Do not lose either your self-respect, or the respect of the men with whom you are associated, by ceasing to grow.  Do more than you are paid for, and pretty soon your job will be unable to hold all your earning capacity.  You will be promoted to bigger opportunities. If you shrink in the place you occupy now, your future chances will shrivel to fit your smaller size.  The way to get a better-paying job, to win a bigger, more profitable field for your salesmanship, is to crowd your present position with your capabilities.  Burst out of your limited territory and spread over more ground.

[Sidenote:  Serving Friends]

Render your utmost possible service to other people.  Celebrate each opportunity to form a friendship. Make some one like you for what you are willing to do for him.  Hold your friends, once they are made.  As Emerson advised, “Be concerned for other people and their welfare.  Put their interests sometimes ahead of your own.  You can love your fellow men so much that you will never trample on their rights; and while you yourself keep climbing, raise as many of them as you can along with you.  That is the way to make friends.”

Celebrate the good fortune of your business associates, rather than your own.  When a big contract is closed by your employer, be as tickled over it as he feels.  Genuinely rejoice in his success. Have no envy of the man above you, then when you rise to a higher level the men below you will not be likely to feel jealous.

[Sidenote:  Ford and Schwab]

Why has Henry Ford won so unique a place in the personal regard of the everyday man?  Ford is one of the richest men in the world; yet he is not hated.  What is the reason for his general popularity?  He is not an idler.  He has celebrated each success by taking on another job.  And he always has given a hand-up to the other fellow instead of kicking him down so that he might climb higher because of his failure.  He has understood and sympathized with the hopes and viewpoint of people who work.  As a result countless men and women, most of whom never have seen him, think of Henry Ford as their friend.  His finest success is not signified by the millions of money he has accumulated, but by the millions of friendships he enjoys.

Charles M. Schwab, too, is popular.  He is a man whom people like.  Because he was so successful in winning friends, rather than for his generally recognized business ability, he was made the head of the Government’s ship-building program in the war.  Other men were eager to work with and for Charles M. Schwab.  The co-operation of thousands of friendships, new and old, more than anything else enabled him to succeed in his big, patriotic job.  How much more he has to celebrate in his wealth of good will than in his great fortune of dollars!  Schwab has been called the most successful salesman in the world, which is another way of saying that he has no equal in ability to make other people both trust and like him.