[Sidenote: Dynamic Quality Lacking]
Leaving out of consideration most exceptional, unpreventable bad luck,
the worthy man who fails in life _is_ to blame. He is not, as he thinks,
a victim of circumstances or ill-fate. His failure is due to his
ignorance of the first of the four principal factors of the secret of
certain success. _Potentially_ qualified to succeed, he does not have
the absolutely necessary _dynamic_ element. He lacks an essential
characteristic of the self-made successful man, a characteristic which
any one of intelligence can learn how to develop--_a high degree of
capability in gaining his own opportunities to succeed_.
He does not know _how to sell true ideas about himself_; though he may
realize the importance of making the best impression possible. So,
however, he tries, he cannot get his deserved chances to succeed. He
could secure them _easily_ if he comprehended the selling process of the
master salesman, and used it with skill. This process of masterly
selling is the key to certain success for the fully qualified man in any
vocation.
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