the way the conversation was closed. It began when Mr. Moorhead, an officer of the United States Casualty Company, met a friend one afternoon while walking down Wall Street.
And the next morning, when Jim came up to see him, Don suggested that an easy way to make a large income and render a service to the public was to sell accident and health insurance.
“But”, said Jim, “I’d be scared stiff. I wouldn’t know whom to call on. I’ve never sold a thing in my life.”
“That’s nothing to be worried about”, was the response. “I’ll tell you what to do. I’ll guarantee that you can’t fail...if you call on five persons a day. And I’ll give you the names of five prospects each morning, if you’ll make me a promise.”
“What’s the promise?”
“Promise me that you’ll call on each of them the same day I give you their names. It’s all right to mention my name if you want to. But don’t tell them I sent you.”
Jim needed a job badly, and it didn’t take very long for his friend to convince him that he should at least try. So Jim took the necessary literature and instructions home to study, and reported back to Mr. Moorhead’s office a few mornings later to get his five names and get started on a new career.
It’s in Your Mind
“Yesterday was a thrilling day!” he exclaimed, when he reported the next morning with two sales and lots of enthusiasm.
He had better luck the second day, for he sold three of the five prospects. The third morning he rushed out of Mr. Moorhead’s office, full of vim and vitality, with five more names. These were especially good leads–he sold four of the five prospects he called upon.
When the new, enthusiastic salesman reported to work the following morning, Mr. Moorhead was in an important conference. Jim waited in the reception room for about 15 minutes before Mr. Moorhead came out of his private office and said, “Jim, I’m in an exceedingly important meeting that will probably last all morning. Why don’t you save my time and yours? Get the five names for yourself from the classified telephone book. That’s what I’ve been doing for the last three days. Here–I’ll show you how I do it.”
Then Don opened the classified book at random, pointed to an ad, picked out the name of the president of the company, and wrote down the name and address. Then he said: “Now you try it.” Jim did. After he had written down his first name and address, Don continued: “Remember, success in selling is a matter of mental attitude–the attitude of the salesman. Your entire career may depend on whether you can develop the same right mental attitude when you call on the five names you select as you had when you called on the persons whose names I gave you.”
And thus started the career of a man who subsequently made a real success. For he realized the truth–it’s in your mind. In fact, he improved the system. To be certain that his prospect would be in, he telephoned and made an appointment. It’s true that he had to develop know-how in making appointments. But he got this with experience.
And that’s how you learn know-how–through experience.
Then there is the story of the banker who made one mistake and lost his position but got himself a better job when he took inventory of himself. It was recently told me by Edward R. Dewey, Director of The Foundation for the Study of Cycles.
Take Inventory of Yourself
“Mike Corrigan was a banker friend of mine,” said Mr. Dewey, “who misplaced confidence in a customer whom he liked. Mike made this man a substantial loan, and the loan went sour. Although Mike had been with the bank for many years, his superiors felt that, in view of his experience, he had made a stupid decision. So Mike was fired, and he was out of a job for some time.
“I have never seen a more beaten man: his walk...his face...his bearing...his speech... all showed complete discouragement and dejection. He had what you, Clem, term a negative mental attitude,” Ned Dewey said to me. Then he continued:
“Mike made several attempts to get a job, but they were futile. To me it was understandable, because of his attitude. I wanted to help him, so I gave him a book: Pick Your Job and Land It, by Sidney and Mary Edlund. The Edlunds tell how to show your business experience in an attractive manner to the prospective employer of your choice. ‘It’s a must,’ I told him. ‘After you have read it, I want you to see me.’
“Mike read the book and saw me the next day, for he needed a job badly.
“ ‘I’ve read the book,’ he said.
“Then you’ve noticed,’ I said, ‘that the book suggests you list your assets: all the things you have done to make money for your previous employer.’ And I asked him several questions, such as:
1. What profit increases did your bank experience year by year under your supervision as branch manager–increased profits because of something special that you did?
2. How much money did the bank save by eliminating waste through increased efficiency under your administration?
“Mike was smart...and he was ready. He got the idea. “After dinner that night he came over to my house. I was amazed at the transformation! He was a new man: a sincere smile...a firm and friendly handclasp...a voice of assurance–the very reflection of success.
“And I was equally amazed at what he had written on the several pages listing what he considered to be his real assets. For, in addition to outlining the value he had been to his former employer, he made a special listing under the heading: My True Assets.”
When Edward R. Dewey mentioned some of the assets listed by Mike Corrigan, I was unable to resist interrupting him with: “Mike Corrigan recognized the ingredients essential to becoming a self-builder!” And you will see what I meant when you read the chapter titled “The True Riches of Life.”
Mr. Dewey continued. “Among the true assets were:
A wonderful wife who meant the world to him.
An only daughter who brought joy, happiness, and sunshine into his life.
A healthy mind and body.
Many friends–good friends.
A religious philosophy and a church that were a source of inspiration to him.
The privilege of living in America.
A house and a car, each fully paid for.
A few thousand dollars in the bank.
Sufficient youth to have many good years ahead of him.
The respect and esteem of those who knew him.
“It was fun being with Mike that evening,” said Ned. “In fact, he was so enthusiastic that he made me enthusiastic, too. I felt that he was the kind of fellow I’d hire if I were an employer.
“For the next two days, I could hardly get Mike out of my mind. And when the telephone rang at dinner the second evening, I had a feeling it was Mike. It was.
“ ‘I want to thank you, Ned. I’ve got a good job,’ he exclaimed happily.
“And Mike did get a good job, as treasurer of a large hospital in a neighboring city, a position he has now held for many years,” Mr. Dewey concluded.
He Developed a Time Recorder...and Became a Self-Builder
You don’t have to be out of a job to take inventory of yourself. Those who engage in self-inspection are generally those who are seeking self-improvement–and find it. George Severance, who represents the Ohio National Life Insurance Company in Chicago, is such a man.
It was he who invented the Social Time Recorder, which helped him achieve success in reaching his many worthwhile objectives. The principle he used can be applied by anyone who will take the time to develop and follow his own time recorder.
And should you follow the instructions