,illu/ration3 ,! ,au?or ,doll>s & ,s5se ,revis$ & ,enl>g$ ,edition ,be+ ,memor&a made 9 ! ,s*ool ( ,practical ,exp]i5ce ,,h]e9 ,,are ,gold5 ,helps = ,employ] & ,employee ,*e]1 ,c\rage1 ,help = ! ,weak1 ,we>y1 ,disc\rag$ ,ones :o ,live 9 ,%ad[l& ,cures = ,worry & ,fe> ,backbone ,in/ead ( ,wi%bone ,,& ,guides & ,exp]i5ce :i* w ,br+ ,success 9 ,bus9ess1 ,happ9ess 9 ,y\r ,home1 ,respect ( ,y\r ,neighbors1 ,love ( ,fri5ds1 & altoge!r ,_m ,helps :i* w %[ y h[ to make ?is life well wor? ! liv+ ,by ,col4 ,wm4 ,c4 ,hunt] ,price ,pap] ,cov]1 #be c5ts a ,copy ,clo? ,b\nd1 #ej c5ts a ,copy ,pro rata = any quantity ,publi%$ by ,hunt] 4 ,company ,oak ,p>k1 ,ill9ois4 ,u4,s4,a4 ,ea* ,*apt] ,sep>ately ,copyright$ 9 #aijf ,copyright$ 9 ,book ,=m1 #aijg ,revis$ & ,enl>g$ ,edition1 ,copyright1 #aijh by ,wm4 ,c4 ,hunt] ,all ,rights ,res]v$ ,cont5ts ,a*es & ,pa9s #ajj ,adv]tis+ #cb ,advice #ci ,ambition #ah ,ang] #id ,argum5t #db ,associates #fa ,backbone & ,wi%bone #ajh ,bra9s1 ,bir?1 ,boodle #aje ,bribes #abj ,buy+ #cd ,cat*+ ,up #ic ,cig>ets #fd ,comp5sation #be ,competition #cj ,cr$it #aa ,debt #ajc ,discont5t #ih ,d ,good #ajh ,d\ble ,equipm5t #aji ,dress+ #ajj ,elim9ation #df ,employees #hi ,en?usiasm #ib ,exp5ses #ce ,f9anc+ #if ,fix$ ,*>ges #fc ,fri5ds #hh ,froz5 ,dog ,tales #abi ,g5]ali/s #ii ,get ,away #aji ,good ,fell[%ip #fg ,good = ,evil #fe ,gossip #abj ,gr\ndwork #g ,grumbl+ #fj ,h>d ,times #ei ,h>d ,"w #fh ,heal? #ef ,home ,life #gg ,hone/y #gc ,horse ,s5se #ej ,hypo*ondriacs #abb ,indep5d5ce #he ,initiative #aaj ,k9dness #fi ,lawy]s #ai ,laxity #ib ,le>n to ,play #ff ,le>n to ,say ,no #i ,manag]s #ea ,memory #gi ,mon?ly ,divid5ds #ajb ,my ,symphony #abf ,nev] ,quit ,"w #ac ,night ,"w #aaa ,ob$i5ce #aac ,optimism #gh ,our ,sons #aag ,pati5ce #eg ,pay ,day #aad ,p]spiration #hg ,politics #abc ,prec$5t #ie ,produc]s #ba ,pr(anity #abc ,promises #hd ,pull #aai ,read+ #dj ,rule ( ,gold #abe ,salesm5 #ga ,sav+ #aae ,sell+ #eb ,%ort ,lett]s #hg ,siz+ ,up ,?+s #bg ,sleep #fj ,speciali/s #dg ,speculation #dc ,/& ,:5 ,sell+ #ae ,/5ograph]s #aba ,success #gd ,sy/em #abd ,! ,boss #bf ,! ,man1 ,n ! ,plan #bc ,! ,/r+ #di ,?9k+ #ge ,vacations #ee ,vantage ,gr\nd #af ,wait+ = ,success #aaf ,worry #ha ,d$ication ,! ,au?or respectfully d$icates ?is book to ! ,(fic]s & ,proprietors to ! ,manag]s & ,sup]9t5d5ts to ! ,buy]s & ,sell]s to ! ,cl]ks & ,(fice ,m5 to ! ,y\? seek+ promotion to ! ,boy ) 8 fir/ job & to all :o wi% to get ,happ9ess ,heal? & ,doll>s4 ,doll>s & ,s5se ,gr\ndwork ,:5 y cut a melon1 y\r fri5ds w come ) eag] m\?s & sit "u y\r %ade tree & help y eat x4 ,few ( ^! fri5ds w\ld respond to y\r call = help :5 y 7 work+ 9 ! hot sun rais+ t melon4 ,_m p accept ! divid5ds & b5efits ( fri5d%ip b give y a cold %\ld] :5 call$ ^u = assessm5ts ( fri5d%ip4 ,! _w is full ( "y m5 ^: objective is snaps4 ,!y are look+ all ! "t = :at !y c get & n :at !y c give4 ,to =ge ahead1 y mu/ give value receiv$4 ,y c't draw out all ! "t4 ,! employe mu/ d :at he is paid to d & !n "s1 = x is ?is !n "s or plus t gets y\r sal>y rais$4 ,! employ] & employe mu/ realize t ea* mu/ make pr(it4 ,x is because !re are s _m +rates & s _m f\r flu%]s t s few succe$4 ,?is book w be welcom$ by ^? :o are squ>e1 ambiti\s & pati5t4 ,x is n !ory4 ,x is n prea*+4 ,^! *apt]s w be old fri5ds to y1 & y may read a few m9utes or a few h\rs4 ,y may read & re-read z (t5 z y wi%1 = y w always f9d "s new tru? impress$ on y e "t y read4 ,keep ?is book1 c>ry x ) y1 & y w be b5efitt$4 ,worry & fe> w fade & peace & c\rage w gr[ )9 y ! m y /udy ^! pages4 ,! writ] has be5 at x = #cb ye>s4 ,he has _h successes1 failures1 joys1 sorr[s1 & exp]i5c$ ! passions1 ! problems1 ! difficulties y h exp]i5c$4 ,s9ce ! age ( t5 ye>s he has be5 ^u 8 own res\rces & ! #cb ye>s s9ce !n h be5 ye>s ( /udy1 work+ & play+1 all bl5d$ into a happy life4 ,! jolts1 set backs1 sorr[s1 worries1 fe>s & disc\ragem5ts are ! ?+s :i* made him /rong4 ,!y 7 exp]i5ces4 ,smoo? sail+ doesn't br+ out ! /uff "o is made (4 ,x takes %ad[s to make sunlight appreciat$4 ,x takes rev]ses to make success4 ,x takes h>d knocks to poli% y4 ,?is is a book ( exp]i5ces1 n "o ( !ories4 ,!re is no attempt to make ?is a lit]>y ef=t4 ,all ! writ] hopes = or c>es to d is to tru?fully /ate facts & exp]i5ces 9 pla9 language4 ,/udy ! ?\ght r ?an ! expression4 ,x is ,s5se ! writ] wants to express r ?an nons5se4 ,! writ] is happy to say t ! previ\s editions sold rapidly & 8 fri5ds n only read1 b pass ! ^w along4 ,! way to get happ9ess is to make o!rs happy & ! pres5t ( "o ( ^! books to a fri5d or employe is a quick way to get happ9ess4 ,let u g along toge!r & consid] "s ( ! problems :i* we all h to face 9 our bus9ess z well z our social life4 ,a volume c\ld be writt5 on ea* *apt]4 ,b volumes are tiresome & h]e9 y w f9d net values :i* are ! result ( boil+ d[n4 ,s n[ we h ! gr\ndwork ( ?is book4 ,we und]/& ea* o!r4 ,simply take ^! tru?s = _! evid5t wor?4 ,y won't agree ) ! writ] 9 all ?+s1 ( c\rse n4 ,if1 h[ev]1 y get "o tru? t w help y1 !n y h be5 repaid = read+ ?is book & ! writ] has be5 repaid = writ+ x4 ,le>n to ,say ,no4 ,look ov] ! hi/ory ( ! ?\s&s :o h fail$ 9 bus9ess1 & y w f9d 9 ne>ly e in/ance ! failure 0 due to an inability to say ,no4 ,p come to u "u v>i\s guises & ask u to d ?+s :i* 9 our bett] judgm5t we _h r n d1 & too _m h n ! backbone to say ,no4 ,we are l$ to inve/ 9 m9+ /ocks & to emb>k 9 prec>i\s ent]prises because we _c say ,no4 ,we endorse notes & g security = our fri5ds1 n because we want to b because we _c say ,no4 ,!re is a class ( good fell[s :o are aft] u to jo9 !m 9 physical pleasures1 ! =ego+ ( :i* w\ld be bett] = u physically1 f9ancially & m5tally4 ,too _m jo9 !m because !y _c say ,no4 ,x is r>ely a man goes (f delib]ately & gets drunk4 ,! lone drunk is usually ! result ( sorr[1 sudd5 f9ancial bl[ or a h>d jolt ( "s sort4 ,! man :o gets drunk g5]ally does s because he _c say ,no :5 bibul\s fri5ds press him to take a dr9k4 ,! ability to say ,no1 to refra9 f go+ ) ! cr[d1 to decl9e to g d[n /ream is1 m ?an any o!r "o ?+ 9 ?is life1 ! m>k ( a /rong "*4 ,! "o :o c say ,no is go+ to succe$4 ,tempor>ily he may feel a%am$2 he may f9d x h>d to )/& ! jibes & je]s & criticism ( 8 fri5ds = refus+ to jo9 !m 9 ?+s he %\ld n d4 ,our old fri5d--! law ( comp5sation--comes 9 "h1 = 9 proportion z a man has ! ability to say ,no1 :o has ! c\rage ( 8 convictions1 ^: duty is to 8 body & 8 family be=e ! temptations t surr\nd him1 s 9 proportion z !re are few su* individuals ^! individuals /& out z m>k$ successes4 ,! manag] ( "o ( ! bigge/ brew]ies 9 ! ,unit$ ,/ates has n ta/$ liquor ( any k9d 9 ! la/ tw5ty ye>s4 ,surely ?is man %[s 8 c\rage1 = 8 action 9 face ( 8 occupation is a supreme te/ ( backbone & ability to say ,no4 ,! embezzl] does n />t out to d wrong4 ,"s fri5ds want to borr[ money or someone ne$s f9ancial aid tempor>ily1 &1 ei!r at ! reque/ ( fri5ds or because ! individual has some?+ he wi%es to pur*ase & has n ! pati5ce to wait1 he borr[s f ! firm by means ( ! ticket 9 ! draw] plan4 ,he repeats ! op]ation frequ5tly until 8 consci5ce is dull$1 & he gets ! habit4 ,"s day he wakes up to f9d he has sev]al tickets 9 ! draw]1 & resorts to extreme measures1 try+ to beat ! races1 or to w9 money by gambl+ on /ocks or gra94 ,"o day he f9ds he is 9 a dick5s ( a fix4 ,he sees no way out ( x4 ,he takes m money & skips out1 only to be caught lat] on & made to suff]1 & all ?is because he c\ld n say ,no to temptation4 ,le>n to say ,no4 ,set y\r jaws firmly & say ,no4 ,! fri5ds :o g back on y & criticize y = say+ ,no to ! ?+s t are hurtful to y are unwor?y ( ! "n ( fri5ds1 & y c v well get along )\t !m4 ,fri5ds :o ask y to d ! ?+s y %\ld n d are ! v ones :o are ( no s]vice to y 9 "t ( ne$4 ,! individual :o says ,no reg>dless ( ! fl+s & taunts t are ca/ at him is ! "o :o ev5tually makes a success4 ,"* c\nts above all ?+s 9 ! bus9ess _w4 ,! bank] ext5ds cr$it on "* (t5] ?an we imag9e4 ,! bank] kn[s h[ to say ,no4 ,a man's cr$it & "* are mo/ important factors 9 bus9ess1 & _m a man )\t security has atta9$ magnific5t success ?r\gh untir+ en]gy1 ability1 "* & c\rage en\gh to say ,no4 ,9 proportion z y gr[ /rong & unhesitat+ 9 say+ ,no1 ! temptations & opportunities to say ,yes w less5 9 numb]4 ,ex]cise y\r back bone & y\r jaw bone1 s y c say ,no & /ick to x4 ,cr$it ,no factor is s necess>y 9 build+ up bus9ess z cr$it1 & no factor is s necess>y 9 build+ up cr$it z tru?4 ,x is comp>atively easy to />t cr$it1 b ! art is to keep cr$it4 ,! "y bus9ess man :o says ,i want no cr$it1 ,i buy & sell = ca% makes a mi/ake4 ,x is all "r to pay promptly1 b d n e/abli% a spot ca% paym5t basis1 = lat] on1 :5 y ask cr$it1 y\r cr$itors w ?9k some?+ is wrong4 ,e/abli% a cr$it :e!r y ne$ x or n4 ,x is a good adv]tisem5t & a frequ5t help4 ,be reasonably sl[ 9 pay+ y\r bills1 b positively sure t y d pay !m4 ,:5 y get a %>p or blunt lett] ask+ = a settlem5t1 g to y\r cr$itor face to face1 set a date :5 y w make a paym5t & keep y\r agreem5t4 ,don't be specific z to am\nt unless y are decid$ly sure y c d x4 ,be specific z to date1 h[ev]1 & be !re or h y\r *eck !re on ! date4 ,suppose a man owes y #ajj & y ask him = x & he says ,"h are t5 doll>s on acc\nt1 & on next ,?ursday ,i w make ano!r paym5t1 & z (t5 z ,i c ,i w pay some?+ until y are fully paid up4 ,y don't get angry at t man :5 y see 8 int5tions are good & he is do+ 8 be/4 ,s long z y\r cr$itor gets some?+ e "t he writes x keeps him good natur$4 ,x is ! man :o breaks promises :o gets h>d usage f ! cr$itors4 ,if y owe m ?an y\r pres5t ca% balance c liquidate1 make a pro rata paym5t all ar\nd among y\r cr$itors4 ,write a good squ>e lett] say+ no?+ w\ld please y m ?an to s5d a *eck 9 full1 & t ?is paym5t is made z evid5ce ( y\r will+ness & int5tion to keep good fai?4 ,keep 9 t\* p]sonally ) y\r cr$itors z f> z possible4 ,talk to !m ( y\r plans & prospects4 ,always tell ! tru?4 ,h y\r acc\nt z a moral risk r ?an z a ,dun or ,brad/reet risk4 ,!re is s5tim5t 9 bus9ess4 ,cr$itors h he>ts & !y h good impulses4 ,!y appreciate fri5d%ip & especially gratitude4 ,don't believe a ^w ( t great untru? ,!re is no s5tim5t 9 bus9ess4 ,don't get angry :5 ask$ = money4 ,admit y\r sl[ness & tell y\r cr$itor t z an (fset = y\r pres5t sl[ness y h a good memory & a he>t t appreciates1 & "s day y\r pur*ases w be mu* l>g]1 & ^? :o are y\r fri5ds n[ w c]ta9ly get ! b5efit :5 ! "t comes t y d n require favors4 ,an hone/1 frank1 he>t to he>t talk is mo/ valuable4 ,! cr$it man keeps ! tru?ful man 9 m9d & 8 acc\nt "u 8 protect+ w+4 ,! cr$it man glories ) y1 & has a di/9ct int]e/ 9 y\r success :5 x comes4 ,x (t5 happ5s t ! small bank or small manufactur] is ! be/ place = ! beg9n] to g = cr$it4 ,y c get clos] to ! small gr[+ cr$itor ?an y c to ! big fell[ :o is indep5d5t4 ,! big bank is cold blood$4 ,x insi/s ^u security & collat]al4 ,y\r acc\nt 9 a big bank is only an incid5tal detail1 & ! ca%i] is cold & di/ant & blunt4 ,! small bank1 h[ev]1 gives y m "t & att5tion1 is m int]e/$ 9 y & c rememb] y mu* bett] ?an ! big bank4 ,avoid bad associates4 ,y c't play ! races & give w9e d9n]s & ma9ta9 /rong confid5ce ) y\r cr$itors4 ,y mu/ be wor?y ( ! confid5ce repos$ 9 y4 ,x is y\r duty & "p ( ! contract to be reliable & tru?ful4 ,e "t a cr$itor gets out ( sorts g to him & pay him some?+1 & he w quiet d[n4 ,be grateful4 ,don't be afraid to express y\rself freely & frequ5tly on ?is po9t4 ,:5 y are caught up & f9ancially /rong /ick to ^? :o /uck by y4 ,rememb]1 cr$it is bas$ on confid5ce 9 ! individual r ?an 9 8 bank acc\nt4 ,don't get into na/y argum5ts or disputes4 ,give & take4 ,be fair4 ,be squ>e4 ,keep y\r temp]4 ,/oop to conqu]4 ,cut out all ?\ghts ( rev5ge4 ,:5 a h\se does n treat y "r1 curb y\r temp]1 &1 z soon z y c1 get 9 t\* ) "s o!r good h\se4 ,tell ! new h\se frankly :y y *ang$4 ,cr$it is a subsidy1 & x /&s ! hu/l+ bus9ess man 9 good /ead4 ,_m m5 h />t$ 9 bus9ess ) a capital only ( ability1 h>d "w1 hone/y & good reputation4 ,! use or abuse ( cr$it det]m9es :e!r a man w rise or fall4 ,keep y\r record clean1 & if lat] y get on ! %oals y\r pa/ w /& y 9 good /ead4 ,if y h be5 giv5 to %>p practice or di%one/y1 woe be unto y :5 y fall4 ,rememb] ^! ?+s c>efully4 ,keep 9 p]sonal t\* ) y\r cr$itors1 keep y\r promises1 pay on acc\nt :5 y _c pay 9 full1 hu/le1 be hone/1 keep good company1 don't gamble1 don't be a sport4 ,if y practice ^! virtues1 (f]s ( aid w come to y r ?an flee f y4 ,nev] ,quit ,"w ,! av]age "y man makes up 8 m9d t at fifty or sixty ye>s ( age he w retire & take ?+s easy = ! re/ ( 8 days4 ,! av]age "y man makes a great mi/ake4 ,x is f> bett] to we> out ?an to ru/ out4 ,to ! "y man "w is a drudge1 a necessity to keep him alive4 ,9 middle age "w is an accept$ ?+ & we are us$ to x1 & feel r ! bett] = hav+ occupation4 ,9 old age "w is a necessity to keep ! m9d & body "y4 ,!re is sc>cely a m mis]able spectacle ?an ! man ( fifty or sixty :o has retir$ ) ample =tune4 ,he loafs ar\nd ! h\se4 ,goes f "o club to ano!r4 ,gets lonely4 ,feels blue4 ,he tries to kill "t 9 ! day look+ =w>d to ! meet+ ( 8 cronies 9 ! ev5+4 ,! cronies are busy 9 ! day "t & !y h engagem5ts & pleasures 9 ! ev5+1 s t our retir$ fri5d seems to be 9 ! way4 ,he f9ds t ! anticipation ( retirem5t 0 a pleasure1 & t ! realization is a ke5 disappo9tm5t4 ,!re is no?+1 says ,c>negie1 absolutely no?+ 9 money beyond a compet5ce4 ,:5 "o has en\gh money to buy ?