To all of the questions he answered "No." "But I thought this was just the line of work I ought to go into," he explained, "I have always been diffident and I thought the training would do me good." Life Pays the Producer ¶ Expecting the world to pay you handsomely while remaking you is short-sighted, to say the least. The public schools are free, like life's education, but you don't get a salary for attending them. To be a success you must PRODUCE something out of the ordinary for the world. And you will produce nothing unusual save what your particular organism was built to produce. To know what this is, classify the kind of activities you "take to" naturally. You can be a star in some line that calls for those activities. You will never succeed in any calling which demands the opposite kinds of activities or reactions. The Worst Place for Her ¶ A few years ago, in San Francisco, a young woman came to us for vocational advice. She had decided to find an opening in a silk-importing establishment, for none of whose duties she was qualified. When asked how she happened to hit upon the thing for which she unquestionably had no ability, she said: "I thought it would give me a world outlook (which I need); compel me to learn fabrics (something I think every woman ought to know); force me to attend to details (which I have always hated but which I must learn to master); and because it would bring me into contact with people (I dislike them but think I should learn to deal with them)." When Considering a Position ¶ When a position is being considered the questions an applicant should be asking himself are, "What must I do in this position? Am I qualified? Can I make good? Do I like the activities demanded by this position?" But ninety-nine out of every hundred applicants for a vacancy ask no question of themselves whatever, and only one of anybody else. That question is to the employer and it is only four words: "_What does it pay?_" He overlooks the fact that if the salary involved is large enough to be attractive he will soon be severed from it unless he makes good. He also forgets that if the salary is small he can force it to grow if he is big enough himself. If the particular task he is considering does not warrant a large salary, his employers will find one for him that does if he shows he has ability. Every business in the world is looking for people who can do a few things a trifle better than the mass of people are doing them today, and whenever they find them they pay them well--because it pays THEM in the long run. The Big-Salaried Men