Chapter 7. Organized Planning. The crystallization（结晶化） of desire into action. The sixth step toward riches. You have learned that everything man creates or acquires begins in the form of desire. That desire is taken on the first lap（膝部） of its journey from the abstract to the concrete into the workshop of the imagination where plans for its transition are created and organized.

  In chapter 2 you are instructed（指导） to take six definite practical steps as your first move in translating the desire for money into its monetary（货币的） equivalent. One of these steps is the formation of a definite practical plan or plans through which this transformation（变化） may be made（使）. You will now be instructed how to build plans which will be practical. These a. Align（使结盟） yourself with a group of as many people as you may need for the creation and carrying out of your plan or plans for the accumulation（积聚） of money. Making use of the mastermind principle described in a later chapter.

  Compliance（依从） with this instruction is absolutely essential. Do not neglect（忽视） it. B. Before forming your mastermind alliance（联盟） decide what advantages and benefits you may offer the individual members of your group in return for their cooperation. No one will work（使工作） indefinitely（不确定地） without some form of compensation（补偿）. No intelligent person will either request or expect another to work without adequate compensation.

  Although this may not always be in the form of money. C. Arrange to meet with the members of your mastermind group at least twice a week and more often if possible until you have jointly perfected the necessary plan or plans for the accumulation of money. D. Maintain perfect harmony（调合） between yourself and every member of your mastermind group. If you fail to carry out this instruction to the letter you may expect to meet with failure.

  The mastermind principle cannot obtain where perfect harmony does not prevail（流行）. Keep in mind these facts. First you're engaged in an undertaking（工作） of major importance to you. To be sure of success you must have plans which are faultless（无过失的）. Second you must have the advantage of the experience, education, native ability and imagination of other minds. This is in harmony with the methods followed by every person who has accumulated（积聚） a great fortune.

  No individual has sufficient experience, education, native ability and knowledge to ensure the accumulation of a great fortune without the cooperation of other people. Every plan you adopt in your endeavor to accumulate wealth should be the joint creation of yourself and every other member of your mastermind group. You may originate（引起） your own plans either in whole or in part but see that those plans are checked and approved by the members of your mastermind alliance（联盟）. If the first plan which you adopt does not work successfully replace it with a new plan. If this new plan fails to work replace it. In turn with still another and so on until you find a plan which does work.

  Right here is the point at which the majority of men meet with failure because of their lack of persistence in creating new plans to take the place of those which fail. The most intelligent man living cannot succeed in accumulating money nor in any other undertaking without plans which are practical and workable（可经营的）. Just keep this fact in mind and remember when your plans fail the temporary defeat is not permanent failure. It may only mean that your plans have not been sound（健全的）. Build other plans. Start all over again.

  Thomas A Edison failed 10,000 times before he perfected the incandescent（遇热发光的） electric light bulb. That is he met with temporary defeat 10,000 times before his efforts were crowned with success. Temporary defeat should mean only one thing. The certain knowledge that there is something wrong with your plan. Millions of men go through life in misery（ 悲惨的境遇） and poverty because they lack a sound（健全的） plan through which to accumulate（积聚） a fortune. Henry Ford（浅滩） accumulated（积聚） a fortune not because of his superior（上级的） mind but because he adopted and followed a plan which proved to be sound（健全的）.

  A thousand men could be pointed out each with a better education than Ford's yet each of whom lives in poverty because he does not possess the right plan for the accumulation of money. Your achievement can be no greater than your plans are sound. That may seem to be an axiomatic（自明的） statement but it is true. Samuel Insull lost his fortune of over 100 million dollars. The Insull fortune was built on plans which were sound. The business depression forced Mr.Insull to change his plans and the change brought temporary defeat because his new plans were not sound.

  Mr.Insull is now an old man. He may consequently accept failure instead of temporary defeat but if his experience turns out to be failure it will be for the reason that he lacks the fire of persistence to rebuild his plans. No man is ever whipped（鞭笞） until he quits in his own mind. This fact will be repeated many times because it is so easy to take the count at the first sign of defeat. James J. Hill met with temporary defeat when he first endeavored（努力） to raise the necessary capital to build a railroad from the east to the west but he too turned defeat into victory through new plans.