+s = ! home1 = 8 family com=t & enjoym5t1 :5 he has suffici5t income to take c>e ( himself & 8 family1 surplus doll>s d n mean mu*4 ,! bus9ess man %\ld prep>e = 8 future s t if ill heal? ov]takes him he may h ! :]e-) to surr\nd himself ) com=ts1 travel & ! be/ ( c>e4 ,! man :o enjoys pleasures ( ! home & fri5ds1 :o tra9s up "y blood to take hold ( ! bus9ess1 :o travels & enjoys himself z he goes along has ! "r idea4 ,we mu/ le>n to enjoy life n[ in/ead ( wait+ = tomorr[1 = tomorr[ may nev] come4 ,! man :o ca%es 91 puts 8 money 9 bonds & retires f all "w goes d[n hill quickly1 & feels he is ( no use 9 ! _w4 ,! f>m] :o moves 9 t[n to live on 8 income is a sorry individual unless he has a g>d5 & *ick5s1 or buys & sells f>ms1 or occupies 8 "t ) "w ( "s k9d4 ,! retir$1 non-work+ f>m] :o has mov$ to t[n gets up 9 ! morn+1 goes to see ! tra9 come 91 :ittles a /ick1 loafs at ! hotel or /ore1 goes to ! next tra91 talks ( 8 rheumatism1 goes to b$ at eight o'clock1 & ! next day goes ?r\gh ! same rigm>ole4 ,we h all se5 ^! old codg]s :o h retir$4 ,!y are n happy because !y h quit _! life's habit ( "w1 & are ru/+ out4 ,occupation is ! plan ( nature to keep man happy1 s :5 y h all ! money y ne$1 h "s occupation or hobby to occupy y\r "t4 ,! man :o retires f any active "w is m]ely c\nt+ ! days until he dies4 ,:5 old age comes & y\r body or bra9 won't let y d or c>e = z mu* z y c\ld 9 y\r y\ng] days1 !n get light] "w or light] c>es4 ,keep busy if x is only rais+ *ick5s or g>d5+1 or /udy+ a/ronomy or botany4 ,keep at x z long z y c4 ,die 9 ! h>ness in/ead ( fad+ sl[ly away4 ,cultivate ! read+ habit 9 y\r y\ng] days t x may be a pleasant occupation :5 y\r legs & h&s gr[ feeble ) age4 ,:5 y quit "w or occupation ( "s sort !n life has no beauty = y4 ,/& ,:5 ,sell+ ,y c make y\r po9t cle>]1 y c talk ) m =ce1 y c impress & conv9ce y\r cu/om] bett] if y /& :ile he is seat$4 ,h y ev] notic$ t :5 y are seat$ & ! o!r fell[ is /&+ x puts y at a disadvantage8 ,try x "s "t4 ,h y n notic$ t if y are seat$ & y\r adv]s>y is /&+1 :5 y get en?usia/ic & wi% to combat 8 argum5t1 x is impossible = y to get 9 y\r be/ licks :ile y are seat$8 ,y involunt>ily rise :5 y make y\r /rong po9ts & are full ( y\r subject4 ,h[ f> w\ld a life insurance man or an adv]tis+ man get if he sat d[n & lean$ back & relax$ :ile talk+ to y8 ,y w obs]ve t ! good solicitor decl9es ) ?anks y\r pr(f]$ *air4 ,he /&s up1 he kn[s ! value ( /&+4 ,by ! relation betwe5 8 /&+ & y sitt+ x makes him a positive & y a negative =ce4 ,he =ces--y receive4 ,h[ mu* w\ld an orator impress 8 audi5ce if he deliv]$ 8 lecture 9 a sitt+ po/ure8 ,y _c combat argum5t v well if y are sitt+1 nor c y conv9ce o!rs z well sitt+ z /&+4 ,:5 y call on a cu/om] c>ry a busy air ) y4 ,/& up4 ,talk /raight f ! %\ld]4 ,make y\r po9t & claims cle>4 ,place y\r position or proposition def9itely1 =cefully & quickly be=e y\r cu/om]4 ,make a good get-away :5 y h accompli%$ y\r purpose4 ,if y don't l& him ! fir/ "t1 get away anyway4 ,let him see t y\r "t is money1 & t y appreciate t 8 "t is money1 too4 ,don't visit4 ,gracefully & politely decl9e ! *air t is (f]$2 say t y\r limit ( "t & dis9cl9ation to trespass require y\r /ay to be brief4 ,/&4 ,keep busy & active4 ,get away quickly1 & y w be welcome next "t4 ,! %ort /ay] is a welcome gue/4 ,he may n l& 8 cu/om]s z quickly1 b 9 ! end he w l& m cu/om]s1 & hold !m clos] & reta9 !m long] ?an ! t$i\s1 visit+1 social bore :o sits & sits & sits4 ,! ,be/ ,vantage ,gr\nd ,9 clos+ a contract or settl+ a dispute x makes consid]able diff]5ce :e!r y are 9 ! o!r fell['s (fice or 9 y\r own4 ,! man 9 ^: (fice ! transaction takes place has ! decid$ advantage4 ,if y h a disput$ bill1 or if y wi% to make a contract = mat]ial or m]*&ise use e ef=t to get ! o!r man 9 y\r (fice4 ,:5 y g to ano!r (fice y are on ! aggressive1 :5 ano!r man comes to y\r (fice y are on ! def5sive4 ,x is great diplomacy to get ! man y deal ) to come to y in/ead ( go+ to him4 ,9 proportion z y are diplomatic y w be able to b5efit4 ,if y meet ! o!r man 9 a club1 hotel or a place outside ( y\r (fice or ! o!r man's (fice1 !n ! vantage gr\nd is ev5 & nei!r has ! be/ ( x s f> z location is conc]n$4 ,/>t+ f an ev5 vantage gr\nd ! advantage %ifts greatly "o way or ! o!r accord+ to :e!r y g or ! o!r man comes4 ,railroad (ficials1 bank]s & great m]*ants realize ! importance ( hav+ ! vantage gr\nd 9 _! favor4 ,! m]*ant1 = in/ance1 has private rooms & regul> (fice h\rs = 8 buy]s1 & he lets ! manufactur]s come to him4 ,/op a mom5t & look ov] y\r own exp]i5ce1 & y w recall num]\s in/ances :]e x has be5 to y\r advantage to close a deal 9 y\r own (fice4 ,!re is no?+ 9 :at we h writt5 9 ?is s]ies ( talks t has less !ory 9 x ?an ?is p>ticul> *apt]4 ,!re is no po9t we h made m surely prov5 by exp]i5ce4 ,! army t attacks ! enemy 9 ! enemy's c\ntry has ! odds aga9/ x1 z all w>s h prov54 ,m5 fight be/ at home on _! own vantage gr\nd4 ,:e!r y are buy+ or sell+ try to close ! deal 9 y\r own place ( bus9ess4 ,if y h travel]s on ! road let x be "p ( _! bus9ess & duty to invite & p]suade cu/om]s to call at y\r place ( bus9ess :5 !y are 9 t[n4 ,ambition ,a man )\t ambition _h bett] cont5t himself ) le>n+ a trade4 ,a good me*anic is fairly sure ( ?ree doll>s a day1 & fifty-two weeks' employm5t 9 ! ye>4 ,! me*anic does n h _m worries4 ,he does n h notes to meet at ! bank4 ,he does n h to face ! +ratitude ( employes & petty jeal\sies1 = he has no employes work+ = him4 ,he lays d[n 8 tools :5 ! bell r+s & goes home to 8 family4 ,8 ambition is to h a good place to sleep1 pl5ty to eat1 money en\gh to buy clo?+ = 8 family & to s5d 8 *ildr5 to s*ool1 & extra sp5d+ money en\gh ov] 8 fix$ *>ges to all[ him to take 8 family to ! circus :5 x comes to t[n4 ,ambition makes m5 /rive to get ahead4 ,ambition cultivates tak+ *ances4 ,ne>ly e man is a gambl]4 ,"s ( y w be %ock$ at ?is /atem5t1 yet ^u c>eful analysis ne>ly e move a successful bus9ess man makes is a gamble4 ,he is bett+ t he w take 9 m money ?an he lays out on a new plan4 ,! man ) ambition is a gambl]4 ,! man :o le>ns a trade & does n /rive to increase 8 e>n+s is n a gambl]4 ,we pride ourselves on our ability to buy *eaply1 because ! *eap] we c buy ! great] our e>n+s w be & ! less our gamble4 ,any man ) two h&s & ord9>y heal? c e>n a livelihood1 b ! ambiti\s man wants to make a "n = himself & to make a success 9 bus9ess1 s he works h>d] ?an he w\ld d if 8 problem 7 only ! obta9+ ( money en\gh to buy ! ?+s necess>y = 8 exi/5ce4 ,! mom5t a man loses ambition1 8 progress1 s f> z bus9ess advancem5t is conc]n$1 ceases4 ,ne>ly e successful bus9ess today is successful because ! proprietors1 9 ! infancy ( ! bus9ess1 7 fill$ ) ambition :i* made !m "w h>d4 ,we are all famili> ) ! successful bus9ess man :o loses 8 ambition4 ,x is an absolute c]ta9ty t z soon z a man loses ambition 8 bus9ess falls (f1 unless he makes x an object to take c>e ( ! ambiti\s "y m5 9 8 employ1 s t !y may keep up ! pace ( progress he e/abli%$4 ,lawy]s ,keep 9 t\* ) a lawy]1 b don't take 8 advice on bus9ess matt]s4 ,a lawy] %\ld be l a diction>y--a place ( ref]5ce4 ,lawy]s by ! v nature ( _! vocation h mu* to d ) conc]ns :o are 9 tr\ble1 & ) firms :o are poorly manag$4 ,lawy]s "k law fir/ & bus9ess second2 ! bus9ess man kn[s bus9ess fir/ & law second4 ,! advice ( "o successful bus9ess man is wor? ! advice ( tw5ty-?ree lawy]s on a matt] ( bus9ess4 ,use ! lawy] to keep y out ( tr\ble4 ,let him see y\r contracts & ! pap]s & agreem5ts p]ta9+ to leases1 sales1 pur*ases1 royalties1 & all docum5ts :i* may f _! nature be br\ght into c\rt z evid5ce4 ,^! ?+s are ! ones on :i* to take ! lawy]'s advice4 ,:5 y are pu%$ into a corn] & mu/ fight1 !n get ! be/ lawy]1 = 9 a fight 9 c\rt1 l a fight 9 ! prize r+1 ! be/ tra9$ & equipp$ man usually w9s4 ,x's m (t5 ! be/ lawy] w9s ?an ! be/ side ( ! case4 ,legal /ruggles seldom pay4 ,law suits take up "t & money1 & ! result1 ev5 if 9 y\r favor1 seldom (fsets ! "t1 money & worry y h exp5d$4 ,! good lawy] keeps y f fight+4 ,_m lawy]s1 h[ev]1 are graft]s1 & !y advise fight1 = !y w9 :e!r y d or n4 ,settle disputes ev5 if y are impos$ on4 ,!re is little satisfaction 9 gett+ a judgm5t = "o hundr$ doll>s1 :5 y\r lawy]s fees are fifty doll>s & y h exp5d$ two hundr$ doll>s' wor? ( "t & worry ov] ! case4 ,ask y\r lawy]'s advice on ! legal /atus ( y\r op]ations1 & n on bus9ess propositions4 ,if y are a success 9 bus9ess t is an evid5ce1 g5]ally speak+1 t y\r judgm5t is good4 ,y c get all ! advice y want = no?+4 ,if y /ate a case & lay out a propos$ plan1 & !n ask y\r fri5ds' advice on ! subject1 y c safely c\nt t n9e out ( t5 w say t y\r proposition is all "r z outl9$ by y4 ,^! fri5ds figure t y h giv5 ! plan mu* ?\ght & /udy1 & x is mu* simpl] = !m to co9cide ) y\r op9ion ?an to take an opposite view4 ,hone/ly betwe5 ourselves we mu/ admit t :5 we seek advice we g5]ally d x only = ! purpose ( hav+ our own op9ions confirm$1 &1 if our fri5ds d n agree ) u1 we say !y are prejudic$4 ,lawy]s don't see ! smoo?1 sy/ematic1 well balanc$ side ( bus9ess1 & _! k is all negative in/ead ( positive on bus9ess matt]s4 ,if y h an important move 9 m9d1 map out ! plan c>efully1 lay ! plan out 9 detail1 be cons]vative 9 y\r e/imate ( prospective pr(its1 & always make a lib]al all[ance = co/ ov] ! figures y h prep>$1 & d$uct a lib]al p]c5tage f ! receipts y anticipate4 ,be v cons]vative 9 matt]s ( figures1 & !n "s4 ,! build+ y propose to put up w co/ f> m ?an y\r ar*itect tells y4 ,y "k ?is 9 advance1 & y make an all[ance = extras1 b :5 ! bills all come 9 y w f9d t 9 addition to ! e/imat$ co/ & ! extras :i* y h figur$ on1 !re w be some?+ else to pay4 ,! sales ( a bus9ess y propose to emb>k 9 w be less ?an y or y\r manag] figure !y w be4 ,always all[ = en?usiasm & imag9ation 9 ! matt] ( prospective receipts4 ,:5 y\r plans are all 9 %ape %[ ! docum5ts1 contracts & agreem5ts to y\r lawy]1 & get 8 legal1 b n 8 p]sonal1 advice4 ,y mu/ be ! doctor ( y\r own bus9ess4 ,rememb]1 a lawy] kn[s law1 & a bus9ess man kn[s bus9ess4 ,be a ,produc] ,employes are divid$ into two classes--! k9d t makes pr(its & ! k9d t is on ! exp5se side ( ! l$g]4 ,! "y man :o has ! =esight & ability to get on ! sell+ side1 ! side t br+s pr(it to ! h\se1 has ! decid$ advantage ov] ! "y man :o is on ! exp5se side4 ,book-keep]s1 /ock-keep]s1 cl]ks & all o!r exp5se employes are paid f> l[] sal>ies ?an ! salesm5 & buy]s1 ^? :o produce results4 ,9 ! newspap] bus9ess ! editor ) 8 college education has practically atta9$ 8 limit ( progress :5 he is #dj ye>s old4 ,he may get f #bj4jj to #hj4jj or ev5 #ajj4jj a week z editor4 ,! "y man 9 ! adv]tis+ dep>tm5t may get f #ej4jj to #bjj4jj a week4 ,he is a produc] ( tangible results2 ! editor produces !oretical results4 ,9 e bus9ess ! man :o sells ?+s1 :o br+s 9 ! pr(its1 is ! man :o gets ! be/ pay4 ,! boss w grudg+ly give a doll> a week increase to ! book-keep]4 ,he only ?9ks :at x w\ld co/ him to replace ! book-keep]4 ,! produc] gets 8 increases 9 #e4jj & #aj4jj a week jumps4 ,! exp5se employe is 9 competition ) ! great army ( ! unemploy$1 & !re are multitudes :o w "w = less money ?an ! man :o is hold+ 8 job on ! exp5se side4 ,! produc]1 on ! o!r h&1 kn[s h[ mu* pr(it he is br++ into 8 h\se1 & if ^? pr(its are /eadily increas+ he may be sure 8 sal>y w increase proportionately4 ,if x does n he c always get ano!r position by lay+ ! facts & figures be=e "s m ent]pris+ h\se4 ,! produc] is seldom out ( a situation4 ,if = any reason he is out ( employm5t tempor>ily he c g to a good h\se & "w on commission1 or get a small draw+ acc\nt1 & at ?ree or six mon?s talk sal>y on actual %[+ made4 ,! %rewd bus9ess man won't let pr(its slip away if he c help x1 s ! real produc] sits 9 a pretty good seat4 ,he has only to %[ :at he c d & he w be paid accord+ly4 ,! exp5se man's only /ock 9 trade is fai?fulness1 neatness & am\nt ( detail he c h&le4 ,he has little lee-way 9 ! matt] ( sal>y1 = ?\s&s are fai?ful1 ?\s&s are neat & ?\s&s c p]=m great am\nts ( detail4 ,! "y man j out ( s*ool %\ld h = 8 ideal t he %all be a produc] fir/ & a proprietor lat] on4 ,to ?is end he %\ld equip himself by sp5d+ f\r or five ye>s acqua9t+ himself ?or\ghly ) all ! phases & dep>tm5ts ( ! bus9ess & le>n+ ! facts ab\t ! manufacture ( ! goods he expects to sell ev5tually4 ,all ?is und]/&+ & prep>ation w be ( great s]vice :5 he is a salesman1 & great] s]vice :5 he is a proprietor4 ,! writ] />t$ :olly dep5d5t ^u 8 own ex]tions = a livelihood at f\rte5 ye>s ( age4 ,at fifte5 he le>n$ %or?& by ev5+ /udy4 ,at sixte5 he att5d$ to ! correspond5ce & mail ord] dep>tm5t = 8 employ]4 ,at eighte5 he 0 gett+ #h4jj a week 9 ca% = 8 s]vices1 & _m times t am\nt 9 valu$ exp]i5ce4 ,"o day he got a blank application = a #ge4jj cl]k%ip 9 ! ,po/ ,(fice4 ,at t "t appo9tm5ts 7 made by political pull & n ?r\gh ! civil s]vice4 ,! writ] took ! blank to a relative1 :o 0 ! lead+ politician ( ! ,/ate4 ,he ask$ = ! endorsem5t ( ?is s5ator & receiv$ ?is advice3 ,"y man1 my signature to ?is %eet w\ld get y ! job1 b if y 7 my son ,i w\ld n let y take ! place4 ,i w give y "s advice1 :i* is ?is--nev] take a political1 railroad or bank job4 ,9 all ^! call+s y are 9 competition ) ?\s&s ( o!rs4 ,! comp5sation is small1 ! *ance to bett] y\r position is remote1 & y are a ma*9e4 ,if y want to make a success ( life be a produc]1 le>n to sell ?+s4 ,?is advice 0 act$ on1 & ! writ] rememb]s x z ! turn+ po9t 9 8 c>e]4 ,x is a sad ?+ to see ! old man work+ = #dj4jj or #ej4jj a mon? :o 9 ! pa/ drew #c1jjj or #d1jjj a ye>4 ,su* m5 7 exp5se m5 & n produc]s4 ,moves on ! *eck] bo>d ( bus9ess are made quickly4 ,! man ) silv] hair may be an acc\ntant or confid5tial man draw+ a good sal>y4 ,some?+ happ5s1 8 firm goes out ( bus9ess or sells out1 & our old fri5d is left )\t a position4 ,he has be5 us$ to ! com=ts & associations a good sal>y all[s1 & n[ he f9ds himself out ( a place & faces ! necessity ( />t+ ov] aga91 & 8 competitors are "y & active m5 ready = ! battle ( life4 ,! old man out ( a job goes ar\nd among/ 8 fri5ds4 ,! fri5d c d no?+ b gives him a lett] ( recomm5dation4 ,he is pass$ along f "o to ano!r until he is foot-sore & he>t sick & we>y ( x all4 ,he w9ds up z a sleep+ c> conductor1 or gets a position z floor walk] or cl]k at ! inquiry desk4 ,! produc]1 be he ev] s old or ev] s (t5 out ( a job1 c cat* on aga94 ,he gets 8 job on results & n sympa?y4 ,bus9ess m5 are on ! look\t = produc]s4 ,"y man1 le>n to be a produc]4 ,! ,man--,n ! ,plan ,we are prone to give cr$it to ! plan z be+ ! ?+ t makes a successful bus9ess4 ,x is n ! plan1 x is ! man beh9d ! plan t is responsible = ! success4 ,! man :o has a well-def9$ ideal1 :o hews to ! l9e1 :o elim9ates all det]r5t influ5ces1 :o conc5trates 8 en]gy on 8 ideal1 :o b5ds 8 ef=ts t[>ds ! "o ?+ is pretty sure to accompli% 8 purpose4 ,we (t5 see a man make a m>k$ success 9 a field t o!rs h consid]$ b>r54 ,take a small t[n1 = in/ance1 :]e !re are _m retail /ores4 ,! p ( ! t[n w tell ! prospective m]*ant t ! t[n is already ov]cr[d$ ) /ores1 t none ( ! /ores seem to be mak+ m ?an a b>e liv+1 & t x w\ld be impossible = ano!r /ore to make a success1 on acc\nt ( ! already ov]cr[d$ conditions1 yet ! "r man comes along & />ts a /ore 9 t t[n & makes a m>k$ success4 ,if ! plan 7 ! mak+ ( success1 all an ent]pris+ bus9ess man w\ld h to d w\ld be to pick out "s plan :i* 0 successful & !n imitate x4 ,! great ocean ( bus9ess has _m d]elicts on x z a result ( copy+ plans4 ,x is a "p ( ! law ( comp5sation t ! man :o orig9ates a plan & c>ries x to successful conclusion has a pat5t on 8 bus9ess4 ,?is pat5t is 8 individuality & good bus9ess equipm5t4 ,! man :o /eals 8 plan physically is unable to /eal ! m5tal end4 ,s9ce m5 h record$ facts 9 ! %ape ( hi/ory1 we f9d t m5 h made successes ( plans & bus9esses t h be5 disc>d$ by _! pr$ecessors z play$-out plans4 ,:5 a plan is pres5t$ to y d n calculate ! outcome by ! plan1 b by ! man4 ,two banks may />t side by side ) exactly ! same (fice furniture & exactly ! same bus9ess op]ations4 ,!y use ! same k9d ( money2 !y make loans on l&s or on securities4 ,! op]ations ( ^! two banks may be z closely id5tical z possible1 yet )9 t5 ye>s "o bank w h consid]able surplus & ! o!r may be out ( bus9ess4 ,if ! plan 7 ! measure ( success ^! two banks %\ld f>e equally well1 b ! fact t !y diff]$ s mat]ially is 9 itself evid5ce t ! success is det]m9$ by ! individuals & n ! plan4 ,! illu/ration ( a bank may be c>ri$ into o!r l9es1 m]*&is+1 manufactur+ or railroad+4 ,comp5sation ,! law ( ,comp5sation is--y pay = :at y get1 or y get :at y pay =4 ,?is law says if a horse c run fa/ x c't pull a good load & vice v]sa4 ,?is law says a horse _c g fa/ f>4 ,x says t = e sorr[ !re is a joy1 = e positive !re is a negative4 ,:]e evil exi/s !re is "s good to (fset x1 says comp5sation4 ,! law ( comp5sation is ! measure optimi/s use1 & 9 ne>ly e *apt] we h writt5 9 ?is s]ies1 comp5sation w be f\nd z a gr\nd-"w4 ,y c't get away f nor violate ?is rule ( comp5sation4 ,x is n new1 x is z old z creation itself4 ,c5turies ago x 0 express$ ?is way3 ,:atsoev] a man s[e? t %all he also reap4 ,too _m try to ignore ?is great rule1 !y try to get some?+ = no?+4 ,y may eat fir/ & pay aft]w>ds1 or y may pay fir/ & eat aft]w>ds4 ,y may play ! butt]fly2 sip life's sweets & s[ y\r wild oats n[1 b pay day w come & may be y w be unable to pay4 ,y may sp5d y\r income n[ & suff] want lat] on4 ,y may "w h>d n[ & play z y g along4 ,y may h happ9ess ea* day y live2 y c make life wor? liv+ if y "w4 ,happ9ess is comp5sation = "w2 no "w1 no happ9ess4 ,y may h :at y want1 b1 y mu/ pay = x4 ,millions co/ happ9ess & (t5 co/ heal? too4 ,! d9n] is prop]ly balanc$ :5 x has sweets z well z sub/antials4 ,! s5sible p]son f9ds ! d9n] is bett] if ! sweets come aft] ! sub/antials4 ,to violate ! law ( comp5sation is to eat ! sweets fir/ & !n ! sub/antials1 & by ?is law ! sub/antials d n ta/e good :5 !y are eat5 aft] ! sweets4 ,! man :o procra/9ates is violat+ ! law ( comp5sation4 ,:5 y see y\r duty att5d to x at once4 ,! ,boss ,by ! boss we mean ! active proprietor1 ! executive head1 ! own] ( ! bus9ess4 ,he is sometimes call$ ! old man4 ,! success ( an in/itution dep5ds l>gely ^u ! example set by ! boss4 ,if ! boss is c>eless 9 little ?