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Jim Farley left a widow, three children and insurance money of several hundred dollars. His eldest son, little Jim, is only ten years old. He went to work in a brick factory-transporting sand, then pouring the sand into the brick mold, then changing the direction of the brick and drying it in the sun. This little Jim has never had a chance to get an education. However, because of his Irish ancestry, he has a gift to make others like him, so he embarked on a career. As the years passed, he developed an amazing ability to remember other people's names. He has never been to middle school; However, before he was 46 years old, four colleges had awarded him honorary degrees, and he also became the chairman of the Democratic National Committee and the postmaster general of the United States. I visited little Jim Farley and asked him the secret of his success. He said, "Work hard," and I said, "Stop joking." Then he asked me what he thought was the reason for his success. I replied, "I know you can name 10 thousand people." "No, you are wrong," he said. "I can name 50 thousand people." Remember this ability, which enabled Mr Farley to help franklin roosevelt get into the White House. During the years when Jim Farley Jr. sold products for a gypsum company and worked as a civil servant in Shidian Town, he created a set of methods to remember other people's names. At first, he adopted a particularly simple method. Whenever he meets a new person, ask him his full name, his family population, his occupation and his political views. He kept all these materials in his mind. When he saw the man for the second time, even after a year, he still had a way to pat him on the shoulder and ask his wife and children, as well as the hollyhock in the back of his house. No wonder a group of people supported him. In the months before Roosevelt's presidential campaign, George W. Jim Farley wrote hundreds of letters every day and sent them to people in the western and northern states. Then he traveled 65,438+02,000 miles in 65,438+09 days, covering 20 states, using carriages, trains, cars and canoes instead of walking. Every time he goes to a town, he will have lunch or breakfast, tea or dinner with people he knows and have a "heart-to-heart talk" with them. Then, he continued his next stop. As soon as he returned to the east, he wrote to every town he had been to and asked for a list of all the people he had talked to. Then, he sorted out these lists, with thousands of names. Everyone on the list received a personal letter from Jim Farley Jr. These letters all start with "Dear Bill" or "Dear Left" and always end with "Jim". George W. Jim Farley discovered in his early years that most people are more interested in their own names than the sum of all the names on the earth. Remembering other people's names and then calling them out easily is equivalent to giving others a clever and effective compliment. If you forget your last name, or write it wrong, you will be at a very disadvantage. For example, I once gave a public speaking class in Paris and sent many photocopied letters to all Americans living there. Those French typists are obviously not familiar with English, so they will naturally make mistakes when typing their names. There is such a man, the manager of a big American bank in Paris, who wrote me a rude letter because his name was misspelled. Sometimes it's really hard to remember a person's name, especially when it's not easy to pronounce. Most people don't want to remember, thinking: forget it! Just call him by his nickname. It's easy to remember. Sid Levi visited a client whose name is hard to remember. His name is Nicodemus Papaduras. People just call him "Nick". Li Wei told us, "I read his name carefully several times before I went to visit him. He froze when I called him "Good morning, Mr. Nicodemus Papaduras". A few minutes later, he didn't answer. Finally, tears rolled down his cheeks. He said,' Mr. Li Wei, I have been in this country for fifteen years, and no one has ever tried to call me by my real name.' "What is the reason for andrew carnegie's success? He is called the king of steel, but in fact he knows little about the manufacture of steel himself. There are hundreds of people under him who know more about steel than he does. But he knows how to be a man, which is why he made a fortune. When he was a child, he showed the genius of organization and leadership. When he was ten years old, he also found that people paid amazing attention to his name. He used this discovery to win the cooperation of others. When he was a child, he caught a rabbit in Scotland. That's a female rabbit. He soon found a whole nest of rabbits, but there was nothing to feed them. But he has a very good idea. He told the children nearby that if they found enough alfalfa and dandelion to feed the rabbits, he