  Henry Ford met with temporary defeat not only at the beginning of his automobile career but after he had gone far toward the top he created new plans and went marching（（坚定地向某地）前进） on to financial victory. We see men who have accumulated great fortunes but we often recognize only their triumph（胜利） overlooking（忽略） the temporary defeats which they had to surmount（克服） before arriving. No follower of this philosophy can reasonably expect to accumulate a fortune without experiencing temporary defeat. When defeat comes, accept it as a signal that your plans are not sound. Rebuild those plans and set sail once more toward your coveted goal. If you give（做） up before your goal has been reached, you are a quitter（轻易放弃的人）.

  A quitter never wins and a winner never quits. Lift this sentence out, write it on a piece of paper in letters an inch high and place it where you will see it every night before you go to sleep and every morning before you go to work. When you begin to select members for your mastermind group, endeavor to select those who do not take defeat seriously. Some people foolishly believe that only money can make money. This is not true. Desire transmuted into its monetary equivalent through the principles laid down here is the agency through which money is made.

  Money of itself is nothing but inert（无活动的） matter. It cannot move, think, or talk, but it can hear when a man who desires it calls it to come. Planning the sale of services. The remainder（残余） of this chapter has been given（做） over to a description of ways and means of marketing personal services. The information here conveyed will be of practical help to any person having any form of personal services to market, but it will be of priceless benefit to those who aspire（渴望） to leadership in their chosen occupations. Intelligent planning is essential for success in any undertaking designed to accumulate riches.

  Here will be found detailed instructions to those who must begin the accumulation of riches by selling personal services. It should be encouraging to know that practically all the great fortunes began in the form of compensation for personal services or from the sale of ideas. What else, except ideas and personal services, would one not possessed of property have to give in return for riches? Broadly speaking, there are two types of people in the world. One type is known as leaders and the other as followers. Decide at the outset（开端） whether you intend to become a leader in your chosen calling or remain a follower.

  The difference in compensation is vast. The follower cannot reasonably expect the compensation to which a leader is entitled（给…权利(或资格)）, although many followers make the mistake of expecting such pay. It is no disgrace to be a follower. On the other hand, it is no credit to remain a follower. Most great leaders began in the capacity of followers. They became great leaders because they were intelligent followers.

  With few exceptions, the man who cannot follow a leader intelligently（聪明地） cannot become an efficient leader. The man who can follow a leader most efficiently is usually the man who develops into leadership most rapidly. An intelligent follower has many advantages, among them the opportunity to acquire knowledge from his leader. The major attributes（属性） of leadership. The following are important factors of leadership. One, unwavering courage based upon knowledge of self and of one's occupation.

  No follower wishes to be dominated by a leader who lacks self-confidence and courage. No intelligent follower will be dominated by such a leader very long. Two, self control. The man who cannot control himself can never control others. Self control sets a mighty example for one's followers, which the more intelligent will emulate（仿真）. Three, a keen sense of justice.

  Without a sense of fairness（公平） and justice, no leader can command and retain the respect of his followers. Four, definiteness of decision. The man who wavers（摇曳） in his decisions shows that he is not sure of himself. He cannot lead others successfully. Five, definiteness of plans. The successful leader must plan his work and work his plan.

  A leader who moves by guesswork without practical definite plans is comparable（可比较的） to a ship without a rudder. Sooner or later he will land on the rocks. Six, the habit of doing more than paid for. One of the penalties of leadership is the necessity of willingness（乐意） upon the part of the leader to do more than he requires of his followers. Seven, a pleasing personality. No slovenly careless person can become a successful leader.

  Leadership calls for respect. Followers will not respect a leader who does not grade high on all of the factors of a pleasing personality. Eight, sympathy and understanding. The successful leader must be in sympathy with his followers. Moreover, he must understand them and their problems. Nine, mastery of detail.

  Successful leadership calls for mastery of details of the leader's position. Ten, willingness to assume full responsibility. The successful leader must be willing to assume responsibility for the mistakes and the shortcomings of his followers. If he tries to shift this responsibility he will not remain the leader. If one of his followers makes a mistake and shows himself incompetent, the leader must consider that it is he who failed. Eleven, cooperation.