+s1 if he is %>p 9 8 practice1 if he does mean acts1 he may rely ^u x 8 employes w copy him1 & lat] on1 :5 "s bl[ /rikes ! bus9ess1 he w f9d x has happ5$ ?r\gh ! practices ( ! employes :o got _! cues f ! boss4 ,k9dness w9s k9dness2 love w9s love4 ,if ! boss is g5]\s & *>itable1 if he sets a good example1 he w h an esprit de corps among 8 employes t is ( incalculable value4 ,!re is n "o *ance 9 a ?\s& = ! boss to make a success unless he has ris5 to ! position ( boss1 & climb$ & e>n$ 8 position ?r\gh /eady progress4 ,! boss mu/ "k h[ to d ! ?+s he hires o!rs to d4 ,! boss :o c %[ an employe 8 error 9 a k9dly mann] & po9t out a bett] me?od1 leaves a good feel+ 9 ! he>t ( t employe4 ,! boss :o %[s 8 he>t to ! employe & is conc]n$ 9 ! ?+s n necess>ily bus9ess w be repaid a ?\s&-fold 9 loyalty & will+ness on ! "p ( ! employe4 ,employes deeply appreciate consid]ation1 & especially ! little k9dnesses :i* are n :at might be call$ bus9ess practice4 ,! boss %\ld n be too f> alo(2 he %\ld be j head & %\ld]s above ^? work+ "u him2 he %\ld be j f> en\gh above t he /&s out z a comm&]4 ,he %\ld be will+ to grant an audi5ce to an employe & %\ld "w ) him4 ,! boss %\ld say we r ?an ,i4 ,he %\ld talk ) ! employes & n d[n to !m4 ,he %\ld make ea* individual "u him feel t he is "p ( ! in/itution & an elem5t 9 its success4 ,rememb] ?is--employes wat* ! boss & !y copy him4 ,:]e y f9d h>d work+ employes y w f9d a h>d work+ boss4 ,! boss _c run ! :ole bus9ess himself2 he is dep5d5t ^u will+ h&s1 &1 9 ord] to get will+ h&s1 he mu/ h will+ h&s himself4 ,if ! boss is al]t & discov]s wa/es & leaks 9 8 bus9ess1 ! employes w discov] !m too1 & ! bus9ess w receive d\ble b5efit4 ,siz+ ,up ,?+s ,"o ( ! mo/ necess>y z well z b5eficial practices a man c h is to take fifte5 m9utes to an h\r ea* day & devote ! "t to siz+ up ?+s1 to plann+ ! day's "w = ! morr[1 to ?re%+ ! :eat f ! *aff1 to review+ ! accompli%m5ts ( ! day4 ,siz+ up ?+s c only be well done 9 solitude4 ,! b5efits ( siz+ up ?+s 9 solitude are s great x is a wond] m has n be5 writt5 on ! subject4 ,plants gr[ 9 d>kness1 yet ! common und]/&+ is !y gr[ 9 sun%9e4 ,! sun%9e is absolutely necess>y = ! gr[? ( ! plant1 b ! real gr[? is done 9 ! quiet d>kness4 ,a man's bra9 develops 9 solitude1 yet bu/le & cr[ds & bus9ess activity are z necess>y to ! man z sun%9e is to ! plant4 ,! real bra9 & moral gr[? takes place 9 solitude4 ,"h aga9 we mu/ rememb] ! law ( comp5sation1 = if a plant _h all sun%9e & no %ad[1 & if a man _h all hu/le & bu/le & no solitude1 x w\ld be l a ma*9e )\t a gov]nor2 ! man & ! plant w\ld run s fa/ some?+ w\ld h to give way4 ,on ! o!r h& comp5sation says t if a man is too mu* 9 solitude1 or ! plant too mu* 9 d>kness1 !y w )] & die4 ,man has always _h /rong admiration = ! /rong individual1 :e!r bird1 bea/1 fi%1 plant or human4 ,!re are two k9ds ( birds1 ! k9d t lives 9 flocks1 l ! blackbird & ! wild duck1 & ! k9d t lives by itself1 l ! eagle4 ,among/ birds ! eagle is *os5 z an emblem = ! flag1 & nev] ! duck or blackbird4 ,among/ bea/s !re are two classes1 ! h]d k9d l %eep1 & ! /rong individual1 l ! lion4 ,! lion is ! symbol ( /r5g? & c\rage1 ! %eep ! symbol ( innoc5ce & simplicity4 ,! lion appe>s on coat ( arms b n ! %eep4 ,9 ! fi% family !re are two classes1 ! k9d t lives 9 s*ools1 l ! mack]el1 & ! k9d t lives by itself1 l ! :ale4 ,:5 fir/ ! savage drew a rude picture ( a fi% on 8 hut x 0 a :ale1 & n a mack]el4 ,we d n f9d ! mack]el's picture except+ at ! fi% deal]s & on ! m5u1 & !n only because ! mack]el is good to eat4 ,among trees ! "o t atta9s great proportions & beautiful symmetry is yond] giant oak or elm t gr[s 9 ! op54 ,x ne$s room to brea! & gr[4 ,x gr[s bett] if x is segregat$ f ! cr[d$ =e/4 ,! giant tree is n ! "o t gr[s 9 ! d5se =e/4 ,!re are two k9ds ( m51 ! k9d t lives 9 ! h]d & ! k9d t has /rong individuality t ne$s room to gr[4 ,! h]d man exi/s 9 inf9itely great] numb]s ?an ! individual man4 ,we _c imag9e ,l9coln1 ,bism>ck1 ,web/]1 ,clay1 ,edison or ,burbank liv+ 9 ! h]d1 or sp5d+ _! "t 9 ! b\lev>d cafes4 ,! man :o lives 9 a h]d1 :o is ev] pres5t :]e ! lights are bright1 :]e gaiety ab\nds1 :]e excitem5t reigns1 :]e fea/+ is pres5t1 soon gets himself into ! habit ( cultivat+ ?is excitem5t4 ,he is nev] happy :5 alone4 ,! bra9 nev] sleeps & some?+ mu/ occupy x4 ,! h]d man fills 8 bra9 ) frivol\s ?+s1 he seeks con/ant excitem5t4 ,he is l ! plant always 9 ! sun1 he burns himself out4 ,! great man ) ! individuality is great because he has always sp5t pl5ty ( tune by himself1 siz+ up ?+s 9 solitude4 ,siz+ up ?+s makes ! bra9 gr[ & makes x /rong]4 ,! univ]sities ( ?is c\ntry t5d 9 a great measure to produce ! h]d man4 ,! /ud5ts dress alike4 ,all h ! same mann]isms1 all h ! same tilt to _! hats1 & all ! same turn$ up tr\s]s4 ,!y fe$ at c]ta9 re/aurants & cr[d 9 flocks4 ,v few college m5 le>n ! b5efits ( siz+ up ?+s 9 solitude until 9 aft] ye>s4 ,on ! o!r h& ! /ud5t 9 ! s*ool ( practical exp]i5ce does n copy 8 fell[ /ud5ts4 ,t is :y 9 ?is great practical exp]i5ce s*ool we f9d ,l9colns1 ,edisons1 ,jim ,hills & ,c>negies4 ,^? m5 h to wre/le ) ! problems = !mselves4 ,!y _h to size up ?+s 9 solitude in/ead ( read+ ! siz+ up f text books1 z is done 9 ! regul> univ]sity4 ,e man be=e retir+ at night1 or ev5 dur+ ! day1 %\ld take a few m9utes to himself & c>efully analyze ! do+s ( ! day4 ,he %\ld weigh ! positive & negative acts1 ! good & ! bad1 ! wise & ! fooli%1 ! "r & ! wrong impulses1 ! ga9 & loss 9 a*ievem5t4 ,he %\ld /rike a balance1 & if he sees t ! bad1 det]r5t & backw>d ?+s 9 ! lead he %\ld resolve to get a move on himself4 ,! man :o goes along )\t ?is siz+ up ?+s 9 solitude is l ! m]*ant :o keeps no record1 :o pays 8 bills f ! ca% draw] & takes :at is left = pr(it4 ,he w /ill be runn+ a little %op 9 tw5ty ye>s1 :ile 8 competitor :o siz$ ?+s up ea* day w be 9 ! :olesale bus9ess or w h retir$ ) a compet5cy4 ,try ?is siz+ up ?+s = two weeks1 & ! b5efits y w receive w be s manife/ x w ne$ no fur!r sugge/ion to make y keep up ! practice4 ,competition ,! say+ is competition is ! life ( trade1 & ?is say+ is true1 or x w\ld n h endur$ s long4 ,if x 7 n = competition we %\ld be liv+ 9 ! woods 9 a /ate ( savag]y4 ,ages ago all m5 & wom5 l$ ! simple life4 ,_! *ief vocation 0 idl5ess4 ,:5 ! wea!r 0 hot ! man sat 9 ! %ade2 z ! sun%9e crept to him he mov$ into ! %ade aga94 ,9 w9t] he rev]s$ ! process4 ,:5 our savage ance/or felt a pa9 9 8 /oma*1 8 simple in/9ct %[$ him t if he put ?+s 9 8 m\? & swall[$ !m ! pa9 9 ! /oma* w\ld leave4 ,?is l[ br[$ man's :ole object 9 life 0 to keep f hav+ ^? hung] pa9s1 & ! only en]gy he exp5d$ 0 9 hu/l+ = food & 9 protect+ 8 food f ! o!r savages4 ,"o day a man obs]v$ t ! bea/s liv$ on ea* o!r1 s he conceiv$ ! idea t x w\ld be good = him to live on o!r animals4 ,t x w\ld be easi] ?an digg+ roots & ga!r+ h]bs1 s ?is man caught & ate sl[-mov+ animals4 ,he us$ a club to d ! kill+4 ,along ab\t "h competition began1 = ano!r man le>n$ to ?r[ a club & kill 8 game4 ,!n ano!r competitor discov]$ t a r\nd /one 0 a m effective weapon ?an a club4 ,^! hairy =be>s ( ours liv$ 9 caves until competition l$ up to ! build+ ( huts4 ,"o day a savage discov]$ t :ile ! sk9s ( animals 7 h>d to eat1 !y nev]!less made a good body cov]+4 ,ano!r discov]$ t if ! sk9s 7 ti$ ab\t him x left 8 arms free to act4 ,?is man 0 ! fir/ tailor4 ,he pun*$ holes 9 ! sk9 & ti$ ! rude g>m5t toge!r ) /rips ( sk94 ,?is fir/ tailor 0 q an important man among 8 fell[s on acc\nt ( 8 great discov]y4 ,"s ( ^! wild m5 7 fleet ( foot & _h well develop$ cunn+4 ,!y became exp]t hunt]s4 ,on ! o!r h& "s ( ! less active1 by ! law ( comp5sation1 became m exp]t tailors1 s trade 0 =m$4 ,! hunt] kill$ en\gh = himself & ! tailor1 :ile ! tailor made clo!s = bo? ( !m4 ,9 ^! days ! woodsman liv$ on animals & ! pla9sman on vegetables mo/ly4 ,s ! woodsman trad$ sk9 clo?+ ) ! pla9sman = gra9s & h]bs1 & ?is m>k$ ! bir? ( comm]ce4 ,!n dug\ts & canoes 7 built1 & ?us our ance/ors cross$ lakes & seas & develop$ m>itime comm]ce4 ,f away back 9 ^? d>k ages up to ! pres5t "t competition has /imulat$ mank9d & spurr$ him on t[>ds bett] conditions4 ,! :ole human race has b5efit$ by ea* improvem5t :i* competition has br\ght ab\t4 ,we h 9 m9d a c]ta9 mail ord] h\se t up to #ahid _h ?+s its own way4 ,!n x sold two to ?ree million doll>s wor? ( m]*&ise annually4 ,a competitor came into ! field1 /irr$ ?+s up1 & n[ ! old mail ord] h\se is do+ eight to t5 times z mu* bus9ess p] annum z !y did be=e !y _h ! competition4 ,9 ! matt] ( competition we mu/ e>ly le>n n to worry ov] competition1 b to d]ive z mu* good f x z possible4 ,if a competitor does some?+ bett] ?an y d1 d n kick or prote/1 b jump into ! b& wagon & d ! ?+ z well or bett] ?an he does x4 ,price cutt+ is ! simple/ & mo/ common phase ( competition1 b a bett] way to get advantage ov] y\r competitor is to improve y\r bus9ess by cutt+ (f wa/es & leaks1 & r$uc+ fix$ & fancy *>ges s y c give y\r cu/om]s m quality & m quantity = ! money4 ,9 proportion z y increase ! value y give = a doll>1 j s y w f9d x easi] to get ! doll>4 ,d n reg>d competition z hurtful to y\r bus9ess1 b r look ^u x z a pace-mak] = y4 ,if y _h t5 exp]ts work+ = y /udy+ h[ to improve y\r bus9ess y w\ld c]ta9ly get b5efit f x1 b probably n en\gh b5efit to (fset ! great co/ ( hir+ ^! t5 exp]ts4 ,on ! o!r h&1 if y h t5 competitors :o are sitt+ up nights /udy+ h[ to improve _! bus9esses1 y c get ! b5efit ( _! exp]i5ce )\t x co/+ y any?+4 ,! _w is big & !re is room = all1 b old comp5sation says ! prizes are giv5 to ! fitte/4 ,if y are a lagg>d1 if y are on ! def5sive in/ead ( on ! aggressive1 get busy1 wake up1 d x n[4 ,adv]tis+ ,good adv]tis+ is good publicity4 ,adv]tis+ is ! ?+ t makes y\r trade increase4 ,ev]y?+ y d 9 connection ) y\r bus9ess & e act ( y\rs outside ( y\r bus9ess is an adv]tisem5t4 ,reputation is an adv]tisem5t1 s is hone/y1 polit5ess1 correspond5ce1 me?ods1 catalogues1 circul>s & salesm54 ,neatness is an adv]tisem5t1 & s is promptness1 ?or\ghness4 ,& !n !re is ano!r k9d ( adv]tis+ :i* is y\r /atem5t 9 ! newspap]4 ,?is is ! pr9t$ k9d ( adv]tis+1 & ?is k9d ( adv]tis+ is ! mo/ common1 9 fact1 :5 we sugge/ t y %\ld adv]tise1 x imm$iately comes to y\r m9d t adv]tis+ is space 9 ! newspap]4 ,keep 9 m9d1 h[ev]1 :5 we speak ( adv]tis+ we ref] to ev]y?+ 9 connection ) y\r bus9ess t makes an impression ^u ! public or ! prospective buy]4 ,"s ( ! old tim]s refra9 f pr9t$ adv]tis+ 9 newspap]s1 say+ t ! be/ adv]tisem5t is m]it4 ,m]it is a good adv]tisem5t1 b x is mighty sl[ 9 its action4 ,if ! inv5tor ( ! typewrit] plann$ & built ! ma*9e 9 8 b>n )\t lett+ anyone "k ab\t x1 if he kept absolutely quiet ab\t 8 do+s1 rely+ on ! fact t ! typewrit] _h m]it1 x w\ld nev] be kn[n to ! public unless he told ab\t x4 ,if ! inv5tor ( ! typewrit] wait$ = m]it alone z ! vehicle = acqua9t+ ! _w ) ! m]its ( ! typewrit]1 ! _w w\ld nev] "k ( x1 unless1 p]haps1 a fire inspector or an heal? (fic] accid5tly /umbl$ across ! ma*9e :ile inspect+ ! premises4 ,if ! inv5tor wait$ = intr9sic m]it to sell 8 goods1 he w\ld f9d t mon?s & ye>s w\ld elapse be=e he c\ld develop 8 bus9ess into pr(itable proportions4 ,if y h a good ?+ y mu/ tell ab\t x4 ,tell+ makes sell+4 ,tell+ is adv]tis+4 ,pr(essional m5 hold up _! h&s 9 horror :5 y sugge/ adv]tis+ to !m4 ,!y tell y !y don't believe 9 adv]tis+1 t x is n e?ical1 t x is n dignifi$4 ,doctors & lawy]s are mo/ notable 9 ?is respect4 ,"o ( ! fir/ ?+s ( _! code ( e?ics is ,?\ %alt n adv]tise4 ,!y mean paid newspap] adv]tis+4 ,! man :o orig9at$ ?is idea evid5tly did n h ! money to pay = any1 & x 0 a case ( s\r grapes4 ,let u look into ?is matt] ( e?ics & see :e!r ! doctor & ! lawy] really believe :at !y say ab\t ?is matt] ( adv]tis+4 ,x is a r>e spectacle to f9d a lawy] :o w n gladly give an int]view to a newspap] report] dur+ "s important trial4 ,! doctor gladly avails himself ( ! opportunity to read a pap] be=e a m$ical society1 & he sees to x t ?is pap] is publi%$ 9 a m$ical j\rnal lat] on4 ,pr(essional m5 belong to clubs1 take "p 9 public affairs1 speak be=e p1 "w on committees1 & actively take "p 9 any?+ t w br+ !m 9 ! limelight ( publicity4 ,!y d ?is adv]tis+ !mselves1 yet !y say !y d n believe 9 adv]tis+4 ,uncle ,sam builds w> %ips1 equips 8 soldi]s spl5didly1 conducts 8 bus9ess affairs ) high grade tal5t1 all ?is t ! ,unit$ ,/ates may be well adv]tis$ among our si/] nations4 ,adv]tis+ is absolutely ess5tial to successful bus9ess4 ,n pr9t$ adv]tis+ alone b all k9ds ( adv]tis+4 ,! quality1 ! price1 y\r aggressiv5ess1 ev]y?+ 9 y\r bus9ess is an adv]tisem5t1 ei!r a good adv]tisem5t or a bad "o4 ,x behooves y to see ! adv]tis+ y d1 :atev] k9d x may be1 is ( ! good k9d4 ,if y expect to rema9 9 bus9ess a long "t y\r adv]tisem5ts mu/ be good4 ,keep 9 m9d t me?ods are adv]tisem5ts4 ,"o bad move1 :i* is a bad adv]tisem5t = y1 calls = two or m good moves or good adv]tisem5ts4 ,h ev]y?+1 e detail ( y\r bus9ess c>ry a good adv]tisem5t1 t is1 h x help y\r bus9ess4 ,h e employe pull+ on ! same c5t] tugs & h !m all face =w>d1 & y\r vehicle w move =w>d4 ,buy+ ,! buy] d]ives mu* in=mation & mu* %rewdness by c>efully wat*+ ! sell]'s me?ods4 ,"s buy]s seem to ?9k t bull-doz+ tactics1 cute lies & irritable mann]s make ! sell] humble1 weak-kne$ & non-combative4 ,?is is a great mi/ake4 ,! be/ buy] is fir/ a g5tleman4 ,he keeps 8 ^w1 he is pati5t & he kn[s 8 bus9ess ?or\ghly4 ,! buy] ga9s mu* by be+ op5 & above bo>d ) ! sell]4 ,let ! sell] "k t y\r success consi/s 9 gett+ z mu* value z y c = ! money1 & t y\r cont9u\s trade w result only ?r\gh fair treatm5t4 ,let ! sell] und]/& t ! bett] he treats y 9 ! matt] ( price & quality ! bett] y w be able to treat y\r cu/om]s1 & ! long] y w be able to deal ) ! sell]4 ,! mom5t a buy] %[s bull-doz+ me?ods1 ! sell] is antagoniz$1 & 8 object !n is to soak ! buy]4 ,! buy] :o keeps 8 temp] & goes at ! matt] philosophically is ! "o :o w9s out4 ,! buy] %\ld expla9 to ! sell] t ! sell] c get ! be/ ( him once & may be twice1 b n m ?an t4 ,! ma9 ?+ = ! buy] to possess is a mo/ ?or\gh k ( ! goods he buys4 ,le>n :o makes ! goods & :]e !y are made1 & get at ! factory co/4 ,!n le>n ^: factories h ! be/ reputation1 & ^: are ! be/ fitt$ & e/abli%$ to make ! goods y buy4 ,rememb] y c af=d to inve/igate4 ,:5 y f9d a factory ov]-sold y w f9d t factory m indep5d5t4 ,:5 y f9d a factory %ort ( ord]s y w f9d !m eag] = y\r trade1 & ! *ances are y c d mu* bett] ) ?is factory ?an ) ! "o t is beh9d on its ord]s4 ,don't get excit$1 don't hurry4 ,speak g5tly4 ,"k y\r gr\nd4 ,cultivate a reputation = fairness r ?an smoo?ness4 ,laxity & indiff]5ce 9 buy+ means t y are all[+ wa/es & leaks to creep 9 y\r bus9ess1 & t y are plac+ a h&icap on y\r travel+ salesman1 = goods well b\ght are half sold4 ,exp5ses ,if y get confid5tial ) ,mr4 ,brad/reet or ,mr4 ,dun s t !y w give y access to ! inside hi/ory ( ! comm]cial conc]ns :i* h fail$ 9 bus9ess1 y w quickly discov] t 9 ! majority ( cases ! cause ( ! failure 0 too mu* exp5se4 ,x has become q a common say+ 9 speak+ ( failures t ! exp5ses ate up ! pr(its4 ,our fri5ds ,mr4 ,dun & ,mr4 ,brad/reet tell u t !re is ab\t "o conc]n 9 fifty :i* succe$s 9 bus9ess4 ,if y w look at ! successes y w f9d out t ! proprietors 7 good buy]s z well z good sell]s b t ! p>ticul> po9t t made !m successful 0 _! ability to make c>eful analysis 9 ! matt] ( exp5ses4 ,! bus9ess man %\ld h 8 exp5ses divid$ into z _m classifications z possible4 ,8 payroll %\ld be sep>at$ into v>i\s dep>tm5ts1 (fice1 salesm51 workm51 acc\nt+1 & s on2 ?r\gh all ! items ( exp5se ! division %\ld be made z f9ely z possible4 ,! proprietor %\ld h a /atem5t ea* week on 8 desk %[+ h[ e c5t 0 exp5d$4 ,^! items %\ld be summ>iz$ mon?ly1 & con/ant ref]5ce made to ! items ( exp5se 9 comp>ison ) items ( exp5se = ! previ\s mon?1 z well z items ( exp5se = ! same mon? ( ! previ\s ye>4 ,"o ( ! pit-falls 9 ne>ly e bus9ess is g5]al exp5se or sundry exp5se4 ,?is dep>tm5t is a cat*all = a lot ( items1 & x hides a lot ( leaks & wa/es 9 bus9ess4 ,y c't divide y\r exp5se items too m9utely4 ,! f9] ! divisions1 ! easi] y c detect a wa/e ( money4 ,! bus9ess man :o has a /atem5t ( bo? receipts & exp5ses is 9 ! position ( ! fir/ eng9e] ( an ocean /eam]2 he does n seem to be do+ mu* & does n worry unless some?