efficiency is higher, and your pay will be higher. Plan your work with the idea of saving time, but don't make the mistake of "skimping" to save time' Skimping reduces efficiency and wastes time, because work not properly done usually must be done again' Haai,ng to do a thing again because it was not 5l

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 failing to give proper instructions to others is also u .o*-oi cause of wasted time and effort. Make sure you avoid these mistakes. A few minures spent in thinking and planning beforehand will ofte; save hours of un_ necessary work later. No doubt you have heard about the man who built a boat in his cellar and then had to knock the wall dolvn to get it out. I once spent weeks in making a book-case and then found it was half an inch too lJng for the space allowed-another example of wasted efiort due to improper planning. We all make foolish mistakes at times, but isn't it better not to make mistakes, to try and avoid them by a little more care, a little systematic planning of our work in the first

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 maint,rirrcr[, "is one per cent. inspiration, and ninety-nine grcr'<:cnt. perspiration." Actually there is more truth rrr tlris statement than many might believe. Records
qlrow that he discovered few new principles, that most

patents were improvements and developments ul' c'xisting ideas. As he said, "I start in where other 1re',rlllc leave off." A great thinker he undoubtedly was, Edison had an {",.'('rr greater qualification-PERSEVERANCE-the

ol lris

place?

more valuable you are to an employer. Only by being more valuable can *t' more monev' you cannor ir set "Jr'H:fT:rto MOTTO: PRopnn praNNrNc rN Suarl Tnr^rcs INsunrs ErnrcrnNr OpnnerroN rN Brc THrNcs, SELF ANALYSIS TEST Do you endeauor to plan your work? Check ....yes( ) No( )
52

EFFICIENCY. The more efficient you become the

SAVES YOUR ENERGY AND INCREASES YOUR

PLANNING YOUR WORK INVARIABLY

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 necesa,rr y <lualification for success. Ability is an advantage, lrrrt it cannot rnake up for perseverance. Many tali'rrtc<l people have failed in life because they lacked

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
I

Ill illc.

Wlren first

I

came

to Canada the only job I could
55

GETTING YOURSELF A RAISE IN PAY
get was sclling from house to house, knocking doorbells, but I needed a job and "beggars can't be choos_ ers." I disliked selling-never thoughr I could make good at it. In our organization we had one particularly smart salesman, a fellow named Williarns, who woulcl often turn in more business in a day than some of us could get in a week. Because I was the low man the sales manager picked me our for special artention. While not particularly complimentary, he gave me a little training and some valuable advice which l will never forget. "You are not much of a salesman, but at least you will listen to advice," he said. "you have heard of the fable-the race between the hare and the tor_ toise," he went on, "how the tortoise won because he kept on going." "Resolve that every day you will cail on as many customers as possible. Don't give up if you fail to get orders. Perseuere. The "Iaw of aaerages', will giae you 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 the same 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 a su,ccess of seIIing." Knowing, that as a salesman, my ability was very
54

GETTII,IG YAURSELF A RAISE IT{ PAY
adIlrrilc<I, I decided to act on the sales manager's vrrc -to use Perseverance insteacl of ability' At the err,l o[ the year I had protrably made four times.as up twlce rrr;rrry calls as Williams, and as a result wrote the race"' no ,,,i,ch business. "The tortoise hacl won 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"; the ,',,,,t,1 play half his time and still do bel.ter than
r

csl.

srrr'<:cssful

this y,,rrt'sclf. Often the plotlrters, those whose only ability tt llrr:'power "to stiik it" seem to go further than the

o[ 'l'ltc

us.

most srnartest boys at school are not always the

in after life. You may have noticed

I tt'i

'l'ltcre never was a President who had so little appersonp.u()rlt abiiity as Calvin Coolidge' Lacking l,tity, he wus teticent and retiring almost to the in his p,|.,,,,,ry stage, yet he attained the highest honor a second term of of;Rce' ,,,,,,,rry utd *u, elected to Wlry? Because of his absolute honesty and his untirilrH l)crsevefance. (ioolidge was a solid' ploclder-never

l Ljarr,t students.

brilliant' but

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"'
55

lrr lracl th1capacity of "sticking at it" till

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,t have to be clever to get ahead. persistence, perseuer_
an-ce

I:0URTESY
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 greatlr 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
rvor'(.|r,

the "ability to stick

These qualities will creare the opportunities make up your mind to use them.

it" uill

open the d,oors.

ll

ntiss MAy BE AN ourwARD sIGN of your

if

yorr

MOTTO:

PsnsnvrRu

ro

SELF ANALYSIS TEST Can you, and will you, stick

Check

....yes(

)

ntlrr:r respect. ll' a child is taught to be polite and courteous, the lr,ririt lvill become second nature and continue tlrlorrp;hout life. On the other hand, environment and ;rssrx:iation may have developed a discourteous attitrr<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 cour57

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 policc officer is one of the finest in the world, ancl judging from my own experience, one of the most courteous and 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 courtesy, surely it will be of even greater advantage to you. COURTESY IS OFTEN YOUR BEST PROTECTION AGAINST 7-HE BAD MANI{ERS AII O'fHERS. Countering discourtesy rvith discourtesy only creates animosity and has no place in business. The philosopher Quarles once said, "A word urrspoken is like a sword in a scabbard." If you cannot be 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 Supreme Court of Canada. As a practicing counsel he has never been known t<r lose his temper, to shout at, or to try and browbeat a witness. He makes no use of dramatic gestures so comrnon with practicing attorneys, but |e rarely, il
ever, loses a deserving case.

GETTING YOURSELF A RAISE IN PAY rlcrrt:c." How many lawyers would say that to the
olrlxrsing witness?

you'

Hughes,

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 in lrily is remarkable. No wonder his services are rrrr lr great demand. (:ouRTESY IS A POSITIVE QUALIFICATION II'II ICH PAYS DIVIDENDS FAR OUT OF PLIOI' )117'ION TO THE EFFORT ENTAILED. It t r(';rlos a friendly feeling, is one of the easiest things to 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 comilrq lo blows, over what? Certainly nothing that , urrlrlrt'f be prevented by a little common courtesy' lf islorrrtesy is a serious personal deficiency' a dertrrtr: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
11'
51)

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 many people overlook, (like Mr. Hughes thanking the wir
ness)
.

I

DLENE S S-IND IFFEREN CE

You

The one who quickly finds an extra chair, who is first at hand when help is neecled, who stops to assisr a cripple across the street-that is the man whonr peopie notice, the one who "gets the breaks." So make up your mind to practice courtesy in business and in private life. Remember, courtesy i.s a friendly act that always pays.

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.

MOTTO:

LnenN To Sev

"I

THaNr you."

SELF ANALYSIS TEST Do you always endeauor to be courteous?

Check

....Yes( )

....No ()

60

'fhese too common personal deficiencies are unlortunately 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 exbut ;rlorcr, "have a tolerable share of understanding, The young men l;rck tppreciation and perseverance. .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 any6l

GETTIATG YOURSELF ,4 RAISE IN PAY

GETTING YOURSELF A RAISE IN PAY
irr

thing." They are just the same roday, indolent,

different and without ambition. Perhaps these natives may have some excuse lirr doing 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 to get ahead, to earn more money, you can't afforrl t,r sit around all day, for doing nothing is a certain w:ry of getting nowhere. Surely that's not what you in tend to do! TDLENESS IS A STATE OF MIND, NOT II PHYSICAL 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 calarrr ity to be unemployable. If ever you're unfortunar<. enough to lose your job don't sit down and bemoarr your fate. Say to yourself, "This is only a temporary reverse. 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 rhc poor fellows rvithout arnbition, the unemployablcs sitting on the park benches. Mahe up your mirul, you're not going to be one of them-and, you worf
t.

ol lrolv you can earn more money. Think in terms ol 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 inr

lillcr:ence?

licw ernployers object to workers having a little it' The r rsl. occasionally. Many actually encourage few minutes in l'rrg-lish habit of stopping work for a rlr<: rniddle of the afternoon for a cup of tea or coffee li;rs rnuch to recommend it and is becorning increasirrgly 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 THAT I'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 sometlrirrg to do. Hustle the boss a bit. This method rvorhcd for Carter and it will work for you'* If you rv:rilt to win promotion, to earn more money, you r;rrr't afford to be known as an idler.
t t1,,., rlreviors chapter'

be-

But let's not think of losing your job. Think up, not down! Think of how you can improve yourself,,
62
63

GETTING YOURSELF A RAISE IN PAY

MOTTO: "Sroru, Lrrn Rusr,

Consunans Fesrnn
trs

TsaN Lenon \Mnens, Wsrrn run lJsnn Knv Arways Bnrcnr."
SELF ANALYSIS TEST

WILLINGNESS
Y 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. receive immediate thanks or ll<:t:ause you do not 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 nothitrg. He may have meant to thank you but has forof the doubt' u,,l ,.,,t to do so. Give him the benefit "I like the way that fellow does Mrrylrc he's thinking lris work; perhaps later I can find him a better job'"'
65

