Lawrence W. Rogers

              A Man with a Message
fOR
SALES ORGANIZATIONS—FINANCIAL INSTITUTIONS—TRADE AND INDUSTRIAL ENTERPRISES—CHAMBERS OF COMMERCE—BOARDS OF TRADES—MEN'S AND WOMEN'S CLUBS—CONVENTIONS—BANQUETS—AND SOCIAL FUNCTIONS.


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LAWRENCE W. ROGERS Psychologist and Sales Expert
Special Lecturer in Salesmanship and Personality Building, College of the City of New York.  Lecturer in Practical Psychology, Brooklyn Teachers Association.  Major Student of Psychology, Columbia University.  Former trainer of salesmen for Encyclopaedia Brittannica Corporation, New York City, and other firms of national prominence.  Writer of business and sales literature.  Contributor to various magazines.  Consulting Psychologist.  Vocational Counsellor.

A Business Meeting and Convention Speaker

Universally acclaimed by those who have heard him as one of the most stimulating and forceful personalities upon the American business platform.

For terms and open dates write to
THOMAS BRADY
Speakers' Bureau
EXCLUSIVE MANAGER
236 WEST 44th ST., NEW YORK
Telephones, Lackawanna 1875–1876

College of the City of NY 23rd Street Lexington Ave, NYC


IT AFFORDS ME GREAT SATISFACTION IN SPONSORING THE APPEARANCE OF
LAWRENCE W. ROGERS
upon the American Platform
IN response to repeated demands from commercial, industrial and social organizations for an inspirational speaker who has a real constructive message for business men, I am happy to offer the services of Mr. Rogers who will present a rare opportunity for those who demand a dynamic business-building address.

Mr. Rogers is a practical idealist and is one of the foremost business psychologists in this country.

A broad cultural background, an exceptional business experience gleaned from years spent in carrying a salesman's handbag from Fort Kent, Maine, to Los Angeles, California, and a scientific mind have endowed him with a capacity to organize and visualize his knowledge and experience so that he commands the rapt attention of his audience.

You will be delighted to listen to such a pleasing personality who can electrify his audience while delivering an instructive address.  Few men have this power!

One has to listen but a moment to find that he believes in the philosophy that he teaches, and that he is moved with a mighty purpose.  His enthusiasm and sincerity are apparent from the start to the finish of his lecture.  He seems to feel the pulse of his audience and wins their hearts at once by his radiating good humor.

A quick, logical thinker, he draws a practical balance between theory and practice and believes that the only psychology of any value at all is that which can be used every day in one's life and business.  As a result of his practical training he speaks in words that anyone can understand.

Essentially an optimist, he visions a new era of life and business achievement that will far transcend past history.  He believes that the surface of human possibilities has only been scratched, and that both men and women can and will do greater things in the future.

His message is so vitalizing, so practical, so forceful and so dynamic that he instills new life and inspiration into his audience.

Many discouraged and disappointed people who are ready to give up the struggle and relegate themselves to the ranks of failures, have been taught how to transform their failures into successes as a result of his lectures.

He evidently knows the difference between theorical dogma and decision, for he points the way to do things now!

Through Mr. Rogers' teachings, many people have found the way to overcome barriers which had before seemed insurmountable in their business.  This is why his lectures and addresses are in such great demand by Industrial and Mercantile organizations for their Sales meetings, Conventions and Banquets.

As Mr. Rogers arranges each lecture to meet the requirements of each particular organization, his unusual services can only be secured for a limited number of engagements, so if you will send me your open dates, I will advise terms, if he is available.

Thos Brady.

Printed in U. S. A.
COPYRIGHT 1929 BY THOMAS BRADY.




LECTURE SUBJECTS:

The New Selling Message
Is your business sluggish?  Are the salespeople nervous about the inroads of machinery?  Then they should hear this great lecture.  It has helped thousands of slowed down salesmen and saleswomen to get a new grip on themselves and pull up lagging production.  Mr. Rogers points out with masterly skill the import of the shifting economic scene, and with a style that grips he shows what the future may hold for those who can catch the essential spirit of it.  This address is equally valuable for business executives, and all ambitious groups of people, everywhere.