+ goes wrong1 !n he %[s 8 tra9+ & ability to m5d breaks & repair weak places4 ,if ! bus9ess man analyzes 8 s\rces ( income into sev]al divisions ! same z he does 8 items ( exp5se1 he w f9d x an easy matt] to correct errors t creep 9 ! bus9ess4 ,he does n h to worry ab\t ^? items ( exp5se :i* %[ m9us1 nor ab\t ^? items ( receipts :i* %[ plus4 ,) a f9ely divid$ %eet ( bo? exp5ses & receipts y c quickly det]m9e :]e ! pr(it is com+ f & :]e ! leaks appe>4 ,if an exp5se item %[s plus1 y c run d[n t item & see reasons = x & endeavor to br+ d[n t exp5se4 ,if a receipt item %[s m9us1 y c run d[n t item & endeavor to increase ! receipts4 ,! writ] has a little pr9t$ c>d on 8 *eck book & x reads ,drive ! axe into exp5ses4 ,x is a con/ant rem9d] to /op ! wa/es4 ,! only real success t comes to ! bus9ess man is ! pr(its at ! end ( ! ye>1 t is1 ! am\nt ( money he makes net4 ,x is easi] to increase pr(its by cutt+ ! exp5ses 9 _m cases ?an x is to increase pr(its by increas+ sales4 ,& "h let u rem>k t on ?is subject1 z well z all ! o!r subjects we are writ+ ab\t 9 ?is s]ies ( articles1 we h 9 m9d ! matt] ( common s5se1 temp]ate action4 ,extremes c>ry ?+s too f>4 ,y mu/ n cut ! exp5ses beyond ! po9t :]e x s]i\sly int]f]es ) ! sales4 ,if y are int]e/$ 9 ?is matt] ( exp5se1 & y c]ta9ly %\ld be1 take up y\r items ( exp5se = la/ mon? or la/ ye>1 g ov] ! co/ ( help1 ! co/ ( raw mat]ial & ! co/ ( manufactur+2 g ov] ea* bran* ( y\r exp5ses1 analyze ! items c>efully1 look into e po9t ?or\ghly1 & we w gu>antee t at ! end ( y\r analysis y w see :]e y c save a respectable sum 9 ! op]ation ( y\r bus9ess4 ,9 go+ into ?is matt] ( exp5se1 d n take all ! items at once1 b take ea* item up sep>ately & g ?r\gh x ?or\ghly4 ,d n assume t y are pay+ too mu* = ev]y?+1 b use good s5se & good judgm5t & see t y get y\r money's wor?4 ,take ! item ( wages4 ,look ov] ! individuals 9 y\r employ1 & y w see a place1 = in/ance1 :]e two p]sons c d ! "w ?ree are n[ do+4 ,rememb]1 x is g5]ally true t :]e two p]sons are engag$ 9 h&l+ a c]ta9 dep>tm5t & !y are ov]work$1 ! t5d5cy is to give !m additional help4 ,:5 ?is is done y w f9d !nce=? all ?ree are busy4 ,9 o!r words1 ea* ( ! two p]sons :o 7 =m]ly ov]work$ ease up & d less "w ! mom5t ! ?ird p]son is giv5 z assi/ant4 ,y h notic$ t :]e y put ?ree employes to d ! "w =m]ly done by two1 x is almo/ impossible--if y take ! employe's ^w--to get two employes to d ! "w aft] ?ree h be5 do+ x4 ,! "w %\ld pu% ! employe4 ,! employ] %\ld get full capacity ( 8 employes4 ,look ov] y\r pay roll & make up y\r m9d t "h & !re y are go+ to employes & ask !m to help y save money1 & at ! same "t y w let !m e>n m money = !mselves4 ,y w f9d t ?is plan works admirably4 ,= in/ance1 if y h ?ree employes gett+ #aj4jj a week ea*2 g to ! two :o d ! mo/ "w & say to !m3 ,if y c d ! "w ( ?is dep>tm5t ) "o less employe ,i w give y ea* #c4jj a week m4 ,9 ?is way y w pay two employes #ac4jj a week in/ead ( ?ree employes #aj4jj a week ea*4 ,?is w save y #d4jj on t p>ticul> "p ( y\r payroll4 ,if y save proportionately all ?r\gh y\r payroll x w make a decid$ pr(it 9 itself4 ,sav+ c also be made 9 ! payroll by tak+ "o ( ! heads ( ! dep>tm5t into y\r confid5ce & lett+ out ! "w to him by contract1 (f]+ to give him "o-half1 or "o-?ird or "o-qu>t] ( ! am\nt he c save 9 8 dep>tm5t4 ,x is surpris+ to see h[ diff]5t 8 argum5t w be :5 8 pocket is affect$4 ,= in/ance1 9 ! pa/ he expla9$ to y t 8 dep>tm5t is beh9d 9 its "w because he has n en\gh help4 ,he has be5 ask+ = m help "r along1 b nev] ask$ t "s ( ! help be laid (f4 ,if1 on ! o!r h&1 y say to him y w give him "o-?ird ( :at he c save 9 ! matt] ( wages 9 8 dep>tm5t1 y w in/antly notice t 8 :ole argum5t & attitude *ange4 ,he discov]s t he has ability to pick out employes :o d ! mo/ "w1 & lets out ! f\r-flu%]s & idl]s4 ,rememb]1 t z a rule ! be/ paid employes are ! *eape/4 ,y c well af=d to pay ! heads ( y\r dep>tm5ts m wages if !y c save y m money4 ,a manufactur] %\ld divide ! numb] ( complet$ articles done p] day or p] week by ! am\nt ( wages paid1 & f9d out :at ! wage item is 9 ea* dep>tm5t p] article4 ,suppose t "u y\r pres5t sy/em x co/s y eighty c5ts 9 wages p] article 9 ,dep>tm5t ,a1 sixty c5ts p] article 9 ,dep>tm5t ,b1 etc4 ,expla9 to ! =eman ( ,dep>tm5t ,a t x is n[ co/+ y eighty c5ts p] article = wages 9 8 dep>tm5t1 & to ! =eman ( ,dep>tm5t ,b t wages are co/+ y sixty c5ts p] article 9 8 dep>tm5t4 ,tell ^! employes y w give !m "o-?ird or "o-half ( :atev] !y c save 9 _! dep>tm5ts4 ,y w f9d ,dep>tm5t ,a w co/ y f sev5ty to sev5ty-five c5ts p] article !reaft]1 & ,dep>tm5t ,b f fifty to fifty-five c5ts p] article1 & 9 ! meantime ! =eman ( ! dep>tm5t is mak+ m money = y1 & likewise mak+ m money = himself1 ?an "u ! old sy/em4 ,?is matt] ( exp5se is mo/ important1 & %\ld h ! mo/ s]i\s att5tion ( ! proprietor4 ,advice ,"o ( ! ?+s mo/ frequ5tly ask$ = & yet "o seldom made use (1 is advice4 ,n9ety-n9e times out ( a hundr$ ! man :o comes to y = advice z a matt] ( fact really wants to h 8 own op9ion confirm$4 ,d n g ar\nd ) a pocket full ( advice (f]+ x to ev]yone4 ,if y advise a man to *ange 8 habits or mann] ( life he w res5t y\r pr(f]$ aid4 ,! be/ way to give advice is to take ano!r fell[ = example & hit y\r fri5d ?r\gh ! illu/ration ( ! o!r fell[4 ,let him discov] ! po9t himself r ?an let x appe> t y are tell+ him ! ?+4 ,! matt] ( advice is a v h>d ?+ to prop]ly und]/&4 ,y advise ano!r to d a c]ta9 ?+1 =gett+ 9 ! mean:ile1 t if y 7 9 8 position y\r view-po9t w\ld be 8 & n y\r own4 ,y play y\r /rong qualities aga9/ 8 weak ones4 ,x is easy en\gh = y to advise a drunk>d n to dr9k1 b difficult = y to und]/& 8 view po9t on ! subject if y are n a dr9k+ man y\rself4 ,giv+ advice usually comes ab\t because we see a weakness 9 o!rs4 ,! opposite ( ?is weakness is a feature 9 our own make-up4 ,! bus9ess man :o is con/antly ask+ advice is adv]tis+ ! fact ( 8 unc]ta9ty ( 8 own actions4 ,y\r great problems mu/ be decid$ by y\rself4 ,! "o ?+ t sep>ates ! %eep f ! goats1 & success f failure1 is ! ability to analyze1 /udy & weigh problems = y\rself1 & to make decisions = y\rself4 ,! law ( comp5sation comes 9 "h aga91 = 9 proportion z y h self-reliance & good judgm5t y\r success w be measur$4 ,y may rely ^u x t if y g ab\t seek+ advice1 y w get two k9ds ( advice--,fir/3 ! advice t concurs ) y\r own pref]5ce or decision2 &1 second1 ! k9d t is 9 opposition to y\r views4 ,y accept ! fir/ k9d because x tickles y\r vanity1 & y ?r[ aside ! second1 say+ ! advice is prejudic$4 ,don't ask advice4 ,size up & weigh ! problem y\rself & use y\r own be/ judgm5t4 ,read+ ,! bus9ess man :o goes along day by day )\t tak+ on any responsibilities or )\t tackl+ m difficult problems1 f9ds he does n progress4 ,! man :o gets into a rut & reads light1 fro?y lit]ature all ! "t--! k9d t is pleas+ to ! imag9ation1 ! k9d t leaves no p]man5t impression--does n progress m5tally4 ,read+ %\ld be l eat+1 we %\ld h ! dess]t z well z ! sub/antials4 ,x w\ld be a great mi/ake to eat dess]t alone1 & x is c]ta9ly a mi/ake to read light1 fro?y read+ matt] alone4 ,"o ( ! prime requisites to a successful c>e] is conc5tration ( ?\ght4 ,few ?+s w dissipate ?\ght z mu* z ov]-read+ ( newspap]s4 ,! newspap] />ts 9 ) ! fir/ page1 & by ! "t y h f9i%$ ! la/ column oh ! la/ page y may h read a hundr$ articles1 ea* "o ( ^! articles t\*+ on a diff]5t l9e ( ?\ght4 ,! daily newspap] conta9s climaxes ( all k9ds4 ,ea* article is a di/9ct *ange ( ?\ght4 ,! daily newspap] gives u /ati/ics1 sorr[1 laught]1 crime1 passion1 dea?1 lies1 humor1 & s on all ?r\gh ! gamut ( ! scale ( human exp]i5ce4 ,! man :o craves ! newspap] soon f9ds 8 l9e ( ?\ght frequ5tly int]rupt$1 side-/epp$1 drawn1 cut (f & disp]s$4 ,abundant evid5ces are at h& :]e ! book read] acquir$ ! daily newspap] habit & reads ! daily to su* an ext5t t x is impossible = him to read books !reaft]4 ,he has brok5 8 cont9uity ( ?\ght1 & :5 ?is happ5s book read+ is impossible4 ,ev]yone %\ld read two or ?ree or m books at a "t4 ,"o %\ld be an int]e/+ book1 :e!r hi/ory1 /ory or com$y1 s long z x is well writt5 & along l9es t w hold "o's int]e/4 ,"o %\ld read "o book aft] ano!r ( ?is sort z a dess]t = 8 d9n]1 z x 71 b along ) x he %\ld eat sub/antial food 9 ! nature ( sub/antial read+4 ,d n read y\rself to sleep at night ov] a light novel4 ,read y\r novel = an h\r or s2 !n take up y\r old philosoph] or sci5ti/ & read a page1 or z mu* z necess>y to f9d "s ?\ght cle>ly express$ s t x w be burn$ into y\r m9d4 ,t ?\ght w rema9 & w be ( s]vice to y 9 ye>s to come4 ,read daily newspap]s scantily4 ,read items conc]n+ ! bus9ess y are engag$ 94 ,read ! do+s ( ,congress & ! important ev5ts ( ! day4 ,g ov] ! head-l9es1 if ne$ be1 & elim9ate all ^? %ock+ /ories ( crime & sordid influ5ce4 ,d n let y\rself get into ! habit ( read+ ! details ( horrible crimes & bad impulses & crim9al acts4 ,skip ov] all ! details ( hang+s & murd]s4 ,!y are we$s 9 ! m9d t *oke up ! beautiful fl[]s ( ?\ght4 ,rememb]1 ev]y?+ y read depresses or elevates1 & 9 proportion z y accu/om y\rself to read sub/antial matt] s 9 proportion y w progress 9 ?is _w1 & h a flood ( ?\ghts at y\r comm& :5 requirem5ts come ^u y call+ = clean-cut expressions4 ,y w write bett] lett]s1 y w conv]se bett]1 y w enjoy social int]c\rse bett] if y read helpful read+ matt] f books & read newspap]s v sp>+ly4 ,argum5t ,n once 9 a ?\s& times w "o man conv9ce ano!r 9 an argum5t1 & ! b5efits y get if y d conv9ce ! o!r fell[ w n comp5sate y = ! wa/e ( en]gy exp5d$ on ! o!r n9e hundr$ & n9ety-n9e times :5 y\r ef=ts fail$4 ,y conv9ce a man aga9/ 8 w & he is ( ! same op9ion /ill4 ,!re is a mighty lot ( diff]5ce betwe5 argum5t & reason4 ,y may accompli% m by divid+ y\r case into "o or two good reasons & tell+ y\r adv]s>y t y w n argue ! case1 b y w let him look at ^! reasons1 & :5 he takes x up logically y w h no fe> ( 8 conclusion1 = tru? mu/ triumph4 ,:ile argum5t itself is a footless proposition1 x is inf9itely m s if y\r argum5t is ) ^? ( less m5tal calibre ?an y\r own1 = by ! law ( comp5sation1 9 proportion z a man is ignorant1 he makes up 9 p]v]sity & lack ( analytical ability4 ,d n /oop to cont5d ) ^? :o h no /&+1 m5tally1 morally or physically4 ,x is a wa/e ( "t4 ,if x is y\r purpose to *ange a man's op9ion1 d n try to d x by argum5t4 ,/udy ! gr\nd c>efully4 ,/ate y\r po9ts ) precis5ess1 make c>eful analysis ( e phase ( ! situation1 take up ! matt] po9t by po9t4 ,/>t ) y\r adv]s>y by gett+ on gr\nd on :i* y bo? w agree4 ,take up ! po9ts on :i* !re c be little *ance = diff]5ces ( op9ion4 ,y w f9d ! o!r man w get 9 ! habit ( agree+ ) y\r propositions & t 8 antagonism weak5s4 ,/ate facts t are "r & tru?ful1 & are s pla9 t ! tru? w be self-evid5t4 ,aft] y h made sev]al propositions on :i* ! o!r man agrees ) y :olly1 !n make a proposition t is n9ety p] c5t4 8 way & t5 p] c5t4 y\r way4 ,gradually increase t t5 p] c5t4 until y sw+ him ar\nd s t he sees ! tru?4 ,he !n imag9es t he has made ! d$uction himself4 ,rememb]1 y c sw+ ! bigge/ %ip ar\nd by a /eady1 sl[1 g5tle pull4 ,on ! o!r h& a sudd5 /ra9 on ! haws] w\ld produce no effect :atev] on ! %ip4 ,! man :o wi%es to conv]t ano!r to 8 way ( ?9k+ mu/ be a diplomat if he is successful4 ,d n get excit$1 keep cool & collect$1 be sure ( y\r gr\nd1 be positive 9 y\r ass]tions1 make ! :ole matt] cle>1 & use good judgm5t1 s\nd reason & cle> logic4 ,speculation ,y are play+ aga9/ odds :5 y speculate4 ,! only man :o has a sure ?+ on ! ,bo>d ( ,trade or ,/ock ,ex*ange or ! race track is ! man ) ! ,wi5]wur/ privilege4 ,! successful bus9ess man "s day wakes up to ! fact t 8 bills are paid1 & t he has surplus money4 ,?is surplus money %\ld be us$ = inve/m5t purposes & n = speculation4 ,( c\rse1 x is h>d to draw ! l9e :]e inve/m5t leaves (f & speculation beg9s4 ,:5 y speculate on m>g9s y are l ! fell[ hold+ on a be>'s tail z x runs ar\nd a tree--if y lose y\r hold ! be> w get y4 ,! man :o makes an inve/m5t1 buy+ /ocks or real e/ate & pay+ ca% = !m does n h to worry ab\t ! m>ket4 ,prices may be up or d[n1 b ! man :o has paid = :at he has b\ght w sleep well4 ,y c't beat ! speculation game4 ,! only ones :o make a success1 & _! success is ephem]al1 are ^? :o make speculation _! :ole occupation4 ,! pr(essional speculator is m]ely a high grade gambl]1 & he always w9ds up a los]4 ,g to ! ,/ock ,ex*ange or ! ,bo>d ( ,trade & y w see at ei!r place a half a doz5 old fell[s hang+ ar\nd4 ,!y are all m5 :o h se5 bett] days4 ,a little inquiry & diplomacy on y\r "p w br+ =? ! fact t ^! m5 7 once prom95t figures on ',*ange4 ,:5 y h m money ?an y ne$ 9 y\r bus9ess buy good f>m l&s out we/1 or good timb] l&s4 ,no man ev] b\ght good f>m l& or good timb] l& at ! prevail+ m>ket price & lo/ money ev5tually4 ,( c\rse1 at diff]5t seasons ( ! ye> ! price ( l& may g d[n a little tempor>ily1 b ! mom5t a good crop comes 91 ! price goes up aga94 ,) good cle> f>m l& y c always g to ! ne>e/ bank & borr[ f sixty to sev5ty-five p] c5t4 ( its value4 ,real e/ate is ! true basis ( weal?1 & if y want to play a sure game1 buy l& t produces ?+s4 ,:5 y buy vacant prop]ty 9 a l>ge city1 x is m]e speculation4 ,! l& does n br+ 9 any remun]ation1 & y are simply bett+ t ! prices w increase4 ,e l>ge city has abundant in/ances ( vacant prop]ty t is n wor? z mu* n[ z x 0 t5 or tw5ty ye>s ago4 ,real e/ate booms come 9 cycles4 ,prices g up & m5 get ! fev] & buy vacant prop]ty4 ,! boom explodes1 prop]ty goes d[n & y c't get y\r money back4 ,! *ances are y h b\ght ! prop]ty on two or ?ree ye>s' "t1 & x c]ta9ly is pay+ = a :ite elephant :5 y are pay+ = l& t is wor? less ?an :at x co/ y4 ,y _c get out1 h[ev]1 because ! orig9al paym5t has already be5 made1 & y\r only hope is to save some?+ on y\r inve/m5t4 ,not)/&+ ! fact t c]ta9 bus9ess sections & c]ta9 resid5ce sections 9 any city /eadily increase 9 price1 yet ! av]age real e/ate 9 ! city increases by v sl[ p]c5tage4 ,! same am\nt ( money1 put out 9 mortgages1 ) ! int]e/ add$ & comp\nd$1 w develop weal? great] ?an ! av]age vacant prop]ty inve/m5t1 = :]e "o lot so>s up to a high price !re are a hundr$ t don't increase at all1 & ! pick+ out ( ! lot t is go+ to increase 9 value is z h>d z pick+ out ! horse t is go+ to w9 ! race4 ,x is because ! vacant city prop]ty has only speculative value t ! bus9ess man %\ld n t\* x4 ,buy f>m prop]ty t y c r5t4 ,x w br+ y int]e/ on y\r money "r along1 & ! t5d5cy ( f>m l& is & always has be5 /eadily =w>d4 ,mr4 ,y]kes1 ( ,*icago1 0 a speculator :o made millions 9 ! /reet-c> sy/em4 ,he 0 ?or\ghly famili> ) ,hydraulics1 & he soak$ ! /ocks z full ( wat] z possible & !n unload$ on ! inve/ors :o speculat$ 9 /reet-c> /ocks4 ,^! speculators are n[ hold+ ! bag4 ,:5 ,mr4 ,y]kes clos$ out 8 hold+s 9 ,*icago he grant$ an int]view1 & "o tru? he utt]$ 9 t int]view has ev] be5 rememb]$ by ! writ]4 ,x is s valuable an expression com+ f su* a successful speculator t we are go+ to give x to y4 ,x is z foll[s3 ,i h nev] kn[n a bus9ess man to successfully speculate 9 gra9s or /ocks = two ye>s4 ,! bus9ess man :o is wat*+ ! tick] or call+ up ! ,/ock ,ex*ange e day1 :o takes little fly]s1 is skat+ on mighty ?9 ice4 ,:5 y buy f>ms y are ex*ang+ y\r money = ! mo/ c]ta9 ?