(Ilerrjamin Franklin)

ou'rl

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

Check

"...Yes( )

"...No(

)

64

GETTING YOURSELF A RAISE IN PAY

GETTING YOURSELF A RAISE IN PAY
I

And do you know, that's just how rnany employer.s act and think. "You see that boy," said a busy factory superintendent, "he's going places. Often, I've noticed hinr hurry over to give one of the rnechanics a lift witlr a 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 likcr him too. He's always so willing to help them that they 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. .,The very ease with which supremely gifted individuals flash ahead is frequently their undoing," said paul Whiteman, "They dodge the grind. Just average people are often berter equipped if they recognize their hurdles and keep triining for them constantly.',

to follow our method," said he' "You might not lrclicve it," he added, "but I can assure you that we Invc a great deal of trouble in getting men to do
iorrs,
t

THE MAN WITH OUTSTANDING ABILITY OFTEN FALLS DOWN BECAUSE THINGS COME TOO EASILY" He is unwilling to listen to advice, 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 instruc66

lc happened that I knew of a young fellow who the wor,rlcl i.rit, to I called him in and explained "When given a trrruble the company was having' but r;rclio to repair," I said, "fincl out what is wrong' rkrtr't go uheud and repair it until the chief tester relr;rs checked your diagnosis' After it has been is put away' again betore it lxrired have hirn check it 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 inllrat you are willing to'work'as well as to follow a iob don't wai't struciions. Wheneuir you run out of it' Go frw the foreman to find" you another-ash for r,, him and say, 'Mr. Brown, that job is finished' wlrcre's the next one'' Don't stand around idle; to do; w(lrry hirn till he finds you something more 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 most young feltw Carter. Do you know he's the 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"'
67

lris."

GETTING YOURSELF A RAISE IN PAY
Carter wasn't a brilliant boy, but he used his common sense, and he was willing_uilting to in_ structions, and, wiiling to cJo a rittte'morefollow than tht: other fellow. Recently, I sarv him driving a new car. Had a nice looking girl with him too. I think he'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 with a 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
business.

(;ARELBSSNESS
{]
NNNTNSSNESS MAY BE CLASSIFIED under the lrr:rrdings of, "Accidental carelessness" or "I{abitual r;rt'clessness." The former may be more damaging ,rl l.[re time, but in the long run the destructive effect

ol the iatter rvill be much more serious, and lvill ;rllcct your earning capacity to a much greater exI (.1 r l;.

in

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

is often impossible to do much about "accidental t:rlclessness," for when it occurs it is usually too late

It

MOTTO: Wnrrxc Wonxnns Grr BnrrnR Jons,
Bnrrun OpponruNrrrEs
AND

to rectify the error. After all, people, being human, (;urrrot avoid making mistakes at times. Even though rrorrnally alert you may momentarily lapse into carek'ssness, and before there is time to pull yourself togcthcr the damage is done. This happens to every orrc at some tirne or another. It nearly cost me my lilc.

Bnrrnn pey.

In a careless moment, when
porl.irnt on my mind,

SELF ANALYSIS TEST Do you come forwarcl withottt hauing
called?

to

be

Check

....yes( )

..."No(

)

lorrrc defective, and in the second place "carelessrrt'ss" in..not looking to see if the cage was there
68

once stepped into an elevator llrrrt wasn't there. You can imagine what happened. I rlon't need to imagine; I knorv, for several months irr l hospital gave me plenty of time to reflect on the lolly of presuming that because the elevator door olrcned, the cage was sure to be there. In the first lrlrrcc "carelessness" allorved the safety device to be-

I

I

had something im-

69

GETTING YOURSELF A RAISE IN PAY

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 its.ll' lrreed.s carelessness and is responsiblc for many
l:rilrrres.

to fall down the shaft. It happened so quickly that I hit the bottom before I realized what
caused me

had occurred.

It's hard to entirely overcome this hind of carcit is caused through a momentary lapse of caution and the damage is done before yorr have time to check yourself. You can, however, do
lessness, because

something about "habituai carelessness.'" Fortunately, habitual carelessness is not a very common personal deficiency, but when it does occwr it is certainly very destructiae in its effect, and, m,ay easily outweigh all a man's good points. In another chapter I mentioned a cierk being discharged on account of inexcusable carelessness. This particular 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 effort was required on his part. A little self analysis, thc use of a little more care would have trebled his earning capacity, yet he kept right on rnaking the same mistakes, time after time. I liked the feilow personally and saved him from being discharged on numerous occasions, hopina that in the meantime he would overcome his personal deficiency. But it was no use. Eventually we hacl to let him go, for continued carelessness is inexcusv0

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 busil r('SS.

A clerk who carelessly files a letter or other record rrrr<lcr the wrong heading may cause great inconlt'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 delrvt'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 could go 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
7r

GETTII,{G YOURSELF A RAISE IN PAY

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 often creeps 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
.

I,IiISURE TIME
I l"s e FINE THING 'fo
havc ambition' to set to shoot at, but don't fiorget' too 1,,,,,,se1f a mark "The bow ,,,,t.,1, work is just as bad as not enough' said Cervarttcs' "nor can r ;rllltot stand always bent," without some Irrrrrlrn nature or human fraility subsist l,rwltrl recreation." never Many a man has worked hard all his life' that. when he act;rliitrg time ofi to play, believing proceed to enjoy it' r rrttttrlated a fortune he could "you can't teach llrrt. clon't make this mistake for you don't learn to enjoy ,rir old dog new tricks"' If won't yorrrself rvhart yoo're young, you c.ertainly

,ulrt,,,yot'teold.Remember,tooseriousafacemay c,ttsi/y become a long face' If you ttrrt youth is a criiical period in your life' use all your to rv;rrrt. to get ahead, you can't afiord pursuit of pleasure' for youth is L'isrrt'c tiine in the in the rlso the best time io establish your worth man nnd' you mahe ly.,* ,rf the world. Fail as a you'ng

MOTTO: Wewr or Cenr' Dons Mons
SEI-F ANALYSIS TEST

DAr4at;r'r

tl

TseN WaNr or KNowrnncr. (Benjamin Franklin)

I)o you

exercise reasonable cere n't al'l timc'' especially of your employers stock and fixturr::!

hard to succeed' as you grow older' you try to supI lowever, I am not suggesting that it has a time and place 1,,.'*, ., forego pleasure,-ior i,, y,,.r, life, especially your youthful life' Be wise! it l'rrl' aside some time'for recreation' for without
tl.rnr,(tly

Check

.-..Yes( )
72

""No(

)

tili.worrldbedullanduninterestingandmuchofthe i,,,",,aiu" to work would,cease to exist' Without
IJ

GETTING YOURSELF A RAISE IN PAY

GETTING YOURSELF A RAISE IN PAY
rrvcr the traces may not

fun, your rne.ntal state will sufier and, yott; spirit will sag. When Nelson was appointed to the supreme conr mand of the British navy lrc fourrd. much inefficienr:y. Food was bad, and the gencral hcalth and spirit ol the men rvere poor. Instead of receiving training irr gunnery and seamanship the men scrubbecl arlrl polished decks day after day. They were not cu couraged to use leisure time to advantage or {or amusernent. Off duty, they hactr nowhere to go anrl nothing to do. Dissatisfaction lvas rife in the lowo
some
ranks.

hurt you any, but there's a grlirl. 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.
r

l;uscs

Nclson, who organized special outings, picnics and of instruction for his young sailors, was one of

This did nor suir Nelson. He judged the efficiency of his captains by the spirit of the men and the w;ry they handled guns and sails, not by a spotlessly clerrrr deck as his predecessors had done. FIe institutcrl games 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 for neither the health nor the mental condition of lris men. And "all work and, no play" is not good, for you either. Nelson's men probably spent much of their leisur.r. time on shore drinking and carousing, but you don'r have to spend your leisure time that rvay. ,.Hittirrr: the high spots" might have improvecl the spirit ot old time sailors who lived hard lives, but that doesrr'r mean it will do the same for you. A little kickirrsi
74

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 scrub and shine, again be'r lt'r.v years of his death, r irrrrr: lhe rnotto of the British Navy. Industry conlirrrrt:rl to treat its workers little better than cattle. Worncn and children were putting in twelve to fourtet'rr lrours a day, men even longer, for wages barely lrllir:icnt to keep body and soul together. No wonder
l!rc' lcw great men of his

prrlrlit; houses (saloons) displayed signs such as "All ynir 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 enronrirlle their workers to seek healthy recreation. '!'lr,'y rcalize that "all work and no play" does not lrrrxlucc efiicient workers, but neither does too little irrrrli :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
75

GETTING YOURSELF A RAISE IN PAY

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

IIIiAD FOR
lDrr,tcrrclNc

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 nettl to be at worh to practice self improaernent, do yorr!

