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 PLANNING THE SALE OF SERVICES

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Age : 31
Location : Pagadian City
Registration date : 2008-05-23

PostSubject: PLANNING THE SALE OF SERVICES   Mon May 26, 2008 12:22 am

The remainder of this chapter has been given over to a description of ways and
means of marketing personal services. The information here conveyed will be of
practical help to any person having any form of personal services to market, but it
will be of priceless benefit to those who aspire to leadership in their chosen
occupations.
Intelligent planning is essential for success in any undertaking designed to
accumulate riches. Here will be found detailed instructions to those who must begin
the accumulation of riches by selling personal services.
It should be encouraging to know that practically all the great fortunes began in the
form of compensation for personal services, or from the sale of IDEAS. What else,
except ideas and personal services, would one not possessed of property have to
give in return for riches?
Broadly speaking, there are two types of people in the world. One type is known as
LEADERS, and the other as FOLLOWERS. Decide at the outset whether you
intend to become a leader in your chosen calling, or remain a follower. The
difference in compensation is vast. The follower cannot reasonably expect the
compensation to which a leader is entitled, although many followers make the
mistake of expecting such pay.
It is no disgrace to be a follower. On the other hand, it is no credit to remain a
follower. Most great 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 who can follow a leader most efficiently, is usually the man who develops
into leadership most rapidly. An intelligent follower has many advantages, among
them the OPPORTUNITY TO ACQUIRE KNOWLEDGE FROM HIS LEADER.
THE MAJOR ATTRIBUTES OF LEADERSHIP
The following are important factors of leadership:—


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Male Number of posts : 18
Age : 31
Location : Pagadian City
Registration date : 2008-05-23

PostSubject: Re: PLANNING THE SALE OF SERVICES   Mon May 26, 2008 12:22 am

• 1. UNWAVERING COURAGE based upon knowledge of self, and of one's
occupation. No follower wishes to be dominated by a leader who lacks self-confidence
and courage. No intelligent follower will be dominated by such a leader
very long.
• 2. SELF-CONTROL. The man who cannot control himself, can never control
others. Self-control sets a mighty example for one's followers, which the more
intelligent will emulate.
• 3. A KEEN SENSE OF JUSTICE. Without a sense of fairness and justice, no
leader can command and retain the respect of his followers.
• 4. DEFINITENESS OF DECISION. The man who wavers in his decisions,
shows that he is not sure of himself. He cannot lead others successfully.
• 5. DEFINITENESS OF PLANS. The successful leader must plan his work, and
work his plan. A leader who moves by guesswork, without practical, definite plans,
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 of willingness, upon the part of the leader, to do more
than he requires of his followers.
• 7. A PLEASING PERSONALITY. No slovenly, careless person can become a
successful leader. Leadership calls for respect. Followers will not respect a leader
who does not grade high on all of the factors of a Pleasing Personality.
• 8. SYMPATHY AND UNDERSTANDING. The successful leader must be in
sympathy with his followers. Moreover, he must understand them and their
problems.
• 9. MASTERY OF DETAIL. Successful leadership calls for mastery of details of
the leader's position.
• 10. WILLINGNESS TO ASSUME FULL RESPONSIBILITY. The successful
leader must be willing to assume responsibility for the mistakes and the
shortcomings of his followers. If he tries to shift this responsibility, he will not
remain the leader. If one of his followers makes a mistake, and shows himself
incompetent, the leader must consider that it is he who failed.
• 11. COOPERATION. The successful leader must understand, and apply the

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Age : 31
Location : Pagadian City
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PostSubject: Re: PLANNING THE SALE OF SERVICES   Mon May 26, 2008 12:23 am

principle of cooperative effort and be able to induce his followers to do the same.
Leadership calls for POWER, and power calls for COOPERATION.
There are two forms of Leadership. The first, and by far the most effective, is
LEADERSHIP BY CONSENT of, and with the sympathy of the followers. The
second is LEADERSHIP BY FORCE, without the consent and sympathy of the
followers.
History is filled with evidences that Leadership by Force cannot endure. The
downfall and disappearance 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,
which very clearly calls for new leaders, and a new brand of leadership in business
and industry. Those who belong to the old school of leadership-by-force, must
acquire an understanding of the new brand of leadership (cooperation) or be
relegated to the rank and file of the followers. There is no other way out for them.
The relationship of employer and employee, or of leader and follower, in the future,
will be one of mutual cooperation, based upon an equitable division of the profits
of business. In the future, the relationship of employer and employee will be more
like a partnership than it has been in the past.
Napoleon, Kaiser Wilhelm of Germany, the Czar of Russia, and the King of Spain
were examples of leadership by force. Their leadership passed. Without much
difficulty, one might point to the prototypes of these ex-leaders, among the
business, financial, and labor leaders of America who have been dethroned or
slated to go. Leadership-by-consent of the followers is the only brand which can
endure!
Men may follow the forced leadership temporarily, but they will not do so willingly.
The new brand of LEADERSHIP will embrace the eleven factors of leadership,
described in this chapter, as well as some other factors. The man who makes these
the basis of his leadership, will find abundant opportunity to lead in any walk of

