Part 2

The other road open to you is to stop trying to keep up an outward appearance at the cost of depriving yourself of happiness. Stop trying to be a big frog in a little puddle. Open your eyes and look about you. Try to realize what an insignificant speck on the horizon you really are. Try to realize that there are millions of people in the world who have every quality, plus, which you think is exclusive with your family, and remember that the only ones of these millions that the world respects are the aggressive ones who “give” constructive effort to their respective communities. Remember the world does not respect a person who only “takes” what nature furnishes. There is no place in America for these idlers. The day of inheriting a position that commands respect is past. You will have to prove your worth or you will be eliminated by one of the “common herd” who really “delivers the goods.” That familiar law “the survival of the fittest” always has and always will be the regulator.

There must be times in your life when you have flashes of realization, when you must see the fallacy of your ideas. You must realize the wonderful experience and pleasure which you are missing. You are going through life blindly. You will pass out of this world without knowing the real world you have lived in, for the world of your life is a myth and like all myths the truth will be revealed to you.

Our plan will not only bring you prosperity and plenty, but will actually pave the way for you to accomplish the higher ideals which you are dreaming about. Bury your pride. Stop living for the benefit of your friends or to keep up a family tradition which is rendering every generation of your family weaker and poorer. Pretty soon the people who now respect you will charge your whole family as being lazy and worthless to the community.

CLASS NO. 5

Are you a young wife whose dreams have not come true?

Do you sit and think of all your old friends, many of whom married young men who are progressive? Do you think of their beautiful homes, their pretty clothes, and their circle of cultured friends? You are glad they are situated so comfortably and happily, but you can not help envying them at times. How your thoughts must wander back over your courtship days. You recall that your husband was the most promising young man of that set. You recall how all the other girls envied you when you were married. You recall how easy it would have been for you to have had almost any of the other young men.

How the picture has changed!

Somehow that promising youth of a few years ago has not been the success you were sure he would be. Somehow, he has fallen into a rut and is satisfied with a small salary. He has lost his nerve. He has lost faith in himself. He does not count the “up and doing” young men of your community among his friends. He does not keep up his personal appearance. Every single thing about him has changed so. He has no ambition to climb up the ladder of success.

You alone realize and worry about this sudden change. You know what your friends are saying about both of you. How often you have heard them refer to someone in your circumstances “the poor thing. I feel so sorry for her. She doesn’t know anything but poverty and worry.”

Like all the rest there are two courses you can follow. One will lead you to poverty and hardships, and the other to prosperity and happiness.

You alone can be the stimulant for your husband. You must lead the way if you expect to revive his energy and ambition. You know very well he is capable if only he would muster up and try.

Are you content to go along hoping for the best? Each year you are both getting a little deeper in the rut—the rut that will finally submerge you so deep that your old friends who are now starting on the right road will forget about you.

Think how different life would be if you lived in a pretty home. If you felt satisfied you were going up the ladder instead of down, down, down, year after year.

Would you prove yourself capable of doing things if you had the opportunity? Don’t credit the success of your friends to luck. When they saw an opportunity they took advantage of it. We are laying right before your eyes a number of plans which will start you and your discouraged husband on the road to success. Will you pass it by?

WHAT EVERY GIRL WOULD LIKE TO DO

Get up in the morning when you have your sleep out. Arrange your working hours to suit your convenience. Engage in some kind of employment that you could do at home. Earn enough money to buy beautiful clothes, live in a comfortable home and command all the other comforts and luxuries incidental to a happy life.

On the following pages we will outline a plan which offers an opportunity for you to live the life so much wished for by hundreds of girls. You can sit right in your home and earn two or three times what your present position pays you without one-half the effort. You will be your own boss. You can start to work in the morning when you feel like it and stop when you feel like it. You can sit in your bedroom in your negligee or dress any other way you please. If you want to accomplish big things and operate a large office you can do so. What could be a more ideal situation than this? No labor to mar your hands or otherwise mar your physical appearance. The cleanest, most enjoyable and most profitable work any girl can engage in. The only qualification necessary is to be able to read and write.

Here is the plan:

We will send you a quantity of folders which tell all about the Book of Good Manners and the Woman’s Library. We will also send you a quantity of envelopes. You address these envelopes to all the girls and women in your vicinity. You can get their names from the telephone directory. Next you insert these advertising folders in the envelopes which you have addressed and mail them with a one cent stamp. We also send you a quantity of small envelopes which you address to yourself and inclose with the folder together with an order blank which reads as follows:

FREE COUPON

MARY BROWN

Mt. Hope, Mo.