SELF IM PROVEMENT
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 of reariingieading of the riglrt kincl' of
.trrr()rrnt
I (lI

ll se.

Dick" or some such literature (penconcealed berry <lrcadfuls our teacher called them)
inpl rr "Deadwood rrr';rl.h mY lessons.

As a troy

I

received more than one caning for hav-

MOTTO: MexB rnr Mosr or Youn Lrlsunn Trvr,:
SELF ANALYSIS TEST Do you practice self improaement in your leisut,'
time?

Check

....Ves(

)

No(

)

l't:cPing, instead of studying, may have seemed older' rvorth the risk in school days, but as you grow way' Life lolt (:annot afford to waste your time that a day t, ,,,,t ul*uys just school and play' There comes you no rnote' but tvltcrr Deadwood Dick will interest rt,ltrl. haae you to take his Place? M;rny prominent educators and employers have

rlt;rwnattentiontothefactthatonlyaboutfiveper. to make some efiort r ltrl o[ the workers seem willing vast rnajority are quite til il<lvance themselves. The lottlt'nt to stay where theY are' news stands l)<'r'haps that is one reason why our as fiction' ,rr,' filleJ with so much rubbish disguised be there' I lrt'r'c must be a demand or it would not
76
77

GET-TING YOURSELF A RAISE IN PAY
Probabiy

GETTING YO(TRSELF A TIAISE IN PAY
During the Great War I met an interesting French ollicer 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

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

I am not oppose<l r,, fiction, provided it is decent fiction, but you orrly waste 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 yorl books 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^ir extreme 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.

l{'ant. Buc don't misunderstand rne,

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 lilrrary within 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 obrrrined 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 philosoplrcr, advised, "Employ your time in improving yourslll' 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

TEST

Do you read, for self imProaement? Chech ....Yes( )
7S

No(

)

GETTING YOURSELF A RAISE IN PAY

TRUTH
said Abraham Lincoln, .,rrurlr is everything." Truth and honesty rvere to him tlrc king-pins of character, and so should they be to all of 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 truthfulncss in 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 statements strictly to the truth. The necessity of side-steppinrl the absolute truth may be almost forced upon you :rt times. In applying for a position, an employer mrry ask, "Can you do 'such and such' a thing. Even il you 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<l a "dishonest one" is mighty close at times. There are people who just can't speak the trutlr about themselves. They are forever inventing fanstas

ttf anr NOTHING,"

ic stories about their past achievements, social posiions, 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 "wolf" once too often. l)r'otect it. But the child cried ( )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. Perlrrrlrs you know of some yourself. Their staternents :rlr: always discounted fifty percent, but if you want to t ornmand respect you can't afford to have your stateillcnts discounted even one percent. IN BUSINESS YO U CAN'T GET AWAY WITH TIOMANCING. 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 8l
t
I

GETTING YOURSELF A RAISE IN PAY
ployer?

this qualification. Would you,

if

you were an elr_

T{ONBSTY
Y ou CAN ALwAys rl{usr an honest man. 'l-ruth and honesty are the essential qualifications on which character revolves. Witlrout thc one the other
cannot survive. . "I hope," said George Washingtorr "I shall always l)ossess firrnness and virtue enough to rnaintain what I consider the most enviable of all titles, the character o[ an honest man." As children, we are taught to believe in the right of truth and honesty. They are the pillars on which our childhood education is based. Let us endeavor to carry them as standards throughout our lives. Honesty is something which should come from within you. You believe you are honest because you lcel you are doing the right thing, but all people ilray not judge your actions in the same light. What ftray 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 ten doltrar bili. "That man was dishonest," he said, "he short-changed me fifty cents." He couldn't see his own dishonesty; he could only see that of the other l'ellow. Ideas of what constitute honesty may differ, bu.t the real standard of honesty neaer changes. .\lways remember that.
83

with

Galileo, who invented the teiescope, and many other scientists like him had ro die bitor" the trutlr of their statements was admittecl, but you don,t suficr such.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 Minister of Great Ilritain once said ;.ai_ u, saying what you mean, and meaning what you say",, peopie will respect 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,
facts.

men."

You don't have to back,, to ..*"_ber what you said; you don'r have to dodge people because your conscience bothers you; yorr-aorr,, have to tell more 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 own asaillt ar r the "jl

Speaking the truth gives a man a feeling of security. .,ttri"t

td;,ffI"";.'ffJillr"*"-;l1"f
rN

MOTTO: To Bn Burnvso rN Brc Marrnns,
Tnurnrur
SEI-F ANALYSIS TEST Do you always tell the truth\

Suen Ma:rrnns.

Bn

Check

....yes( )
82

"...No(

)

CETTING YOUR.SELF A RAISE IN PAY

GETTING YOURSELF A RAISE IN PAY
lrave made up for the lost time, but it did not make lris 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

you cannot trust a man rvith money, you cannot trust him rvith anything. Honesty should be a natural impulse, needing no exercise of will power to keep it so. In spite of continuecl poverty, ar rimes hardly knowing where his next meal lvas coming from, Lincoln collected anrl retained for more than a year, asum of approximately seventeen dollars, and had it ready, intact to a cent. rvhen called for. To be consid,ered, ,,As honest as Abraltam Lincoln" is something worth striuing fo,r. In my first job lve had to sign a rime book in the morning. It was the foreman's practice to be in first, sign the book ar the head of the list then slip out for a cup of coffee before the manager arrivecl. The forernan prided himself on his honesty. He rvoulcl 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

A man may not be perfectly honest, but that docs not mean that he is cornpletely dishonest. At times, even men of sterling character may fail to live up to the best conception of honesty. In handling -or.y, there can be no latitude. Keepine only a few cents r.vhich do not belong to you is just as dishonest as taking 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.

lvood or other sr"nall articles for their own

lvill think nothing of taking homc paint,

screws'

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 unknorvn 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 it w:rs not his oil to give away. "We never buy oil for orrr cars," said he, "we have thousands of gallons of it lrcre. 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 if llrc 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
85

GETTING YOURSELF A RAISE IN PAY the same. Avoid it; confine your oan work to yott't' own time. Check up on yourself occasionally, for there alc few people who, on self analysis, will not find themselves wanting in some resPect. Make up your mind to reject the small dishonesties that have a habit of creeping into your life. In Ancient Gteece, there lived a philosopher, Diogenes, a devotee of the simple life and a seeker of truth. On being asked rvhy, in broad daylight, he was carrying a lighted lantern through the streets of Athens, he replied, "I am looking for an honest
man."

GETTING YOURSELF A RAISE IN PAY
cheating and sinrilar expressions fittecl the time when but you canrlishonesty were common in business' Clreating is no tltlt afiord to use these methods today. l,r.g", considered smart' If you warl[ to gct ahead' otlrers' y.r,."m..st be honest in your dealings wit} a man I'{onesty is one of the greatest qualifir:ati<lns its worth; it ,,,,r, porr.rr. It requires no talk to Provc it nccds no ,.,,1tiit"t no dragging out for inspection' wiII aluays s.'fi ftuit" to e""tt-ott its virtues' Llortttsty erert'ce i"rt the world' ,1t,"ak fo, you. It's the greatest ref

MOTTO: FloNrsrv Is Ar-wavs Tnn Rrsr Por-rcv'
SIII,F ANALYSIS TEST sir' I am Can you say to your employer? "Yes time' your goods and' strictly honest it*' youi your seruices." No( ) Cltech .".Yes( )

The world isn't as bad as all thar' Most peoptre are by nature honest, but just the sarne there is often room for improvement. Few, if any, could truthfully say "Diogenes, I am your man." F{onesty, absolute honesty, is not so easy to achieve. Life is filled with temptation, and it takes a strong man to always do the right, the honest thing. But if you want to earn more money, striae to do what is right, to be honest in little things as well as in bi'c things. Get into the "habit" of ahvaYs being strictly honest with your employer, rvith your friends, and witlr yourself, and you will command respect wherever you may be.

"Make money honestly if you can, but make it," "Business is business," "Let the buyer beware," ancl
86

87

GETTII\IG YOURSELF A RAISE IN PAY

CI{AIlACTER Vonr
rnoney,

GIVES

but it also gives you an even greater oppor tunity-the opportunity to develop your characrcr; something more important than merely striving r<r

you rHE

opporruniry

to ear.rr

;rrrrl honesty lost their signifi.cance; when men of r lr:rracter like Julius Caesar no longer inspired the a house of 1rr:ople, the Roman Empire collapscxl Iikc r:rr<ls-and history will repeat it.scl[. Ncithcr indivirluals nor nations can build a pcrlllalrcnt stl'ttctrue orr t foundation of corruption ancl deccit.

