e: Non-Interest]

One day I was sitting in the private office of a very wealthy
philanthropist. A salesman presented a letter of introduction to the
millionaire, who in turn introduced me to his caller. The newcomer
thereupon proceeded to present most attractively a business proposal. He
offered my friend an excellent opportunity to make a good deal of money
by joining an underwriting syndicate. The millionaire at once declared
he was not interested. "I have all the money I want," he said, and bowed
the salesman out. The ideas that had been presented to him were
altogether _different_ from his own financial motives.

[Sidenote: Interest]

That same afternoon another promoter called upon my friend with a
project for investment in a house-building corporation. This second
salesman evidently had prospected the philanthropist and had planned
just how to interest him. He did not stress the profits to be made from
investment in the stock of his corporation, but referred to them in a
minor key. He emphasized the need of the city for more homes, and cited
instances of distress due to the housing shortage.

My friend was thoroughly interested. He took home the salesman's
prospectus for further study. Since he was a good business man, he
satisfied himself that the investment would be profitable. But he
subscribed for fifty thousand dollars worth of securities principally
because they represented a project _like his own ideas_ of the way money
should be put to work for human happiness.

[Sidenote: Know Prospect's Likes and Dislikes]

When you call on the man you have selected as your future employer, go
equipped with all the prospecting knowledge regarding him that you have
been able to get. Be sure you know his strongest likes and dislikes.
Size him up on the spot, for the purpose of supplementing what you have
previously learned about him. Hit his attention with sense-appeals
related to his peculiarities. Then, in order to make sure of his
interest, present some idea that is of the kind _he_ especially likes.
He will open his mind and welcome your idea at once.

[Sidenote: The Man of Quick Decisions]

Suppose he has a reputation for brusqueness and quick decisions, and is
impatient about any waste of time. You probably would help your cause by
looking him straight in the eye and saying bluntly something like this:

"I want to work for you because you are my kind of a man. Ask me any
questions you want, now. You won't h