Success

e which we will suppose that you possess. To make practical and profitable use of this suggestion you will need the co-operation of a good advertising agency and from one to five firms or individuals who do enough advertising to warrant their appropriations going through an agency. You should go to the agency first and make arrangements with it to employ you and pay you seven per cent on the gross expenditures of all accounts which you bring to it; this seven per cent to compensate you for getting the account and for writing the copy and otherwise serving the client in the management of his advertising appropriation. 16 Any reliable agency will gladly give you this amount for all the business you will bring. Then you go to a firm or individual whose advertising account you wish to handle and say in effect that you wish to go to work without compensation. Tell what you can do and what you intend to do for that particular firm that will help it sell more goods. If the firm employs an advertising manager you are to become virtually his assistant without pay, on one condition, namely, that the advertising appropriation is to be placed through the agency with which you have the connection. Through this arrangement the firm or individual whose account you thus secure will get the benefit of your personal services, without cost, and pay no more for placing its advertising through your agency than it would through any other. If your canvass is convincing and you really take the time to prepare your case, you will get your account without much argument. You can repeat this transaction until you have as many accounts as you can handle advantageously, which, under ordinary conditions, will be not more than ten or twelve; probably less if one or more of your clients spends upwards of $25,000.00 a year in advertising. If you are a competent writer of advertising copy and have the ability to create new and profitable ideas for your clients you will be able to hold their business from year to year. You of course understand that you are not to accept more accounts than you can handle individually. You should spend a portion of your time in the place of business of each of your cl