+ 9 ! _w1 = ! basis ( all weal? is l&1 & money simply repres5ts ! ?+s :i* come out ( ! l&4 ,! ?+s t gr[ on ! l& are ex*ang$ = gold1 & ! gold is ex*ang$ = ?+s t come out ( ! l&4 ,! ,gov]nm5t ex*anges ! gold = pieces ( pap] call$ money1 :i* 9 reality means t y c ex*ange ^! pieces ( pap] = gold1 & y c ex*ange ! gold = ! ?+s t come out ( & gr[ ^u ! l&4 ,! /ock brok] may n l ?is *apt] because ! m speculation ! m he b5efits4 ,he gets a rake-(f e "t a man buys & e "t a man sells4 ,he plays a sure ?+4 ,he is l ! man ) ! ,wi5]wur/ privilege4 ,don't ,speculate4 ,inve/4 ,elim9ation ,"o ( ! greate/ bra9 sav]s is elim9ation4 ,e man %\ld try to op]ate along l9es ( ! lea/ resi/ance1 elim9ate ! det]r5t influ5ces & all ?+s t fret him4 ,d n look = tr\ble4 ,d n conc]n y\rself too mu* ov] disagreeable ?+s ov] :i* y h no control4 ,d n build up an intricate sy/em 9 y\r bus9ess4 ,h simplicity y\r ideal4 ,elim9ate all useless moves4 ,if y h di/urb+ influ5ces 9 y\r in/itution1 su* z an employe :o is cont9ually caus+ friction1 elim9ate t employe4 ,! man :o causes friction is pull+ back on ! =w>d impulses ( y\r bus9ess1 & he is hold+ back "o or m m5 :o are try+ to help y =w>d4 ,get rid ( useless ?+s t take y\r "t or cause y worry4 ,rememb] t z y gr[ successful p w come to y "u v>i\s excuses to get y\r aid f9ancially or morally4 ,!y want y to g into new companies4 ,! (fic]s ( ! ,club to :i* y belong w ask y to be a director4 ,y w be invit$ to d9n]s1 ask$ to speak1 ask$ to d a ?\s& & "o ?+s1 & 9 proportion z y acc$e to ^! dem&s y w f9d ! dem&s increas+ until f9ally y h little "t to att5d to y\r own affairs or to att5d to y\r family4 ,h z y\r c5t] idea--elim9ation4 ,ev]y?+ t takes y\r "t f y\r bus9ess or y\r family is an extra tax on y\r /r5g?4 ,elim9ate e habit t holds y back1 e practice t unfits y = progress1 e p]son :o depresses y1 e move t is n necess>y1 e footless idea t cr[ds y\r bra94 ,! ,speciali/ ,:5 ?is nation ( ours 0 born ne>ly e "o 0 a g5]ali/4 ,! m]*ant sold a g5]al l9e ( m]*&ise4 ,! doctor 0 also a f>m] & a horse trad]4 ,9 ^? days !re 7 v few speciali/s4 ,z "t pass$ "s ( ! wis] individuals turn$ speciali/ & succe$$4 ,! doctor :o is a g5]ali/ _c excel 9 any "o bran* ( m$ic9e1 or compete ) ! speciali/ :o devotes all 8 "t & /udy & practice t[>ds "o po9t & t[>ds ! treatm5t ( a specific ailm5t4 ,! m]*ant :o sells ev]y?+ _c compete ) ! man :o makes x 8 bus9ess to sell "o class ( goods4 ,?is is an age ( speciali/s1 & :at we consid]$ a speciali/ tw5ty-five ye>s ago is only a g5]ali/ f ! pres5t /&po9t4 ,! speciali/ ( tw5ty-five ye>s ago has be5 divid$ aga9 & aga94 ,! be/ doctor today is "o :o doctors ! eye alone1 ! /oma* alone1 or ! n]ves alone4 ,he c d m = y & kn[s m ( y\r case 9 five m9utes' obs]vation ?an ! g5]ali/ w\ld 9 ?ree mon?s4 ,) ! ke5 competition ( ^! days x is necess>y = ! individual to be a speciali/ 9 bus9ess4 ,pleasure & recreation are ! only ?+s 9 :i* an individual %\ld be a g5]ali/4 ,7 x n = speciali/s we %\ld "k little ab\t ! sun1 little ( electricity1 little ( /eam1 little ( railroads1 little ( adv]tis+1 little ( any?+ else4 ,x is because individuals h made a speciality ( "o ?+1 because !y h conc5trat$ _! en]gies & _! bra9 p[] on "o ?+ t ! _w has progress$4 ,recreation is = relaxation1 & ! bus9ess man %\ld see to x t he gets ! full b5efit ( recreation4 ,if he c>ries specialism into recreation1 recreation is spoil$1 = ! mom5t a man is a speciali/ 9 recreation he /rives to excel1 & ?is /riv+ to excel is h>d "w1 & t is ! same ?+ he is do+ 9 bus9ess4 ,! bus9ess man :o plays billi>ds & no o!r game d\btless w play a bett] game ?an ! g5]ali/ :o indulges 9 all sorts ( games & recreations1 b ! man :o makes a specialty ( billi>ds f9ds 8 p[]s c5t]$ on ?is game ( billi>ds4 ,he puts 8 ?\ght on x & wi%es to excel1 he wi%es to make a record1 & billi>ds !n become bus9ess4 ,?is /riv+ to excel 9 a game br+s =? ! same gambl+ in/9ct manife/$ 9 bus9ess4 ,x is 8 ,i w4 ,! bus9ess man :o plays a good game ( billi>ds "s day meets 8 sup]ior1 & ! sup]ior is ! individual :o does no?+ b play billi>ds4 ,if a man tries to be a speciali/ 9 billi>ds & a speciali/ 9 bus9ess1 ev5 ?\gh bo? call+s comm5ce ) ,b1 he w f9d t a division ( ef=t is a division ( results1 & he w n be a success 9 ei!r bus9ess or billi>ds4 ,9 proportion z he excels 9 billi>ds he w be lack+ 9 bus9ess1 & vice v]sa4 ,we rememb] ! /ory ( a "y fri5d ( ,h]b]t ,sp5c] :o jo9$ ! great philosoph] 9 a game ( billi>ds4 ,! "y man play$ a mo/ excell5t game4 ,:5 !y _h f9i%$ ,sp5c] rem>k$3 ,"y man1 y\r education has be5 greatly neglect$1 y play billi>ds too well4 ,be a speciali/ 9 bus9ess & a g5]ali/ 9 pleasure4 ,play billi>ds1 swim1 ride1 play golf & indulge 9 all a?letic sports & s long z y get uni=m pleasure & recreation f ^! ?+s y are do+ "r1 y are help+ y\r m9d & develop+ y\r body & lett+ y\r bra9 re/1 s t x may be ke5 & a great] help 9 y\r specialty1 :i* is bus9ess4 ,! _w ne$s speciali/s1 & x ne$s speciali/s 9 recreation z well z bus9ess1 b ! man :o tries to be a speciali/ 9 bus9ess z well z a speciali/ 9 recreation w fail 9 bo?1 or1 at lea/1 8 success w be only mod]ate4 ,x is necess>y = life's s*eme t we h individuals :o h /eady incomes s t !y d n require to ent] ! /r5u\s bus9ess life4 ,x is necess>y to h su* individuals1 s t !y may devote !mselves to be+ speciali/s 9 recreation1 o!rwise ! sports w\ld die out4 ,if y g 9 = sport d n expect y c compete ) anybody :o goes 9 = sport exclusively4 ,y c't w9 9 two call+s or occupations4 ,! ,/r+ ,!re is a /r+ to e proposition1 & x behooves y to look out = ! /r+ be=e acc$+ to ! reque/s t are made ( y4 ,:5 a /rang] comes & (f]s to d ?+s = y1 to let y 9 on ! gr\nd floor1 or assures y t he is work+ = y\r int]e/1 y may be sure !re is a /r+ to 8 proposition1 & ! /r+ is t1 z a matt] ( fact1 x is himself in/ead ( y he is look+ out =4 ,don't bite at ! *ance t is (f]$ y to get some?+ = no?+4 ,! bigge/ k9d ( a /r+ is always 9 su* a proposition4 ,rememb] ?is1 t p are selfi%4 ,ea* man looks out = 8 own int]e/1 & ev5 if he is protect+ y\r int]e/1 x is because 8 own int]e/ w be bett] cons]v$ by look+ out = y\rs4 ,don't decide on important matt]s too quickly4 ,don't get ti$ up 9 big contracts ) /rang]s until y h f\nd e /r& ( ! /r+4 ,don't be too suspici\s b hunt = ! /r+4 ,x pays to be v cons]vative on all matt]s 9 :i* o!rs are int]e/$4 ,sometimes ! /r+ 9 ! proposition is legitimate & ! o!r fell[ may be m int]e/$ ?an y are1 b x c]ta9ly behooves y to see :at ?is /r+ is & to und]/& exactly :]e ! end ( ! /r+ is ti$4 ,don't draw up 9 y\r %ell & look ^u e man ) a proposition z try+ to take advantage ( y1 b put d[n ?is z a tru?--,!re is a /r+ to e proposition1 & y mu/ f9d t /r+ be=e y close ! deal4 ,horse ,s5se ,j h[ ! expression horse s5se came into use is n kn[n1 b ! mean+ ( ! comb9ation means good reason1 old fa%ion$ logic1 simple analysis & actual tru?1 & ! bas+ ( y\r actions ^u simple ?+s r ?an complex ?+s4 ,! man :o uses horse s5se 9 8 transactions gets along fur!r & fa/] ?an ! man :o uses selfi%ness & sm>tness4 ,to be possess$ ( horse s5se is a mo/ valuable asset4 ,x is some?+ y c use e day ( y\r life4 ,horse s5se is really "o ( ! ?+s t makes up ! law ( comp5sation4 ,! law ( comp5sation itself is ! qu9tess5ce ( horse s5se4 ,luck is ! gambl+ *ance1 & horse s5se is ! inve/m5t & security *ance4 ,! man ) horse s5se may n g z f> 9 a day z ! man ) luck1 b he w progress m days & g fur!r ev5tually ?an ! lucky man4 ,horse s5se is "o ( ! mo/ valuable ?+s 9 ! bus9ess _w1 & x is "o ( ! r>e/ ?+s4 ,x is s valuable because x is s r>e4 ,9 ! bus9ess _w today ! m5 :o are do+ great ?+s are ! m5 :o h horse s5se4 ,we call ^! m5 wond]ful & look ^u _! accompli%m5ts z ! result ( "s my/]i\s1 wond]-work+ p[] t !y possess4 ,wond] work]s are only fla%es 9 ! pan4 ,d n hire y\r employes on acc\nt ( y\r pref]5ce = a c]ta9 color hair or c]ta9 color$ eyes4 ,d n hire y\r employes on acc\nt ( _! physical appe>ance1 or on acc\nt ( _! ability to dress 9 ! height ( fa%ion4 ,get d[n to _! net wor?4 ,f9d out h[ mu* horse s5se !y h4 ,hire employes1 z f> z possible1 :o are bless$ ) old fa%ion$ horse s5se4 ,! ,manag] ,! good manag] is "o :o comm&s respect1 n ?r\gh 8 au?ority b because ^? "u him appreciate t he has m ability & exp]i5ce ?an !y h4 ,! selection ( a good manag] is v important1 = ! success ( "o's bus9ess dep5ds ^u its managem5t4 ,! proprietor _c d all ! ?+s himself1 & he mu/ rely ^u 8 lieut5ants4 ,give a c]ta9 class ( "w to t5 girls4 ,put !m 9 a room by !mselves ) no "o 9 au?ority4 ,come back next day & y w f9d t !re is "o girl :o is lay+ out ! "w = ! o!rs4 ,!re is some?+ 9 ?is girl t makes h] a natural manag]1 & !re is a c]ta9 in/9ct among/ ! re/ ( ! girls t makes !m ackn[l$ge ?is "o girl z _! sup]ior1 & ! "o to g to = advice4 ,?is natural lead]%ip is ! quality ! manag] %\ld possess4 ,above all1 ! manag]1 l ! boss1 mu/ "k h[ to d ?+s he hires o!rs to d1 & ! ?+s we h said conc]n+ ! boss is likewise true ( ! manag]1 = ! manag] is ! next /ep bel[ ! boss4 ,! successful boss w\ld n h obta9$ 8 pres5t position if he _h n be5 a good manag] previ\sly4 ,let ! manag] read ?or\ghly our *apt] on ! boss if he has ambition to be boss "s day4 ,! mi/ake frequ5tly made by ! manag] is to take cr$it himself = ! "w done by ^? "u him1 = su* a manag] may be sure t soon] or lat] 8 position 9 ?is respect w be f\nd out1 & to 8 surprise he w f9d t ! employe :o has be5 do+ ! ?+s = :i* he has tak5 cr$it w take ! manag]'s place4 ,employes are quick to detect ?is _s 9 ! manag]4 ,!y see t _! own ef=ts are n kn[n to ! boss1 & x makes !m indiff]5t1 because !y see no appreciation = :at !y are do+4 ,on ! o!r h&1 if ! manag] says a good ^w to ! boss conc]n+ an employe :o has %[n m>k$ ability1 x r$\nds to ! manag]'s cr$it t he is lib]al en\gh to give cr$it :]e x prop]ly belongs4 ,tru? w out z sure z ! sun w %9e1 & ! manag] _c conceal 8 subord9ates' abilities & pass !m (f z 8 own = any l5g? ( "t4 ,! good manag] w say a k9d ^w to ! boss ab\t ! employe1 if he is ! "r sort4 ,x makes an employe feel confid5ce 9 ! manag] :5 he kn[s t ! manag] is appreciative & ready to tell 8 sup]ior ( good ?+s 9 ! employe's favor4 ,! manag] :o is bad temp]$1 suspici\s & tries to take cr$it t does n belong to him is only hold+ 8 position tempor>ily1 & "s day he w be let out ( ! in/itution = :i* he is work+1 & w f9d himself =c$ to ! extremity ( gett+ a place some:]e else back 9 ! ranks f :i* he _h tempor>ily ris54 ,sell+ ,"t 0 :5 ! be/ salesman 0 ! "o :o c\ld tell ! bigge/ lies1 dr9k ! mo/ :iskey & %[ 8 cu/om]s ! livelie/ "t4 ,today ! be/ salesman is di/+ui%$ by ! foll[+ attributes3 ,tru?1 tru/wor?9ess1 toge!r ) a f9e k ( ! goods he is sell+4 ,! man :o sells goods mu/ be prep>$ to he> f ne>ly e man t 8 price is too high4 ,if ! buy]s w\ld always tell ! tru?1 !n ! salesman :o sold ! mo/ goods w\ld simply be ! "o :o actually sold at ! l[e/ price4 ,price does n mean any?+4 ,price is high or l[ only :5 quality is tak5 into consid]ation4 ,! man :o sells m]*&ise1 or adv]tis+1 = in/ance1 mu/ be ?or\ghly acqua9t$ himself ) ! ?+ he sells4 ,he mu/ be reliable1 he mu/ give good measure1 he mu/ keep 8 ^w4 ,we he> a good deal ab\t ! live-wire1 rapid-fire salesman1 :o goes out on 8 initial trip & comes back ) a bagful ( ord]s4 ,x mu/ be rememb]$ t ev] & always !re is ! law ( comp5sation to take into consid]ation4 ,! salesman :o bags a lot ( ord]s on ! fir/ trip does n get s _m ! second "t4 ,he has color$ 8 picture too highly on ! fir/ trip4 ,he has made too _m side promises1 too _m mis-/atem5ts1 & ! cu/om] f9ds out he _c be believ$1 & ?is smoo? article ( a salesman is n z welcome 9 ! buy]'s (fice ! second trip4 ,on ! o!r h& & 9 /rict accordance ) ! law ( comp5sation1 ! salesman :o tells ! tru?1 :o moves quickly1 :o does :at he agrees to & kn[s :at he is talk+ ab\t1 :o talks conv9c+ly & att5ds /rictly to bus9ess w ev5tually succe$4 ,! great h\se ( ,m>%all ,field ,co4 ( ,*icago h op]at$ along ! l9e ( fairness1 good treatm5t & will+ness to "r a wrong & correct a mi/ake quickly4 ,m>%all ,field _h horse s5se :5 he inaugurat$ 8 bus9ess4 ,wond] work]s :o />t out ) a bur/ ( spe$ & sma% records 9 ! matt] ( sell+ w /ill be salesm5 at fifty ye>s ( age1 = y c't g fa/ f>4 ,^? wond] work]s *ange frequ5tly4 ,!y flit f h\se to h\se4 ,!y "w because !y ne$ ! money to h a good "t )1 & z soon z !y get ! money !y proce$ to h a good "t until _! little pile runs out1 & !n !y get ano!r job4 ,bus9ess m5 "k ?is wond] work] well4 ,g into any :olesale h\se & y w f9d !m4 ,!y are liv+ 9 ! pa/ & relat+ _! conque/s4 ,!y nev] speak ( ! pres5t b always ( ! pa/4 ,!y h done ?+s !y c't d aga94 ,! good salesman is do+ ?+s n[ bett] ?an he has done 9 ! pa/4 ,! p]man5tly successful salesman does n cut mu* ( a figure 9 ! matt] ( dress4 ,he is n z h&some z ! wond] work]4 ,9 fact1 he may be physically unc\?1 b he has a he>t "u 8 r\gh ext]ior4 ,! cu/om]s he m+les ) h confid5ce 9 him4 ,!y "k he w d :at he promises1 & f9ally ?is man is ! "o :o builds up a good trade & at fifty ye>s ( age he has a place ( 8 own1 s5ds salesm5 on ! road1 & 8 h\se does a good bus9ess because 8 policy p]meates ! in/itution1 & ! cu/om]s h confid5ce 9 ! h\se because he is at ! head ( x1 & !y are famili> ) 8 me?ods & practice4 ,"s buy]s seem to ?9k t x is necess>y = !m to give ! impression to ! sell] t !y are buy+ at l[] prices ?an ! sell] quotes4 ,! wond] work] tries to make ea* cu/om] believe t he is buy+ at ! l[e/ price4 ,! common s5se salesman does n resort to su* tactics4 ,! av]age buy] does n conc]n himself s mu* ab\t be+ able to buy *eap] z he does to feel sure t 8 competitor does n get bett] treatm5t ?an he does4 ,9 ! matt] ( sell+ !re is no "o ?+ t ultimately proves s successful z ! "o price plan4 ,by t we mean ! same price to all :o pur*ase ! same quantity or ! same am\nt 9 a giv5 "t4 ,! m ela/ic & v>iable y\r prices1 ! m +5uity requir$ to keep ^! cut prices f gett+ into ! h&s ( y\r cu/om]s4 ,?is matt] ( cutt+ prices causes no end ( worry4 ,9 proportion z y indulge 9 cutt+ prices1 s 9 proportion y w receive an increas$ numb] ( cut price (f]s4 ,let x be kn[n t y\r prices are subject to r$uction at ! h&s ( a smoo? buy]1 & ! news w travel fa/4 ,let x be kn[n t y don't cut prices1 & t news w ga9 curr5cy 9 ! trade1 & y w n h cut prices (f]$ y4 ,!re is some?+ 9 ! matt] ( sell+ beyond doll>s & c5ts1 & t is doll>s & s5se4 ,rememb] ?is1 :5 y sell goods y are also sell+ reputation4 ,if y\r goods are bad y\r reputation w be bad too4 ,y c't h a good reputation & sell bad goods & make a p]man5t success4 ,rememb]1 e sale y make is an adv]tisem5t4 ,rememb]1 y c take advantage ( ! buy] once or twice1 b if y want to hold 8 trade y mu/ be fair ) him4 ,smoo? tactics t br+ 9 pres5t money react & lose trade = y lat] on4 ,vacations ,e man owes x to himself & to 8 family to take a vacation ea* ye>4 ,vacate means to get out or away f1 & if y take y\r s call$ vacation by a trip to ano!r city & sp5d y\r "t 9 ! :irl ( indu/ry1 y are n help+ y\rself1 y are n tak+ a vacation4 ,nei!r are y re/+ y\r m9d & body if y g to a swell summ] resort :]e :ite duck tr\s]s 9 ! day & full dress 9 ! ev5+ is ! rule4 ,! real vacation y get is :5 y take y\rself away f ! bus9ess m>ts ( trade1 & g to a place :]e y c get y\r feet on good old "m e>?4 ,g :]e f5ces are unkn[n1 :]e !re are no keep (f ! grass signs1 climb ! hills1 walk ?r\gh ! =e/s1 fill y\r lungs ) good ozone1 say to y\rself all ^! beautiful ?