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your pound of flesh, but you can't take it with safety to your own integrity. The other man may pay it and say nothing, but you can't take it and feel nothing.

Do you know why people are losing positions by the hundreds and by the thousands? I'll tell you. They are not loyal. No man is big enough or smart enough to serve two masters. As Lawson says: "I never yet have known a man who could take pay from both sides and do his work properly." He can't do good work and be loyal and spend half his time or any of his time figuring how he can get more out of his company than he is reasonably entitled to. "If I get you a nice business this week in addition to my regular work, how much is there in it for me?" I care not in what business a young man is engaged or how generous his firm may be, if he thinks that is the way to get ahead he is foolish and short-sighted in the extreme. If he insists upon looking out for himself, the firm can't afford to look out for him. Look after the firm's interests as if you were the firm, and they will make enough more money on your business to double your salary and they will do more for

you than you can possibly do for yourself. Your raise may be a little slower in coming, but when it does come it will be something worth while, and it comes ninety-nine times out of a hundred.

Don't become intoxicated. Liquors are not the only things that intoxicate. Men are very frequently intoxicated by success. I have seen men ruined because the letters received from the firm were too complimentary. Exceptions? Yes. There really are not many such men, but as long as there are any there are too many. Because your firm wishes to be generous and appreciative don't assume that you are the whole thing. Stay down on the ground. Don't become intoxicated. For that kind of intoxication is usually fatal. When a man is told that he is one of the best representatives the firm ever had it is sometimes unwise to think too long on the subject. Better go ahead and make good. If the statement is literally true he won't need to ask for a raise; if it is not, asking will only put the contemplated raise off indefinitely. As a rule, it doesn't pay to ask for a raise. One might get it for the asking, but it might turn

out to be a handicap that would stand in the way of a better raise later on.

The employer who keeps the salary of the employé down to the lowest possible figure is cutting his own profits in two. People are not capable of doing their best on a starvation basis. It sometimes demoralizes an employé to overpay him, but it ruins the whole business to underpay. The average employé is not an unreasonable man; he must live, and no one has a moral right to prevent him from living as he should. The employer who forces the employé to live on half rations and get no enjoyment out of life is the one who is responsible for the strike, and the misery and desolation that follow in its wake.

For success a great price must be paid, but that price is not martyrdom. To strive for success, which is a high and holy aim, is the greatest blessing of life; it is nature's perfect plan. The more you give the more you keep. The more joy, enthusiasm, and gratitude you put into your work, the more you have left. It is the skill acquired in striving for success that makes a man great.

If you see a man occupying a good position with short hours and big pay, don't envy him. He is there for just one reason. He has worked early and late, toiled and struggled in a way that the average man never dreamed of. There's not very much difference between him and the man who isn't there, except that he has done the work. If you see a man ahead of you in the race, don't envy him and think he is lucky, but try to discover what he has done that you haven't done, and then go do it.


Be satisfied, and don't be satisfied. There's nothing that keeps a man back so much as being dissatisfied with everything around him, and there's nothing that puts a man ahead so much as being a little dissatisfied with his own efforts. Small victories are easy to win, and necessary, but sometimes a man is content to let it go at that. He's satisfied. As soon as a man is satisfied with himself he ceases to grow. Cyrus W. Field wasn't satisfied until he had successfully laid the Atlantic cable. James J. Hill wasn't satisfied until he had not only built

the Great Northern Railroad, but had made people prosperous on both sides of it for a thousand miles. The great man is never satisfied with his own success, but endeavors to make all around him successful.


No one has ever accomplished great things who hasn't first accomplished a great many little things. A great success is naturally and inevitably the result of many little successes. An accumulation of little successes enables one to take giant strides later on. A man doesn't do anything great in a day; not even commit a great crime. A man who robs the cash box doesn't often do it on impulse; he has been allowing evil thoughts to accumulate in his mind, little by little, until he is overpowered. Just as surely as little drops of water make the ocean, so the little successes of to-day are fitting one for greater successes by and by. Any great body implies an accumulation of a large number of little bodies. Even the mighty mountain range is made of the tiniest particles of matter, and the greatest successes known

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