the bank every Saturday,
just because he already had a hundred?

[Sidenote: The Building Process is Gradual]

No. He would _continue_ to save until he had enough "units of thrift,"
enough hundreds of dollars, to take a _longer_ step toward success. He
would invest his accumulated savings in a lot, or house. Perhaps he
would start a business of his own. After his investment he still would
continue to save. So he would _build_ his success.

_All building is a gradual, continual process_. The bricks are laid _one
after another_. It takes many to complete the structure. _Likewise a
series of minor successes must be built into a major accomplishment._ It
does not rise all at once.

If you are tempted to pause where you are in order to celebrate, ask
yourself, "_Is this really the celebration stage_?" Probably you will
find you have only laid the corner-stone, or made an excavation for the
foundation of your success. You would not think of having a housewarming
because you had finished the basement walls. Nor would you consider it
an occasion for especial jollification the day you erected the
scantlings around the first floor joists. Not until the walls are up and
the roof is on, not until the house is plastered and papered and
painted, not until it is finished would you think of standing on the
sidewalk to look it over pride fully and exult, "I did that. It's a good
job."

[Sidenote: Repeated Building]

But if you complete _one_ house, you will not only feel the satisfaction
of accomplishment, you will also want to build _another_ that would be a
great improvement on the one just finished. You will be _healthily
dissatisfied with what you have already done_. Very likely you will sell
the first house at a profit, and straightway start to put up a better
building on another lot. In time you will sell that, too. You will
continue the procedure until you become a master builder of houses, and
continually achieve more and more success.

We have assumed that you now are successfully in possession of an
opportunity. You have sold yourself into the very job you want, or into
a better position that you believe will afford you fine chances to
advance. _Do not slump or relax in salesmanship. Do not think back, or
spend much time contemplating your present success. Look ahead to your
next sale_ of true ideas of your best capabilities. _The successful
salesman is a quick repeater._ He counts his accomplishments in
_totals_, not