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The common denominator of success
I just stumbled upon this pamphlet from 1940. It was originally delivered as a speech at a life insurance salesmen convention, but it has been turned into print since then and is still circulation today. It's Lindy and the advice is universally applicable. I found it very useful.
Here are some gold nuggets:
“The common denominator of success --- the secret of success of every man who has ever been successful --- lies in the fact that he formed the habit of doing things that failures don't like to do.”
"As to calling habits, unless you have deliberately formed the habit of calling on people who are able to buy but unwilling to listen, then unconsciously you have formed the habit of calling on people who are willing to listen but unable to buy."
"First of all, your purpose must be practical and not visionary. Some time ago, I talked with a man who thought he had a purpose which was more important to him than income. He was interested in the sufferings of his fellow man, and he wanted to be placed in a position to alleviate that suffering. But when he analyzed his real feeling, we discovered, and he admitted it, that what he really wanted was a real nice job dispensing charity with other people's money and being well paid for it, along with the appreciation and feeling of importance that would naturally go with such a job."
"But Mr. Gray, there's no inspiration in logic. There's no courage in logic. There's not even happiness in logic. There's only satisfaction. The only place logic has in my life is in the realization that the more I am willing to do for my wife and children, the more I shall be able to do for myself."
Credit: I discovered the pamphlet in The Knowledge Project’s newsletter