IS SUCCESS FOUND ONLY IN
BIG CITIES?
MANY PEOPLE erroneously believe that in order to be a big
success you must live in a big city, that only "big shots" hail
from big towns.
They believe opportunity can be found only in the large
cities where there are supposed to be streets of gold, big
jobs, handsome men and charming ladies!
How wrong they are!
How quickly they realize it when they find the big town
is only too often made up of small-town folks.
They find only too fast the streets are apt to be longer,
wider, colder, and more unfriendly.
True, big cities do produce big things but so do small
towns! s
It's all in what you personally look to find.
Your Own Back Yard
Perhaps there is more success found in back yards than in
glamorous front yards.
More work is done in the kitchen than in the parlor.
Dr. Russell Conwell lectured on, Acres of Diamonds, in
which he told of people who had traveled the world for
love and wealth only to return and find love next door and
wealth in their back yards.
Always the adventuresome go forth to look for diamond
mines, then find that the folks they sold the homestead to,
wake up one morning and find diamonds on it.
That's the true story of the Kimberly Mines in Africa.
Tin mines, gold mines, silvermines all were found in
someone's back yard, after he had left!
So before you take the six Rules and pack them in a suit-
case to try out in New York, London, Paris, or Stockholm
try them in Kalamazoo, Brown wood, or Fort Wayne first!
Small-town Boy Makes Good
Ed Staley, president of W. T. Grant's stores, is a small-
town boy who made good.
He got his start in a town under 10,000 before he went
to a town of 8,000,000.
J. C. Penney sports a fancy office in New York, but his first
one was way back in Wyoming!
The newest president of his stores is also another small-
town boy, making good.
Often I try to find a big-town boy who made good. They
do but ask them, and they have either left the big town or
have a small-town viewpoint.
Just remember to make my formula, or any other formula
work, you don't have to change locale.
No need to rush down for a ticket to a bigger city.
Success lies around you. Watch out you might even be
stepping on a ten-dollar bill right now!
Look Under Your Own Seats
To impress upon his men the value of business that is
nearby and that being near is not seen, Joe Joachimi of the
Fischer Lime and Cement Company made quite a story of
this fact at a recent sales meeting in Memphis.
To dramatize his point, he told everybody to look under
the seats of their chairs. They did.
To the amazement of 20 people, there were dollar bills
pinned under the seats.
Money they were sitting on.
So close it could not be seen until they stood up and tipped
the chair upside down and 20 out of the 300 at the sales
meeting found money.
Looked under your chair lately ?
Some Small-town Successes
There are bigger cities than Houston, Texas, but Doug
Prince saw gold there.
He always dreamed of owning a yacht,
He found one for sale and hauled it down the streets of
Houston. He opened up Houston's finest restaurant in the
yacht, for others who liked the idea of a yacht but couldn't
afford one.
Doug could have steered it for some strange land to find
a fortune. He just steered it up a few streets from the
Houston dock.
There on a Texas prairie you dine on fish food in a yacht.
Alexander Legge didn't start International Harvester in
New York, Berlin or Paris. He found success in the Middle-
West.
John Fritz, the Bethlehem Iron Work's greatest engineer,
found happiness and money in a little Pennsylvania town,
not London.
George Westinghouse liked the little "burg" of Mansfield,
Ohio.
"Small town makes good" might be an apt expression.
How to Assure Small-town Success
Here is how to rate yourself to see if you can be a success,
especially in a small town where these things are very
noticeable.
1. Be pleasant .......................................25%
2. Be honest ..........................................25%
3. Be enthusiastic .................................15%
4. Be patient .........................................10%
5. Be neat .............................................10%
6. Be courteous ......................................5%
7. Be careful in your speech ...................5%
8. Be confident but not over-bearing ......5%
I have tried to rate each quality in the order of its im-
portance, so that you can begin to grade yourself. Prepare
yourself for the bigger, better formula which these few
chapters have led up to.
Practice this success "conditioner." It will help you accept
the major plan as soon as it unfolds itself to you.
Sizzles Found Everywhere
For years I've claimed it is the sizzle that sells the steak-
it is not the cow.
The cow may be okay, but a steer walking through a
restaurant wouldn't make many sales.
When a tenderloin, though, sizzles, first you hear it, then
you see it, and then you smell it. Three senses are involved.
Sizzles can be found in small towns as well as on Broad-
way.
"I give special discounts to people," was the slogan of a
new GI sign painter in Dallas. People liked his remark.
Today he has more people's business than any other sign
painter.
Free rides on merry-go-rounds for kids kept Joe M. O'ffll,
a Nash dealer in Kansas City, from having to move to a big
city. One year alone he sold 3,000 cars.
His sizzle was: "Get 'em into the show room!" That
sizzle can work in the smallest town.
Bill Vollmer, small-town railroad man made good. He is
now president of the Texas and Pacific Railroad. His suc-
cess secret is as workable in San Diego as in San Antonio:
Save, Vote and Pray!
Money in the Streets
The day of Ford, Wanamaker, Edison, or Macy is still
with us, if we look around our small towns.
Joe Franklin Myers, handicapped by World War I, took
a broken-down candy factory just to give 50 people work.
Instead of making regular candy and going into competi-
tion with the big-city boys, he took to making nonf attening
candy, a chocolate mint without salt for persons with high
blood pressure, and a candy designed to absorb saliva for
tots.
Last year he donated $10,000 worth of candy to orphan-
ages.
When Mother's Day rolls around, each employee must
take a three-day weekend so he will be able to visit his
mother all day on Sunday.
Dallas, 'then a small town, did right by Joe.
But Don't Scorn the Cities
On the other hand, don't by-pass a big city if you live
in it.
Opportunities are there. Money lies in the streets.
Marie Tussaud started her famous "wax works" in London
on a shoe string.
It was a pretty strong string, for today she is insured for
over $4,000,000!
Without a doubt she used the very same six Steps that
my 1,000 present-day millionaires used!
She made them work in a big city the biggest of them
all.
John Huyler, another candy man, got his start in New
York City, home of Horatio Alger's characters who rose
from bootblacks to be presidents of firms.
Huyler got his start by bragging what good candy his
competitor made when a customer asked about the other
candy maker.
This so impressed the customer who was interested in in-
vesting money, that he set Huyler up in a chain-store candy
business which today is enormous.
A big-town man realized the importance of "loving thy
neighbor."
Maybe at heart he was "small town."
Success Is Where You Find It.
