red
Lincoln to the people.

The power to please is a tremendous asset. What can be more valuable
than a personality which always attracts, never repels? It is not only
valuable in business, but also in every field of life. It makes
statesmen and politicians, it brings clients to the lawyer, and
patients to the physician. It is worth everything to the clergyman.
No matter what career you enter, you can not overestimate the
importance of cultivating that charm of manner, those personal
qualities, which attract people to you. They will take the place of
capital, or influence. They are often a substitute for a large amount
of hard work.

Some men attract business, customers, clients, patients, as naturally
as magnets attract particles of steel. Everything seems to point their
way, for the same reason that the steel particles point toward the
magnet,--because they are attracted.

Such men are business magnets. Business moves toward them, even when
they do not apparently make half so much effort to get it as the less
successful. Their friends call them "lucky dogs." But if we analyze
these men closely, we find that they have attractive qualities. There
is usually some charm of personality about them that wins all hearts.

Many successful business and professional men would be surprised, if
they should analyze their success, to find what a large percentage of
it is due to their habitual courtesy and other popular qualities. Had
it not been for these, their sagacity, long-headedness, and business
training would not, perhaps, have amounted to half so much; for, no
matter how able a man may be, if his coarse, rude manners drive away
clients, patients, or customers, if his personality repels, he will
always be placed at a disadvantage.

It pays to cultivate popularity. It doubles success possibilities,
develops manhood, and builds up character. To be popular, one must
strangle selfishness, he must keep back his bad tendencies, he must be
polite, gentlemanly, agreeable, and companionable. In trying to be
popular, he is on the road to success and happiness as well. The
ability to cultivate friends is a powerful aid to success. It is
capital which will stand by one when panics come, when banks fail, when
business concerns go to the wall. How many men have been able to start
again after having everything swept away by fire or flood, or some
other disaster, just because they had cultivated popular qualities,
be