Planning the Sale of Services

practical help to any person having any form of personal services to market, but it will be of priceless benefit to those who aspire to leadership in their chosen occupations.
Intelligent planning is essential for success in any undertaking designed to accumulate riches. The following pages provide detailed instructions to those who must begin the accumulation of riches by selling personal services.
It should be encouraging to know that practically all the great fortunes began in the form of compensation for personal services or from the sale of IDEAS.
What else, except ideas and personal services, would one who owns little property have to give in return for riches?
Broadly speaking, there are two types of people in the world. One type is known as LEADERS and the other as FOLLOWERS. Decide at the outset whether you intend to become a leader in your chosen calling or remain a follower. The difference in compensation is vast. The follower cannot reasonably expect the compensation to which a leader is entitled, although many followers make the mistake of expecting such pay.
It is no disgrace to be a follower. On the other hand, it is no credit to remain a follower. Most great leaders began in the capacity of followers. They became great leaders because they were INTELLIGENT FOLLOWERS. With few exceptions, the person who cannot follow a leader intelligently cannot become an efficient leader. The person who can follow a leader most efficiently is usually the one who develops into leadership most rapidly. An intelligent follower has many advantages, among them the OPPORTUNITY TO ACQUIRE KNOWLEDGE
FROM HIS OR HER LEADER.
The 11 Major Factors of Leadership
The following are important attributes of leadership. UNWAVERING COURAGE based upon knowledge of self and of one’s occupation. No follower wishes to be dominated by a leader who lacks self-confidence and courage. No intelligent follower will be dominated by such a leader very long. SELF-CONTROL. The person who lacks self-control can never control others. Self-control sets a mighty example for one’s followers, which the more intelligent will emulate. A KEEN SENSE OF JUSTICE. Without a sense of fairness and justice, no leader can command and retain the respect of his or her followers. DEFINITENESS OF DECISION. Individuals who waver in their decisions show that they are not sure of themselves. They cannot

lead others successfully. DEFINITENESS OF PLANS. Successful leaders must plan their work and work their plan. Leaders who move by guesswork, without practical, definite plans, are comparable to a ship without a rudder.
Sooner or later they will land on the rocks. THE HABIT OF DOING MORE THAN PAID FOR. One of the penalties of leadership is the necessity of willingness, upon the part of leaders, to do more than they require of their followers. A PLEASING PERSONALITY. No slovenly, careless person can become a successful leader. Leadership calls for respect. Followers will not respect a leader who does not grade high on all of the factors of a Pleasing Personality. SYMPATHY AND UNDERSTANDING. Successful leaders must be in sympathy with their followers. Moreover, they must understand them and their problems. MASTERY OF DETAIL. Successful leadership calls for mastery of details of the leader’s position. WILLINGNESS TO ASSUME FULL RESPONSIBILITY.
Successful leaders must be willing to assume responsibility for the mistakes and the shortcomings of their followers. If they try to shift this responsibility, they will not remain the leader. If one of their followers makes a mistake and demonstrates incompetence, leaders must consider that it is they themselves who failed. COOPERATION. Successful leaders must understand and apply the principle of cooperative effort and be able to induce their followers to do the same. Leadership calls for POWER and power calls for
COOPERATION.
There are two forms of leadership. The first, by far the most effective, is
LEADERSHIP BY CONSENT of, and with the sympathy of, the followers. The second is LEADERSHIP BY FORCE, without the consent and sympathy of the followers.
History is filled with evidence that Leadership by Force cannot endure. The downfall and disappearance of dictators and kings is significant. It means that people will not follow forced leadership indefinitely.
The world has just entered anew era of relationship between leaders and followers, which very clearly calls for new leaders and anew brand of leadership in business and industry. Those who belong to the old school of Leadership by
Force must acquire an understanding of the new brand of leadership (cooperation)

or be relegated to the rank and file of the followers. There is no other way out for them.
The relationship of employer and employee, or of leader and follower, in the future will be one of mutual cooperation, based upon an equitable division of the profits of business. In the future, the relationship of employer and employee will be more like a partnership than it has been in the past. Napoleon, Kaiser Wilhelm of Germany, the Czar of Russia, and the King of Spain were examples of leadership by force.
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Their leadership passed. Without much difficulty, one might point to the prototypes of these ex-leaders among the business, financial, and labor leaders of America who have been dethroned or slated to go. Leadership by
Consent (of the followers) is the only brand which can endure!
People may follow the forced leadership temporarily, but they will not do so willingly.
The new brand of LEADERSHIP will embrace the 11 Major Factors of
Leadership described in this chapter, as well as some other factors. The individual who makes these the basis of his or her leadership will find abundant opportunity to lead in any walk of life. The difficult economic times we have faced have been prolonged in large part because the world lacked LEADERSHIP of the new brand.
Now the demand for leaders who are competent to apply the new methods of leadership has greatly exceeded the supply. Some of the old type of leaders will reform and adapt themselves to the new brand of leadership, but generally speaking, the world will have to look for new timber for its leadership.
This necessity maybe your OPPORTUNITY!

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