Why Worry?
The psychology of mankind's arch enemy.  How it conditions human conduct.  The toll it takes in the lives of salesmen and business people generally.  Its connection with crowd pessimism.  A REMEDY THAT APPEALS TO SOUND REASONING.  Quite different from the conventional type of fear lecture.  It strikes at the root of a current business problem and yet treats it with the subtle touch of the artist.



Polishing Up Your Personality
Latest word on the human personality—its mysterious significance, the part it plays in individual, social and business life.  How every man and woman may embark upon a sane and simple program for changing the personality from a liability to an asset, with a long tested and workable formula for the attaining of such an end.




OTHER LECTURES

Success, Fact or Fiction?
Psychology of Salesmanship
Psychology of Leadership
Service, the Keynote to Business Success
The New Era in Business




Let Rogers Lectures Rejuvenate Your Selling Staff
Good producers often burn out.  Is it worth anything to you to perpetuate their successfulness instead of permitting them to burn out?  Is it worth anything to make the non-producer a producer?

Many men who have become successful salesmen can truthfully tell you that their success started some time after they entered their particular work.

In many instances it required several non-earning weeks or months, perhaps, before they started to produce.  In all such cases it took some superior power or force to encourage them to devote those non-producing weeks until they could produce.

Lack of that force would have made them give up and not wait until the producing weeks arrived.

Mr. Rogers' sales psychology method will help to supply that force to those who need it.  It will encourage them to face the hardships necessary before success is attained.

It will tend to keep them level-headed and to make them use their success for the mutual benefit of themselves and the firm for which they are working after they have attained that success.

In a word, the ideal of these special sales lecture-talks is to make novices into successes and successes into greater successes.



Six Lecture Talks

1
APPRAISING YOUR SALES ABILITY
First steps in the sales creed.—Things to know about yourself.—Shaking off mental shackles.—Two laws of sales achievement.—Great fundamental secret of so-called supersalesmanship.

2
ART OF APPROACH
Attracting the prospect's attention.—The subtle psychological factor.—Getting in.—Things to do and not to do.—Focusing the prospect's thought force.—How to overcome the fear sense and develop courage and self-confidence.

3
PRESENTING THE SALES TALK
Philosophy of human persuation.—How to convince others.—The customer's mental journey.—Breaking down sales resistance.—Things most people respond to.—Getting your selling second wind.—Secrets of the sale that have stood the test of time.

4
CLOSING
How to induce action.—Why salesmen are weak on this point.—Calling out your mental reserves.—Ways that win.—The tryout.—Keeping the deal from slipping through your fingers.—Getting sign-ups that stick.—Striking your stride.—Psychology of winning streaks.

5
THE SERVICE FACTOR
The twentieth century new world in sales practice.—Essence of sales efficiency.—The man who lasts—How to multiply your sales efforts.—Hitting the business bull's eye.—How to map out a selling program for yourself that will insure success.—Building your sales fortune.

6
IMPROVING YOUR PERSONALITY
How to make it an asset instead of a liability.—Developing magnetism and personal power.—Vital forces.—Your most precious possession.—Few fail with it and nobody can succeed without it.—The mighty principle that will put you across in the game of life.





From Those Who Have Heard Him
SALESMEN'S ASSOCIATION OF THE PAPER INDUSTRY
New York, N. Y.

Your address before our Waldorf-Astoria Convention was very interesting and able.  We were fortunate.

O. M. PORTER, Secretary.

STATIONER'S ASSOCIATION OF NEW YORK

Your address proved most interesting, very inspiring, human and informative.  Altogether one of the best talks on the psychology of sales and service that we have had the pleasure of listening to.

WILLIAM E. WARD, President.

THE HULBERT ORGANIZATION
Chicago, Ill.

After hearing your talk to our organization last Tuesday evening, we have decided to engage you for a regular series.

Your talk was particularly adapted to a part-time selling organization and all the various managers are very much pleased.

We have found it extremely difficult in the past to bring in outside lecturers who could give a really good talk and not infringe upon any of our policies.  On a very short acquaintance you have seemingly overcome this objection and we shall be pleased to do business with you.

