The weekly soliphone., 1916-11-03
Genius Mostly
 Matter of Energy

St. Louis, Oct. 2S.-Charles M. Schwab, the steel magnate, acknOwl- edged to be one of the most suc- cessful business men in the world, takes the keenest interest in de- veloping young men into leaders in the commercial world. In one of the few articles he has written em- bodying his views as to what is es- sential in this development, lately published, he advances these sug- gestions:
 For thirty-six years 1t has been my good fortune to watch most of the leaders in industrial life rise from the ranks. These men are not natural prodigies. They won out by using normal brains to think beyond their manifest daily duty.
 The men who miss success have two general alibis. One is, "I am not genius;" the other, "There are not the opportunities today there used to be-" Neither excuse holds. The first is beside the point; the second is altogether wrong. do not believe in what most people call genius" That is, l believe few successful men are so-called mat ural geniuses.''
 The best investment a young man starting out in business can possi- bly make is to give all his time, all his energies, to work-just~ plain, hard work. After mans position is assured, he can indulge in pleas ure if he wishes.
 The man who has done his best has done everything. The man who has done less than his best has done nothing.
 Nothing is more fatal to success than taking ones job as matter of course. If more persons would get so enthused over their days work that some one would have to remind them to go out to lunch, there would be more happiness in the world and less indigestion. If you must be a glutton, be a glutton for work.
 l have yet to hear an instance where misfortune hit a man be- cause he worked overtime. I know lots of instances where it hit men who did not.
 The man who attracts attention | is the man who is thinking all little ways The man who attempts to dazzle his employer by doing the spectacular is bound to fail.
 Don't be reluctant about putting on overalls. Bare hands grip sue cess better than kid gloves. Bel thorough in all things, no matter how small or distasteful. The man who counts his hours and kicks about his salary is a self elected failure.
 The real test of business great ness is in giving opportunity to oth- CTS. Many business men fail in this because they are thinking only of personal glory,
 Integrity is one of the mightiest factors in salesmanship. Next to integrity comes personality-that indefinable charm that gives to men what perfume gives to flow CTS. If you have personality, cher ish it.; if you have not, cultivate lit.
 Nothing is more plentiful than op- portunity in America. There are more jobs for forcefu linen than there are forceful men to fill them All successful employers of labor are stalking men who woll do the unusual men who think, men who attract attention by doing more than is expected of them. These men have no difficulty in making their worth felt. They stand out above their fellows until their su- periors cannot fail to sec them.
 A college man is worth no more to his employer than common school or high school boy, unless he takes a position in which educa- tiOn is directly employed. Even then he has to adjust himself. Higher education has it's chance later, when the college boy has mastered all the minor details of the business.
 Real success is won only by hard, honest, persistent toil Un- less a young man gets accustomed to that in school he is going to have a very hard time getting ac- customed to it outside.