I herewith enclose $3.00 as full purchase price of The Book of Good Manners. In addition to the Book of Good Manners I am to receive, ABSOLUTELY FREE, the woman’s library consisting of six books, as follows: “Plain Talks On Avoided Subjects”, “How To Prepare and Serve A Meal and Interior Decoration”, “Physical Beauty”, “Color Harmony and Design in Dress”, “How To Make Money”, “The Book of Culture”. You are to ship them at once wrapped in a plain box to the following address:

Name

Street and No.

Town and State

Now let us see what happens:

You make $1.50 on each set of books. Suppose that you only sell twenty people out of each hundred to whom you send the folder. Your profit would be $30 on each hundred folders you send out. One person can address about 1,000 envelopes each 8–hour day, so if you sent out 1,000 folders each day you would make $300 per day if you sold twenty people out of each hundred you sent them to. If you only sold ten people out of each hundred, you would make $150 per day, and if you even only sold five out of each hundred you would make $75 per day, provided you sent out 1,000 folders each day.

When you finish mailing to everyone in your vicinity, start mailing to the near-by towns. You can employ other girls to do your addressing after you get started.

What could be more pleasant than having the postman bring you an armful of mail each morning with each letter containing $3 of which $1.50 is profit to you?

If you wish, you can use your own name and address. Some girls work their plans under the name of The Woman’s Library and either use their home address or just rent a lock box at the Post Office. If for any reason you do not want people to know who is running this plan, the latter suggestion is better.

When you get started with this plan, we will furnish you with other things to sell by mail. The first thing you know you will be proprietor of a large mail-order establishment.

Later on in this book we will tell you how to get started on this plan.

HOW FORTUNES ARE MADE

When you hear of some one making a fortune you will find that nine times out of ten it was made by selling something.

It does not matter what you are doing, you cannot go very far unless you have learned the art of salesmanship, for after all we are all selling something. The doctor sells his skill to heal, the professor sells his knowledge, the bookkeeper his ability to keep books, the carpenter his ability to build houses, and the daily laborer his services. You see, we need salesmanship even though we do not happen to be selling shoes, flour, books, etc. Your advance in life is measured by your sales ability, and this is the reason that you should understand the art of salesmanship if you would climb up the ladder of success.

You have probably read about the schools of salesmanship—many of them correspondence schools—and you have undoubtedly heard of hundreds of men and women who have increased their earnings from a scant living to salaries ranging from ten to twenty-five thousand dollars per year. Many girls who clerked in stores, or did clerical work at $15 or $20 per week, increased their earnings to an unbelievable figure. Men who earned only a living wage by hard labor or tiresome routine work without a future, rose to positions where they became citizens of influence and wealth—all through applying salesmanship to their daily lives.

Do you know that the average salesman earns three times as much as the average position pays?

Do you know that salesmen are made, not born?

Do you know that the demand for salesmen always has and always will be three times greater than the supply? To convince yourself of the unlimited demand for salesmen just look over the “want ad” section of a city Sunday paper. You never see an “ad” for a salesman read “small salary at start.” A salesman’s earning power is regulated by his ability. He gets paid what he earns. He does not place himself at the mercy of an employer to regulate his income.

What could be more pleasant work than going from city to city, riding on Pullman cars, living at the best hotels, meeting high-class people from all over the world, and spending a few hours each day taking orders which pay you a handsome income?

How could you ever expect to gain the knowledge this experience would give you? How could you ever make the acquaintance of such prominent and influential people as this vocation brings you in contact with?

But you will say: “I am a woman, and what do I know about salesmanship?”

And we answer: “It is just because you are a woman that we are telling you this; if you are ambitious and willing to do your part you can become a better salesman than the average man.”

Do you know that large New York firms are replacing their traveling men with women? Why? Because they have discovered that a woman who is willing to work can sell more orders than the average man. It is a rare occurrence to hear of a woman failing to make good selling. We know of girls whose experience was limited to bench work in factories and domestic work, who after taking a course in salesmanship proved winners and are now earning five times their original wages, besides living a life of luxury as compared to their former state.

HOW TO SECURE A FREE COURSE IN SALESMANSHIP

Most everything you learn at school or from books requires a great deal of actual practice before you can become perfect at it. In order to become a successful salesman through a salesmanship course you must put into actual practice what the course teaches you. You must get this actual experience right while you are studying. The author of this work has spent his entire life either selling or directing salesmen and has discovered that most people who have taken a course in salesmanship had a great many practical things to learn before they were successful. A course in salesmanship gives you the basic principles; actual experience teaches you how to apply these principles.

