ty to the
peculiar or distinctive traits of possible buyers_ of such services as
you have for sale. Perhaps an easy-going employer will appreciate your
"pep" as much as would a hustler, but he won't like it if you seem to
prod _him_ with your energy. On the other hand, the employer who is a
hustler himself might be keenly pleased should you keep him on the jump
to stay even with you.

[Sidenote: Success Insurance]

Be thorough in _preparing_ to sell your capabilities; so that your
success may be _insured_. You ride on a first-class railroad with
confidence, feeling that every precaution for your safety has been
taken. You are at ease when you begin your trip; for you know that
track, train, and men in charge all are dependable. Because of the
complete readiness of the railroad for your journey, you count on
arriving safely at your destination. You have no fears that you may be
wrecked en route.

Similarly you should make the most thorough preparation before starting
out as a salesman of the best that is in you. You have to grade your own
roadbed, and must yourself lay the rails over which your ideas in trains
of thought will be carried to the minds of other men. You are fireman,
engineer, brakeman, and conductor of this Twentieth Century Limited.
_Your destiny as a salesman of yourself is in the hands of no one
else_. Before you travel any farther, take all practicable measures to
assure your safe arrival, without delay, at the station of Success.

[Sidenote: Start Confidently]

When you are thoroughly prepared to sell true ideas of your best
capabilities, you should start with confidence that you will reach the
end of the line safely and on time. Don't attempt to "get there" before
making adequate preparation for success. Remember that a railroad does
not commence operating through trains until the track is finished.

If you are prepared now for the actual start in salesmanship--if you are
packed up and ready to leave for your field of opportunity--ALL ABOARD!

CHAPTER V

_Your Prospects_

[Sidenote: Meaning of "Prospects"]

If you were to be asked, "What are your prospects for success?" you
probably would answer by stating the things you _expect_ or _hope may
happen_. We commonly say that a certain man isn't rich, but he has
"prospects;" because he has a wealthy aunt who is very fond of him, or
he is employed by a business that is growing fast, or he owns property
which seems sure to increase in v