would name them after them. This method is too effective; Carnegie never forgot this. Many years later, he took advantage of the same human weakness in business and made millions of dollars. For example, he wants to sell the railroad tracks to the Pennsylvania Railroad Company, and Edgar Thomson is the chairman of the company. Therefore, andrew carnegie established a huge steel plant in Pittsburgh, named "Edgar Thomson Steel Plant". So who do you think Edgar Thomson will buy from when the Pennsylvania Railroad Company needs railroad tracks? ..... Sears Company? No, no, you are wrong. Think again. When Carnegie and George Pullman competed for the sleeping car business, the steel king remembered the lesson of the rabbit again. The central transportation company controlled by Carnegie is competing with the company controlled by Pulmen for business. Both sides desperately want to get the business of Union Pacific Railway, and you fight for it and kill its price to no profit at all. Carnegie and Pullman both went to new york to meet with the board of directors of Union Pacific. When we met at the St. Nicholas Hotel one night, Carnegie said, "Good night, Mr. Pullman, aren't we making a fool of ourselves?" "How do you say this sentence?" Pullman wants to know. So Carnegie spoke his mind-merging their two companies. He talked about the advantages of cooperation without competition. Pullman listened carefully, but did not fully accept it. Finally, he asked, "What's the name of this new company?" Carnegie immediately said, "Pullman Palace Sleeping Car Company, of course." Pulmen's eyes lit up. "Come to my room," he said. "Let's discuss it." This discussion has turned a page in industrial history. The way andrew carnegie remembers and values the names of his friends and businessmen is one of the secrets of his leadership. He is proud that he can name many employees; He proudly said that when he was in charge, his steel plant didn't go on strike. Benton Ralph, chairman of Texas Commercial Bank, believes that the bigger the company, the colder it is. He thinks the only way to make it warmer is to remember people's names. If a manager tells me that he can't remember other people's names, it means telling me that he can't remember a very important job of his, but is doing his job on quicksand. Karen Cauchy of Videos in Rococopalo, California, is a stewardess of TWA. She often practices remembering the names of passengers in the cabin and addressing them when serving them. This made her get a high evaluation, both directly and with the company. A passenger once wrote to the airline saying, "I haven't taken a TWA flight for a long time, but from now on, I must take a TWA flight." You make me think that your airline may be exclusive, which means a lot to me. "Pedersky makes the black chef on the Pulmen train feel important because he always calls him" Mr. Cooper ". Fifteen times, Paschi went to the United States to perform in front of enthusiastic audiences around the world; Every time he chartered a private car, after the concert, the chef prepared supper for him. In those years, Paschi never called him "George" in the traditional American way. Paschi always calls him "Mr Cooper" in his old formal way, which makes Mr Cooper very happy. People are proud of their names and make them immortal at all costs. Even the domineering RT Banan is disappointed that he has no children to inherit Banan's surname. He is willing to give his grandson CH Xili $25,000 if the latter is willing to call himself "Banan" Xili. For centuries, nobles and entrepreneurs have sponsored artists, musicians and writers so that their works can be dedicated to them. The very valuable collections in libraries and museums come from people who are wholeheartedly worried that their names will disappear from history. The New York Public Library has collections of Astor and Lee. The Metropolitan Museum holds the names of Benjamin Yatman and J·P· Morgan. Almost every church is equipped with stained glass windows to commemorate the name of the donor. Many people don't remember other people's names just because they don't want to spend time and energy to plant them in their hearts intently, repeatedly and silently. They are always looking for excuses: they are too busy. But they won't be busier than franklin roosevelt. However, he will take the time to remember everyone's name, even the auto mechanic he has only met once. Chrysler made a special car for Mr. Roosevelt. Chamberlain and a mechanic drove the car to the White House. I have a letter from Mr. Chamberlain describing his experience. " I taught President Roosevelt how to drive a car with many unusual parts. But he taught me a lot about how to treat others. "When I was called to the White House," Mr. Chamberlain wrote, "the president was very friendly. He called me by my first name, which made me feel very happy. What