We have prepared a complete course on scientific salesmanship. This course is not complicated or difficult for the average man, woman, or girl to learn. The author has simply written the same instructions in this course that he has used in training salesmen for years. These lessons have made hundreds of people successful salesmen. There has never been a more complete or practical course on this subject ever written. Everything is explained in clear, simple language.

Our course teaches you—

How to develop a pleasing personality.

How to analyze your buyer.

How to acquire confidence in yourself.

How to keep up your courage.

How to cultivate the power of observation, imagination and enthusiasm, to cultivate tact, self-control, ability to talk, good judgment.

How to get a hearing.

How to create interest by your opening remarks.

How to arouse desire.

How to build a sales talk.

How to sell by demonstration.

How to sell by convincing arguments.

How to sell by reasoning.

How to close the sale.

We could cover pages explaining the various branches taught you in this comprehensive course. If you are sincere in your effort to learn salesmanship there is no reason in the world why you should fail. Every principle of general business transactions is explained in detail.

This course in salesmanship which The Social Mentor Publications give you absolutely free, would cost you $50 if you learned it from a correspondence school. We are perfectly willing to teach you how to sell just as we teach all our salesmen how to sell before we send them on the road. We want you to be successful, since your success means our success, and we are willing to give you the benefit of our years of practical selling experience free, if you are willing to prove to us that you are sincere in taking the course, and are energetic and ambitious enough to pull up your end. We want men and women to join our organization who are looking and thinking ahead; who believe they are capable of doing bigger things than their present situations offer. This course is intended for both men and women regardless of age.

The difference between our system of teaching salesmanship and some of the salesmanship schools, is that we are not an assembly of impractical professors who never sold a dollar’s worth of merchandise in their lives and only teach you theory. We are a large business organization, whose business is and always has been selling merchandise. We tell you in plain, understandable English the successful methods we and our salesmen have used in the past and are using to-day. Not theory, but practical experience—common sense.

WHO ARE YOU?

If you are a married woman and have some spare time, we will show you how to earn $25 to $50 per week during your spare hours.

If you are a single girl and will devote all your time to our proposition, we will show you how to earn $100 per week or more.

If you are a man, the same opportunities are offered you.

On the following pages we will outline some of the plans from which you can select. Each one of these plans gives you an opportunity to take our complete course in salesmanship absolutely free, right while you are getting actual selling experience. _You earn while you learn!_

PLAN NO. 1

If we were to tell you that within one month we can make it possible for you to become Circulation Manager for your local daily newspaper, you would probably doubt us. Nevertheless, we can do this very thing if you will follow our instructions and if you possess ordinary intelligence, plenty of energy and lots of ambition. If you owned a newspaper and some one came to you with a plan that would almost double your subscriptions, wouldn’t you want to employ them?

Before we tell you the details of this plan we are going to tell you some facts about the newspaper business. Do you know that the two cents which you pay for your daily paper does not pay for the cost of the paper and printing? Perhaps you wonder how a publisher can make any money. His profit comes from selling advertising space. The amount they receive for advertising space depends on how many subscribers they have. For instance, a paper which has 5,000 subscribers receives $100 from a store for a full page advertisement. Now, if they can increase the number of subscribers to 10,000 they would receive $200 for the same ad. This ad would be read by twice as many people, therefore, it would be worth twice as much to the store. Now you can see why the newspapers want to increase their number of subscribers and why they are interested in anyone who can show them how to do it.

Almost every daily paper sells a ten weeks’ subscription for $1. They will pay 35 cents each to a solicitor for getting new subscriptions and will also pay him 35 cents each for getting renewals from old subscribers, provided he secures cash in advance.

Here is the plan:

Go to your newspaper and make them this proposition. “We have worked out a plan to double the circulation of your paper. Our plan is to give absolutely free a ten weeks’ subscription to your paper and the Woman’s Library consisting of six volumes, which every home needs and will buy, to each person who buys ‘The Book of Good Manners’ at its regular price $3.

“The price of the Woman’s Library is $2 per volume, or $12 for the six volumes; the price of ‘The Book of Good Manners’ is $3 and the price of a ten weeks’ subscription to your paper is $1. Therefore, we will give $16 worth of books and the daily paper for $3.

“All we ask you to do is to run a full-page advertisement in your paper each day similar to this one (show him copy of ad which we furnish you). All the mail orders you receive you turn over to me, together with the $3. I will be out soliciting orders and will probably have a crew of people working for me. I will turn over the subscriptions to you together with 65 cents for each subscription. This gives you your regular price for a ten weeks’ subscription after you pay your solicitor. I will furnish each subscriber with the set of books.”