  The successful leader must understand and apply the principle of cooperative（合作的） effort and be able to induce（劝诱） his followers to do the same. Leadership calls for power and power calls for cooperation. There are two forms of leadership. The first, and by far the most effective, is leadership by consent（同意） of and with the sympathy of the followers. The second is leadership by force without the consent and sympathy of the followers. History is filled with evidences that leadership by force cannot endure（忍耐）.

  The downfall and disappearance of dictators（独裁者） and kings is significant. It means that people will not follow forced leadership indefinitely. The world has just entered a new era of relationship between leaders and followers, which very clearly calls for new leaders and a new brand of leadership in business and industry. Those who belong to the old school of leadership by force must acquire an understanding of the new brand of leadership, cooperation, or be relegated（ 使降级） to the rank and file of the followers. There is no other way out for them. The relationship of employer and employee or of leader and follower in the future will be one of mutual（相互的） cooperation based upon an equitable（公平的） division of the profits of business.

  In the future the relationship of employer and employee will be more like a partnership than it has been in the past. Napoleon, Kaiser Wilhelm of Germany, the Tsar of Russia, and the King of Spain were examples of leadership by force. Their leadership passed. Without much difficulty one might point to the prototypes（原型） of these ex-leaders among the business, financial, and labor leaders of America who have been dethroned or slated（铺石板） to go. Leadership by consent of the followers is the only brand which can endure. Men may follow the forced leadership temporarily, but they will not do so willingly.

  The new brand of leadership will embrace the eleven factors of leadership described in this chapter as well as some other factors. The man who makes these the basis of his leadership will find abundant opportunity to lead in any walk of life. The Depression was prolonged（延长） largely because the world lacked leadership of the new brand. At the end of the Depression the demand for leaders who were competent（有能力的） to apply the new methods of leadership has greatly exceeded the supply. Some of the old type of leaders will reform（改革） and adapt themselves to the new brand of leadership, but generally speaking the world will have to look for new timber（木材） for its leadership. This necessity may be your opportunity.

  The ten major causes of failure in leadership. We come now to the major faults of leaders who fail because it is just as essential to know what not to do as it is to know what to do. 1. Inability（无能力） to organize details. Efficient leadership calls for ability to organize and to master details. No genuine leader is ever too busy to do anything which may be required of him in his capacity as leader.

  When a man whether he is a leader or follower admits that he is too busy to change his plans or to give attention to any emergency he admits his inefficiency. The successful leader must be the master of all details connected with his position. That means of course that he must acquire the habit of relegating details to capable lieutenants. 2. Unwillingness（不愿意） to render（表示） humble（卑下的） service. Truly great leaders are willing when occasion demands to perform any sort of labor which they would ask another to perform.

  The greatest among ye shall be the servant of all is a truth which all able leaders observe and respect. 3. Expectation of pay for what they know instead of what they do with that which they know. The world does not pay men for that which they know. It pays them for what they do or induce others to do. 4.

  Fear of competition from followers. The leader who fears that one of his followers may take his position is practically sure to realize that fear sooner or later. The able leader trains under studies to whom he may delegate（委派…为代表） at will any of the details of his position. Only in this way may a leader multiply himself and prepare himself to be at many places and give attention to many things at one time. It is an eternal（永恒的） truth that men receive more pay for their ability to get others to perform than they could possibly earn by their own efforts. An efficient leader may, through his knowledge of his job and the magnetism（磁） of his personality, greatly increase the efficiency（效率） of others and induce（劝诱） them to render（表示） more service and better service than they could render（表示） without his aid.

  5. Lack of imagination. Without imagination the leader is incapable（不能的） of meeting emergencies and of creating plans by which to guide his followers efficiently. 6. Selfishness. The leader who claims all the honor for the work of his followers is sure to be met by resentment（怨恨）.

  The really great leader claims none of the honors. He is contented to see the honors when there are any go to his followers because he knows that most men will work harder for commendation（推荐） and recognition than they will for money alone. 7. Intemperance. Followers do not respect an intemperate leader. Moreover, intemperance in any of its various forms destroys the endurance and the vitality（活力） of all who indulge（满足） in it.

  8. Disloyalty（不忠实）. Perhaps this should have come at the head of the list. The leader who is not loyal to his trust and to his associates, those above him and those below him, cannot long maintain his leadership. Disloyalty marks one as being less than the dust of the earth and brings down on one's head the contempt（轻视） he deserves. Lack of loyalty（忠诚） is one of the major causes of failure in every walk of life.