impressed me most was that he was interested in what I showed him and told him. That car is specially designed and can be operated completely by hand. A group of people looked around the car and he said,' I think this car is really great. All you have to do is press a button and it will move, so you can drive out easily. I don't think it's simple-I don't know how it moved. I wish I had time to take it down and see how it started. ""When Roosevelt's friends and assistants were admiring this car, he said in front of them,' Mr. Chamberlain, I really appreciate the time and energy you spent building this car for me. That's great. "He admired the refrigerator, the special rearview mirror and clock, the special headlights, the chair cover, the driver's position and the special suitcase with his initials on it. In other words, he noticed every detail that he knew I had put a lot of thought into. He also showed the parts to Mrs. Roosevelt, Miss Perkins, the Secretary of Labor and his secretaries. He even called the old black driver in and said,' George, you should take good care of these suitcases. "After the driving course, the president turned to me and said,' Well, Mr. Chamberlain, I have kept the Fed waiting for 30 minutes. I think I'd better go back to the office. "I brought a mechanic to the White House. He was introduced to Roosevelt when we got there. He didn't talk to the president. Roosevelt only heard his name once. He is a shy man, hiding in the corner. However, before leaving us, the president found the mechanic and held his hand; Call out his name and thank him for coming to Washington. His thanks are not affected at all. What he said was from the bottom of his heart. I can feel it. " After returning to new york, I received a signed photo of President Roosevelt and a short thank-you letter, thanking me again for my help. How he has time to do it is a mystery to me. "franklin roosevelt knows that the simplest, most obvious and most important way to get a good impression is to remember other people's names and make others feel important-but how many of us have done this? When we were introduced to a stranger, talked for a few minutes and said goodbye, most of us couldn't remember each other's names. The first lesson a politician should learn is: "Remembering a voter's name is political talent, but remembering it is absent-minded. "Remembering other people's names is almost as important in business and society as in politics. Charles Louis Napolé on Bonaparte, the French emperor and nephew of Napoleon, proudly said that even though he was busy, he could still remember everyone he knew. His technique is very simple. If he doesn't hear the other person's name clearly, he says, "I'm sorry. I didn't hear you clearly. If he comes across an unusual name, he will say, "How do you spell it?" "During the conversation, he will repeat the name several times and try to associate it with the person's characteristics, expressions and looks in his mind. If the other person is an important person, Napoleon goes further. There was no one around, so he wrote the name of that person on a piece of paper, looked at it carefully, planted it deeply in his heart, and then tore up the paper. In doing so, he will not only have the impression of eyes, but also have the impression of ears. All this takes time, but Emerson said, "Politeness is made up of small sacrifices. "The importance of remembering other people's names and using them is not the privilege of kings or company managers, but it is the same for each of us. Ken Nottingham is an employee of General Motors in India. He usually has lunch in the company restaurant. He found that the lady working behind the counter was always sad. " She has been making sandwiches for nearly two hours, and I am just another sandwich to her. I told you what I wanted. She weighed a slice of ham on the small scale and gave me a slice of lettuce and some potato chips. "A day later, I went to the queue again. The same person, the same face; The only difference is that I saw her famous brand. I smiled and said,' Hi! Eunice. Tell her what I want. She really forgot to weigh it. She gave me a bunch of ham, three pieces of lettuce, and many potato chips, so much that I fell off the plate. "We should pay attention to the miracle that a name can contain. We should know that this name belongs entirely to the people we associate with and no one can replace it. Names can make people stand out and make a person appear independent among many people. As long as we start with the name, our requirements and the information we want to convey will be particularly important. Whether it is a waitress or a general manager, the name will show its magical function when we interact with others. So, if you want others to like you, the second rule is: "Remember: a person's name is the sweetest and most important voice in any language.