H. J. VAN BUSKIRK, General Manager.

NATIONAL BROADCASTING COMPANY, INC.
New York, N. Y.

We like your talk very much.  It is well done from every point of view and angle.

MARGARET CUTHBERT.
Program Department.

THE MUTUAL LIFE INSURANCE COMPANY OF NEW YORK
Chicago, Ill.

It will probably interest you to know that the Sales Psychology Lecture you delivered at our regular agency meeting was enjoyed by everyone present.  From the compliments paid you by several of our representatives I am convinced that they not only enjoyed your talk but profited by it, and I fell well repaid for having you come out and talk to us.

I should be very glad to hear from you whenever you contemplate another lecture tour through the West, as I shall try to arrange our programs so that we may have the pleasure of listening to you again.

SAMUEL HEIFETZ, Manager.

DALTON ADDING MACHINE COMPANY
New York, N. Y.

Very ably handled, crisp, forcible.  All benefitted.

T. J. SHERIDAN, Manager.

THE COLLEGE OF THE CITY OF NEW YORK

School of Business and Civic Administration.  Office of the Dean.

It is pleasant to be able to recommend Mr. Lawrence W. Rogers in the highest terms.  We often obtain a general impression of the success of a lecturer by his ability to sustain interests over a long period.  In a group of lectures in the general field of Advertising and Salesmanship with three very superior men conducting the courses (one of them being Mr. Rogers).  Mr. Rogers' group maintained by far the highest average of attendance throughout the entire course.  This is, of course, only a general index.  Observation of his work and comments of his students show that he has an unusual personality, that he is capable of making the subject matter of his discussion very interesting, and that he is himself filled with enthusiasm for the ideas which he presents in a forceful and attractive manner.

FREDERICK B. ROBINSON, Dean.

RETAIL MERCHANTS' ASSOCIATION OF PENNSYLVANIA

It is unnecessary for me to state that your lecture before our Pottstown Convention was a decided success.  All who heard you were not only delighted but inspired to bigger things.

The happy manner in which you present your subject and the really good matter you have to present, was most highly commended.  The large audience who listened to you intently were not only delighted, but had something to carry home with them.  I wish you great success and sincerely commend your services.

WILLIAM SMEDLEY, Secretary.

BROOKLYN TEACHERS' ASSOCIATION

Mr. Rogers lectures proved fascinating, keenly interesting, and most inspiring.  I can recommend them to any ambitious man or woman who wants to get ahead in the world.

AUGUSTUS LUDWIG, President.

COMMONWEALTH ASSOCIATES, INC.
New York, N. Y.

Your course of lectures in Sales Psychology has been of greater value to our staff than words can express.  The question being constantly asked is, When is Mr. Rogers coming back?

LEON L. LEEGER, Vice-President.

NEW YORK CITY SALES MANAGER'S CLUB

Your comprehensive talk before the Club indicated your special ability to stimulate salesmen.

O. J. KIGER, President.




From Those Who Have Heard Him
PARAMOUNT REALTY CORPORATION
Chicago, Ill.

I am writing this letter to try to show you the appreciation that Mr. Pickett and I feel for the series of nine lectures that you have just finished for this Company.

While we try to secure the services of the best lecturers obtainable, it is rarely that I can put my finger on actual results as reflected in an increase in sales directly attributable to a series of lectures.

I am glad that I can say you have accomplished these two things in your series of lectures to our organization.

I take this opportunity to thank you for your efforts on behalf of our sales organization and this Company.

CHAS. L. R. HOLT, Secretary & Treasurer.

NATIONAL CONFECTIONERY SALESMEN'S ASSOCIATION OF AMERICA

Mr. Lawrence Rogers address, The Psychology of Salesmanship was most interesting and capable.  Our members are opposed to theoretical salesmanship, but we were all very agreeably surprised at the manner in which he handled his subject.  It was a pleasure, indeed.

A. E. SANDER, Secretary-Treasurer.

OVERMAN CUSHION TIRE COMPANY, INC.