+s are m9e4 ,nature has arrang$ x s t ! poore/ man 9 ! _w c get ! mo/ priceless ?+s z easily z ! multi-millionaire4 ,! f\r mo/ preci\s ?+s 9 ! _w are good air1 good food1 good wat] & good heal?4 ,money _c buy any "o ( ^! ?+s4 ,! man ) millions _c get any bett] air1 or m n\ri%+ food1 or pur] wat]1 or bett] heal? ?an c ! poor man4 ,! man :o goes to ! big woods = 8 vacation1 :o lives out ( doors1 :o gets ne> to nature1 is putt+ by a res]ve 9 8 con/itution & bra9 t he w draw ^u = ! rema9d] ( ! ye>4 ,su* vacations w cle> ! cobwebs f y\r bra94 ,x w give y ability to d great] ?+s1 & make y see ! beautiful side ( life4 ,a man %\ld n dep5d :olly on 8 two or ?ree weeks 9 ! woods1 h[ev]4 ,he %\ld take a little vacation e day4 ,he %\ld arrange to get "s b5efit = 8 bra9 & body 9 ea* tw5ty-f\r h\rs4 ,he %\ld take a few mom5ts ea* day & devote x to m5tal & physical relaxation4 ,&1 above all1 he c get a good vacation e tw5ty-f\r h\rs if he sleeps prop]ly4 ,our good fri5d ,grizzly ,pete1 ( ,froz5 ,dog1 und]/&s ! real vacation :5 he says4 ,mighty pleas9' sport1 y bet1 sitt9' on a rock2 ,beats a /ore or (fice an' work9' by a clock4 ,cle>s away ! cobwebs f y\r we>y bra92 ,gives y inspiration2 makes y a man aga94 ,!re a9't no m$ic9e ,i "k = ! appetite ,l a summ] morn9'1 wait9' f] a bite4 ,lazy summ] days are "h--a9't y k9d o' wi%9' ,t y _h y\r old clo!s on1 an' 0 sett9 "h a-fi%9'8 ,heal? ,!re is no mis=tune1 no real h>d luck except sickness & poor heal?4 ,if y f9d y\r heal? is becom+ impair$1 *ange y\r me?ods & vocation4 ,*ange be=e x is too late4 ,a /it* 9 "t saves n9e times n9e 9 matt]s ( heal?4 ,get pl5ty ( ex]cise1 good air1 good wat]1 sleep ) y\r w9d[s op5 9 w9t] z well z summ]1 walk ov] two miles e day4 ,avoid worry4 ,d good de$s4 ,help o!rs4 ,elim9ate evil ?\ghts & det]r5t influ5ces4 ,if y\r heal? is impair$1 =sake doll>s if necess>y & make heal? y\r fir/ conc]n4 ,doll>s are wor? hav+1 b s5se is inf9itely bett] to be possess$ (4 ,if y\r heal? w n p]mit y to get doll>s & c5ts1 !n make x y\r object to get heal? & s5se4 ,rockefell] w\ld give 8 millions if he c\ld h ! heal? ( ne>ly any ( ! ?\s& ( employes :o "w = him4 ,a good /oma* is r to be *os5 ?an great ri*es4 ,pati5ce ,suppos9' fi% don't bite at fir/1 ,:at are y go9' to d8 ,?r[ d[n y\r pole1 *uck out y\r bait1 ,an' say y\r fi%9's ?r\gh8 ,y bet y a9't2 y're go9' to fi%1 ,an' fi%1 an' fi%1 an' wait ,until y've ket*$ a basketful ,or us$ up all y\r bait4 ,suppose success don't come at fir/1 ,:at are y go9' to d8 ,?r[ up ! sponge & kick y\rself8 ,an' gr[l1 an' fret1 an' /ew8 ,y bet y a9't2 y're go9' to fi%1 ,an' bait1 an' bait ag91 ,until success w bite y\r hook1 ,= grit is sure to w94 ,pati5t ef=t & h>d "w ea* day1 prop]ly direct$1 w surely br+ success4 ,failure comes to ^? :o gr[ we>y 9 ! /ruggle1 & to ^? :o ov]work !mselves & ov]tax _! abilities4 ,su* p]sons hope t by l>ge sacrifices ( sleep & happ9ess1 & by extra application & h>d "w1 !y w build = !mselves =tune1 t !y may be happy at "s future "t4 ,!y make a great mi/ake 9 ?is respect4 ,divide y\r en]gies s t ea* individual day is successful1 no matt] h[ mu* ! success may be4 ,x is ! m5 :o are do+ little ?+s today :o w be pick$ out to d great ?+s tomorr[4 ,& :ile y are mak+ a little success ea* day1 be sure t y\r he>t s+s :ile y\r h&s "w4 ,m5 :o c d ?+s are discov]$4 ,!y ne$ n pu% !mselves to ! front4 ,good m5 are sc>ce1 & ! great successful bus9ess m5 ( today are ! ones :o "k h[ to d ! "w t !y are hir+ employes to d4 ,tal5t 9 ?is direction w surely attract ! att5tion ( y\r sup]iors4 ,le>n to ma/] ! details ( y\r bus9ess y\rself4 ,use consci5ti\s ef=t & pa9/ak+ ef=t4 ,make a r\nd-up ea* night ( :at y h done dur+ ! day4 ,see :]e9 y h be5 9 error & :]e9 y c\ld h improv$ ! day's "w & y w be bett] fitt$ = tomorr['s duties4 ,aft] clos+ y\r day's bus9ess1 devote a "p ( ! ev5+ to y\r family & fri5ds1 & a "p ( x to "s good book4 ,x is n ! clock t /rikes ! l\de/ t keeps ! be/ "t4 ,! exp5sive *ronomet] works /eadily along do+ its "w well & fai?fully4 ,x does n attract z mu* att5tion z ! gilt clock ) its sweet *imes1 b m5 :o "k ?+s are aw>e t ! *ronomet] has ! m real m]it4 ,h ! *ronomet] = y\r ideal & n ! fancy clock1 = true m]it w c]ta9ly receive due rew>d4 ,we %\ld all h "s ideal :i* we hope to atta9 tomorr[1 b let u rememb] t ! way to rea* ! ideal tomorr[ is to make today successful4 ,pati5ce is a virtue few ( u are possess$ (1 b ! /ory ( e successful bus9ess has writt5 on e page ( its hi/ory pati5ce & p]sev]ance4 ,d n get disc\rag$ if y\r rate ( progress ea* day is n z mu* z y hop$ =1 b1 s long z y are go+ =w>d & are pati5t1 y may be sure t y are ga9+4 ,h>d ,times ,h>d times foll[ good times ) un]r+ regul>ity & c]ta9ty2 ?is is 9 p]fect accordance ) ! rule ( comp5sation4 ,9 good times we %\ld prep>e ourselves & erect /rong gu>ds ar\nd our bus9ess1 s t :5 h>d times come we may f9d ourselves able to g ?r\gh ! tr\bl\s times4 ,if prosp]ity ran on un*eck$1 ! ord9>y1 well-e/abli%$ bus9ess w\ld soon be a ?+ ( ! pa/1 = p w\ld speculate in/ead ( "w4 ,:5 ! manufactur] has 8 bills paid & f9ds a surplus 9 ! bank1 t surplus is likely to be turn$ into speculation4 ,:5 ev]yone speculates values rise1 & cont9ue to rise until prices rea* fictiti\s altitudes1 & !n comes ab\t ! ca%+ 94 ,x s happ5s t ! ca%+ 9 is a g5]al movem5t1 & :5 ?is happ5s h>d times quickly foll[4 ,! successful bus9ess man %\ld keep 8 money :]e x is get-at-able1 & :5 h>d times come & ! prices g away d[n to l[ wat] m>k1 !n he %\ld buy4 ,lat] on prosp]ity w return1 z sure z ! sun w rise1 & ! ?+s b\ght dur+ ! h>d times w greatly increase 9 value4 ,h>d times & prosp]ity rotate sev]al times 9 a man's bus9ess c>e]4 ,h>d times are necess>y to ! g5]al s*eme1 = ) cont9u\s prosp]ity bus9ess w\ld increase to su* a mom5tum t !re is no tell+ :at ! results w\ld be4 ,9 times ( prosp]ity y mu/ make prep>ations = ! h>d times t are sure to come4 ,if y\r pumps are great] ?an y\r leaks1 y\r craft won't s9k :5 ! /orm ( adv]sity & h>d times breaks across y\r %ip4 ,sleep ,no "o c d 8 be/ "w if 8 m9d is wool ga!r+4 ,if an employe is ?9k+ ab\t ! races1 he is *eat+ 8 boss1 = he _c give him 8 be/ s]vice4 ,if ! employe is 9 ! habit ( be+ up late nights1 he _c conc5trate 8 m9d nor br+ out ! be/ !re is 9 him4 ,no?+ is s good = ! h>d work]1 no?+ w /& him 9 su* good /ead1 z pl5ty ( sleep4 ,g to b$ e>ly4 ,get lots ( sleep e night & y w be ready & /rong = ! fray ( ! morr[4 ,if y get pl5ty ( sleep y are f> ahead ( y\r fell[ employe :o does n get en\gh sleep4 ,sleep smoo?s out ! wr9kles1 builds up a /orage batt]y 9 y & gives y confid5ce 9 y\rself4 ,y hold y\r head high]1 y\r /ep is m ela/ic1 y\r eyes are cle>]1 y\r m9d works bett]1 & y\r /oma* does its full duty if y h tak5 pl5ty ( "t = sleep1 = sleep is ! plan ( nature to re/ore ! m9d & ! body4 ,lack ( sleep means wilful wa/e ( y\r en]gies & a dull+ ( y\r abilities4 ,bus9ess m5 pay = ability1 ke5ness1 al]tness & capacity1 & 9 proportion z y limit ^! qualifications by lack ( sleep1 s 9 proportion w y\r sal>y be kept d[n4 ,grumbl+ ,grumbl+ kills fri5ds4 ,! bus9ess man :o is ev] grumbl+ & gr[l+ ab\t ?+s makes a blue atmosph]e ab\t him4 ,p someh[ or o!r seem to pref] a rosy atmosph]e to a blue4 ,!re is no good 9 grumbl+4 ,x ga9s no?+4 ,grumbl+ is an evid5ce t y h n siz$ ?+s up correctly4 ,t y are labor+ "u a delusion2 t y are look+ at ! _w ?r\gh blue glasses1 t y are n mak+ prop] e/imates ( o!r p4 ,grumbl+ is an adv]tisem5t to ! _w t y are n well balanc$4 ,grumbl+ won't help ?+s a bit4 ,! m y indulge 9 ! habit ! m firmly x becomes fix$ ^u y1 & lat] y w f9d x almo/ impossible to %ake x (f4 ,! grumbl] gr[s to be a pessimi/2 he says disagreeable ?+s2 he makes 8 fri5ds feel ill at ease4 ,! grumbl] gradually loses 8 acqua9tances & ev5 8 close fri5ds4 ,if y are />t+ on ! grumbl+ pa?1 pull y\rself toge!r & cut ! habit quick & %ort4 ,grumbl+ & indige/ion g h& 9 h&4 ,if y h indige/ion1 squ>e y\rself aga9/ x1 make up y\r m9d y w n indulge y\rself & v5t y\r ill feel+s 9 grumbl+4 ,if y c />t out ea* day ) a resolve n to grumble y w f9d ! proposition n difficult4 ,! fir/ two or ?ree h\rs ( ! day is ! "t :5 y\r resi/ance is call$ into play4 ,!re is no bett] antidote or cure = ! poison\s grumbl+ disposition ?an ! foll[+1 :i* has be5 = _m ye>s a pet s]monette ( ! writ]3 ,be pleasant 9 ! morn+ until t5 o'clock1 ! re/ ( ! day w take c>e ( itself4 ,associates ,birds ( a fea!r flock toge!r4 ,a man is kn[n by ! company he keeps4 ,l begets l4 ,we are creatures ( environm5t4 ,all ^! tru?ful say+s h be5 pres]v$ z prov]bs simply because !y are simon pure tru?s4 ,! matt] ( associates is mo/ important = ! bus9ess man or employe to consid]4 ,! "y man :o sp5ds 8 "t 9 gambl+1 dr9k+ or dissipation _c d 8 be/ "w4 ,he c no m hide ^! practices ?an ! cl\ds c obscure ! sun p]man5tly1 = evil1 z well z tru?1 is sure to come out4 ,"o ( ! be/ attributes a man c possess is "*4 ,"* gives him cr$it at ! bank1 x gives him a /&+ among m54 ,if ! employe ev] expects to be a boss he mu/ h "*1 & he mu/ associate ) m5 ( ideas :o w be helpful to him4 ,a man w nev] improve 8 game ( billi>ds if he always associates & plays ) an inf]ior4 ,he may satisfy himself = ! "t be+ t he is a big toad 9 a little puddle1 b if he plays ) a poor] play] ?an he is he is b\nd to retrograde4 ,! only way we c advance is to surr\nd ourselves & associate ) uplift+ influ5ces & heal?ful individuals4 ,our eyes %\ld be turn$ =w>d & n backw>d4 ,x w make sev]al seconds diff]5ce 9 ! spe$ ( a horse :e!r he is runn+ aga9/ a horse he c beat or runn+ aga9/ a horse t c beat him4 ,race horse m5 h r$uc$ ?is tru? to actual practice4 ,!y h :at is call$ a pace mak]4 ,:5 !y want a horse to trot fa/ !y m\nt a boy on a runn+ horse j ahead ( ! trott]4 ,if a man associates ) 8 inf]iors1 ! association w surely keep him f progress+4 ,if y want to make money1 if y want to progress 9 ! bus9ess _w1 g :]e money is be+ made & mix ) p :o are mak+ money4 ,no man is naturally bad4 ,no man gives himself ov] to crim9al acts or hurtful habits solely ^u 8 own in/9cts4 ,^! actions & habits come ab\t ?r\gh associations4 ,g to ! crim9al c\rt any day & y w see evid5ces ( ! man :o is pull$ d[n on acc\nt ( 8 associates4 ,mix ) y\r sup]iors 9 matt]s ( bus9ess & morals & y w unconsci\sly absorb qualities & ideas t w pu% y to ! front4 ,hit* y\r wagon to a />4 ,aim high4 ,pick out ideals 9 bus9ess1 & elim9ate f y\r pa? all det]r5t influ5ces4 ,!re is no hold-back l h>mful associations4 ,y w be judg$ by ! company y keep4 ,old dog ,tray 0 really a good dog1 b he suff]$ because ( 8 prop5sity to associate ) bad dogs4 ,fix$ ,*>ges ,fix$ *>ges are sums y h to pay out regul>ly1 week aft] week1 or ye> aft] ye>4 ,:5 y buy mat]ials & supplies1 :5 y lease prop]ty or hire employes1 or pay int]e/ on borr[$ money all su* ?+s are fix$ *>ges1 & x calls = ! be/ !re is 9 a man to keep ^! fix$ *>ges d[n z l[ z possible4 ,:5 y buy a s+le item1 su* z a desk or a *air or a wa/e basket1 d n lose a lot ( valuable "t try+ to save too mu* on ^? articles4 ,:5 y g to ,new ,york once a ye>1 d n /ay at a second class hotel = ! sev]al days y are 9 ,new ,york1 :5 by ! exp5diture ( fifty c5ts a day m y c\ld /op at a good hotel4 ,x is false economy to sp5d five doll>s' wor? ( "t to save fifty c5ts4 ,:5 y are buy+ s+le articles t are n fix$ *>ges y h a little m leeway 9 ! matt] ( price ?an :5 y are buy+ ?+s t come "u ! head ( fix$ *>ges4 ,9 ! matt] ( fix$ *>ges ! p5ny y save on ! unit assumes va/ proportions 9 ! _m multiples4 ,"s m5 w d5y !mselves a respectable desk because !y c buy a *eap] "o = t5 doll>s less1 & ?is same p]son w lose a ?\s& doll>s ?r\gh laxity 9 buy+ ?+s t come "u ! head ( fix$ *>ges4 ,if y buy "o lead p5cil nev] m9d :e!r ! price is five or t5 c5ts1 b if y buy great gross lots e few weeks y c af=d to be v circumspect & pa9/ak+ 9 ! matt] ( price4 ,if y are buy+ a %irt1 fifty c5ts "o way or ! o!r does n make mu* diff]5ce1 b if y are 9 ! furni%+ goods bus9ess & buy+ ?\s&s ( %irts at a "t1 tw5ty-five c5ts a doz5 means q a lot4 ,! matt] ( /ation]y & pr9t+ comes "u ! head ( fix$ *>ges4 ,if y are buy+ lett] pap] = y\r p]sonal use & y require b ?ree or f\r hundr$ %eets 9 ! c\rse ( a ye>1 don't bo!r v mu* ab\t ! price p] quire4 ,! /ation]y y use 9 y\r bus9ess1 :i* y buy 9 l>ge quantities1 y %\ld be c>eful (4 ,pla91 respectable1 good quality lett] pap] is ! k9d us$ by successful conc]ns4 ,! fancy-color$1 freaki% pap] is ne>ly always us$ by ! f\r-flu%] 9 bus9ess4 ,he is try+ to put on a good front4 ,he uses h& made pap] & h& made envelopes4 ,all ! get-ri*-quick p use fancy1 high-pric$ /ation]y4 ,! successful h\se uses a good quality ( l95 or bond pap]1 & a m$ium grade1 regul> /ock size envelope4 ,envelopes are ?r[n away2 lett]s are sav$4 ,t is :y an envelope does n require to be z good quality z ! lett]4 ,x is ! lett] & :at y put on ! lett] t cuts ! ice4 ,fix$ *>ges usually hide a lot ( little leaks4 ,/op !m4 ,_m little leaks make a big aggregate 9 ! c\rse ( a ye>1 & !re is no place :]e ^! leaks />t z easily z 9 ! matt] ( fix$ *>ges4 ,cig>ets ,we _c call to m9d a s+le in/ance :]e ! habitual cig>et smok] got to ! top ( ! ladd] & held 8 position4 ,we see heads ( l>ge e/abli%m5ts smoke cig>ets1 b ! habit 0 acquir$ aft] ! position 0 atta9$4 ,! cig>et smok] suff]s f lapses ( memory1 8 n]ves are %att]$1 8 judgm5t is n good1 he =gets ?+s & is irritable4 ,he _c hope to compete ) ! cle>-bra9$ individual :o does n smoke cig>ets4 ,x is n ! cig>et itself t does ! h>m1 x is ! smoke inhal$ into ! delicate lung tissue4 ,?is smoke cov]s ! lungs ) yell[ nicot9e1 c>bon & poison\s gases4 ,"s m5 smoke pipes because !y wi% to escape ! criticism to :i* ! cig>et smok] is subject4 ,! pipe smok] :o inhales does himself m injury ?an ! cig>et smok] :o inhales1 because ! pipe smok] takes 9 m smoke4 ,g to ! m$ical college dissect+ room & see ! lungs ( a man :o inhal$ smoke1 & y w quit ! habit if y h be5 guilty4 ,don't burn y\r lungs ) cig>et smoke1 or pipe smoke ei!r4 ,! fight to get to ! front is h>d en\gh anyway1 & if y want to w91 d n poison y\r blood ) tobacco smoke4 ,return ,good ,= ,evil ,"o ( ! fir/ laws 0 an eye = an eye & a too? = a too?1 b z "t w5t on & man develop$ m5tally 8 animal in/9cts 7 subord9at$ & ! law 0 *ang$1 & ! new law 0 ?is3 return good = evil4 ,ne>ly e man :o has an injury done him tries to repay ! injury4 ,he mu/ ei!r repay x ) good or ) evil4 ,if he repays x ) evil he does n get satisfaction4 ,if he repays x ) good he gets happ9ess4 ,x is c]ta9 t paym5t ( evil ) good c satisfy a man :o is look+ = rev5ge1 :ile x has always be5 a "q :e!r !re is any satisfaction 9 pay+ evil ) evil4 ,if a man does y a mean turn he is expect+ y w repay him 9 l mann]4 ,he gu>ds himself aga9/ ?is4 ,he is ready = y\r rev5ge1 b if y repay him ) good y attack him 9 a weak spot & make him feel l ?irty c5ts1 & ?is is all ! rev5ge y c ask =4 ,x is all "r to get squ>e ) a man :o does y a wrong1 & ! be/ way to get squ>e is by do+ him a good turn4 ,y %\ld keep m5tal l$g] acc\nts ) all ( y\r fri5ds & all y\r enemies4 ,:5 a p]son does y an injury1 debit him until y h a *ance to cr$it 8 acc\nt ) "s good turn2 :5 y cr$it 8 acc\nt be sure y ov]pay :at y are ow+ him1 s y w h a balance com+ to y\r cr$it4 ,we h be5 taught to return good = evil1 b we h he>d ! say+ s _m times t few ( u pay any att5tion to x4 ,x's wor? :ile te/+1 ?is rule ( return+ good = evil4 ,! next "t someone h>ms y1 repay him by do+ him a k9dness1 & see if y don't feel happi]1 & at ! same "t get all ! satisfaction y are look+ =4 ,x matt]s n :e!r ! p]son to :om y h done a k9dness appreciates x2 y h be5 b5efit$ & receiv$ happ9ess by y\r own act1 = virtue is its own rew>d4 ,! man :o returns good = evil1 has ! satisfaction ( ! man :o has on clean und]we>1 ! _w may n "k x b he does1 & t is all t is necess>y4 ,le>n to ,play ,nature has giv5 u _m positives & negatives4 ,x has giv5 u ! ability to "w h>d1 & x has giv5 u ! ability to play h>d4 ,"w :ile y "w & play :ile y play4 ,! man :o is successful is ! man :o works h>d dur+ bus9ess h\rs1 & !n goes home & leaves 8 (fice beh9d him & takes up play4 ,a man %\ld devote a "p ( ea* day to recreation1 to outdoor ex]cise1 to frivolity & to frollick+ ) 8 *ildr5 at home4 ,if he does n c>e to play1 worry w take ! place ( play4 ,worry & h>d "w toge!r w kill a man4 ,"w & play w make him live4 ,no two ?