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PostSubject: Re: PLANNING THE SALE OF SERVICES   Mon May 26, 2008 12:23 am

life. The depression was prolonged, largely, because the world lacked
LEADERSHIP of the new brand. At the end of the depression, the demand for
leaders who are competent to apply the new methods of leadership has greatly
exceeded the supply. Some of the old type of leaders will reform and adapt
themselves to the new brand of leadership, but generally speaking, the world will
have to look for new timber for its leadership. This necessity may be your
OPPORTUNITY!
THE 10 MAJOR CAUSES OF FAILURE IN LEADERSHIP
We come now to the major faults of leaders who fail, because it is just as essential
to know WHAT NOT TO DO as it is to know what to do.
• 1. INABILITY TO ORGANIZE DETAILS. Efficient leadership calls for ability
to organize and to master details. No genuine leader is ever "too busy" to do
anything which may be required of him in his capacity as leader. When a man,
whether he is a leader or follower, admits that he is "too busy" to change his plans,
or to give attention to any emergency, he admits his inefficiency. The successful
leader must be the master of all details connected with his position. That means, of
course, that he must acquire the habit of relegating details to capable lieutenants.
• 2. UNWILLINGNESS TO RENDER HUMBLE SERVICE. Truly great leaders
are willing, when occasion demands, to perform any sort of labor which they would
ask another to perform. "The greatest among ye shall be the servant of all" is a truth
which all able leaders observe and respect.
• 3. EXPECTATION OF PAY FOR WHAT THEY "KNOW" INSTEAD OF
WHAT THEY DO WITH THAT WHICH THEY KNOW. The world does not pay
men for that which they "know." It pays them for what they DO, or induce others to
do.
• 4. FEAR OF COMPETITION FROM FOLLOWERS. The leader who fears that
one of his followers may take his position is practically sure to realize that fear
sooner or later. The able leader trains understudies to whom he may delegate, at

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PostSubject: Re: PLANNING THE SALE OF SERVICES   Mon May 26, 2008 12:24 am

will, any of the details of his position. Only in this way may a leader multiply
himself and prepare himself to be at many places, and give attention to many things
at one time. It is an eternal truth that men receive more pay for their ABILITY TO
GET OTHERS TO PERFORM, than they could possibly earn by their own efforts.
An efficient leader may, through his knowledge of his job and the magnetism of his
personality, greatly increase the efficiency of others, and induce them to render
more service and better service than they could render without his aid.
• 5. LACK OF IMAGINATION. Without imagination, the leader is incapable of
meeting emergencies, and of creating plans by which to guide his followers
efficiently.
• 6. SELFISHNESS. The leader who claims all the honor for the work of his
followers, is sure to be met by resentment. The really great leader CLAIMS NONE
OF THE HONORS. He is contented to see the honors, when there are any, go to his
followers, because he knows that most men will work harder for commendation
and recognition than they will for money alone.
• 7. INTEMPERANCE. Followers do not respect an intemperate leader. Moreover,
intemperance in any of its various forms, destroys the endurance and the vitality of
all who indulge in it.
• 8. DISLOYALTY. Perhaps this should have come at the head of the list. The
leader who is not loyal to his trust, and to his associates, those above him, and those
below him, cannot long maintain his leadership. Disloyalty marks one as being less
than the dust of the earth, and brings down on one's head the contempt he deserves.
Lack of loyalty is one of the major causes of failure in every walk of life.
• 9. EMPHASIS OF THE "AUTHORITY" OF LEADERSHIP. The efficient
leader leads by encouraging, and not by trying to instil fear in the hearts of his
followers. The leader who tries to impress his followers with his "authority" comes
within the category of leadership through FORCE. If a leader is a REAL LEADER,
he will have no need to advertise that fact except by his conduct— his sympathy,
understanding, fairness, and a demonstration that he knows his job.
• 10. EMPHASIS OF TITLE. The competent leader requires no "title" to give him
the respect of his followers. The man who makes too much over his title generally
has little else to emphasize. The doors to the office of the real leader are open to all
who wish to enter, and his working quarters are free from formality or ostentation.
These are among the more common of the causes of failure in leadership. Any one
of these faults is sufficient to induce failure. Study the list carefully if you aspire to
leadership, and make sure that you are free of these faults.

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