  9. Emphasis of the authority of leadership. The efficient leader leads by encouraging and not by trying to instill fear in the hearts of his followers. The leader who tries to impress his followers with his authority comes within the category of leadership through force. If a leader is a real leader, he will have no need to advertise that fact except by his conduct, his sympathy, understanding, fairness, and a demonstration that he knows his job. 10.

  Emphasis of title. The competent leader requires no title to give him the respect of his followers. The man who makes too much over his title generally has little else to emphasize. The doors to the office of the real leader are open to all who wish to enter and his working quarters are free from formality（遵守礼节） or ostentation（卖弄）. These are among the more common of the causes of failure in leadership. Any one of these faults is sufficient to induce failure.

  Study the list carefully if you aspire to leadership and make sure that you are free of these faults. Some fertile fields in which new leadership will be required. Before leaving this chapter, your attention is called to a few of the fertile fields in which there has been a decline of leadership and in which the new type of leader may find an abundance（丰富） of opportunity. First, in the field of politics, there is a most insistent（坚持的） demand for new leaders, a demand which indicates nothing less than an emergency. The majority of politicians have, seemingly（看来似乎）, become high-grade legalized racketeers. They have increased taxes and debauched the machinery（机械） of industry and business until the people can no longer stand the burden（担子）.

  Second, the banking business is undergoing a reform. The leaders in this field have almost entirely lost the confidence of the public. Already the bankers have sensed the need of reform and they have begun it. Third, industry calls for new leaders. The old type of leaders thought and moved in terms of dividends（被除数） instead of thinking and moving in terms of human equations（方程式）. The future leader in industry, to endure, must regard himself as a quasi-public official whose duty it is to manage his trust in such a way that it will work hardship on no individual or group of individuals.

  Exploitation（开发） of working（使工作） men is a thing of the past. Let the man who aspires to leadership in the field of business, industry, and labor remember this. Fourth, the religious leader of the future will be forced to give more attention to the temporal（时间的） needs of his followers in the solution of their economic and personal problems of the present and less attention to the dead past and the yet unborn future. Fifth, in the professions of law, medicine, and education, a new brand of leadership and to some extent new leaders will become a necessity. This is especially true in the field of education. The leader in that field must, in the future, find ways and means of teaching people how to apply the knowledge they receive in school.

  He must deal more with practice and less with theory. Sixth, new leaders will be required in the field of journalism. Newspapers of the future, to be conducted successfully, must be divorced from special privilege（特权） and relieved from the subsidy（补助金） of advertising. They must cease（停止） to be organs of propaganda（宣传） for the interests which patronize（ 屈尊俯就） their advertising columns. The type of newspaper which publishes scandal and lewd pictures will eventually go the way of all forces which debauch the human mind. These are but a few of the fields in which opportunities for new leaders and a new brand of leadership are now available.

  The world is undergoing a rapid change. This means that the media through which the changes in human habits are promoted must be adapted to the changes. The media here described are the ones which, more than any others, determine the trend of civilization. When and how to apply for a position. The information described here is the net（纯粹的） result of many years of experience during which thousands of men and women were helped to market their services effectively. It can therefore be relied upon as sound and practical.

  Media through which services may be marketed. Experiences proved that the following media offer the most direct and effective methods of bringing the buyer and seller of personal services together. One, employment bureaus. Care must be taken to select only reputable bureaus, the management of which can show adequate records of achievement of satisfactory results. There are comparatively few such bureaus. Two, advertising in newspapers, trade journals, magazines, and radio.

  Classified advertising may usually be relied upon to produce satisfactory results in the case of those who apply for clerical or ordinary salaried positions. Display advertising is more desirable（值得要的） in the case of those who seek executive connections. The copy to appear in the section of the paper, which is most apt（ 易于…的） to come to the attention of the class of employer being sought. The copy should be prepared by an expert who understands how to inject（注入） sufficient selling qualities to produce replies. Three, personal letters of application directed to particular firms or individuals most apt to need such services as are being offered. Letters should be neatly typed always and signed by hand.

