Evening public ledger. [volume] (Philadelphia [Pa.]) 1914-1942, 1918-10-28
BUSINESS CAREER
or PETER FLINT
A Story of Saiesmonship by
Harold Whitehead

questions on bupiao, selling. advertising and
cw pioDmcnt. ASK vour questions clearly aud
oiue an the facts, Your correct name and
lru address mast be signed 70 all inquiries.
by n,oR. Other questions ,civ be qns1uered
lens OF ranircvs ,riH be uore, INTO the
story ot Peter Flint.
DEFoRE telling of my first days ex-
- perience selling real estate ! must
write down the principal things that
Jethro Jones. the craftsmanship instruc-
tor told us at last Thursdays class.
He was speaking about how statesmen
can develop their personality, and as
nearly as | can remember. this is how
he put IL:
We hear n lot Of talk these days
about personality. Some people contend
that our personality is born with us and
what 1t is 1t must be, while others in
sist that every one has an equal chance
to develop the kind OF personality he
wishes.
Between these two schools Of thought
is q Commonsense school which. while
agreeing that personality can be de-
veloped, also recognizes that are
each born with inherent tendencies that
give our personality bent in some
definite direction.
velop that indefinite something which
we call pleasing personality and
which makes us good mixers
Personality is the outward express
sion OF all the characteristics and traits
Of character and physical energies and
mentality which We possess.
The personality which is most pleas
ing is the one that has the mental.
moral and physical abilities equally de-
veloped.
Consider this circle tand here
'Jonesy' drew a circle on the black
board) as representing ones personality.
Now let US divide it into equal parts
thus tHe then drew three lines from
the center. said TO Francis: II wish
he cut the pie at the Waldorf: that's
the kind OF slice like for jitney."
But he only scowed).
The circle would then represent the
weil-developed personality--the person
ality of the 'all-round man He has
well-developed mind to think up ways
and means of doing things: he has the
physical strength to carry out the ideas
he creates. and he has the moral fiber
that Keeps him from doing wrong.
Suppose n man has poorly develop
ed moral character. He may still think
up clever plans and execute them, but
he may be merely clever crook and
morality may be termed the governor
of the human machine.
Again, haven't you all seen those
splendidly built people with muscles like
we!i-tempered steel and Yet they hold
most trifIing positions because they lack
the mentality to think and consequently
work for other people with the capacity
to organize and manage
Yet again, consider the studious fel-
low who spends ALL his time huddIed
over books, yet never takes any exer-
else. He has the capacity to reason and
plan. yet he never gets anywhere, be-
cause he lacks the physical energy to
carry through his good ideas.
The success of the individual depends
on the equality Of the development OF
these three sides of his personality"
Some one asked Jethro what was the
difference between personality and char
acter
Personality" he answered, may al
most be termed the outward evidence of
character"
rs character and reputation the
young woman next asked.
NO" was the reply. Reputation is
what others think we are, while char
acter Is what God knows we are.
But coming back to personality" he
went on, suppose a person delevolps his
physical side to the neglect OF the men
tai and moral sides His personality is
warped thus. (Here he drew an egg
shaped ovaL) His physical development
causes his personality to bulge in that
direction as the narrow part of this oval
may represent.
Which OF these personalities. as ex-
pressed by the circle and this oval. has
the best chance to succeed? The circle
Of course. A ball naturally will roll
farther and straighter than an egg
besides. an egg il easily beaten"
A regular howl went up az this and
after a bunch of questions the class was
dismissed. Jethro Jones says he'll have
more to say next Thursday about de-
veloping ones abilities.
] went TO Leev!lle Park on Sunday.
as Mr.. Lee was anxious that should see
rhe property. Lecville is about fifty
minutes ride out of Grand Central Sta
tion. 1t seems that every Saturday and
Sunday the statesmen take prospects 10
see the property and while there get
the contracts signed.
Each salesman has big map of the
land. The map shows the streets.
squares and locations reserved for a
school, a clubhouse, churches, etc. The
house lots are all numbered and when
sold the lot is crossed through with
q red pencil.
noticed that three-fourths Of the
lots were crossed or and said to Zeig.
Ter, the star salesman" Looks as