He made a very good impression until the managerasked him what salary he expected. He replied thathe had no fixed sum in mind （lack of a definite aim）.
The manager then said， “We will pay you all you areworth， alter we try you out for a week.”
“I will not accept it，” the applicant replied，“because I AM GETTING MORE THAN THAT WHERE IAM NOW EMPLOYED.”
Before you even start to negotiate for a readjustmentof your salary in your present position， or to seekemployment elsewhere， BE SURE THAT YOU AREWORTH MORE THAN YOU NOW RECEIVE.
It is one thing to WANT money—everyone wantsmore-but it is something entirely different to beWORTH MORE！ Many people mistake their WANTSfor their JUST DUES. Your financial requirementsor wants have nothing whatever to do with yourWORTH. Your value is established entirely by yourability to render useful service or your capacity toinduce others to render such service.
TAKE INVENTORY OF YOURSELF
28 QUESTIONS YOU SHOULD ANSWER
Annual self-analysis is an essential in the effectivemarketing of personal services， as is annualinventory in merchandising. Moreover， the yearlyanalysis should disclose a DECREASE IN FAULTS，and an increase in VIRTUES. One goes ahead， standsstill， or goes backward in life. One’s object shouldbe， of course， to go ahead. Annual self-analysis willdisclose whether advancement has been， made， andif so， how much. It will also disclose any backwardsteps one may have made. The effective marketingof personal services requires one to move forwardeven if the progress is slow.
Your annual self-analysis should be made at
the end of each year， so you can include in yourNew Year’s Resolutions any improvements whichthe analysis indicates should be made. Takethis inventory by asking yourself the followingquestions， and by checking your answers with theaid of someone who will not permit you to deceiveyourself as to their accuracy.
SELF-ANALYSIS QUESTIONNAIRE FOR
PERSONAL INVENTORY
1. Have I attained the goal which I establishedas my objective for this year？ （You shouldwork with a definite yearly objective to be attained as a part of your major life objective）.
2. Have I delivered service of the best possibleQUALITY of which I was capable， or could Ihave improved any part of this service？
3. Have I delivered service in the greatest possible QUANTITY of which I was capable？
4. Has the spirit of my conduct been harmonious，and cooperative at all times？
5. Have I permitted the habit of PROCRASTINATIONto decrease my efficiency， and if so， to whatextent？
6. Have I improved my PERSONALITY， and if so， in what ways？
7. Have I been PERSISTENT in following my plans through to completion？
8. Have I reached DECISIONS PROMPTLY AND DEFINITELY on all occasions？
9. Have I permitted any one or more of the sixbasic fears to decrease my efficiency？
10. Have I been either “over-cautious，” or“under-cautious？”
11. Has my relationship with my associates inwork been pleasant， or unpleasant？ If it hasbeen unpleasant， has the fault been partly， orwholly mine？
12. Have I dissipated any of my energy throughlack of CONCENTRATION of effort？
13. Have I been open minded and tolerant in connection with all subjects？
14. In what way have I improved my ability torender service？
15. Have I been intemperate in any of my habits？
16. Have I expressed， either openly or secretly，any form of EGOTISM？
17. Has my conduct toward my associates been such that it has induced them to RESPECT me？
18. Have my opinions and DECISIONS been based upon guesswork， or accuracy of analysis and THOUGHT？
19. Have I followed the habit of budgeting mytime， my expenses， and my income， and haveI been conservative in these budgets？
20. How much time have I devoted to UNPROFITABLE effort which I might have used to better advantage？
21. How may I RE-BUDGET my time， and change my habits so I will be more efficient during the coming year？
22. Have I been guilty of any conduct which was not approved by my conscience？
23. In what ways have I rendered MORE SERVICE AND BETTER SERVICE than I was paid to render？
24. Have I been unfair to anyone， and if so， inwhat way？
25. If I had been the purchaser of my own services for the year， would I be satisfied with my purchase？
26. Am I in the right vocation， and if not， whynot？
27. Has the purchaser of my services been satisfiedwith the service I have rendered， andif not， why not？
28. What is my present rating on the fundamentalprinciples of success？ （Make this ratingfairly， and frankly， and have it checked bysomeone who is courageous enough to do it accurately）.
Having read and assimilated the information conveyed through this chapter， you are now ready tocreate a practical plan for marketing your personalservices. In this chapter will be found an adequatedeion of every principle essential in planningthe sale of personal services， including the majorattributes of leadership； the most common causesof failure in leadership； a deion of the fields ofopportunity for leadership； the main causes of failurein all walks of life， and the important questionswhich should be used in self-analysis. This extensiveand detailed presentation of accurate informationhas been included， because it will be needed byall who must begin the accumulation of riches bymarketing personal services. Those who have losttheir fortunes， and those who are just beginning toearn money， have nothing but personal services tooffer in return for riches， therefore it is essential thatthey have available the practical information neededto market services to best advantage.
The information contained in this chapter will beof great value to all who aspire to attain leadershipin any calling. It will be particularly helpful tothose aiming to market their services as business orindustrial executives.