spect most favorably. It took the resolute elevator boy nearly a year
of continual, skillful work to make the big business man notice him and
distinguish him from the other elevator boys. Six months more were
required to develop the big man's attention into thorough interest. But
at the end of a year and a half of faithful prospecting, the ambitious
youth gained his selected, self-created opportunity to succeed. There
was no stopping him after he got his start. In less than a decade he had
sold his qualifications so successfully to a group of powerful
financiers that he, too, had become a multi-millionaire.

This illustration of persistent effort to gain a desired chance should
help to keep you from becoming discouraged about your prospects for
success. Bear in mind the old, familiar motto, "If at first you don't
succeed, try, try again." Stick to your prospecting when you know you
are on the right lead. It has been estimated that the busy bee inserts
its proboscis into flowers 3,600,000 times to obtain a single pound of
honey. But the bee is the only insect, remember, that _lives on honey_.

[Sidenote: No Poor Territory For Success]

The poor salesman is apt to complain that his territory is poor. _The
good salesman makes any territory good._ So in prospecting your field of
immediate opportunities, make the best, not the worst, of your present
circumstances. The star base-ball player does not refuse to play on the
small-town team because it isn't good enough for him. The great Ty Cobb
first made them "sit up and take notice" in a bush league. Undoubtedly
he felt then that he was fit for better company, but he put in his best
licks and played big-city ball on the small-town team. That was
excellent prospecting for the chance he wanted with the best clubs. From
the very beginning of his career, Ty Cobb has used masterly salesmanship
to get across to the world true ideas of his best capabilities in his
chosen field.

_To-day there is no poor territory for success._ Telegraph and telephone
and wireless methods of communication, electric light and power,
railroads and inter-urban car service, farm tractors, passenger
automobiles, motor trucks, and the airplane have so revolutionized the
inter-relations of men that all the former great distances of different
locations and view-points have been shortened almost to nothingness.
The whole world lives now in a single community of interest. The great
war has taught us that eac