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 your self; 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 lacli ing, civilization withers and dies. Take Rorne for example. When idleness, luxury and dissipation took the place of work; when trurlr
88

(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, cducation, 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 holdtrrt 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 ernlrr;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
89

&

\

GETTING YOURSELF A RAISE IN PAY qualification. Cultivate it, because only the marr, t'l proaen 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

GETTING YOURSELF A RAISE IN PAY
lrorrest and
r

"honlurracter. It merely shows that you possess an lst character," which in itself is not a guarantee of such Flr(.cess; perhaps not even resPect, if you lack or courtesy' tlrings as willingness, dependabiliry (-lilaracter depends upon your personal qualificawhat tirrrrs, your eveiyday habits. It is a question of be' Only by sclf con1,,,,, orr, not what you hope to effort to overI r ol, self improvement and unremitting good ones r orr)e your Lad qualities and develop your for yourselfi the reputation to , yot hope to build ',,t wlrich all men should aspire-fo be known es a m'an ''0IT CHARACTER.''

truthful

does

not mean that you Possess

MOTTO: Crrenactnn Is Tna Drnuono Tner
ScnarcHEs EvnnY Ornnn SroNn' (CYrus Bartol)

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;rt merely overcoming one small weakness will apprt'r i ably alter your character. Nor can true character be established oil llr strength of a few outstanding positive qualificatiorrs, for as previously mentioned, character is the srrrl, total of all your qualities. Even being scrupulorrsly

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(

)

9l

t
:
T

GETTII{G YOURSELF A RAISE IN PAY

YOUR PER.SOI\AI. APPEARANC FtnSr

I.;

"tiill," I said, "r,ve felt sure that you were not golng
to 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 sumrrrt: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.

IMPRESSIOnTS Ann usually lasring irrr pressions. If asked to fomr an opinion of a casrr;rl acquaintance \,ve lvould probably base such opiniorr largely upon personal appearance. Women in p;rr ticular, first judge by appcalauce and as a rule rircn opinions 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,l generally 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 trairr ing 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'rr but ire lacked something important; the habit ,,1 looking after his personal appearance. I called l,iiil into my office one day for a little heart to heart lllli,

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 effir i<'rrt employee we have. Some day he may be presirlcrrr 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)
93

llill

GETTING YOURSELF A RAISE IN PAY

GETTING YOURSELF A RAISE IN PAY
pearance, and they hesitated about bringing

dirty hands, etc. are personal deficiencies which nr:ry easily 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

in a new

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 that he smarten himself up, but apparently suggestions always fell on deaf ears. Brown was a rather peculiar type-his own worst enemy. He adopted the attitude that the customcrs (mostly garage mechanics) did not care what lrc looked like provided he gave them good service. Tlris was correct as far as it went, but he overlooked the fact 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 Browrr because of his inability to improve his personal a1r
94

nmn 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 disappointed 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 position. The reason he is still only the warehouse superitrtendent 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 present yourself in the best possible manner, you only have yourself to blame. MOTTO: You Hevr Monn CoNrrnnNcn IN Younsrr,r \AIHnN You Anr Dnnssrn Wnr-r,. 8ELF ANALYSIS TEST Do you always endeaaor to look your best? Yes ( ) .. .-.- ..'.No ( ) Check
95

GETTING YOURSELF A RAISE IN PAY

CHEERF'ULNESS
CrINrRnuLNEsS, 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 neitlrcr wealth 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 posirion Cheerfulness is often an effort. yoti don't feel lil,,. being cheerful. Dismal thoughts rnaster your mirrrl and your spirit sags. Ilut if you waxlt to get ahc;rrl you can't afiorcl to let your spirit sag. When thfurr,,t depress yort, that's ju.st the time you must mahe tut extra effort to be cheerful. As a "green" salesman I often had to deal r,virlr miserable carping people, born pessimists. Tacklirrri trvo or three of this class in a row sometimes rk. pressed rne terribly. I was mentally beaten, worrlrl quit for the day. Not a very creditable thin,g to do, I admit. trnwardly I was ashamed of myself. tr knew I shorrlrl go on, but I could not do it. f lvas not the mastt.r of myself. I was licked mentally. But an expcr.i enced 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

'l'lrcy will think you're laughing because you seem lr;rppy, and maybe they'Il laugh too"' 'I'ITERE S LIKE A SMII'I; AND A BREAK DOWN A CI III'LY AT'MOSI,,,TUGH TO ^IOTHING
I'T"IERE,

So

I

pcople srriiles, and pessirnism

with oPtilllism. I trictl to see tlrc funny sicle of the situation' I visualizcrl rny pessirrristic 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 cust()rner often laughs too. Then it's easy to start talkirrg, for as .|irnrny Durante said, "All men are equal ;rud alike when theY laugh." SERIOUSNESS IND EFFICIENCY IS A GOOD COMBINATION, BUT CHEERFULNESS IND IaFFICIENCY 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."

up my rnind not to lct pcssimistic depress me. I decided to ctttrirtct' Irorvtts with
made

GETTING YOURSELF A RAISE IN PAY

GETTING YOURSELF
srtid he, "and you

A

RAISE

IN

PAY

I'f

.rAKES

A I-OT OF COURAGE TO KEI;,I'

PI,UGGII{G WHEN THINGS GET TOUGH,T'o SMILE 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

won't neecl to rvol'lry about the rest a forrune' o[ the day." fiis laugh and smile nrade him YOUR LAUGH AND SMII.E M'4Y NOT MAKE I'OT]R FORTUNE, B(JT THEY WII'L SURELY to like MARE YOU FRIENDS' If you wir'rlt lrcople them with of always grcctiuu for-t, g"t into the habit a cheerY word' a smile and When you get up in the morning g-o ovcr to the Then l,roking-giass Jt d ireat yourself to a smile ' lrown"uid ,"" rvhich way you look the best' Don't way you look forret, the way you see yourself is,the 'n,'Ltierr' you'll get the You'll brighten your day; smile' ilrost. out of life if you start out with a

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 looli ing on the black side makes you depressed.

MO-ITO:
Grr
as

CsnBnrur-NESS

IS CoNtecrous' You'rr'

Mucn Bacx

as You Grvn AweY'

YOU NEVER FOUND A MAN "RARING 7'o GO:'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:cr ful 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

SIII,F ANALYSIS TEST Do yon' always try to greet eaery one with
smile?

a

Chech. . .

.

g9

tru

GETTING YOT]RSELF A RAISE IN PAY

PETi.SONAI,ITY AND SELF-CONFIDtrNCE
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(l tion. lfhat is why you mr-rst make all effort to rlc veiop it. PERSOAI;AI,ITY XS A S7-ATE AF PI]YSICAI, AT{D L{EAI'rAI, ALEITTI{ESS AND 15 IIdilI CATED 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, youi conversation, 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) rvitlr a 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" anrl takes charge of everything without being asked to do so-who is the "trife of the party" at the expens(' of every one else. That's not real personality. It's merely unlimited self assurance, conceit, an inflatcrl idea of one's importance; negative qualities r,vhicJr create neither friendship nor good will.
r00

MOSf

'l-oo much 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 yo'u Itn'tet, it's nat how you look tct yrttrrst:ll ; i'l"s lnu that is ot'tert' t cspt'tt'iblc Jor ytt'Lt't' rrl\tear to athers

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-ialilir:ations, may be cultivated and there is no reason rvlry you should fail to acquire it'
lu,(:c€ss

Many people, especially young peoptre havc a rnistrrlcen idea as to whal constitutes personality' They lutve been led to believe thaf' outward show :rnd unIrounded self confidence is a sign of personality' wltereas these are not necessary qualifications at a1l' Yorl will usually find that aPparently qu;et unassrrtning people have a great deal more rcal Person.rlir.y than the peppy back slappers ancl fast talkers 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
101

GETTING YOURSELF A RAISE IN PAY
something which all successful men possess and most failures lack. DEVELOPING YOUR PERSONALITY /S S/M. PLY A MATTER OF LEARNING TO PRESENTYOURSELF IN THE BEST POSSIBLE LIGHT. In other words, learn to develop your positive qualities 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, Wellington and 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 overcome 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 confidence 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' and, bi alert mentally, nor can you sag mentally

lacking personality,

for it is

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 put pep into your thoughts as well as your actions' I h.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 confiis clence or to develop your personality if your spirit must do everything in your low. That is why you power to pep up your mental condition' Just as nosiiiu. 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 negative 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'
103

be alert PhYsicallY.

