SEVEN MUSTS FOR LE’s.

SEVEN MUSTS FOR LE’s.

It was in 1939 I sold my first book. A most exciting experience as each book sale is. I still remember the place where I sold it ,the title of the book and its price. It made a profound lasting impression upon my mind. Since that event the Lord has greatly blessed in selling books and training God’s bookmen in
many parts of the world field, in Europe including Russia, Africa and the South Pacific. I have discovered that culture, language and people may differ, but the fundamental principles for LE success do not differ, never become outdated or causing a demand for replacement. The books have changed in format, illustrations and typographically. But the message of these books is still the same and so are the
principles to sell these truth filled books. Some have tried to by-pass them, but never found a better way.
These principles are a must for each literature evangelist aiming for success.
For obvious reason we can only touch the surface of these principles in this article LE teachers in their
training classes should endeavour to get to the depth of these principles. They also need review and reinforcement from time to time. Forgetting is a human weakness.

1. THE LE MUST PRAY.
Paul writes in 1 Thess.5:17 “Pray without ceasing”, or according to Goodspeed   translation.” Never
give up praying”. In CMp.80 we read,” Humble fervent prayer would do more in behalf of the circulation of our books than all the expensive embellishments in the world.” That’s an extremely powerful statement. It is only and solely by the medium of prayer that we can claim the promised assistance of the Holy Spirit in penetrating the mind of the prospect. It’s in the mind of the prospect where the decision is made Without the Holy Spirit, our words, how beautifully chosen they may be, will remain outside people’s mind. That’s why it is a must for the LE to be in constant contact with heaven by means of prayer. Before the LE learns to talk to people he /she must learn to commune with God.

2. THE LE MUST WORK.
In those years since 1939 I have seen often that LE’s think they can make a success with less working hours than working a secular job. If in a regular position we are willing to work 35-40 hrs. per week we
cannot expect to have success in the Lord’s work with less hours. If we are willing to work for money
35-40 hours per week, shouldn’t we be willing to work more hours for the saving of souls? Read and reread in CM chapter 11 about “Diligent in Service”. A warning is sound against a lazy mind. I also like to stress the fact that the LE must be in the field during productive hours, morning, afternoon or evening.
You must be with the people when it suits them, not when it suits you, because you may not find them. I have known successful LE’s meeting people very early in the morning or very late at night. I asked them why they do this. The obvious answer was, meet them when they are available. It means when an LE transfers from a 9-5 job, he must change his lifestyle and give attention to his family at different times than other people do. This may mean a family sacrifice. Yes, but remember the sacrifice made for our salvation. Christ left His pleasant heavenly home in favour of us, a great example.

3. THE LE MUST KNOW THE CANVASS
The canvass is the story we tell the prospect about and from the book. In CMp.43 we learn that we must know what to say and what not to say. The canvass will help us to apply that counsel. The canvass must be memorized, presented well and attractive. But also reviewed from time to time.. When you feel sales go down check yourself if you are still following the canvass as you should I know the value of this by experience I know that it has happened that people asked the LE if he was the author of the book, because he seemed to know it so well. That’s the way it should be. If we know the book we sell well objections can be answered from the book, which will be even more impressive upon the mind of the prospect. One of our Island LE’s was asked if he was trained overseas because he made such a profound impression upon the customer. A well memorized and presented canvass will cause people to reach at such conclusion. In your canvass show you know the book yourself by personal experience Read regularly yourself what you encourage other people to read. On a daily basis learn more about your book, this also will improve your canvass.

