[Sidenote:  Dynamic Quality Lacking]

Leaving out of consideration most exceptional, unpreventable bad luck, the worthy man who fails in life is to blame.  He is not, as he thinks, a victim of circumstances or ill-fate.  His failure is due to his ignorance of the first of the four principal factors of the secret of certain success. Potentially qualified to succeed, he does not have the absolutely necessary dynamic element.  He lacks an essential characteristic of the self-made successful man, a characteristic which any one of intelligence can learn how to develop—­a high degree of capability in gaining his own opportunities to succeed.

He does not know how to sell true ideas about himself; though he may realize the importance of making the best impression possible.  So, however, he tries, he cannot get his deserved chances to succeed.  He could secure them easily if he comprehended the selling process of the master salesman, and used it with skill.  This process of masterly selling is the key to certain success for the fully qualified man in any vocation.

[Sidenote:  Making and Governing One’s Own Good Luck]

A capable applicant will invariably be given a chance to succeed, if he takes the best that is in him to a man who has need of such services as he could render, and then sells the true idea of his ability.  He has mastered all four principal elements of the complete secret of certain success.  Consequently he is able to create and to control his opportunities to succeed.  He makes and governs his own good luck.

Everywhere the most desirable positions in the business world are in need of men who can fill them.  Only the poorer jobs are crowded.  But when Opportunity has to seek the man, the right one is often overlooked.  The golden chance is gained by another—­less qualified and less worthy, perhaps; but a better salesman of himself.  The fully competent man, however, can assure his success by becoming proficient in selling true ideas of his best capability in the right market or field of service.  The master salesman of himself makes his own chances to succeed, and therefore runs no risk of being overlooked by Opportunity.

[Sidenote:  Success Way Is Charted]

Master salesmen of ideas about “goods” use particular selling processes to get their ideas across surely to the minds of prospective buyers.  The professional salesman, therefore, has plainly charted the way to certain success in any vocation, for the man who has developed the best that is in him.  If you are a candidate for a position, do not let a prospective employer buy your services at his valuation, for he is certain to under-estimate you. Sell him true ideas of your merits.  Set a fair price on your worth, and get across to his mind the true idea that you would be worth that much to him.  Such