GETTING YOURSELF A RAISE IN PAY
Note how different are the people 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 anywhere 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 favorite player?", "F{ow does the All-Star team suit you?" Questions like these never fail to start a baseball fan talking. Even Calvin Coolidge, a notably silent man, would willingly talk on his favorite subject, "taxation." Personally, I do not consider myself a good conversationalist, but several times people have remarked that I was an interesting talker, whereas I
-

GETTING YOURSELF A RAISE IN PAY

an interested listener ' If you want to rteaelop your personatity it's euen more important rc be L gooct tistener than a good tallrcr; and you'Il tind it a lot easier too' Remember, stccr the converwas usually

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.

you want to get ahead, to earn more money' practice self improvement. Learn to be a good lisi"rr"r. Put some pep into your movements' Let people see that you 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

If

result of your actions.

MOTTO: To Dnvnlop Youn Pnnsoxautv, Br' n
Goon Lrsrrxnn; Pur Soua Pnp rNro Youn AcTIONS.

SELF ANALYSIS TEST Are you making a sincere effort to snap u'p, physi' cally as well as mentallY?

Chech

....Yes( )

"No(

)

104

r05

GETTING YOURSELF A RAISE IN PAY

CRITICISM
ooCgxsuRE AND CRITICISM never hurt anybody" said Gladstone, the great English Statesman, "If false they can't hurt you unless you are wanting in manly character; and if true they show a man his weak points, and forervarn him against failure and
trouble."

/N THE SPIRIT IN WHICH IT IS GIVEN, STAND IN THEIR OWN LIGHT. Obstinacy,

MEN WHO CANNOT ACCEPT CRITICISM

pride, prejudice, stupidity, undervaluation of the opinions of others, and an inflated opinion of their
own importance often prevent men from taking advantage 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 bookkeeping methods, resigned from the company rather than make a change in the system. Today he is working for a lot less money because of a fancied slight on his honesty and integrity, things that were never questioned. Other cases of refusal to accept criticism are 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,
106

points"' It's only "Criti,cism shous a nx(rn his weak qualiby eliminating your weak points-your,minus ti'.r-rnr, yo.i.ur, "earrt more money"' Refusal to quality' 'It ;;;p; criticism is a double edged minusyou correct' is a'prrsonal d,eficiency which preaents ing a Personal deficiencY' the uniell criticism is good, but better still is mind is *someone else' If your biased criticism of certain amount' for most nf." yo" will welcome a judgment of themrnen at times become lax in the criticize them' to selves and need some outsider to point out their faults and weaknesses' ' R"-"-ber, criticism is easier to give than to reThe faults ceive. Be prepared for some surprises' see i'n ourselaes' u)e see in oihers,we often fai't to It is sometimes hard to accePt criticism' but it is is an often harder to give it' The art of criticism not be in accomplishment not easy to acquire' Do too much of a hurrY to Practice it' and to Unnecessarily harsh criticism' even if true rethe point, is rarely appreciated' When neither qrriria nor asked tor, it is always resented' Avoid for you cannot aftord to make enemies

.ri,i.iring, it you want to get ahead'

outThere's something admirable about a frank you find one at the npoken man. But how often do top of the tree.
107

GETTING YOURSELF A RAISE IN PAY

GETTING YOURSELF A RAISE IN PAY
He put the other remarks with terms of appreciation'

"How do you like Mary's singing?"
mother.

says

the prourl
arr

f.ifo* in a receptive frame of mind

before he at-

"Not
swer.

so good," is a

blunt, cold, discouraging

Perhaps he told the truth, but what good did it do any one. Isn't it better to aaoid adaerse criticisttt when 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. Whcrr asked for his opinion of a long treatise which harl just been read to him by Robert Owen, the spiritual ist, he replied, "For those who like that sort of thing I 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
108

tempted to criticize. If you want your criticism to produce results' you no use telling a must adopt the same method' It is points' after you man hoi you appreciate his goorl rt is then too late to h'aue poiniea oiin;t bad' ones' towards itn,rJrr.. his mind, to make him feel kindly
you.

workers' beDo ,toa be too hasty to criticize fellow au*" yorrt criticism may not be- appreciated' even ;it;"gd it may be souni' It is better to withhold likely to yoot".o,rnrel ihan offer criticism which is be rejected. TIME SPEN? /N CRITICIZING OTHERS CRITI' MIGHT OFTEN BE BETTER SPEN? IN what and see Crnr,lc YTURSELF' Look around take stock of faults stand out most in others' Then them too' don't forrrself. Make sure you perfect as you thought -possess ilou might find you're not so

'

you were.

is a Criticizing your employer behind his back you think form of non-co-operation' Even though may not yot .un run the business better than he' he better igr"" *itft you. If you be-Iieue you.haue some Use of suggestions' 'Ld,eas," prisent thim in the form good' not yorr,';ia"ur" where they may do yol some the spirit of rome harm. Forget criiicis*' Introduce That's one way' to earmark friend,Iy co-operation' yo,trr.if for promotion, for a raise in pay'
109

GETTING YOURSELF A RAISE IN PAY

MOTTO: You LrenN Mone Fnou THaN sy CmtrcrzrNc OrHBns.
SELF ANALYSIS TEST Can you take criticism.

Bnrhrc Cnrrrcrznn

SELF CONTROL
Snrr coNTRoL
IS A MATTER of "will power," a question of "mind over inclination"' It's a virtue sometimes hard to practice, but its intportatrce cannot be overestimated. "A man without self control," said Henry Ward Beecher, "is like a barrel without hoops and tumbles

Check

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

)

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 heads ;rlways avoid temptation. No one can put old But if you want to win proon young shoulders. motion, yoo'ta got to exercise a reasonable amount

of self-control, control of your thoughts' your actions' your countenance and your 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'
111

ll0

GETTING YOURSELF A RAISE IN PAY
Setting too rigid a standard., carrying self control to extremes, 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.

GETTING YOURSELF A RAISE IN PAY
There is an old motto which says: "There's nothing new 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.

Flowever "Anything goes,,' is not a good motto either. You'll never make a success of your life if you ru_n it that way. You,ae got to put a brake on yourself i,f you want to conxnxand, reipect. Argument, intemperance and profanity have no place in business; but do yo, ,""iir" the destructive effect of an uncontrolled temper? Have you ever stopped to think how losing your temper puts you at a disadvantage? How it places you under-a micro_ scope for others to see you at your worst? Not a very enviable position to find yourself in, is it? But even if you have a bit of a temper that does not_ mean that you are handicapped. you woukl probably be much worse ofi if you ,.didn,t have a temper," for persons in this class are sometimes too easy going to make success of anything . Temper _a isn't-nec.essarily weakness. One's inabiti$ to conirol it, that is weakness. If you're blessed with a really even temper, you don't have to worry much about it, but if yoir,re not, then you must make up your mind to keep it under control. If you don't, it will get you into a lot ol. trouble, and you should go out of your way to avoid trouble if you want to get ahead.
-

The Duke of Wellington was extremely irritable by nature. He detested banquets and receptions, but forced himself tq attend and to be agreeable to people. At the battle of Waterloo, where he overthrew Napoleon, he gave orders to his officers in a low voice, maintaining a calm self-control, never getting excited or angry even when the battle seemed to be going against him. If men like Wellington, Caesar, Franklin, Washington, Jackson and a host of others thought enough of 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 tricky tempers, 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

tt2

lt3

GETTING YO(]RSELF A RAISE IN PAY effort is always worth it. Angry words never do any good and ofren cause needless bad feeling_p"rfr"ps worse than that. For a sud,d,en burst of irgr, *Ly sometimes 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 make up your mind not to let him. Always remember, you'll neaer regret heeping your temper, but you,Il often regret losing it.

ARGUMENT
ooNo MAN wHo IS RESOLVED to make the most of himself," said Lincoln, "can sparc tirne for personal 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't afiord to risk some one losing his temper, or to lose your own, can you? You don't have to if you 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 presenting 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.

MOTTO: LnnnN ro CoNrnor, younsn'r,r rr you
Wrsn

ro CoNrnol Orunns.

SELF ANALYSIS TEST Do you make an effort to control your temper?

Check

....

yes

( ) ......

