New Britain herald., 1925-09-17
RAYMOND TELLS THE MEASURE OF A MAN
Finished Product Is But Fulfill.
 Inent Oi Idea He Tells Audience

Using as his topic, The Measurr ing ot Men Frank Jewel Ray. mond, psychologist and apostle of individual success in business, faced an audience at tho Central Jr. high school auditorium last night He detailed the qualifications necessary for mans measure monts and the use of such qualih. cations, when through experience expression and expansion they have been acquired. He spoke under the auspices of the Chamber of Com | merce.
 Mir, Raymond used as his com mon ground the theory that every person is selling the same thing ideas, The delivery of raw ma teral, finished prouct or profess sonnl skill Is merely the fulfill developed" To create this idea, he doN cloped the fact that 1t took ej per cent of What to do," and 75 per cent of How 10 do it' with emphasis upon the knowledge of what to avoid,
 Mir. Raymond impressed hts audi rncc with the statement that three elements are necessary in the mem tai makeup to give their possessor the tools for which to measure mon. First, to bring about action, "To get dollars out of business you must put common sense into bust ness" he explained.
 Summing up constant efforts to improve upon the knowledge which constitute the dynamo or power, upon tho judgment. constituting the wire carrying the current. and upon the enthusiasm which repre- sents the voltage. he believed they would he assured of attainment of sucCess.
 In digression. he dealt with his audience somewhat humorously upon the fact that although some people should have good heads be- cause they never use them, educa ton is not information. but the in telligent usc Of information. And 1t is only through such intelligent use of information that they can go cure the qualifications Of judgment and enthusiasm.
 "The development of q concen- trated purpose comes with inc realization that constant acqulsi- ton to knowledge already possess ed was g paramount importance; second. the power of persuasion and third, the executive ability necessary of expression through thc habit of self-questioning received it's quota of attention. "Such devel- | opment." he reminded his listen. ! CTS. took considerable effort at the l beginning. But" he advised, If vol don't take pains at the beginning you will have pains in the end To gain this training he suggested l a personal question a day in con nection with the individuals bust II ness or professor as the Ercates II concentration developer known. II "Tt a person could always do 2 II he likes" the speaker eXpounded such concentration would take car | of itself, but with the homely Coo | lidge doctrine of If you cannot dt | what you like, learn to like doinl | what you have to do. and you sool II will he doing what you like" h. | put this thought across.
 These adjuncts he believed nee II esaary before taking nr the aetna measuring of men, since Uithou u their possession no advantage coul' - be taken of the mental indexing O
 an individual after its accomplish
 ment
 In mental card -indexing, Ray
 mond divided people roughly int
 three classes.
 First. inc head type, where th
 thinking power governs the indi
 vdua actions; the type of maj who in daily conversation empha \ sizes the fact that he scos things
 thinks things, knows things an'
 insists upon clarified vision.
 Second, the heart type, wifi
 feelings as the governing power o
 his decisions and actions: the typ = who in daily conversations feel . things. believes things, has conf ! deuco in something and instinctive | ly feels safo about things.
 | "Third, the emphatic, noisy q
 physical type; always of eXags"r
 atod importance; always talkin
 for the benefit of an audience, al
 ways inclined 10 hn explosive, J "The third type. when it's nois
 demonstration Was ended, Could h socondariIy placed in one of th
 other groups and controlled hy por
 suaslve measures adopted along tn
 right line.
 "Th~ realization of these ment'
 necessities for intelligent conccr
 tration in the business world, wit
 tho added caution of rogulatin
 ones mental pace to that Of other in selling an idea. and with th avoidance of knocking the othf
 fellow. shooting over the listener 10 head and misrepresentng,' M
 Raymond believed. would carry h
 audience far and if followed wit
 some attention would develop th, = personality which in the final ana ? vsis spelled increase in income,