Three Principles of Success System that you must remember

This is a story of six year old boy selling the newspaper who ultimately grew up to become a multimillionaire in his life time.

Selling newspapers, especially with the older kids taking over the busy corners, yelling louder, & threatening me with clenched fists. The memory of those dim days is still with me, for it’s the first time I can recall turning a disadvantage into an advantage. It’s a simple story, unimportant now… and yet it was a beginning.

Hoelle’s Restaurant was near the corner where I tried to work, and it gave me an idea. It was a busy and prosperous place that presented a frightening aspect to a child of six. I was nervous, but I walked in hurriedly and made a lucky sale at the first table. Then diners at the second and third table bought papers. When I started for the fourth, however, Mr. Hoelle pushed me out of the front door.

But I had sold three papers. So when Mr. Hoelle wasn’t looking, I walked back in and called at the fourth table. Apparently, the jovial customer liked my gumption; he paid for the paper and gave me an extra dime before Mr. Hoelle pushed me out once again. But I had already sold four papers and got a “bonus” dime besides.

I walked into the restaurant and started selling again. There was a lot of laughter. The customers were enjoying the show. One whispered loudly, “Let him be,” as Mr. Hoelle came towards me. About five minutes later, I had sold all my papers.

The next evening I went back. Mr. Hoelle again ushered me out the front door. But when I walked right back in, he threw his hands in the air and exclaimed, “What’s the use!” Later, we became great friends, and I never had trouble selling papers there again.

Years later, I used to think of that little boy, almost as if he were not me but some strange friend from long ago. Once, after I had made my fortune and was head of a large insurance empire, I analyzed that boy’s actions in the light of what I had learned. This is what I concluded:

  1. He needed money. The newspapers would be worthless to him if they weren’t sold; he couldn’t even read them. The few pennies he had borrowed to buy them would also be lost. To a six-year-old, this catastrophe was enough to motivate him–to make him keep trying. Thus, he had the necessary inspiration to action.
  2. After his success in selling three papers in the restaurant, he went back in, even though he knew he might be embarrassed and thrown out again. After three trips in, he had the necessary technique for selling papers in restaurants. Thus, he gained the know-how.
  3. He knew what to say, because he had heard the older kids yelling out the headlines. All he had to do, when he approached a prospective customer, was to repeat in a softer voice what he had heard. Thus, he possessed the requisite activity knowledge.

I smiled as I realized that my “little friend” had become successful as a newspaper boy using the same techniques that later flowered into a system for success that enabled him, and thousands of others, to amass fortunes. But I’m getting ahead of myself.

For now, just remember those three phrases: inspiration to action, know-how, and activity knowledge. They’re the keys to the success system.