make a success of life be a
producer, learn to sell things."

This advice was acted on, and the writer remembers it as the turning
point in his career.

It is a sad thing to see the old man working for $40.00 or $50.00 a
month who in the past drew $3,000 or $4,000 a year. Such men were
expense men and not producers.

Moves on the checker board of business are made quickly. The man with
silver hair may be an accountant or confidential man drawing a good
salary. Something happens, his firm goes out of business or sells out,
and our old friend is left without a position. He has been used to the
comforts and associations a good salary allows, and now he finds
himself out of a place and faces the necessity of starting over again,
and his competitors are young and active men ready for the battle of
life.

The old man out of a job goes around amongst his friends. The friend
can do nothing but gives him a letter of recommendation. He is passed
along from one to another until he is foot-sore and heart sick and
weary of it all.

He winds up as a sleeping car conductor, or gets a position as floor
walker or clerk at the inquiry desk.

The producer, be he ever so old or ever so often out of a job, can
catch on again. He gets his job on results and not sympathy.

Business men are on the lookout for producers.

Young man, learn to be a producer.

The Man--Not the Plan

We are prone to give credit to the plan as being the thing that makes a
successful business. It is not the plan, it is the man behind the plan
that is responsible for the success.

The man who has a well-defined ideal, who hews to the line, who
eliminates all deterrent influences, who concentrates his energy on his
ideal, who bends his efforts towards the one thing is pretty sure to
accomplish his purpose.

We often see a man make a marked success in a field that others have
considered barren.

Take a small town, for instance, where there are many retail stores.
The people of the town will tell the prospective merchant that the town
is already overcrowded with stores, that none of the stores seem to be
making more than a bare living, and that it would be impossible for
another store to make a success, on account of the already overcrowded
conditions, yet the right man comes along and starts a store in that
town and makes a marked success.

If the plan were the making of success, all an enterprising business
man would have to do would be to