Part 5

The business man should prepare for his future so that if ill health overtakes him he may have the where-with to surround himself with comforts, travel and the best of care.

The man who enjoys pleasures of the home and friends, who trains up young blood to take hold of the business, who travels and enjoys himself as he goes along has the right idea.

We must learn to enjoy life now instead of waiting for tomorrow, for tomorrow may never come.

The man who cashes in, puts his money in bonds and retires from all work goes down hill quickly, and feels he is of no use in the world.

The farmer who moves in town to live on his income is a sorry individual unless he has a garden and chickens, or buys and sells farms, or occupies his time with work of some kind.

The retired, non-working farmer who has moved to town gets up in the morning, goes to see the train come in, whittles a stick, loafs at the hotel or store, goes to the next train, talks of his rheumatism, goes to bed at eight o'clock, and the next day goes through the same rigmarole.

We have all seen these old codgers who have retired. They are not happy because they have quit their life's habit of work, and are rusting out.

Occupation is the plan of nature to keep man happy, so when you have all the money you need, have some occupation or hobby to occupy your time.

The man who retires from any active work is merely counting the days until he dies.

When old age comes and your body or brain won't let you do or care for as much as you could in your younger days, then get lighter work or lighter cares.

Keep busy if it is only raising chickens or gardening, or studying astronomy or botany.

Keep at it as long as you can. Die in the harness instead of fading slowly away.

Cultivate the reading habit in your younger days that it may be a pleasant occupation when your legs and hands grow feeble with age.

When you quit work or occupation of some sort then life has no beauty for you.

Stand When Selling

You can make your point clearer, you can talk with more force, you can impress and convince your customer better if you stand while he is seated.

Have you ever noticed that when you are seated and the other fellow is standing it puts you at a disadvantage? Try it some time.

Have you not noticed that if you are seated and your adversary is standing, when you get enthusiastic and wish to combat his argument, it is impossible for you to get in your best licks while you are seated? You involuntarily rise when you make your strong points and are full of your subject.

How far would a life insurance man or an advertising man get if he sat down and leaned back and relaxed while talking to you?

You will observe that the good solicitor declines with thanks your proffered chair. He stands up, he knows the value of standing.

By the relation between his standing and you sitting it makes him a positive and you a negative force. He forces--you receive.

How much would an orator impress his audience if he delivered his lecture in a sitting posture?

You cannot combat argument very well if you are sitting, nor can you convince others as well sitting as standing.

When you call on a customer carry a busy air with you. Stand up. Talk straight from the shoulder. Make your point and claims clear. Place your position or proposition definitely, forcefully and quickly before your customer. Make a good get-away when you have accomplished your purpose.

If you don't land him the first time, get away anyway. Let him see that your time is money, and that you appreciate that his time is money, too.

Don't visit. Gracefully and politely decline the chair that is offered; say that your limit of time and disinclination to trespass require your stay to be brief.

Stand. Keep busy and active. Get away quickly, and you will be welcome next time.

The short stayer is a welcome guest. He may not land his customers as quickly, but in the end he will land more customers, and hold them closer and retain them longer than the tedious, visiting, social bore who sits and sits and sits.