+s c occupy ! same space at ! same "t4 ,^! bra9s ( ours are always busy1 & we %\ld be c>eful :at we give ! bra9 to act ^u4 ,if we "w h>d all day1 ! t5d5cy is t 9 ! ev5+ ! bra9 revolves ! ?+s t h be5 go+ ?r\gh x dur+ ! day4 ,a review ( ^! ?\ghts produces worry1 especially if our occupation has be5 a /r5u\s "o & if ?+s h n be5 to our lik+4 ,:5 we devote ourselves to play1 !n worry & bra9 rack w be abs5t all ! "t we are play+4 ,play 0 made to re/ ! bra94 ,y\r sleep w be bett] if y h indulg$ 9 recreation1 & y\r m9d w be cle>] ! next morn+4 ,good ,fell[%ip ,call a man a fell[ & he w res5t x1 call him a good fell[ & he feels complim5t$4 ,! good fell[ is ev] f\nd :]e pleasures ab\nd4 ,he %9es at ! d9n]4 ,8 k ( mix$ dr9ks is a revelation4 ,! good fell[ sp5ds 8 "t :]e ! glasses cl9k1 :]e ! horses run1 & :]e ! revel]s congregate4 ,8 e>n+s g = d9n]s1 bottles & %[s1 & :ile ^! occupy 8 m9d he imag9es he is hav+ a good "t1 t 8 actions evid5ce good fell[%ip4 ,g to ! clubs & y w see ! good fell[4 ,he is spok5 ( by all ! o!r good fell[s z a good fell[4 ,& !y are all good fell[s toge!r4 ,"s day ! good fell[ is tak5 sick & dies4 ,he has n a c5t to 8 "n1 & ! o!r good fell[s take up a collection to bury him4 ,! only p]sons at ! fun]al are ! o!r good fell[s1 & ! only requiem he receives is ,well1 he 0 a good fell[4 ,! good fell[ at fifty is work+ = ! good bus9ess man4 ,! good fell[ is l ! butt]fly1 & sips life's pleasures1 & %[s (f 8 fancy colors1 liv+ = today only4 ,! successful man is l ! ant1 he works & puts some?+ away ea* day1 :]e he c get at x 9 ! future4 ,:5 w9t] comes ) its *ill+ bla/s1 ! butt]fly has no?+ 9 res]ve & x />ves to dea?1 :ile ! ant keeps himself alive on ! product ( 8 own labor4 ,"s day ! good fell[ f9ds himself 9 ne$4 ,he goes to o!r good fell[s1 b !y c't help him because !y are 9 ! same boat !mselves4 ,!n our good fell[ gr[s pessimi/ic1 & f9ds out too late t x does n pay to be a good fell[4 ,good fell[s don't get good jobs v (t54 ,:5 !y d get !m !y don't hold !m v long4 ,x is a mighty poor recomm5dation to be ref]r$ to z a good fell[4 ,p seem to ?9k t ! words good fell[ cov] a multitude ( s9s1 & :5 a man has done wrong1 or makes a mi/ake1 or uses bad judgm5t1 ! o!r good fell[s try to excuse 8 faults by say+--,well1 he is a good fell[1 anyh[4 ,! good fell[ bur/s ^u u ) 8 halo ab\t him4 ,z "t passes ! halo dims & ! good fell[ pet]s out4 ,! good fell[ :o is s popul> at ! ,club today is f\nd tomorr[ try+ to eke out an exi/5ce sell+ books & life insurance to o!r good fell[s4 ,!re is no?+ 9 good fell[%ip t c be negotiat$ at ! bank4 ,! cr$it man ( ! :olesale h\se does n give cr$it on good fell[%ip4 ,h>d ,"w ,x is a mi/ak5 idea t h>d "w kills m54 ,h>d "w nev] kill$ a man4 ,x is ! improp] c>e ( oneself :5 he is n work+ t does ! damage4 ,! m a man does ) 8 bra9 ! less 8 h&s w h to d4 ,! bett] a man's reason+ & common s5se are1 ! m successful he w be4 ,x requires h>d "w ^! days to keep up 9 ! race4 ,y _c make a success unless y "w h>d4 ,h>d "w w be mu* easi] if y keep worry out ( x4 ,h>d "w br+s success1 b to d h>d "w1 ! ma*9]y mu/ be 9 good ord]4 ,y mu/ keep y\r con/itution up1 y mu/ h pl5ty ( sleep & y mu/ le>n to eat & brea! prop]ly4 ,no /ory ( success has ev] be5 truly writt5 t did n depict h>d "w 9 e l9e4 ,success comes by in*es1 n by leaps or b\nds4 ,success is ! pu%+ =w>d ea* day by h>d "w4 ,burn ! c&le at "o end only & y replace ea* day :at y h burn$1 by re/1 sleep & recreation4 ,by burn+ ! c&le at "o end only & replac+ x fully ea* day1 y\r c&le w n burn out4 ,k9dness ,a little ^w 9 k9dness spok51 ,a motion or a te>1 ,has (t5 heal$ ! he>t t's brok5 ,& made a fri5d s9c]e4 ,!re's no?+ 9 bus9ess t pays s well z k9dness4 ,a man may sp5d 8 money1 & 9 proportion z he sp5ds x he r$uces 8 pr9cipal4 ,) k9dness ! matt] is diff]5t1 = 9 proportion z y sp5d k9dness y\r pr9cipal increases4 ,l9coln said ,y c cat* m flies ) a drop ( honey ?an ) a gallon ( v9eg>4 ,k9dness is beautiful4 ,x br+s r\nd y _m p]sons :o are ready to say k9d words to y4 ,?is subtle1 pot5t influ5ce ( hav+ lots ( fri5ds to help y by _! actions & %[+ _! he>ts is a great bless+4 ,x is surpris+ t p "k s little ( ! value ( k9dness4 ,! ^w g5tleman is really a comp\nd ^w1 mean+ g5tle-man1 & ^! words toge!r 9 _! simplicity are ! true def9ition ( ! ^w g5tleman4 ,k9dness means g5tl5ess4 ,no man is a g5tleman :o is n k9d4 ,p are glad to recognize goodness & k9dness 9 an individual4 ,no "o c act ! "p if he is n s9c]e4 ,we mu/ cultivate k9dness1 if !re is little ( x 9 our makeup4 ,we mu/ take an inv5tory ( our qualities1 & if ! we$s ( mean impulses are cr[d+ out ! delicate fl[]s ( k9dness1 we %\ld pull out ^? we$s & give ! fl[]s a *ance to gr[4 ,l9coln 0 a k9d man1 k9dness 0 8 *ief delight1 & 8 examples ( k9dness h be5 ( untold b5efit to millions ( p4 ,y rememb] he said1 ,:5 !y lay me away let x be said ( me t z ,i travel$ along life's road ,i h always endeavor$ to pull up a ?i/le & plant a rose 9 its /ead4 ,life at be/ is %ort1 & ! only ?+s we really get out ( life are happ9ess1 heal? & love4 ,money _c buy ^! ?+s4 ,! tr\ble ) _m bus9ess m5 is t !y imag9e good examples & k9dness h no place 9 bus9ess4 ,!y ?9k ! "t to be k9d is aft] !y h atta9$ success f9ancially4 ,!y ?9k ! "t to %[ k9dness is outside ( bus9ess h\rs4 ,! real way to be happy is to d ! ?+ n[1 live ea* day = itself4 ,get k9dness 9 ea* day4 ,! man :o is grave1 au/]e1 ! man :o tries to sk9 ! o!r fell[1 :o devotes all 8 en]gies to money-mak+ alone1 f9ds z ! ye>s g by & he has atta9$ 8 goal1 b t he does n "k h[ to enjoy himself4 ,!re are ?ree p]iods 9 a man's life--! future1 ! n[ & ! pa/4 ,:5 we atta9 old age our life is l>gely made up ( rem9isc5ces1 or look+ back ov] ! pa/4 ,if our pa/ life has be5 "o ( /ruggle1 worry & gett+ ! be/ ( ! o!r fell[1 !n !re is little happ9ess 9 look+ back ov] su* a life4 ,! true philosoph] does ! ?+ n[1 he lives ea* day4 ,he puts k9dness into 8 action1 & :5 he gr[s old1 he c look back ?r\gh a life t 0 pleasant z he liv$ x1 & pleasant] n[ 9 liv+ x ov] aga94 ,"o ( ! ,greek philosoph]s expresses ! foll[+ beautiful ?\ght3 ,if !re is any good de$ ,i c d1 or k9dness ,i c %[1 let me d x n[4 ,let me n def] or neglect x1 = ,i %all n pass ?is way aga94 ,! tr\ble is t "s ( u keep our k9dnesses1 or r ! expression ( x1 until x is too late4 ,we %\ld rememb]--,d n keep ! alaba/] box ( y\r love & t5d]ness seal$ up until y\r fri5ds are dead4 ,fill _! lives ) sweetness1 speak approv+ly *e]ful words :ile _! e>s c he> !m2 ! k9d ?+s y mean to say :5 !y are gone say be=e !y g4 ,! fl[]s y mean to s5d = _! c(f9s s5d to bright5 & sweet5 _! homes be=e !y leave !m4 ,if my fri5ds h alaba/] boxes laid away full ( fragrant p]fumes ( sympa?y & affection :i* !y int5d to lay ov] my dead body1 ,i w\ld r !y w\ld br+ !m out 9 my we>y & tr\bl$ h\rs1 & op5 !m1 t ,i may be refre%$ & *e]$ by !m :ile ,i ne$ !m4 ,i w\ld r h a pla9 c(f9 )\t a fl[] & a fun]al )\t an eulogy1 ?an a life )\t ! sweetness ( love & sympa?y4 ,let u le>n to ano9t our fri5ds be=eh& = _! burial4 ,po/-mortem k9dness does n *e] ! tr\bl$ _s4 ,fl[]s on ! c(f9 ca/ no fragrance backw>d ov] life's we>y way4 ,! ,salesman ,sell+ goods or solicit+ requires c>eful /udy4 ,! salesman :o makes ! greate/ success 9 ! long run is ! man :o has practic$ tru? & e/abli%$ himself 9 ! confid5ce ( 8 cu/om]s4 ,! :irlw9d makes a good %[+ on ! />t1 b1 by ! law ( comp5sation1 :at a man ga9s 9 spe$ he loses 9 p[]4 ,"s cu/om]s are sl[ to op5 up & ext5d _! confid5ce to a salesman4 ,o!rs make up _! m9ds quickly & express _! pref]5ces4 ,a great deal ( prelim9>y "w c be avoid$ if ! salesman is tactful on ! />t4 ,fir/ impressions are la/+1 & a salesman %\ld /udy c>efully 8 fir/ appe>ance4 ,he %\ld be neatly b n fla%ily dress$4 ,he %\ld be a g5tleman above all ?+s4 ,! g5tleman dresses s t lat] we c n accurately describe ! clo!s he wore4 ,x is ! fla%ily dress$ salesman we c describe lat] on1 = 8 clo!s are s out ( ! ord9>y t !y are rem>kable 9 ?is respect4 ,! fla%ily dress$ salesman is rememb]$ by 8 clo!s r ?an by 8 p]sonality4 ,! solicitor %\ld nev] smoke 9 ! pres5ce ( ! cu/om] on fir/ acqua9tance4 ,! matt] ( smok+ 9 a cu/om]'s pres5ce has prejudic$ _m a man aga9/ a salesman :o has ?is practice4 ,bus9ess m5 h prejudices1 & to "s smok+ is highly obnoxi\s4 ,"u no circum/ances smoke 9 a cu/om]'s pres5ce unless ! cu/om] is smok+1 or until at lea/ y are well acqua9t$ ) him1 & h receiv$ 8 p]mission to smoke4 ,times )\t numb] ! writ] has left 8 half-f9i%$ cig> 9 ! hall-way be=e ent]+ ! cu/om]'s pres5ce4 ,/ory tell+ is l a two-edg$ sword2 sometimes x helps & sometimes x is a di/9ct disadvantage to tell /ories4 ,y mu/ "k :5 to tell /ories1 &1 above all1 d n tell /ories to y\r cu/om] t he c\ld n repeat 9 8 home4 ,above all ?+s1 ! salesman mu/ "k 8 man4 ,if ! cu/om] gives evid5ce t he is fond ( a /ory1 !n rememb] a good /ory & tell x to him4 ,no salesman ev] made a di/9ct hit by tell+ vulg> /ories4 ,:ile a cu/om] may laugh1 he =ms an op9ion ( y t is n complim5t>y1 &1 if y are always tell+ /ories t y w\ld n repeat :]e wom5 7 pres5t1 ! cu/om] =ms a v l[ e/imate ( y\r "*4 ,! facts are ! _w is full ( good /ories1 & good /ories help y\r case1 :ile vulg> /ories hurt x4 ,dr9k+ is ano!r me?od us$ by _m salesm5 to ga9 favor ) a cu/om]1 & :at we h said ab\t vulg> /ories may be appli$ to ! matt] ( dr9k+4 ,ye>s ago x 0 a g5]al practice to take ! cu/om] out & get him half seas ov] be=e try+ to sell him4 ,! cu/om]s :o are mo/ susceptible to influ5ce ?r\gh :iskey are ! ones :o are mo/ likely lat] on to cause y tr\ble1 ei!r ?r\gh failure 9 bus9ess or ?r\gh _! pref]5ce = "s o!r individual :o c outdo y 9 ! matt] ( dr9k+4 ,y mu/ get y\r cu/om] by ! he>t & n by ! /oma*4 ,y mu/ make y\r cu/om] believe 9 y4 ,9 ^! days ! bus9ess man likes to deal ) a salesman :o is bus9ess f ! />t4 ,he only buys goods because he expects to make money on !m1 & ! soon] ! transaction is ov]1 ! soon] he c turn 8 att5tion to o!r matt]s4 ,! be/ adv]tis+ solicitors & be/ salesm5 are ^? :o get bus9ess on bus9ess gr\nds & ?r\gh _! k ( _! bus9ess1 r ?an ?r\gh _! ability to tell /ories1 ord] d9n]s & dr9k liquor4 ,! good salesman /udies ! o!r side ( ! "q4 ,he acqua9ts himself ) ! me?od us$ by ! cu/om] 9 dispos+ ( 8 goods4 ,he does n talk 8 own side ( ! case all ! "t4 ,he works ) ! cu/om]1 tries to give him good advice & %[s an int]e/ 9 ! cu/om]'s bus9ess4 ,su* a salesman gets close to ! cu/om]1 & reta9s 8 patronage long aft] ! good fell[ has pass$ away4 ,be wise1 be pati5t1 & above all ?+s1 acqua9t y\rself ?or\ghly ) ! goods y are sell+4 ,"k m ab\t !m ?an y\r cu/om] does4 ,live up to y\r obligations4 ,keep y\r appo9tm5ts4 ,/udy y\r cu/om]s' welf>e4 ,help !m :5 opportunity (f]s4 ,! life insurance solicitor :o gets ! mo/ turn-d[ns is ! "o :o writes ! mo/ policies1 because ! fact he gets s _m turn-d[ns is ow+ to ! fact t he has se5 s _m p4 ,h>d "w1 *e]fulness1 hone/y1 pati5ce1 sobriety & k ( good goods w make a man a successful salesman4 ,hone/y ,"u ?is caption we are expect$ to say ,hone/y is ! be/ policy4 ,?is expression is z old z ! hills1 & if x 7 n good x w\ld n h obta9$ s long1 = hone/y c]ta9ly is ! be/ policy4 ,_m a man 9 bus9ess practices absolute hone/y & integrity1 because hone/y is ! simple/ & be/ me?od he kn[s ( = do+ bus9ess4 ,no man c succe$ p]man5tly1 :o is di%one/ 9 8 practices4 ,! successful bus9ess man is ! "o :o practices hone/y 9 all actions & deal+s dur+ 8 bus9ess exp]i5ce4 ,hone/y begets hone/y4 ,! man :o is hone/ 9 8 deal+s ) 8 fell[man has a subsidy :i* money _c buy4 ,he gets hone/ treatm5t at ! h&s ( o!rs4 ,! m]*ant :o cuts a bolt ( silk 9 ! middle & puts diff]5t prices on ea* piece1 may figure he is mak+ money by 8 action1 b retribution is sure to foll[4 ,hone/y is a sl[ road to weal?1 b1 9 accordance ) ! law ( comp5sation1 9 proportion z ! bus9ess built up on hone/y is sl[1 s 9 proportion w x la/ long]4 ,hone/y is ! be/ adv]tisem5t a man c h 9 8 bus9ess4 ,success ,if aft] ! employe /rikes a balance ea* day1 he f9ds t he is mov+ =w>d1 !n he is on ! road to success4 ,& s x is ) ! bus9ess man1 only ! proportions are great]4 ,"o c5t put at f\r p] c5t4 int]e/ p] annum n9ete5 hundr$ ye>s ago1 ) int]e/ add$ to ! pr9cipal e tw5ty-five ye>s1 w\ld repres5t today m money ?an !re is 9 ! _w4 ,x w\ld h tak5 tw5ty-five ye>s be=e ! orig9al inve/m5t ( "o c5t 0 d\bl$4 ,if a man _h />t$ t plan 8 gr&*ildr5 w\ld h said ! s*eme 0 no good because x 0 too sl[4 ,! boy goes to s*ool regul>ly & %[s little advance 9 8 m5tality if y measure f day to day1 b ! boy is ga9+ e day4 ,he is go+ ahead sl[ly b c]ta9ly4 ,! gambl] & ! fooli% man l success to come quickly & ) great /rides4 ,x is because !re are _m fooli% m5 & gambl]s t ! get-ri*-quick fake ?rives4 ,! man :o gets ri* sudd5ly usually indulges 9 su* sports z light+ cig>s ) t5 doll> bills1 & 8 w9d-up is 9 ! paup]'s grave4 ,no man kn[s ! true value ( money unless he has work$ = x4 ,! man :o has e>n$ 8 doll>s ?r\gh ! p5ny r\te kn[s ! value ( ! p5ny1 & he gets mighty good value :5 he sp5ds a doll>4 ,! man :o walks /eadily 9 "o direction does n appe> to be mak+ mu* progress4 ,! %ip on ! ocean seems to be /&+ /ill4 ,:5 night comes ! man :o has be5 walk+ /eadily has disappe>$1 & ! %ip t seem$ to be /&+ /ill has vani%$ beyond ! horizon4 ,! law ( comp5sation says1 ,! m ha/e ! less spe$1 & s 9 ! matt] ( success1 we mu/ n feel disc\rag$ because ! spe$ at :i* we are travel+ =w>d does n seem noticeable :5 comp>$ ) ! rapid pace ( "s ( our fri5ds4 ,be n impati5t4 ,le>n to wait4 ,be a good /ay]4 ,d n let ! success ( ! get-ri*-quick creature det] y f y\r resolve to move =w>d sl[ly4 ,y w get !re 9 ! long run4 ,& :5 y\r hair is silv]$ & c>es re/ easily ^u y\r %\ld]s1 ! long road y h travel$ w be a s\rce ( inf9ite satisfaction to y4 ,y\r retrospection w be pleasant1 & ! v ?+s t 7 h>d 9 y\r y\?1 are s\rces ( satisfaction to y 9 y\r old age4 ,d n use ! y>d measure 9 c\nt+ y\r progress1 b use ! in* rule t has f9e fractions on x4 ,?9k+ ,i did n ?9k is an excuse (f]$ by _m4 ,?9k+ is ! ?+ 9 bus9ess4 ,! trunk railroad1 ! trans-,atlantic cable1 ! /eam eng9e1 ! electric light1 ! wireless telegraph1 ! v republic 9 :i* we are liv+1 came ab\t ?r\gh ?9k+4 ,e man %\ld take f five to fifty m9utes ea* day to divorce 8 m9d f ! /r5u\s activity surr\nd+ him1 & devote t "t to ?\ght1 & good w come out ( x4 ,! bra9 is l a muscle1 x mu/ be ex]cis$ or x becomes flabby4 ,cultivate conc5tration ( ?