QUITS. Lift this sentence out， write it on a piece ofpaper in letters an inch high， and place it where youwill see it every night before you go to sleep， andevery morning before you go to work.
When you begin to select members for your
“Master Mind” group， endeavor to select those whodo not take defeat seriously.
Some people foolishly believe that only MONEYcan make money. This is not true！ DESIRE，transmuted into its monetary equivalent， throughthe principles laid down here， is the agency throughwhich money is “made.” Money， of itself， is nothingbut inert matter. It cannot move， think， or talk， but itcan “hear” when a man who DESIRES it， calls it tocome！
PLANNING THE SALE OF SERVICES
The remainder of this chapter has been given overto a deion of ways and means of marketingpersonal services. The information here conveyedwill be of practical help to any person having anyform of personal services to market， but it will be ofpriceless benefit to those who aspire to leadership intheir chosen occupations.
Intelligent planning is essential for success in anyundertaking designed to accumulate riches. Here willbe found detailed instructions to those who must beginthe accumulation of riches by selling personal services.
It should be encouraging to know that practicallyall the great fortunes began in the form ofcompensation for personal services， or from thesale of IDEAS. What else， except ideas and personalservices， would one not possessed of property haveto give in return for riches？
Broadly speaking， there are two types of peoplein the world. One type is known as LEADERS， andthe other as FOLLOWERS. Decide at the outsetwhether you intend to become a leader in yourchosen calling， or remain a follower. The differencein compensation is vast. The follower cannotreasonably expect the compensation to which aleader is entitled， although many followers make themistake of expecting such pay.
It is no disgrace to be a follower. On the otherhand， it is no credit to remain a follower. Mostgreat leaders began in the capacity of followers.
They became great leaders because they were
INTELLIGENT FOLLOWERS. With few exceptions，
the man who cannot follow a leader intelligently，cannot become an efficient leader. The man whocan follow a leader most efficiently， is usually theman who develops into leadership most rapidly. Anintelligent follower has many advantages， amongthem the OPPORTUNITY TO ACQUIRE KNOWLEDGEFROM HIS LEADER.
THE MAJOR ATTRIBUTES OF LEADERSHIP
The following are important factors of leadership：—1. UNWAVERING COURAGE based upon knowledgeof self， and of one’s occupation. No follower wishes tobe dominated by a leader who lacks self-confidenceand courage. No intelligent follower will bedominated by such a leader very long.
2. SELF-CONTROL. The man who cannot control himself， can never control others. Self-control sets amighty example for one’s followers， which the moreintelligent will emulate.
3. A KEEN SENSE OF JUSTICE. Without a sense of fairness and justice， no leader can command andretain the respect of his followers.
4. DEFINITENESS OF DECISION. The man who wavers in his decisions， shows that he is not sure ofhimself. He cannot lead others successfully.
5. DEFINITENESS OF PLANS. The successful leadermust plan his work， and work his plan. A leaderwho moves by guesswork， without practical， definiteplans， is comparable to a ship without a rudder.
Sooner or later he will land on the rocks.
6. THE HABIT OF DOING MORE THAN PAID FOR. One of the penalties of leadership is the necessity ofwillingness， upon the part of the leader， to do morethan he requires of his followers.
7. A PLEASING PERSONALITY. No slovenly， careless person can become a successful leader.
Leadership calls for respect. Followers will notrespect a leader who does not grade high on all ofthe factors of a Pleasing Personality.
8. SYMPATHY AND UNDERSTANDING. The successful leader must be in sympathy with hisfollowers. Moreover， he must understand them andtheir problems.
9. MASTERY OF DETAIL. Successful leadership calls for mastery of details of the leader’s position.
1 0 . WILLINGNESS TO ASSUME FULL RESPONSIBILITY.
The successful leader must be willing to assume responsibility for the mistakes and theshortcomings of his followers. If he tries to shift thisresponsibility， he will not remain the leader. If oneof his followers makes a mistake， and shows himselfincompetent， the leader must consider that it is hewho failed.
11. COOPERATION. The successful leader must understand， and apply the principle of cooperativeeffort and be able to induce his followers to do thesame. Leadership calls for POWER， and power callsfor COOPERATION.
There are two forms of Leadership. The first，and by far the most effective， is LEADERSHIP BYCONSENT of， and with the sympathy of the followers.
The second is LEADERSHIP BY FORCE， without theconsent and sympathy of the followers.
History is filled with evidences that Leadershipby Force cannot endure. The downfall anddisappearance of “Dictators” and kings is significant.
It means that people will not follow forced leadership indefinitely.
The world has just entered a new era of relationship between leaders and followers， whichvery clearly calls for new leaders， and a new brandof leadership in business and industry. Those whobelong to the old school of leadership-by-force，must acquire an understanding of the new brand ofleadership （cooperation） or be relegated to the rankand file of the followers. There is no other way outfor them.
The relationship of employer and employee， orof leader and follower， in the future， will be oneof mutual cooperation， based upon an equitabledivision of the profits of business. In the future， therelationship of employer and employee will be morelike a partnership than it has been in the past.