..w6

(

)

tt4

ll5

GETTING YOURSELF A RAISE IN PAY

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 salesman 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 mentioned that I usually bought "Custom-made shirts" from another company. "They can't give you value like this," said the salesman. "Oh! I wouldn't say that," I answered, "I've found their shirts very satisfactory." "You might think their shirts are all right," said he, "but if you knew as much about shirts as I do 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 generally 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

"I

manner," he confided to a friend. ,.The conversations I engag'd in went on more pleasantly. The modest way I propos'd my opinions produc'd them a readier reception and less contradiction; I had less mortification when I was found to be in the wrong and I more easily prevail'd with others . . . .to give up their mistakes and join me when I happen,d to be in the right' . . . and to this habit (after my character of integrity) I think it principally owing that I had so much weight with my fellow citizens.', If Franklin, one of the most successful men in history, attributed much of his success to the avoid_ ance of argurnent, it's surely worth white giuing his system a trial, isn't it? You can't afford to argue with your boss, because you're depending upon him for your job; you can't afiord to argue with your fellow workers because you're depending upon them for co-operation; and you 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 argue with your wife or girl friend because you,ll only get them sore, and it's a waste of time arguing with people whose opinions you don't respect; so uhy argue? There's nothing to be gained, by it. But in spite of the fact that argument never does

soon found the advantage of this change

in my

lt6

rt7

GETTING YOURSELF A RAISE IN PAY
story, but it's true nevertheless. It's a giaring example of a man who should have known better letting the personal deficiency "UNNECESSARY 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 "argttrment." The average speed cop is a pretty decent fellow if you take him right. Remember, he has his job to do, so if you're stopped for speeding smile and say, "I'm sorry officer; I was travelling too fast, I'm glad you stopped me. What is it, a ticket or a warning" and you'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 to say 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 argument may easily develop into heated argument, ancl heated argument may soon become discourtesy.

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 want to 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"'

it or Not"

MOTTO: "Tna Onr-v Wav ro
rs

Vy'rN

'ro Avorp r:r."

alr An<;ulrnNr (Dalc Carncgic)

SELF ANALYSIS TEST Are you mahing a sincere effort to aaoid getting

into

arguments?

Chech

...-Yes(

)

No(

)

lt8

It9

GETTING YOURSELF A RAISE IN PAY

TEMPERANCE
Tgnnn
No DOUBT rhat some of the misery in the world is attributable to the use of intoxicating
IS

d,o you any harm, but
good'.

it certainly won't do you any

I do not believe that it should therefore be abolished. One must take a broad view. You would not suggest abolishing automobiles because a small minority drive them carelessly, would you? Moderation in the use of i,ntoxicating beuerages is a question of ed,ucation, not legislation. I respect the man who does not take a drink, yet I also have admiration for the man who can take a drink or leave it alone, for it takes as much willpower to be strictly moderate as to be a total abstainer. But that's just where the trouble lies. Many a man who thinks he has the will-power to say "enough" later finds out he is mistaken. A well known prohibition worker once confided to me. "I have never touched the stuff because I know I could not trust myself. I am sure I would get to like it and could not leave it alone." Young fellows often start drinking out of bravado, to show that they are men. But drinking is not a proof of manliness; more often it's only a sign ol' weak mindedness. "What you never have you never miss." If you haven't started, take my advice, don't be in a hurry to start. Moderate dri,nking may not t20
liquor. Nevertheless

But if you have already started, make up your 1i1d in you're not going to abuse the privilege' especially p"tfi. phclr. iloderation is a matter of self-control' if yort want to command respect, to win promotlon' reme*b., the advice of William Penn' "The smaller strictly the drink, the clearer the head"' Alunys sti'ck need' to apologize for yourself to this and, you uon't in the morning. This chapter is not a treatise on morals' or a conMany demnation of alcohol, nor is it meant to be' moderaof the world's greatest men have partaken in wine with his tion. Napoleon usually drank a light meals-a universal procedure in France and Italy in both today. Drunkenness is practically unknown opttt minded Person could these countries, and "o intemperate or shiftless' accuse either race of being But, because on this side of the Atlantic' drinking and pleasure, is more often associated with relaxation are I feel that attention should be drawn to it' There

timeswhenthebestintentionsareforgotten,especially when a man's been drinking' watch But, if you ruant to get ahead you've got to

pole' if you your step. You're li'ke a rn&n on a' gteasy li'able to get too murlr liquor und'er your belt-you're "stip most damat any mi,nute' Often fellows do the

r2l

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 unpleasant note in your pay envelope at the end of the week because of your inability ro stop drinking. NEVER MAKE THE MISTAKE OF COMING TO 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 may be a heavy drinker himself, it's mosr unlikely that he will approve of you being the same. You'll often find a heavy drinker has a teetotaler for a right hand man. Figure it out for yoinself .

YOUR VOCATION
EVnnv
ONE HAS SOME special aPtitude for something. 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 different 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 you are to be of lourself in one job the more likely poor iob can be used' as a value in another. Eaen 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'
t23

MOTTO: INrnlrprneNcr rs e

PANToN

DaNcERous Corr(Jeremy Collier)

SELF ANALYSIS TEST Can you d,epend u(ton yourself to confine the use of alcohol to strict moderation at all times?

Check

....Yes( )

....No(

)

122

GETTING YOURSELF A RAISE IN PAY
"only he must be sure that he is not merely changing 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 unsurmountable hurdles instead of using them as stepping stones to further advancement. They start looking around for something more congenial, losing sight ol the fact that all occupations have their drawbacks, all jobs their obstacles. They evince a desire to change, to get into something which offers better opportunities, and fail to take advantage of those on their owu
doorstep.

GETTING YOURSELF A RAISE IN PAY

It's surprising how many make this mistake. But never let a mistake beat you. "Forget them," said Theodore Roosevelt, "begin again and do better.'l A 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, but about 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 attit24

it' lost all his tude; began to believe he could not do making up his enthusiaJm for the work' Instead of to *ina ,o overcome his obstacles, he wanted to quit' "throw in the sponge." not To cut a long story short, he admitted he had overcome his done his besu agreei to tty again' to difficulties, to accept reverses with a smile' -At twenty-two that young man was a star salesman' before he making $ttiO a week. Yet only two years back to an *u, ,.Iay to throw up everything and go ran into some unexpected $tg u *..L job. Because he not master problems, he almost believed he could in the back' was them. Encouragement, a little prod all he needed. Take a lesson from this story' Don't make the things mistake of wanting to give up just because Lack of "will-power" don't work out as yo., "*pttt ' Rememcan easily be mistaken for lack ol inte-rest' difficulber, in every occuPation you will find some them you ties, some otstacles; but as you overcome will get more pleasure in your work' However, it may be that you are really doing work the which is distasteful to you' If that is the case make the sooner you can change the better' but don't *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
125

GETTING YOURSELF A RAISE IN PAY

GETTING YOURSELF A RAISE IN PAY
tiously, it is possible to make good in any tocatio-n' No one knlws better than yourself what you really the want to be. You are the one who must make advice' decision. Don't get discouragecl by pessirnistic what other As Lord Northcliffe said, "Do not listen to put your shorrklcr to the f.opt" ,uy." Go ahead, there's a will there's a *t."t. Remember, "Where way." You cannot fail when you make up you'r mind

built up his enormous business, at one time the largest of its kind in the world, from practically nothing. Speaking to a group of young men he once said. "When you have fixed the lines on which you want to travel, and know that you are right, keep on them and do not listen to what orher people say." That was one of the soundest pieces of advice, ever given. As a young man, he had followed it himself, and I know numerous cases of others who have followed the same method and achieved success. I do not believe in asking advice from too many people. I do not believe in making too exhaustive an investigation as to the possibility of success in any particular field. fn an endeavor to protect you from pitfalls people feel, in duty bound, to warn you of them. The more you investigate, the more advice you get, the more grief you will hear, and the more apprehensive you become. You may easily lose confidence in yourself, develop a defeatist attitude, and give up before you even try.
newspaper owner,

to succeed. If your occupation is not to your liking' use some of your spare time in studying' Prepare yourself for the work you would like to do' Remember' the more you know about a business, the more use you will be in that business, and the better your chance of getting into it. If you want to make a change you must *oik to do it. Sit down and do nothing and you get nothing. You uon't find' opportunities -in other fi'elds when you mahe no attempt to create them'

MOTTO: Ir's Nor Ar-wevs a Qursrtoru or. r'tlr Jon SurtrNc You, Bur lr's Ar-wevs n QursuoN oF "Do You Surr tHn Jon"'
SELF ANALYSIS TEST Are you d'oing the best you can hold now?

no opportunity in engineering nor an engineer in banking. Many people atrempr to give advice on things which they know norhing about; others give wrong advice on things they know something about. Prouided you haae some aptitud,e for the work in aieu and will apply yoursel'f consciensee
126

A banker may

in the iob

you

Chech

.-..Yes(

)