4. THE LE MUST DEMONSTRATE.
It is of no use to learn a canvass and not going out to demonstrate. It is also of no use to knock doors
and not demonstrating. Literature ministry is not just knocking doors, but looking for opportunities to
demonstrate our books. I have sold many books without knocking doors, just demonstrating where I saw people. You can find people in many places not only within their homes. But if you only knock doors and have no chance to demonstrate, something is wrong with your introduction. Discuss this with your leader. Let him check you out and suggest corrections. Also don’t try to demonstrate at times when people are under stress. A farmer in peak harvest time is under stress. Select a less stressful time.
Demonstrations are also important in re to the law of average. After so many demos you should have an order. After some time you should be able to work out how many demos you have to do before you strike an order. In that case it means that each demo represents a certain value and will encourage you
to continue demonstrating. In demonstrating your book through the canvass you also present a “mini-
sermon” to your prospect. This often has a lasting impression upon the mind of the prospect. Also be
sure to complete the demo after success or no success, if possible with prayer. Even after no success it has happened that after prayer the prospect, says,” I have changed my mind, I like to place an order“. You thought you were finished, but the Holy Spirit was still working. Never stop demonstrating remember each person you see, doesn’t matter where, is a candidate for demonstrating your message filled book.

5. THE LE MUST BE HONEST.
The apostle Peter in 1 Peter 2:12 admonishes,” Having your conversation honest among the gentiles”. Conversation means, conduct, deportment, behaviour among people. In CM pp 50, 63, 92
we read about absolute honesty necessary for LE’s. It is most unfortunate, and I have seen it in places, that literature evangelists have not demonstrated such absolute honesty among the “gentiles”.
The LE who follows such a dishonest worker has ten times and more difficulty to gain the confidence
from the people. Such experiences must be avoided at all costs. Be honest and truthful in what you say. and never use exaggerated expressions. No overstating of facts. Promises must be kept. Orders must
be delivered on time. If not possible, the customer must be informed in one way or another. Once confidence is established it paves the way for the next sale, and eventually wins souls for the Kingdom.
A dishonest LE is a shame to him/herself, to the church and a misrepresentation of God our Creator. Let your work and person be decorated with the beautiful ribbon which has on it written HONESTY.

6. THE LE MUST LIVE ECONOMICALLY.
Since I sold that first book in 1939 I have seen many coming and going through the LE army. In most cases the reason was not lack of success, but lack of wise economy and money management. I have seen even highly successful LE’s with good earnings dropping out, because they lacked  wisdom in economy.
It’s true the income of the LE is variable from week to week. This demands strong self control on income and expenses. The first rule is don’t spent all you earn, doesn’t matter how little it is. I grew up in an LE home during the depression time of the thirties. My father was top LE in a group of about 25.
But there were weeks he earned less than the people living on government welfare. Still my father had always money to pay the publishing house and an extra “dollar” for a rainy day. They never were in debt.
We did not always have our wishes supplied, but the Lord always supplied our need. My Father was a real fulltime LE From the hours after Sabbath, Saturday night, through large part of Sundays until a few hours before sunset Friday afternoon, he was demonstrating books. He believed to be home in time ready for Sabbath by Friday sunset. The same God who was able to feed Elijah in a peculiar manner
will look after His faithful hard working literature evangelists, who is willing to apply wise but stringent economical principles. The God in heaven who multiplied the loaves and fishes in the past, can and is willing to do the same today. God has not changed, this is my conviction.,

7. THE LE MUST BE FAITHFUL
Faithfulness in all things is another ribbon which must decorate the LE In Rev.2:10 we read that we must be faithful until death. First of all be faithful to God our Creator and Redeemer whom we serve and who has called us into the literature ministry. Are you faithful? Are you keeping the Sabbath hours sacred from sunset to sunset? Are you faithful in your tithing? The LE must tithe income on a daily basis and take it to the house of God on a strict weekly basis. Only then the promise of Mal.3:10 can be claimed. Sometimes you may wonder why your work is not as it should be. Check on your faithfulness. Be faithful to the publishing house in paying for the books you sell. Many have failed in the past, causing the publishing house to put into place stricter policies. Our faithfulness is often tested. But God will reward us with His faithfulness towards us. This is as sure as God exists.
I trust that the above discussed seven MUSTS for LE’s have been some reminder to literature evangelists reading this article. They will never change, and they will always yield success if applied
properly and faithfully.