Judge — January 18, 1919 — page 34: what you’re looking at

Machine-transcribed from the original scan — historical spelling and the odd misread are preserved.

The Secret of Being a Convincing Talker How I Learned It in One Evening oe AVE you heard the news about Frank Jordan?” This question quickly brought me to the little group which had gathered in the center of the office. Jordan and I had started with the jreat Eastern Machinery Co., within a month of each other, four years ago. A year ago, Jordan was taken into the accounting division and I was sent out as salesman. Neither of us was blessed with an unusual amount ot } rilliancy, but we * by" in our new jobs well enough to hold them. Imagine my amazement, then, when I heard: “Jordan's just been made Treasurer of the Company!” I could hardly believe my ears. But there was the “Notice to Employees” on the bulletin board, telling about Jordan's good fortune. Now I knew that Jordan was a capable fellow, quiet, and unassuming, but I never would have picked him for any such sudden rise. I knew, too, that the Treasurer of the Great Eastern had to be a big man, and I wondered how in the world Jordan landed the place. The first chance I got I walked into Jordan’s new office and after congratulating him warmly, I asked him to let me “in” on the details of how he jumped ahead so quickly. _ His story is so i interesting that Iam going to repeat it as closely as I remember. “Tl tell you just how it happened, George, be- cause you may pick up a pointer or two that will help you. “You remember how scared I used to be when- ever I had to talk to the chief? You remember how you used to tell me that every time I opened my mouth I put my foot into it, meaning of course that every time I spoke I got into trouble? You re- member when Ralph Sin- ton left to take charge of the Western office and I was asked to present him with the loving cup the boys gave him, how flustered I was and how I couldn't say a word be- cause there were people around? You remember how confused I used to be every time I met new people? I couldn't say what I wanted tosay when I wanted to say it; and of the Cicy of New Nork. | I determined that if there om be ee was any possible chance to learn how to talk I was going to do it. FREDERICK HOUK LAW As educator, lecturer, executive, traveler and Author few men are so well equipped by © the fruit of 20 tive lecturing and instrac Academy, J . Columbia The Teachers Col Pedagogy: in, th tion Work of the C of the City of New Vo The Independent By GEORGE RAYMOND “The first thing I did wes to buy a number of books on public speaking, but they seemed to be meant for those who wanted to become orators whereas what I wanted to learn was not only to speak in public but how to speak to indiv under various conditions in business and social life. “A few weeks later, just as I was about to give up hope of ever learning how to talk in terestingly, | read an announcement stating that Dr. Frederick Houk Law of New York University had just completed a new course in business talking and public speaking entitled *\ y of Specch.’ The course was o.cred on approval without money in advance, so since I had nothing whatever to lose by examining the lessons, [ sent for them and in a few days they arrived. I glanced through the entire eight lessons, reading the headings and a few paragraphs here and the-e, and in about an hour the whole secret of effective speaking was opened to me. “For example, I learned why I had always lacked confidence, why talking had alw: seemed something to be dreaded whereas it is really the simplest thing in the world to ‘get up and talk.’ [I learned how to secure complete attention to what I was saying and how to mike everything I said interesting, forceful and con- vincing, I learned the art of listening, the value of silence, and the power of brevity. Instead of being funny at the wrong time, I learned how and when to use humor with telling effect. “But perhaps the most wonderful thing about the lessons were the acutal examples of what things to say and when to say them to meet every condition. 1 found that there was a knack in making oral reports to my superiors. I tound that there was a right way and a wrong way to present complaints, to give estimates, and to issue orders. “IL picked up some wonderful pointers about how to give my opinions, about how to answer complaints, about how to ask the bank for a loan, about how to ask for extensions. Another thing that struck me forcibly was that, instead of antagonizing people when I didn’t agree with them, I learned how to bring them around to my way of thinking in the most pleasant sort of way. Then, of course, along with those lessons there were chapters on speaking before large audiences, how to find material for talking and speaking, how to talk to friends, how to talk to servants, and how to talk to children. “Why, I got the secret the very first evening and it was only a short time before I was able to apply all of the principles and found that my words were beginning to have an almost magical effect. upon everybody to whom IL spoke. It seemed that I got things done instantly, where formerly, as you know, what I said ‘went in one ear and out the other.’ I began to acquire an executive ability that surprised me. I smoothed out difficulties like a true diplomat. In my talks with the chief I spoke clearly, simply. con- Then came my first promotion since I entered the accounting department. IL was given the job of answering complaints, and I made good. From that I was given the job of making collections. When Mr. Buckley joined the Officers’ Training C imp, I was made Treas- urer. Between you and me, George, my salary is now $7500 a year and [expect it will be more from the first of the year. “And I want to tell vou sincerely, that [ attribute my to the fact that I learned how to talk to people." vincingly. success solely When Jordan finished, I asked him for the address of the publishers of Dr. 1 urse and he gave it tome. [sent for it and found it to be exactly as he had stated. After studying the cight simple lessons L bezan to sell to people whohad previously refused to listen to me at all. After four months of record breaking sales during the dullest season of the year, I rec-ived a wire from the chief asking me to return to the home office. We had quite a long talk in which T explained how [ was able to break sales records—and [was appointed Sales Manager at almost twice my former salary. [ know that there was nothing in me that had changed except that I had acquired the ability to talk where formerly I simply used “words without reason.” [ can never ank Jordan enough for telling me about Dr. Law's Course in Business Talking and Public Speaking. Jordan and [ are both spending all our spare time making pul lic speeches on war subjects and Jordan is being talked about now as Mayor of our little Town w's ( So confident is the Independent Corporation, publishers of “Mastery of Speech,” Dr. Law's Course in Business Talking and Public Speaking, that once you have an opportunity to sce in your own home how you can, in one hour, learn the secret of speaking and how you can apply the principles of effective speech under all conditions, that the: willing to send you the Course on free examination Don't send any money. Merely mail the coupon or write a letter and the complete Course will be sent, all charges prepaid, at once. If you are not entirely satisfied send it back any time within five days after you receive it and you will owe nothing. On the other hand, if you are as pleased as are the thousands of other men and women who have used the Course, send only $5 in full payment. You take no risk and you have everything to gain, so mail the coupon now before this remarkable offer is with- drawn. FREE EXAMINATION COUPON INDEPENDENT CORPORATION Division of Business (ducation, Dept. 1-401, 119 West 40th Sveet, New Tort Publishers -y The Weekly) Please send me Dr. Pre of Speech,” a Course in Business aking in eight lessons. I wil either remail the Course to yuu within five days efter its receipt, or send you $5. Indepen Name Nadress Judge 1-18-19 comicbooks.com