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PLANNING THE SALE OF SERVICES
The remainder of this chapter has been given 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 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 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, 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, cannot become an efficient leader. The man who can follow

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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.