No(

)

r27

GETTING YOURSELF A RAISE IN PAY

THE VATUE OF KNOWLEDGE
A ueN wHo
HAS A GooD education to srarr with, has an undoubted advantage when it comes to getting ahead. But it is a mistake to feel that because you lack a college education you are greatly handicapped. In some professions, you may be, but in business a college education does not necesarily
mean so much. Thomas Edison had but a few years schooling, Henry Ford only reached the sixth grade, Benjamin Franklin started work at ten, Andrew Carnegie at twelve, while Lincoln had barely a single year at school. These men, and thousands like them, overcame the handicap of limited schooling. They educated themselves by observing, studying, reading, listening, talking, thinking and doing. Regardless of your previous education, you can gain much additional knowledge the same way. And take it fuom me, you won't amount to much until you get some this way. A man rolls along better uhen he's had some of the corners round,ed by the hard knochs of experience. The more knowledge you possess, the better fittecl you should be to face the problem of making a living. But mere possession of knowledge is not a guarantee that you will earn a good living, for knowledge is not necessarily power.
r28

"KnowlThe world is full of failures who possess their edge"-of men who have spent years in filling but who have failed neias with facts and inforrn'ation' this to learn the secret of putting this information' Lo*t.ag., to practicaf use' Or again' they may have which may accumulited a store of general knowledge subject and conhave no bearing on any particular it come$ to sequently is noi much of an asset when making money. value fnolwtedge is like an engine' It has real of only when 1t', p.rt to work' A train composed ;;;i""t wouldnit have much earning power' would your only it?" And neither will you if knowledge is Jriving force. Like the engine, knowledge is useless uhen it stands alone. I make mention of this fact, not with the idea of to disparaging the value of knowledge' but merely

.-pnutIt."the point that
fessors

"to earn doe, not necessarily carry with it the power and college probig money." If it did, all teachers
would be wealthY men' MORE MEN FAIL BECAUSE OF PERSONAL DEFICIENCIES THAN THROUGH LACK OF EDUCATION- Ilowever, this does not mean that you can afiord to neglect education' It is largely tttrorrgft education th"t yorr gain knowledge' and ,.gutJl.r, of your occuPation you must have knowledge to get ahead.
r29

possession

of

knowledge

GETTING YOURSELF A RAISE IN PAY
Knowledge is necessary in every line of endeavor, the amount required depending of course upon the class of work you are doing. Obviously the laborer does not require as much as the engineer; neither is he capable of accomplishing as much. That is one reason why he is a laborer. If he improves his knowledge so that it equals that of the engineer then he would no longer need to be a laborer. You may say, "That statement is not correct. There are plenty of men holding engineer's degrees who can only get laboring work to do." That may be so! But it does not disprove the value of ed.ucation. It merely confirms what I have been trying to point out_that knowledge (education) is not by itsetf sufficient ro guarantee success.

GETTING YOURSELF A RAISE IN PAY
up and electrical systems, is paid more than the "jack oi all trades" mechanic. The salesman who specializes 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 than the diseases, .o**urtd, more for his services the teacher' the man who general practitioner. Even ian best use a general education finds it necessary to specialize on certain subjects' You may say, "How about the employer? FIe's not specialist a specialisi on anything." But he is! I{e's a he knows his on knowing how to run a business' If 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 I like 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' To and won by a nose' That horse was Man-O-War' than the other me, he did not seem much better for only horses, but undoubtedly he must have been' once in his long career was he ever beatenl "Man-O-\rVar" didn't have to be a great deal better deal than the other horses in order to win a great
131

cludes some specialized knowledge, it's money_making value may be exrremely low. This is an age of spi_ cialization. It always pays to obtain specialized knowledge if you want to earn more money. An automobile mechanic who specializes on tune130

pends on willingness, cheerfulness, depenclability, etc. Knowledge wirhout certain p"rrorril qualifica_ tions is as useless as these qualifications would be without knowledge. A good general education is an excellent thing, es_ pecially from a social standpoint, but unless it in_

A MAN MUS:T HAVE OTHER QUALIFICA. ?IONS TOO. Getting ahead in the world also de-

GETTING YOURSELF A RAISE IN PAY more. And you don't have to be a great deal better either, to earn a great deal more. If you're only ten percent better than your fellow workers you might easi,ly earn twice as much. That's what specialized training does for you. It ensures you that extra knowledge which makes you more efficient than your fellow workers. And don't forget you'll be paid according to your efficiency. But knowing your job is not jusr knowing enough to get by. That's only half knowing it. If you want to get ahead, make up your mind you're going to be a specialist on the job you're doing "now." Be sure you know more about "that job" than any other fellow. That's a sure way to prove you're able to handle a bigger one, to win promotion.

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 ambitious 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 employees 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
133

MOTTO: TllB Monn You KNow Asour youn Jon "ToDArr" rHr Monn You'n EanN "TolroRRow."
SELF ANALYSIS TEST Do you endeaaor to know more about your job than your fellow workers?

Check

....Yes(

)

No(

)

t32

GETTING YOURSELF A RAISE IN PAY
joined the British army as a private. He later finished up as Field Manhal, Sir William Roberrson, Chief of the Imperial General Staff during the World War. To rise from a private to a General, during the period before the World War, would be a tremendous achievement in the American army, but in the British army such a feat was looked upon as an impossibility

GETTING YOURSELF A RAISE IN PAY
overcome even this obstacle. Every native language which he learned improved his pay and opportunity for 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 knowledge of which would entitle hirn allowances.

to

spe<-ial salary

in

those days.*

Consider what obstacles had to be overcome. Officer 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 by sheer will-power, effort and "STUDY." Not that he spent all his time studying, for he won the athletic championship 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 sufficient to get by on, he reduced the handicap of poverty. He became a total abstainer and practically a non-smoker. Not because he wanted to, but because, unlike his fellow officers, he could not afford to buy wine and cigars. He had no money to spare, but he found a way to
.
-trf,ajor
Enltsted aB private l8??-Sergeant Major 1885-Seond Lieutemnt l88lt 1900-Maior General 1910-Field Marshal 1920.

POYERTY, INSTEAD OII BEING A IIANDI. CAP, PROVED TO BE HIS GREAI-ES'L' ASSI|T, FOR IT DROVE HINI TO GREAT-ER ACHIII:VEMENT, just as it has driven hundreds o[ othcr selfmade 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 of men 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 questioned his willingness, outstanding efficiency and tact in handling difficult situations.
135

t&

A

GETTING YOURSELF A RAISE IN PAY
Perhaps you have never before heard of Sir William Robertson but he was, nevertheless, one of the outstanding Generals of the World War-a personal friend of General Pershing, Marshal Foch and all the

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 information 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

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 it might be a hard one, but it always works if you persevere. THERE /S NO EXCUSE FOR A MAN NEGLECTING 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 vocational training classes in the winter evenings and many have extension courses as well. Tirere are also a number of excellent private institutions specializing in correspondence training' No matter *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.
rE6

your work. Last year when in Chicago I met a young man, still in his twenties, who is earning over ten thousand 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 common sense." You can't exPect to get ahead if you don't improve yourself technically, can you? You'ae
rE7

GETTING YOURSELF A RAISE IN PAY
got to rea,lize that

"you" are the one who

i,s

"f.nished"

if you let your education fi'nish. "A man who graduates today and stops learning
tomorrow is uneducated the day after," said Newton Baker, once Mayor of Cleveland, later Secretary of War. Perhaps it doesn't happen as quickly as all that, but it's suprising how rapidly you can slip back, when you let your mind become inactive. "The ladder of life is full of splinters which always prick the hardest when you're sliding down" and you're sliding down the moment you stop studying. So if you want to win promotion, to earn more money, make up your mind to use some of your leisure time in obtaining useful knowledge-knowl' ed,ge about the iob you're doing tod'ay and the iob you hope to do tomonou'

HEALTH
Soug oF THE woRLD's
greatest men have Health cannot, therenever enjoyed good health. fore, be considered as an absolute essential to success' but it is a tremendous asset. It helps you to think and work efficiently. Those blessed with good health certainly have reason to be thankful. Mere financial success at the cost of health is indeed a hollow victory. The late John D. Rockefeller would gladly have given half hir fottrrtt. had he been able to eat anything he wished. The fact that you may not enjoy perfect health, is however, no reason why you should continue in this state. They say, "a stitch in time saves nine" and this is more than true when you deal with such a vitally important thing as your own health. Health i,s one thing that rnoney cannot buy, and if you don't guard, it, then you only haue yourself to blame' In America, Bernarr MacFadden, author and publisher of numerous magazines and books dealing with Physical Culture and Health; in Canada, Dr' Jackson of i'Ro-un Meal" fame; Dr. Bulkeley Williams of London, England, Geo. Bernard Shaw and a host of other men, all seventy or over, have better health' more energy and more vitality than the average man of thirty. fiow these men have attained such physical
139

MOTTO: Sruov Wrrr, Hnr-p You, Pnovrnnl You'nn Wrr-r-rNc to \{onr, ro Merr It Wom.
SELF ANALYSIS TEST Do you set aside some of your leisure time for
stud,y?