I have attended Mr. Rogers' lectures in Applied Psychology and feel amply repaid.  Any person with an absorbing brain, who attends his lectures will find much food for thought, which if applied will result in vast accomplishments.

C. R. RINEHART, Sales Manager.

ROYAL LAW PRINTING COMPANY, NEW YORK

The human race needs your great message.  Too much can not be said in favor of it.

JAMES E. CONNOLLY, Proprietor.

WORCESTER PSYCHOLOGY CLUB

Mr. Lawrence W. Rogers knows his stuff and certainly has the knack of putting it across.  His lectures proved one of the best features we have had.

DR. C. E. STOWELL, President.

FREDERICK H. BARTLETT REALTY CO.
Chicago, Ill.

I regret to learn that you are obliged to leave for the East as I was anxious to book you for some additional lectures.

The six talks you already delivered have been of great assistance to our organization.  They not only inspired the organization, but showed them the solution of many of their daily problems.

On behalf of our sales force, allow me to thank you and be sure to let me know when you return to our City.

LEROY J. KENEVEL, General Sales Manager.

ESSEX COUNTY BANKERS ASSOCIATION
Newark, N. J.

Mr. Rogers was most entertaining and instructive.  We were agreeably surprised at the way he treated the human element, as it would effect the new era in business which we are about to enter.  He held the close attention of everyone present.

ARTHUR F. WINTSCH, Secretary.

CAPITAL SERVICE COMPANY
New York, N. Y.

I am an enthusiast over your work.  You have helped my men become big and sustained producers.

J. ELLWOOD PHILLIPS, Sales Manager.

WITTBOLD REALTY CO.
Chicago, Ill.

I want to express my appreciation for the inspiring and logical talks you gave to our organization.  I have heard some of the best talkers on real estate but without question you are one of the very few speakers who knows, understands and is able to teach your audience the truth of this great city.

Our salesmen placed great confidence in you by accepting your advice and capitalizing on many of your points of wisdom.  Their sales in the past month have been very gratifying.

C. R. ROBINSON, Vice President.

MARCENNA BEARDSLEY REAL ESTATE
New York, N. Y.

We have wanted to have an opportunity before this to tell you how very much your lecture the other night was enjoyed and appreciated.  Many of my people have assured me that they expected to profit by it.  Your lectures are as very gold itself, in inspiration and helpfulness.

MARCENNA BEARDSLEY.

GEORGE F. NIXON & COMPANY
Chicago, Ill.

I consider it a pleasure and a privilege to recommend the services of Mr. Lawrence W. Rogers as a special lecturer in salesmanship, psychology in business and personality building.

Among the speakers or lecturers who have from time to time addressed our organization or whom I have heard address other organizations, there is no-one whom I can think of that impressed me more forcibly as a cultured, convincing, result-getting talker.

I understand Mr. Rogers' services have been greatly in demand and we have indeed been favored in having him with us on several memorable occasions.  His pleasing personality immediately endears him to the salesmen and his quiet, yet forceful, manner carries great weight with them.

We, here, feel that the organization in general has benefited through our contact with Mr. Rogers.  I do not feel the slightest hesitation in recommending him to any organization, whether large or small, in my certainty that nothing but beneficial and remunerative realization can develop from an association with him.

HERBERT J. LORBER, Vice-President.




Comments of the Press

BROOKLYN DAILY TIMES
'Oldtimers camping out for a lucky break' are doomed to disappointment asserted Lawrence Rogers in the W. N. Y. C. Air College Course.  It is not often that a lecture of this nature strikes the ether.  It was timely and conveyed some sad truths relating to the grotesque situation in which some find themselves, who persist in relying upon bluff and bluster.
Nowadays sales work requires anything but what Mr. Rogers termed a negative, inert mental attitude, arising out of chronic failure to produce orders.  The old stuff won't go! exclaimed Mr. Rogers by which he meant the line of gab which usually swept everything but the tax bill before it.
Mr. Rogers is a specialist in addressing conventions and advising young and ambitious salesmen how to achieve permanent and good results.  Therefore his choice of words was on a par with the John Kennedy speeches familiar to all listeners, and the microphone did not destroy any of his evident emphasis nor curb his effectiveness manner of delivery.
Mr. Rogers certainly woke up the laggards.  He probably stirred up a lot of citizens into more rousing activities today, including men whom he knew were disheartened by becoming doubtful about the ultimate reward of honest endeavor.
Several hours before Mr. Rogers loomed up on the broadcast horizon, we had conferred with Capt. Levy, who made the point that radio must now be sold.  So what Mr. Rogers had to say had a bearing on radio too.  The industry should ginger up in accordance with his advice.
—ERIC H. PALMER, Radio Editor.


