DON'T THINK "IF" - THINK "HOW"
IF WISHES WERE horses, beggars would ride.
Any beggar, sitting on the park bench, can have a horse
at least a hobby horse.
Providing he stops thinking if and starts to figure how.
Translating park-bench or ribbon-counter dreams into
real-life jobs is merely a mechanical process.
I have given you this mechanical process, now let me
explain it even further and highlight one word: howl
As a newspaper reporter I was always told to tell What
happened, Why it happened, When it happened, Where it
happened, Who it happened to.
But most important my editor always said: How did it
happen.
That one word how is the basis of all news reporting.
How Magnetizes Dreams
I miss my plane. Should I sit back and moan, "If I had
only started for the airport sooner?"
That gets me nowhere. So I think, "How can I get to my
lecture on some other method of transportation?"
"If I had a million dollars," sighs the girl in the retail store,
looking at all the fine clothes around her. She gets nowhere.
Next to her is another girl who thinks,, "How can I get
money so I can buy these fine things myself."
She figures how others got their money. She makes a plan.
She puts it into motion.
She realizes that one word how magnetizes her dream, as
you have observed in the Master Formula.
Soon you read about these girls, the Gloria Swansons, the
Lana Turners, the Cass Daileys.
Cinderella is still alive.
When You Fee! Beaten
When you feel you are beaten, don't say, "if 5 , think "how"
Harry Truman didn't say, "If I could win people," he sat
back and figured, "How can I get votes.'*
He upset all American polls by being re-elected President
of the United States.
Charles Luckman, a salesman, thought, "How can I be-
come president of my firm, Pepsodent?" He became presi-
dent
The salesman in the lower berth doesn't say, "If I were
boss I'd be home tonight with my family." Instead, he thinks,
"How can I become head of my firm?" Soon he becomes
head,
Vincent Riggio, salesman for Lucky Strikes, thought
"How" and today is head of this firm.
"How" can carry you to success.
A True Story
True Futures, Inc. is incorporated in the state of Oppor-
tunity.
A single offering late this summer to about 120 persons
resulted in 50 sales, totaling some $670. And more im-
portantprovided G. Herbert True and his wife Betty Ann
with a knowledge of practical psychology!
Herbert True is a ay-year-old radio-TV producer-writer.
A "young man ' m a hurry" with a flair for the dramatic, he
wants to know all there is to know about TV and radio and
at the same time manage to provide for a wife and two small
sons.
In the summer of 1950 he enrolled in the NBC-TV sum-
mer institute and the Northwestern University graduate
school, and as a result of the work he did there was offered a
graduate scholarship at Northwestern in 1951, which would
enable him to complete his master's work and do a good deal
of special study into various phases of TV operation.
Despite the fact that the scholarship represents only $350
cash and half of the tuition for each of two quarters scarcely
enough to support a family of four True recognized an
opportunity. He wondered how he could add to that money,
not if he could get enough.
So he set about financing his new academic opportunity
through the organization of True Futures, Inc.
Getting up a list of some 120 people, True sent them a
two-page letter, a professionally printed stock certificate for
five shares ($5) of True Futures stock, and a stamped mail-
deposit slip addressed to a St. Louis bank.
With $700 of his own money, the fact that Northwestern
was able to get him satisfactory Quonset-hut housing for $60
a month, and some off-jobs he has picked up, the money
from the sale of stock certificates will see True and his
family through the two semesters at Northwestern.
Isn't that a real success story?
Success Comes With "How"
A repair man in a fine country club says,, "If I were rich,
I'd be a member of this club instead of a man called in to
keep it in repair."
He gets nowhere.
Bob Thornton of Dallas didn't say, "If I were president of
a bank, I'd build a huge skyscraper."
He figured, "How can I be president" He found "how"
and became head of the Mercantile Bank, and soon had one
of the tallest bank buildings in the world. Built during the
war, too.
He didn't say, "If I can get steel," but "How can it be
secured?" He found "how" and the bank went up.
So right now think, "How can I make a plus sale'*; "How
can I get a promotion"; "How can I make money?"
Don't be an "if-er" on a park bench. Be a "Think-How~er I"
Success comes to those who think "howl"
He Makes a Hat Fit
Harry Rolnick didn't think, "If I could make a hat that
conformed to men's heads." He asked himself, "How can
it be done."
With such capable men around him as Irving Pierce, he
found a way. He is now head of the Byer-Rolnick Hat
Company.
Their hats fit men alike, from Portland to Portland, be-
cause he figured a way how.
"Know-how" is what this is called in the workshops and
factories of America.
It works also with men. The bench worker who grumbles,
"If I were only foreman" never gets to that job.
The man who sits back and figures, "How can I be fore-
man, then superintendent How can I improve myself and
get a promotion?" usually finds a way.
"Know-how" does it.
Today's Success Secret
"Grain by grain the hen fills her crop"
How applicable this old proverb is to young people of our
country today.
In the last few years, thousands of young men and women
have come to me, asking how can they get started in the
business world.
What they really mean to say is: "How can I start at or
near the top."
The young man or woman starting out today is learning
rapidly, just as I did, that the road to success is not an easy
or rapid one. There is no starting at the top for most of us.
On the other hand, young people just out of school and
starting a career will find real satisfaction in business, in-
dustry, and on the farm.
That's because success is still possible in this great country
of ours. Today, in fact, the young person who will build his
career step by step with hard work and effort, can reach
goals most of us didn't know existed even a few years ago.
Six Little Serving Men
They will work for you on the bench, behind the ribbon
counter, in that upper in the Pullman.
They will work for everybody, alike, just as they do for
the newspaperman.
Who, What, Where, When, Why and most important,
Howl
Learn how to edit your ability. Be your own editor.
Avoid the word "if 5 and go to town on that one word,
"how?
Let six little serving men help your dreams come true.
The Waldorf-Astoria Was Once A Dream