Chech ....Yes(

)

No(

)

t38

GETTING YOURSELF A RAISE IN PAY and mental excellence is no secret. For years they haae been telling us hou to do it. Mr. MacFadden, who believes "that the body should be athletic not only in early life but through one's entire career" goes on to say. "The next requirement doubtless of equal importance, is diet . . . if one will follow the rule of eating only plain, wholesome foods, for which there is a keen appetite, he can hardly go wrong, although remembering that overeating is one of our greatest faults, and is the cause of innumerable diseases."
Personally, I have always enjoyed good health, and sincerely hope that you have too. My Scotch mother gave us, as children, plenty of good, wholesome food, milk, oatmeal porridge, honey, vegetables, and a reasonable amount of fish and meat-an excellent balanced diet for growing children. We had to eat everything. Occasionally, as a punishment, all I got for supper was bread and water, and no doubt that did

GETTING YOURSELF A RAISE IN PAY
derweight or overweight, as a little more exercise, or a change in diet wiII probably correct this. If, however, you are not feeling well, or your weiglrt is much in excess of, or below normal, it is aclvisable to consult a physician. MOST OF US EAT TOO MUCH. Arly (loctor will tell you that more people die of ovcrcating than of undereating. But there can be no harcl and fast rule regarding the arqount you eat. Generally speaking it seems to be a natural Process to put on weight more easily as you grow older. Younger people indulge in strenuous sports and games, thercby btrrning up excess fat and for this reason may eat more

I

me no harm.

can't go far wrong. Of course, what suits one person may not suit another. Also the type of work you are doing, your age, sex, present state of health, etc. are factors which must be taken into consideration. You need not worry about yourself if slightly un140

DIET IS REALLY VERY SIMPLE. AS MR. MacFADDEN SAYS,,,EAT ONLy PLAIN, WHOLESOME FOODS." If you stick to this you

without ill efiects. Excess fat (overweight) may be safely removed by two methods only-diet and exercise. Reducing by nxeans of d,rugs is always harmful and dange'rous and, must under no circumstances be practiced. Strange as it may seem, proper diet and exercise are also the best cure for underweight. Diet does not necessarily mean a reduction in food, but rather a correction in the amount and type of food being eaten. The importance of good health is recognized throughout the world, and many of our leading industrial and business organizations insist on a medical examination before appointing anyone to the permanent staff. I know of a man who lost a very good position through failure to measure up to the stand141

GETTING YOURSELF A RAISE IN PAY

ard required. There is no excuse for neglect of
health. Practically every newspaper devotes a column to this subject, and many excellent diets and exercises will be found therein. An elementary knowledge of food values plus the application of a little common sense should enable anyone to arrange a diet which will be both beneficial and healthful. Remember that we eat to li,ae and, not liue to eat.

HBALTH-PART
TFIE

#2

MOTTO: Teru Surrrcrrrur Exrncrsn, DoN'r
EAT, BE

PROCESS oF DIGESTIoN commences with the chewing of food. This is especially important 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.

Ovnn-

Tnvrpnnerr.

SELF ANALYS$ TEST Do you eat, drink, and exercise in moderation?

Check

....Yes( )

....No(

)

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 meal is case, a ,yrt.- followed by many, the noon the one to eliminate or at least drastically reduce; but don't try and change your eating habits overnight. 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 elimination of the noon meal, has been a good thing for me t43

t42

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 suit
another.

GETTING YOURSELF A RAISE IN PAY
However, in all 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 potatoes are both starchy foods and are too alil<c' Meat, or acid fruits such as oranges, tend to curdlc, to harden miik in the stomach, and are, thcrclorc, bad combinations 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'on sense 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 on the 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"' According to these enlightened gentlemen we must be a nation of chronic invalids, and I sometimes wonder
r45

RuIe No. 2. If Doing Light Work, Keep the Noon MeaI Light. What to eat is even a bigger problem than when to eat. Quite often you will find that the weakest physical 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 could not put on any weight. And no wondert He couldn't drink milk, he wouldn't eat fat, he disliked most vegetables; in fact, he refused to eat most of the things he should have eaten, and ate excessively of those which he liked but which did him no good. In other words, he liaed on an unbalanced diet unsuitable for his condition. Nature often tends to correct our faults, but apparently it does not do so when it comes to eating. You will notice that most fat people relish fatty and rich foods, but that thin people dislike them. Excess fat may be reduced by eating sparingly of fatty or fat producing foods. Food fried in fat should also be avoided. Where an underweight condition exists it may be corrected by partaking of more fat
producing foods.
144

GETTING YOURSELF A RAISE IN

P,4Y

GETTING YOURSELF A RAISE IN PAY larly by those who are bothered with faulty elimination. Fresh fruit, rhubarb, spinach, olives and tomatoes are also good.

why we are able to live at all, not having had occasion to use their much boasted products. Faulty elimination is undoubtedly a serious problem, but not nearly as serious as some people would have us believe. In fact, it is safe to say that the cure for chronic constipation is, in some cases, the cause of if. Just like giving a man drugs to stop his craving for them, cathartics merely change a condition without eliminating the cause. Admitted, their occasional use may be at times justified, but heaven save us from becoming addicts to such habits. When our Maker designed us he also made a world for 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 that

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 itselfRuti 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"'

we may eat bread having the minimum value of
health giving properties. An interesting experiment in feeding animals was undertaken by a group of scientists who found that those fed on ordinary grain thrived, whereas other animals given a diet of husked and polished grain fell sick. Yet many of us still insist on eating white bread. For efficient operation our digestive system requires a certain amount of roughage. This may be supplied by Whole Wheat, Roman Meal or similar cereal or bread. Figs, dates, raisins and prunes all have very valuable laxative qualities, and should be eaten regut46

SELF ANALYSIS TEST Do you follow the rules of nature this chaPter? Check ....Yes( )

as

set ou,t in

No(

)

t+7

GETTING YOURSELF A RAISE IN PAY

RULES OF CONDUCT
Franklin, when still in his teens, drew up a set of rules for the conduct of life. While his rules may not fit in with modern conditions exactly, there is still a great deal of good common sense in them, and you won't go far wrong by trying to follow in his footsteps. Ffere are the rules exactly as he drew them up.

SINCERITY Use no hurtful deceit; think innocently and justly;
and

7.

if you

speak, speak accordingly'

IN fHf YEAR 172b, Benjamin

Wrong none by doing injuries, or omitting the
benefits tfrat are Your dutY.

B.

JUSTICE

9.

MODERATION

I.

TEMPERANCE

Eat not to dullness; drink not to elevation.

Avoid extreams; forbear resenting injurics so much as you think theY deserve. 10. CLEANLINESS Tolerate no uncleanliness in body, cloaths, or habitation.

SILENCE Speak not but what may benefit others or yourself; avoid trifl ing conversation.

2.

11. TRANQUILTTY
Be not disturbed at trifles, or at accidents colnmon

or unavoidable.

3. ORDER Let all your things have their places; let each part
of your business have its time.

12. CHASTITY 13. HUMILITY
"Franklin's Autobiography" -Taken from (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 it up 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, Person149

RESOLUTION Resolve to perform what you ought; perform without fail what you resolve.

4.

5.
IVIake no expense

FRUGALITY

but to do good to others or yourself; i. e., waste nothing.

6.

INDUSTRY

Lose no time; be always employ'd in something useful; cut off all unnecessary actions.
r48

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

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' you back Soy to youisetf , "1 can, and' I will'" When action, nothing in this world ,rp yo* thoughts with *llt'rrop yoo fro* getting ahead' It may be a slow tuk. years to reach your objecpro..rri ii may "u.t, you are sure to win in the end' tive, but persevere and
necessary

if

your failure or you, iutt"t

Remember , there is only one person responsible

,,YO(JRSELF.''

lor that person is and

I5O

.:l;

SeIf improaement chart

CONCTUSION
You will find a chart on the opposite page. In the column marked Subject fill in the thirteen qualities for which you feel the greatest need for improvement. Use a soft pencil in case you decide to make a change later. The wide column is for the subject. Columns l, 2, 3, and 4 are for each period of 13 weeks. Use column I for the first thirteen weeks, column 2 for the second thirteen weeks, etc. (Franklin used a somewhat similar chart.) Practice ail the things which you list, but make a special effort on one qualification each week. Indicate with a check mark when you have carried out your resolution. Leave a blank space when no selfimprovement has been attempted. In other words, "Put yourself on the spot to do sornething definite
each weeh."

Make a sincere efiort to better yourself, to win promotion, to earn more money, and to get a bigger share of the luxuries of life. There is only one person who can stop you from "making good" and that person is "YOURSELF". And, by the same token there is only one person who can &s.tttre your "making good," and, that person is also "YOURSELF'!

filI in in pencil

l5l