BRIDGEPORT PSYCHOLOGY CLUB

We have had Mr. Lawrence W. Rogers come back for one more lecture more than a dozen times.  This should give something of an opinion of what we think of his great work.  He is among the very finest speakers we have had come to our city.  His rare personality and unusual devotion to his message are an inspiration to all our members.  We still want him to come back!

L. H. CORBIT, President.

PORTLAND PSYCHOLOGY ASSOCIATION

The four great milestones to business and social success, as presented by Mr. Lawrence W. Rogers to our people, proved one of the very rare treats of our entire lecture season.  The enthusiasm of the audience was so great that we immediately booked him for a return engagement.

C. B. SKILLIN, President.

THE DIXIE CLUB OF NEW YORK

I want to express the appreciation of the Dixie Club for the very delightful lecture given us by Mr. Lawrence W. Rogers upon the facts and fancies of modern psychology.  The very able manner in which he presented his subject claimed our attention and our admiration.  We feel it a distinct compliment to Dixie that he was willing to change his heavily booked schedule to give us the pleasure of hearing him.

MRS. JAMES A. ALLEN, President.

THE HOMELAND COMPANY, COMMUNITY BUILDERS
New York, N. Y.

It gives me pleasure to endorse and recommend the course of lectures given by Lawrence W. Rogers on the Psychology of Salesmanship and Personality Building.

Mr. Rogers has the happy faculty of being able to adapt his messages to the atmosphere and methods of the staff that he addresses.  Not only is the work presented so that it will be remembered, but spirit of his message reaches his hearers and is unquestionably retained.

CHAS. C. MULLALY, President.

METROPOLITAN ICE CREAM MANUFACTURERS
New York, N. Y.

Mr. Lawrence W. Rogers has twice appeared before our Association—once at the New York meeting in 1927, held at the Hotel Commodore, when he gave his masterly address, The New Selling Message, and again upon the occasion of a return engagement before our 1928 Convention when he gave us another brilliant lecture, Polishing Up Your Personality.

He is a powerful and gifted speaker and seems to have the rare faculty of grasping at once the business problems of his audience.  His keen psychological knowledge and insight, together with his wide practical experience and unique ability to speak in a language that anyone can understand, have made a big hit with our people.  The salesmen and executives both hail Mr. Rogers not only as an inspiring talker, but as a great constructive force, with a message overwhelmingly needed at this trying stage of our economic development.

We can unanimously recommend his as being one of the finest speakers upon the business rostrum.

W. C. VAN CLEAF, President.

FRANKS & NEBE
Chicago, Ill.

As one of the real estate men who gathered inspiration and practical psychological knowledge during your recent Saturday morning talks in this city, I feel that some words of appreciation are owing you.

It has been my good fortune to listen to many orators of national repute.  None, I may add, has held the attention of his audience more aptly than yourself.  Your method of teaching self-reliance is especially appealing, because you possess the facility of driving home a piece of logic is such terse and forceful fashion that the words remain in one's memory as a constant reminder of the lesson they convey.

Your efforts bring needed help in solving problems of the moment.  More important, perhaps, is the impelling desire they create in your hearers to possess greater knowledge and a wider culture.

MELVIN OLIVER FRANKS.


PSYCHOLOGY MAGAZINE
Stimulating.
—HENRY KNIGHT MILLER, Editor.



PLEIADES CLUB, HOTEL BREVOORT
New York, N. Y.

Then we were given an intellectual treat by Lawrence W. Rogers who crowded into a ten minute talk more common sense psychology than we have listened to in a year.

—CLUB BULLETIN.