  With the letter should be sent a complete brief or outline of the applicant's qualifications. Both the letter of application and the brief of experience or qualifications should be prepared by an expert. See instructions as to information to be supplied. Four, application through personal acquaintances. When possible, the applicant should endeavor to approach prospective（预期的） employers through some mutual（相互的） acquaintance. This method of approach is particularly advantageous（有利的） in the case of those who seek executive connections and do not wish to appear to be peddling themselves.

  Five, application in person. In some instances it may be more effective if the applicant offers personally his services to prospective employers. In which event a complete written statement of qualifications for the position should be presented for the reason that prospective employers often wish to discuss with associates one's record. Information to be supplied in a written brief. This brief should be prepared as carefully as a lawyer would prepare the brief of a case to be tried in court. Unless the applicant is experienced in the preparation of such briefs, an expert should be consulted and his services enlisted for this purpose.

  Successful merchants（商人） employ men and women who understand the art and the psychology of advertising to present the merits（长处） of their merchandise. One who has personal services for sale should do the same. The following information should appear in the brief. One, education. State briefly but definitely what schooling you have had and in what subjects you specialized in school, giving the reasons for that specialization（专门化）. Two, experience.

  If you have had experience in connection with positions similar to the one you seek, describe it fully. State names and addresses of former employers. Be sure to bring out clearly any special experience you may have had which would equip you to fill the position you seek. Three, references. Practically every business firm desires to know all about the previous records, antecedents（前情）, etc. of prospective employees who seek positions of responsibility.

  Attached to your brief, photostatic copies of letters from A, former employers. B, teachers under whom you studied. C, prominent（突出的） people whose judgment may be relied upon. 4, photograph of self. Attached to your brief a recent unmounted photograph of yourself. 5, apply for a specific position.

  Avoid application for a position without describing exactly what particular position you seek. Never apply for just a position. That indicates you lack specialized qualifications. 6, state your qualifications for the particular position for which you apply. Give full details as to the reason you believe you are qualified for the particular position you seek. This is the most important detail of your application.

  It will determine more than anything else what consideration you receive. 7, offer to go to work on probation（试用）. In the majority of instances, if you are determined to have the position for which you apply, it will be most effective if you offer to work for a week or a month, or for a sufficient length of time to enable your prospective employer to judge your value without pay. This may appear to be a radical（基本的） suggestion, but experience has proved that it seldom（ 很少） fails to win at least a trial. If you are sure of your qualifications, a trial is all you need. Incidentally（附带地）, such an offer indicates that you have confidence in your ability to fill the position you seek.

  It is most convincing. If your offer is accepted and you make good, more than likely you will be paid for your probation period. Make clear the fact that your offer is based upon, a, your confidence in your ability to fill the position, b, your confidence in your prospective employer's decision to employ you after trial, c, your determination to have the position you seek. 8, knowledge of your prospective employer's business. Before applying for a position, do sufficient research in connection with the business to familiarize（使熟悉） yourself thoroughly with that business and indicate in your brief the knowledge you have acquired in this field. This will be impressive as it will indicate that you have imagination and a real interest in the position you seek.

  Remember that it is not the lawyer who knows the most law, but the one who best prepares his case who wins. If your case is properly prepared and presented, your victory will have been more than half one at the outset. Do not be afraid of making your brief too long. Employers are just as much interested in purchasing the services of well qualified applicants as you are in securing employment. In fact, the success of most successful employers is due, in the main, to their ability to select well qualified lieutenants. They want all the information available.

  Remember another thing. Neatness（整洁） in the preparation of your brief will indicate that you are a painstaking（艰苦的） person. I have helped to prepare briefs for clients which were so striking（打击的） and out of the ordinary that they resulted in the employment of the applicant without a personal interview. When your brief has been completed, have it neatly bound（捆绑） by an experienced binder and lettered by an artist or printer similar to the following. Brief of the qualifications of Robert K. Smith, applying for the position of Private Secretary to the President of The Blank Company, Incorporated.

  Change names each time brief is shown. This personal touch is sure to command attention. Have your brief neatly typed or mimeographed on the finest paper you can obtain and bound with a heavy paper of the book cover variety, the binder to be changed, and the proper firm name to be inserted if it is to be shown to more than one company. Your photograph should be pasted on one of the pages of your brief. Follow these instructions to the letter, improving upon them wherever your imagination suggests. Successful salesmen groom（整饰） themselves with care.

  They understand that first impressions are lasting. Your brief is your salesman.