rity of the nation.

VIII

WHAT TRULY COUNTS

The greatest resources in the world to-day are human
resources, not resources of iron, copper and lumber. The
great need of the hour is to strengthen this human
foundation and you business men are the one group that can
do it.

When it comes to the sale of goods, the same principle applies. Eighty
per cent. of our sales organizations are devoted to selling to ten per
cent. of the population. We have forgotten to consider whether or not
goods are needed. We only consider whether or not they are being bought.
We are forgetting to establish new markets, but rather are scrambling
over the markets already secured. Tremendous opportunities exist in
developing new industries, in creating new communities, in relocating
the center of production from one community to another community to
match up with the center of consumption.

We have forgotten the latent power in the human soul, in the individual,
in the community, in the different parts of the country. We have
forgotten those human possibilities upon which all prosperity ultimately
depends. I cannot perhaps emphasize this any more than by saying that
the foundation of progress is spiritual, not material.

The greatest resources of the world to-day are human resources,--not
resources of iron, copper and lumber. The great need of the hour is to
strengthen this human foundation and revive in men a desire to produce
and a joy in service. Business men are the one group that can do it.
They understand the emotions, understand the importance of the
intangible things. They understand how to awaken in people new motives.
So my appeal is not to wait too long to revive man and awaken the soul
which is slumbering to-day.

The nation is only a mass of individuals. The true prosperity of a
country depends upon the same qualities as the true prosperity of its
people. As religion is necessary for the man, it is also necessary for
the nation. As the soul of man needs to be developed, so also does the
soul of the nation.

* * * * *

Let me tell one more personal incident. Not long ago I was at my
Washington office spending the week. While there a little Western Union
messenger girl came in to apply for a position. It was in the
afternoon--about half-past five. I was struck with the intelligence of
the girl's face and asked her two or three questions. She was tired. I
asked her