Now, of course, it will be your business to convince the newspaper why people will want this set of books.

Where does your profit come in?

The complete set of 7 books costs you $1.50 The ten weeks’ subscription to paper costs you .65 __________ Your total cost of each subscription will be $2.15

and you will receive $3 for each subscription. Your profit will be 85 cents on each subscriber.

Suppose that you took twenty subscriptions per day yourself by personal calls; your profit would be $17 per day. Suppose that in addition to this, people would either bring or send 20 subscriptions each day direct to the newspaper from this full-page ad. This would give you $17 per day additional.

Now, suppose that you employed ten other people to solicit for you and pay each one of them 50 cents for each subscription, which would still leave you 35 cents profit on each subscription they took. If each of these ten solicitors sold ten subscriptions per day they would make $5 each per day, and each one of them would make $3.50 per day for you. Ten solicitors would make $35 a day for you.

We furnish you complete information telling how to hire and train people to work for you. We furnish a complete series of sales talks for you to use in securing subscribers. We furnish you copy to give the newspaper to use for their ads.

We tell you how to go from town to town and manage campaigns for newspapers; how you can conduct two or three campaigns in different towns at once. Our course in salesmanship teaches you every phase of selling and our course in “sales-management” which we also give you absolutely free tells you how to organize, train and manage salespeople.

Before we go into the details of how you can get started in this highly profitable profession, we want you to read every one of these plans and thoroughly understand them.

WOULD YOU ENJOY TRAVELING ALL OVER AMERICA?

Would you enjoy sitting on the observation platform of a modern train in company with interesting people from everywhere, seeing scenic America from the Atlantic to the Pacific and from Canada to the Gulf—mountains, prairies and cities? Who has not dreamed of this wonderful experience! Who would not enjoy living in America’s magnificent hotels where the traveler enjoys every luxury which money can buy?

_You_ can claim this wonderful life if you are willing to say: “I _will_ do it!”

It does not matter what your present position in life is. It does not matter how limited your education may be, provided you can read, write and talk fair English.

It does not matter about your age.

It does not matter whether you are a man, woman, young man or young girl.

The only things that matter are these:

You must get it out of your head that you are not capable of doing big things. You must realize that the reason you are not doing big things is that you have never had an opportunity to learn. Every successful person in the world to-day thought just the same things which you are thinking at some time in their lives. They had to learn how, too. You must grit your teeth and start. Close your eyes to everything but success. The most difficult thing about being successful is making up your mind that you are going to succeed. Once you overcome that fear which haunts you, which holds you back, you will become master of yourself and the whole world can’t stop you.

Don’t let timidity, fear, self-consciousness, or what others think rule you. You know you are capable. Surely you believe in yourself, so close your eyes to these petty obstacles and work for your own future instead of to please your present associates.

Here is the plan that will give you your start on a successful career. Read it. Think while you are reading how easy it would be to explain this plan to a buyer even without practice or instructions. When we put you through our salesmanship course you will look back at the things which now appear impossible and laugh. How very easy it all is when you once understand. And how different the whole world looks to you when you are on the road to success. The dread of facing another day of routine, which is torture, of associating with people whom you dislike; of feeling dependent upon certain people for your existence—all these thoughts vanish like magic. How pleasant it is to be prosperous and successful! What a satisfying feeling it is for a married woman to be able to help her husband bear the burden, and how wonderful it is for her to have plenty of spare money to do and buy the things she has so much wished for!

And the single girl!—the single girl who is obliged to earn her support. Few indeed are fitted to do work that pays more than enough to barely exist upon. What dreadful thoughts hover over her! She has her choice of loneliness and poverty, or marriage at the first opportunity. Stop and look about you! Look at the girls in your circumstances who married for a home. How many of these girls are living the life you have so often dreamed you want to live? Don’t stumble along blindly. Close your eyes and think—think of yourself ten years from now!

Do you see happiness—do you see yourself the dainty well-groomed lady of your dream? Are you living the luxurious life and surrounded by the cultured circle you expected? Or are you shut up in a few lonely and dingy rooms with nothing but sadness and poverty as your lot?

What a dreadful thought! All the things which are so dear to you—a dainty skin, attractive figure, youthful and radiant face—all changed in ten short years. Surely you must see yourself as you will be in ten years, slovenly dressed with a worn and tired face, rough skin and straggly hair; nothing but poverty and worry.