The ideas that had been presented to him were
altogether _different_ from his own financial motives.
[Sidenote: Interest]
That same afternoon another promoter called upon my friend with a
project for investment in a house-building corporation. This second
salesman evidently had prospected the philanthropist and had planned
just how to interest him. He did not stress the profits to be made from
investment in the stock of his corporation, but referred to them in a
minor key. He emphasized the need of the city for more homes, and cited
instances of distress due to the housing shortage.
My friend was thoroughly interested. He took home the salesman's
prospectus for further study. Since he was a good business man, he
satisfied himself that the investment would be profitable. But he
subscribed for fifty thousand dollars worth of securities principally
because they represented a project _like his own ideas_ of the way money
should be put to work for human happiness.
[Sidenote: Know Prospect's Likes and Dislikes]
When you call on the man you have selected as your future employer, go
equipped with all the prospecting knowledge regarding him that you have
been able to get.
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