He sold them on it. They
sent him East loaded with facts about "the glorious West" and brim-full
of Los Angeles peptimism. Aided by cold weather in Michigan that winter,
the western real estate man eventually sold California irrigated
ranches to a score of Michigan farmers who suddenly had made sufficient
money to retire from potato raising, and who were old enough to be
strongly attracted by the idea of owning and cultivating land in a more
genial climate. Thus a sentence in a letter led straight to the success
of the clerk who perceived his prospects and knew how to make the most
of them.
[Sidenote: Know Local Conditions]
While distances have been bridged by modern swift means of communication
and transportation, every locality has opportunities for success that
are peculiar to it alone. Conversely every locality is handicapped in
certain ways. Therefore in your prospecting for success _study the
conditions in your especial field_. As a salesman of yourself, you
should know your "territory," its advantages and disadvantages in
particular respects.
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