Initiative And Leadership

The chief reason why the follower does not reach decisions is that he lacks the Self-confidence to do so. Every Leader makes use of the Law of a Definite Purpose, the Law of Self-confidence and the Law of Initiative and Leadership.

And if he is an outstanding, successful Leader he makes use, also, of the Laws of Imagination, Enthusiasm, Self-Control, Pleasing Personality, Accurate Thinking, Concentration and Tolerance.

Without the combined use of all these Laws no one may become a really great Leader. Omission of a single one of these Laws lessens the power of the Leader proportionately.

A salesman for the LaSalle Extension University called on a real estate dealer, in a small western town, for the purpose of trying to sell the real estate man a course in Salesmanship and Business Management. When the salesman arrived at the prospective student's office he found the gentleman pecking out a letter by the two-finger method, on an antiquated typewriter.

The salesman introduced himself, then proceeded to state his business and describe the course he had come to sell. The real estate man listened with apparent interest. After the sales talk had been completed the salesman hesitated, waiting for some signs of "yes" or "no" from his prospective client. Thinking that perhaps he had not made the sales talk quite strong enough, he briefly went over the merits of the course he was selling, a second time.

Still there was no response from the prospective student. NO man may become an accurate thinker until he learns how to separate mere gossip and information from facts. The salesman then asked the direct question, "You want this course, do you not?"

In a slow, drawling tone of voice, the real estate man replied: "Well, I hardly know whether I do or not."

No doubt he was telling the truth, because he was one of the millions of men who find it hard to reach decisions. Being an able judge of human nature the salesman then arose, put on his hat, placed his literature back in his brief case and made ready to leave.

Then he resorted to tactics, which were somewhat drastic, and took the real estate man by surprise with this startling statement: "I am going to take it upon myself to say something to you that you will not like, but it may be of help to you. Take a look at this office in which you work.