BRIDGEPORT TELEGRAM
Mr. Rogers' lecture at the Annual Dinner of the Business and Professional Women's Club was particularly interesting, experienced and practical.


PROVIDENCE NEWS
One of the best addresses yet held under the auspices of the Business Men's Association.


WARWICK ADVERTISER
Mr. Rogers' message to the Annual Board of Trade meeting was brief, well-moulded, pertinent to such an occasion, and very pleasing to all the members present.


AMERICAN GENTLEMAN
Lawrence W. Rogers address, The Service Factor in Selling, was interesting, witty, and altogether inspiring to all the members present.


THE SUNNYSIDE
Mr. Rogers handled his subject in a manner that aroused the enthusiasm of the audience.

SOUTHERN FUNERAL DIRECTOR

Mr. Rogers proved himself to be one of those rare persons—a speaker who could tell a story with a point.  Those of you who have sat and suffered at various banquets know what we mean.  His speech was full of personal anecdotes and reminiscences; he talked to the point.  He got somewhere.  So impressed was the great audience with Mr. Rogers address that they gave him a rising vote of thanks.  And indeed it was a remarkable speech—a speech full of careful thought, enthusiasm and inspiration.  It was one of the most instructive addresses given before the entire convention and was appreciated by all who heard it.


OMAHA EVENING WORLD-HERALD
Self belittlement is a sandbar upon which many are wrecked, declared Mr. Lawrence W. Rogers of New York in his lecture, The Psychology of Selling, before 650 members of the Advertising-Selling league last night at the Hotel Fontenelle where he shared speaking honors with Mrs. Wallace Reid.


ICE AND REFRIGERATION
The inspiring message of lawrence W. Rogers before the Annual Convention of the Eastern Ice Manufacturers' Association held at Atlantic City, was greeted with loud applause.


JOHNSTOWN DEMOCRAT
That the real salesman is one who respects his customers, his firm and himself, was the effective theme of an address given by Lawrence W. Rogers of New York last night before the Credit Men of this city.  The banquet, smoker and entertainment were held on the seventh floor dining room of the Fort Stanwix Hotel, which was crowded to capacity with nearly 300 Johnstown salesmen and members of the Credit Men's association in attendance.
Mr. Rogers' address on 'Credit and Its Relation to Salesmanship,' followed an interesting talk by Charles M. Schwab.



PORTLAND EVENING EXPRESS
The four great mileposts to business and social success were pointed out by Mr. Lawrence W. Rogers, special lecturer of the College of the City of New York, in an address under the auspices of the Portland Psychology Association last evening at Frye Hall.  Large numbers of local business people attended, as well as members of the Psychology Association, for Mr. Rogers has widespread fame as a speaker on Business Psychology.


HUMAN PROGRESS ASSOCIATION
Montclair, N. J.
The stirring human messages given to our Club by Mr. Lawrence W. Rogers have been of great assistance in arousing us all to larger visions of life.  We all feel grateful.


JERSEY JOURNAL
Students of psychology and others who are interested in the science, turned out in force Saturday night to greet Mr. Lawrence W. Rogers of New York, who delivered the first of a second series of lectures in the People's Palace.
Mr. Rogers, who is known throughout the nation as a headliner in psychological thought, lectured every evening for a week here some time ago.  Many school teachers who heard him declared that the knowledge which he imparted, improved their ability to teach at once.  There were many other people, too, who found that Mr. Rogers knew his subject, and talked about it in every day language.  A group of prominent business and social leaders induced the psychologist to return for a second series of lectures.
Mr. Rogers is not 'high brow' in thought or speech.  Neither is he a pure theorist.  Frequently he is called in by large business interests to consult with them on the placing and adjustment of employes.  This sort of contact has given him a practical view of psychology which is not always found in many of his eminent fellows.


J. M. HORTON ICE CREAM COMPANY ASSOCIATION
New York, N. Y.

I want to tell you how very well satisfied we were with your sales talks to the salesmen in the fall and winter of 1927–1928.  Everyone found them very inspiring, and I know they contributed largely to our making the year 1928 a good one from a sales standpoint.

H. C. FAUERBACK, Sales Manager.