\ght2 /udy y\r sph]e ( usefulness2 cut out ! we$s t gr[ 9 y\r bra92 get out ( ! m5tal rut y are 92 /op drift+2 keep y\r bra9 heal?ily active4 ,m5 are paid ei!r = :at !y ?9k or = :at _! muscles d4 ,man's muscles h a limit2 he c move j s mu* matt] by physical =ce4 ,b 8 capacity f a m5tal /&po9t is unlimit$4 ,! _w (f]s gold5 prizes to ! man :o ?9ks4 ,!re=e we %\ld cultivate our bra9s & make !m exp&4 ,! bra9 is l a plant4 ,if y n\ri% & cultivate x & c>e = x1 x w gr[ too4 ,excitem5t1 /riv+ = pleasures1 indulg+ 9 read+ light1 fro?y lit]ature1 excessive daily newspap] read+ are all we$s & ?\ght kill]s4 ,don't act on impulses4 ,! get-ri*-quick man or ! fake m9e promot] says1 ,buy today1 ! price goes up tomorr[4 ,^! fakirs don't want y to ?9k4 ,?9k+ is an enemy to _! p]suasive argum5ts4 ,if y ?9k1 & ?9k rightly1 ! fakir does n get y4 ,:5 y get a na/y lett] don't answ] x "r away4 ,?9k x ov]4 ,?9k c>efully4 ,if y\r ?\ghts ( rev5ge are s /rong t y _c calm y\rself d[n1 !n write a lett] & express y\rself 9 ! fulle/ degree4 ,leave ! lett] on y\r desk4 ,d n look at x = ?ree h\rs4 ,!n :5 y look at x y w in/antly det]m9e to te> x up1 because 9 ! meantime y h be5 ?9k+4 ,?\ghts express$ on pap] h a diff]5t s\nd ?an if !y are utt]$ v]bally1 !re=e y %\ld ?9k c>efully :5 y write4 ,cultivate poise1 calmness1 & practice c>eful ?\ght be=e y speak or write4 ,9 proportion z y ma/] difficult problems ?r\gh ?\ght1 y\r bra9 w be ready = great] conque/s4 ,"h are "s ?+s to ?9k ab\t dur+ ^! times :5 bus9ess is s good4 ,^! prosp]\s times are dang]\s times4 ,9 times ( prosp]ity we build up false idols1 & raise our hopes & ambitions beyond ! safety po9t4 ,prosp]ity makes mo/ ( u c>eless4 ,we don't give our bus9ess ! c>eful consid]ation we %\ld4 ,we run to extremes dur+ prosp]\s times4 ,we %\ld make ! mo/ ( prosp]ity :ile x is "h4 ,we %\ld enjoy x to ! fulle/1 b we %\ld rememb] t = e high tide !re is a l[ ebb4 ,prosp]ity %\ld enable u to put away a res]ve = ! h>d times4 ,we %\ld be c>eful t prosp]ity does n turn our heads or cause u to lose our vigilance4 ,home ,life ,aft] all we say & d1 ! real pleasure ( ?is _w comes f ! home4 ,! gild$ palaces we see 9 our travels abroad are beautiful to look ^u pres5tly1 b lat] on !y s]ve _! purpose to make a contra/ ) ! sweet simplicity ( home4 ,:5 y g home1 cut bus9ess out1 & let play & sociability & love occupy y\r "t4 ,a m>ri$ man %\ld be 9 p>tn]%ip ) 8 wife4 ,! man be+ fitt$ ) /urdi] physique1 ) /rong ability to combat1 %\ld take up ! heavy burd5 ( bus9ess1 = ^? are ! ?+s he c d ! be/4 ,! wife %\ld take up ! home "p ( ! duties ( ! firm1 & :5 ev5+ falls ea* memb] ( ! firm %\ld try to less5 or take away ! c>es to :i* ! o!r has be5 subject dur+ ! day4 ,! be/ place 9 ! _w is ! home1 & 9 proportion z home life is unsatisfactory or uncong5ial1 s 9 proportion are ! ,clubs fill$ ) dissatisfi$ & unhappy m54 ,if y want to he> pessimi/ic talks on home life1 talk ) ^? d]elicts :o sp5d mo/ ( _! "t at ! ,clubs4 ,le>n to make mu* ( little ?+s4 ,le>n t smiles & good humor 9 ! home br+ happ9ess1 & iron out ! fr[ns & *eck ! mean impulses aris+ )9 u4 ,be pleasant e morn+ until t5 o'clock1 & ! re/ ( ! day w take c>e ( itself4 ,/>t out 9 ! morn+ "r & happ9ess w be home at night4 ,!re is no?+ 9 y\r old age t w be su* a com=t to y z retrospection1 or look+ back ov] a long life ( happ9ess 9 ! home4 ,! happy little incid5ts :i* today seem trivial w be rememb]$ 9 ! future1 & a ?\s& & "o occurr5ces :i* are happ5+ 9 ! home are be+ put away 9 ! /ore-h\se ( memory1 lat] to be call$ ^u & enjoy$ aga94 ,9 ! ev5+ ( life :5 y & y\r silv]-hair$ p>tn] sit be=e ! fire place1 :5 y h retir$ f active p>ticipation 9 y\r respective bran*es ( ! bus9ess1 :i* is bread w9n+ on ! "p ( ! man & bread mak+ on ! "p ( ! woman1 !n y w h a happ9ess & satisfaction :i* all ! gold 9 ! _w c\ld n buy4 ,! pleasures ( ! old :o h _h happy homes dur+ _! lives are ! greate/ pleasures 9 ! _w4 ,! sunset ( y\r life w n be beautiful unless y\r home life 0 pleasant dur+ y\r day ( "w4 ,optimism ,! man :o is an optimi/ may be labor+ "u a delusion1 b c]ta9 x is t he is happy :ile "u ! delusion4 ,e man %\ld h ideals4 ,he %\ld see ! beauty & good 9 ?+s4 ,he may n accompli% 8 ideals1 b ! anticipation & work+ out ( !m is a mighty pleasant vocation4 ,! pessimi/ is always unhappy1 & :5 no def9ite ?+ is be=e him to worry ab\t1 ! v fact t !re is no?+ to worry ab\t makes him unhappy4 ,! pessimi/ says ,bus9ess is n half z good z x w\ld be if x 0 twice z good z x is4 ,! optimi/ says ,bus9ess is twice z good z x w\ld be if x 0 only half z good z x is4 ,grizzly ,pete1 ( ,froz5 ,dog1 ,idaho1 is an optimi/1 & ,webb ,grubb1 ( ! same t[n1 is a pessimi/4 ,a %ort "t ago !y _h a big ra9 /orm 9 ,froz5 ,dog4 ,webb ,grubb kick$ ab\t ! ra94 ,grizzly ,pete1 all wrea!d 9 smiles1 said ,ra9 is a mighty good ?+ to lay ! du/4 ,a few days lat] ! sun came out oppressively w>m4 ,webb ,grubb kick$ ab\t ! w>m wea!r4 ,grizzly ,pete1 aga9 all smiles1 said ,hot wea!r & sun%9e are mighty good ?+s to dry ! mud4 ,! pessimi/ goes ab\t ) a d>k lant]n pe]+ into out-(-!-way places1 ev] look+ = meanness & ?+s to f9d fault ab\t4 ,! optimi/ goes ab\t 9 ! bright sunlight look+ = ! beautiful ?+s1 & sees m ?+s by ! aid ( ! great sun%9e ?an ! pessimi/ c f9d ) 8 little d>k lant]n4 ,! optimi/ rises 9 ! morn+ ) gladness 9 8 he>t1 sun%9e 9 8 face & smiles ^u 8 lips4 ,! m]e privilege ( liv+ & enjoy+ nature is a priceless satisfaction to him4 ,he gets good out ( life e mom5t he lives4 ,he is a man to be envi$1 if envy is ev] all[able4 ,! pessimi/ w>ps 8 m9d & 8 physique1 & 8 influ5ce on o!rs is decid$ly bad4 ,! optimi/ raises ! av]age ( ! _w by 8 pres5ce1 ! pessimi/ l[]s ! av]age4 ,! optimi/ is 9 ! majority1 h[ev]1 & ! _w is gr[+ bett]4 ,le>n to see beauty 9 ! small ?+s4 ,/udy nature4 ,wat* ! processes ( plant life & animal life4 ,surr\nd y\rself ) helpful influ5ces2 books1 music1 fri5ds4 ,!re is no inve/m5t a man c make t yields su* unb\nd$ returns z optimism4 ,optimism _c be b\ght ) money4 ,x is z free z ! air we brea!4 ,t is :y poor p g5]ally are optimi/s4 ,memory ,! man ^: memory all[s him to play f\r games ( *ess bl9dfold$ is good = no?+ else4 ,book-keep]s :o c "n e folio page & e cu/om]'s balance are good = little else4 ,!re is no?+ 9 m5tal gymna/ics f ! doll> /&po9t4 ,! good lawy] or ! good bus9ess man does n rely on 8 memory1 b r 8 ability to f9d out ?+s & get at results4 ,if y rememb] only ! cu/om]s :o are sl[ pay or %aky1 x w be a lot easi] ?an to rememb] ! names ( all ! cu/om]s :o pay promptly4 ,if y\r wife wants y to get some?+ d[n t[n tomorr[1 write h] reque/ on a little piece ( pap]1 roll x up 9 a ball1 put x 9 y\r pocket ) y\r loose *ange4 ,=get ! incid5t1 let ! pap] d ! memory act4 ,next day :5 y rea* 9 y\r pocket = *ange y w f9d ! little ball ) ! rem9d] on x4 ,if !re is some?+ y want to att5d to at home1 drop y\rself a po/al c>d4 ,c>ry a little pad ( pap] 9 y\r pocket4 ,write d[n ! little ?+s y are to d4 ,don't /ore y\r m9d ) ^! tempor>y matt]s4 ,let ! tab rememb] = y4 ,let y\r m9d be l a sieve1 & h ! me%es co>se en\gh to keep 9 ! big ?+s & let ! little ?+s g ?r\gh4 ,h y\r bus9ess figures writt5 d[n1 y\r comp>ative sales1 increases or losses4 ,/udy ! writt5 figures4 ,h sy/em4 ,d ?+s me?odically4 ,don't tru/ to y\r memory4 ,if ! ?+ y see or he> is wor? keep+1 write x d[n on ! little tab4 ,! orator :o commits 8 spee* to memory is 9 a sorry plight if he =gets a s5t5ce4 ,if y are to speak at a d9n]1 lay out y\r plan1 divide y\r topic into sev]al p>ts4 ,jot d[n ! cat* l9es1 & j be=e y speak look ov] ! ticket4 ,*>ge y\r bra9 ) ! po9ts or ideas & build ! words ar\nd !m4 ,don't rememb] ?+s ) v]batim correctness4 ,rememb] ! skeleton ?\ght1 ! idea4 ,:5 y quote a price or figure1 jot x d[n4 ,confirm ! v]bal /atem5t by a writt5 memor&um4 ,memory is a bad s]vant sometimes4 ,y rememb] a ?+ "o way & ! o!r fell[ rememb]s x ano!r way4 ,y are bo? hone/1 b "o ( y is wrong4 ,if y _h made a memor&um 9 duplicate or jott$ d[n ! figures1 :at tr\ble x w\ld h sav$ y4 ,:]e doll>s are conc]n$ x is good s5se to tru/ to a writt5 memo41 & n to any m5tal memo4 ,no use to cram y\r bra9 ) transi5t ?+s1 :5 lead p5cils & pap] are s *eap & s easily obta9able4 ,! employe :o tru/s to 8 memory hurts ! bus9ess1 & aft] he quits a lot ( misund]/&+s w come up4 ,insi/ on y\r employes mak+ memor&ums ( ?+s & prices1 = :5 ! employe goes he takes 8 memory ) him4 ,if he has a memor&um y "k ! facts4 ,worry ,no?+ w prev5t effective "w l worry4 ,if y are giv5 to introspection & worry1 & all[ ^! ?+s to g un*eck$1 !y become habits ) y1 & :ile y\r sleep1 9 a measure1 is an antidote = worry1 yet ! m worry y h ! less s\ndly y w sleep1 & consequ5tly ! less effective sleep w be 9 correct+ ! injury caus$ by worry4 ,sun%9e & d>kness _c be pres5t at ! same "t1 = 9 nature "o ( ! fir/ rules we f9d is t no two objects c occupy ! same place at ! same "t4 ,no matt] h[ mu* "o is giv5 to ! worry habit1 he exp]i5ces reflex mom5ts :5 he does n worry4 ,"s ( our pessimi/ic fri5ds :o are giv5 to ! worry habit say x is impossible = !m n to worry4 ,y are ?9k+ ( :at y are read+1 & if y\r m9d is int]e/$ 9 x y are n worry+ :ile y are read+ ^! articles1 & ?is %[s t if y are int]e/$ 9 read+ !re is little *ance = worry to get 92 = y\r m9d is occupi$4 ,m5 h tri$ all sorts ( ?+s to escape worry4 ,"s ( !m frequ5t places :]e gaiety & mir? ab\nd1 s t !y are = ! "t be+ bani%+ worry1 b 9 proportion z ^! ?+s keep "o f worry+1 ! reaction is /rong] :5 x does come1 & ! individual :o tries to escape worry by go+ ! pace & occupy+ 8 "t ) light ?+s1 suff]s m ke5ly f worry :5 x does come4 ,"s m5 turn to dr9k to kill worry4 ,_m a man imag9es :ile he is drunk & 8 bra9 is clogg$ ) alcohol t he is ! happie/ man 9 ! _w1 & "s ( !m g to ! ext5t ( imag9+ _! f9ances are 9 a fl\ri%+ condition4 ,! alcohol fills ! bra9 ) fancy pictures1 & = ! "t be+ ! m9d =gets to worry4 ,:5 ! alcohol we>s away ! bra9 takes up ! worry aga9 9 an increas$ degree4 ,to kill worry by ! active process is l try+ to cure rheumatism by ext]nal application4 ,! only ?+ y d is to /op ! pa9 tempor>ily4 ,! be/ way to cure rheumatism is to g at x ?r\gh ! blood4 ,eradicate ! uric acid f ! sy/em1 & !n ! rheumatism w disappe>4 ,! be/ way to cure worry is n by local applications1 b by gett+ at ! root ( ?+s4 ,elim9ate z f> z possible ! ?+s :i* cause worry4 ,rememb] t z long z y live !re w come ?+s across y\r pa? t are n to y\r lik+4 ,y %\ld be philosophical1 & make ! be/ ( ?+s t are ab\t y4 ,look at ! bright side r ?an ! d>k4 ,!re are only two ?+s 9 ! _w to worry ab\t4 ,fir/--! ?+s we c control or *ange2 second1 ! ?+s ov] :i* we h no control4 ,n[1 x is manife/ly useless to worry ov] ! fir/ k9d2 = we c correct ! ?+ & !re w be no?+ to worry ab\t4 ,x is manife/ly useless to worry ov] ! ?+s we _c control1 =1 z set d[n 9 ! second proposition1 we _c *ange ! ?+s4 ,x !re=e behooves u to elim9ate f our calculations ! second k9d ( worry1 = no am\nt ( worry c possibly *ange t k9d4 ,we mu/ !re=e conf9e our att5tion to ! fir/ k9d1 ! k9d we c *ange1 & :5 we h *ang$ ! ?+ !re is no cause to worry4 ,no?+ helps a man's heal? s mu* z contra/s 9 climate or habits4 ,:5 ! doctor tells y x is necess>y to g to ,cali=nia or ,arizona1 or "s o!r di/ant po9t1 he kn[s t fifty p] c5t4 ( ! good y w get by ! *ange is f ! wat]1 air1 sun%9e & surr\nd+s1 & ! o!r fifty p] c5t4 ( ! good y w get is because y h be5 tak5 away f ! v ?+s t h be5 caus+ y worry4 ,if y c't get contra/s by trips to o!r di/ant po9ts1 y c get ! contra/s "r :]e y live4 ,if y\r m9d is occupi$ 9 ! day ) deep ?9k+ & h>d bus9ess problems1 y %\ld occupy y\r ev5+ ) some?+ t w contra/ ) x4 ,take up "s light lit]ature1 play ) y\r *ildr51 or "w at "s hobby 9 :i* y are int]e/$4 ,! tr\ble ) ^? :o worry mo/ is t !y h work$ !mselves up to su* a fr5zi$ /ate !y c't read any?+ except+ />tl+ newspap] articles & freaki%1 fro?y books4 ,! man ) rheumatism _c cure himself 9 a day1 nei!r c ! man ) ! worry habit eradicate worry f 8 make-up 9 a day or s4 ,! man :o worries %\ld make up 8 m9d he is go+ to read & get int]e/$ 9 ! read+4 ,let him set ap>t t5 m9utes ! fir/ day1 & agree t he w devote ^? t5 m9utes hone/ly1 int5tly to ! subject be=e him4 ,! next day he c add a m9ute or two1 & s on until he c read "o or two h\rs at a "t4 ,f9ally1 ! wr9kles w be iron$ out & ! horizon w be bright5$4 ,z we are1 s is ! _w to u4 ,! mo/ famili> objects *ange _! aspect ) e *ange ( ! s\l4 ,:5 y worry1 ev]y?+ is di/ort$1 ev]y?+ appe>s unnatural1 ! _w looks d>k1 our fri5ds seem f> (f4 ,! jokes we he> fall flat4 ,we indulge ourselves 9 pessimism4 ,:5 ! :ole matt] is summ$ up philosophically1 !re is no bad luck 9 ! _w except sickness4 ,all o!r s-call$ h>d luck is simply tempor>y4 ,if y lose y\r money1 don't worry ab\t x1 make "s m4 ,if y lose a fri5d1 don't worry2 %[ him 8 mi/ake4 ,if y lose an opportunity1 d n worry2 be ready = ! next "o4 ,life is %ort4 ,! end ( life is dea?4 ,:at's ! use ( worry+4 ,worry is l dr9k4 ,! m y give x ! m x fa/5s on y4 ,cultivate a *e]ful disposition4 ,mix ) p :o are *e]ful4 ,d n all[ ! g>d5 ( y\r m9d to gr[ up ) worry we$s4 ,occupation kills worry4 ,if y\r m9d is fill$ ) uplift+ "w or bra9 tra9+ x w h little "t to worry4 ,promises ,a bus9ess man may be rat$ z wor? a million1 b if he breaks 8 promises reg>d+ paym5ts or fulfillm5ts ( contracts1 he w f9d lat] on ^? :o deal ) him w insi/ ^u ca% transactions4 ,keep+ promises is ! basis ( cr$it4 ,let x be said ( y t y always keep y\r promise2 t y h nev] be5 kn[n to break y\r ^w1 & y w ne$ little p]suasion to get ! cr$it man's ,o4,k4 ,if y pur*ase = ca% "r along1 "s day y c ask = & w receive a small cr$it1 if y promise to make y\r paym5ts on a c]ta9 date4 ,if y keep y\r promise y c repeat ! op]ation4 ,lat] on y w be giv5 l>g] cr$it1 because y h be5 keep+ y\r promises4 ,y c increase y\r cr$it /ep by /ep to amaz+ proportions if y\r promises are always kept4 ,! bus9ess _w places mu* confid5ce 9 promises4 ,! note 9 ! bank is a writt5 evid5ce ( ! promise4 ,! note says on ! face ( x ,i promise to pay4 ,! ,gov]nm5t ( ! ,unit$ ,/ates issues bank notes on ! face ( :i* is a promise4 ,:5 y make promises z reg>ds dates1 jot d[n ! promise 9 y\r memor&um book4 ,:atev] y d1 keep t promise4 ,! man :o breaks 8 promise 9 little ?+s w break !m 9 great] ones4 ,:5 y make a promise to meet a man x is j ! same z promis+ to pay a man money4 ,9 ei!r in/ance y are 9 ! man's debt1 & ! obligation is n cancell$ until ! debt is paid4 ,9 o!r words1 until ! promise is fulfill$4 ,j s sure z ! sun sets1 ! man :o habitually breaks 8 promises w surely break 8 bus9ess4 ,indep5d5ce ,x seems to be ! rule r ?an ! exception t ! mom5t a bus9ess man atta9s success he gr[s indep5d5t4 ,!re is no su* ?+ z indep5d5ce )9 ! full mean+ ( ! ^w4 ,e creature 9 ! _w is dep5d5t m or less4 ,! man :o takes delight 9 8 s-call$ indep5d5ce & =ces x to ! front1 soon receives knocks4 ,! con/ant tapp+ & knock+ hurts anyone4 ,boo/s beat knocks4 ,! man :o has a reputation = be+ indep5d5t nev] gets boo/s4 ,"s bus9ess m5 =get ! obligations !y are "u4 ,!y =get ! help t 0 ext5d$ to !m 9 "t gone by4 ,!y furni% up a f9e mahogany (fice1 ) an out] room1 & outside ( ?is ano!r room ) an in=mation desk4 ,!y cultivate coldness & indep5d5ce4 ,!y make x difficult = _! fri5ds to see !m4 ,!y put a lot ( r$ tape ar\nd _! bus9ess1 & by ^! acts !y get out ( t\* ) ! pulse ( ! bus9ess4 ,!y look at ?+s ?r\gh color$ glasses4 ,_! judgm5t gets w>p$4 ,9 proportion z a man cultivates indep5d5ce & autocratic ideas1 j s 9 proportion is he ne>+ ! br9k ov] :i* _m h fall5 to de/ruction4 ,:5 an indep5d5t man has a fall1 8 enemies glory & l\d are ! %\ts t arise f !m1 & if we li/5 closely we w he> ! multitude say3 ,s]ves him "r4 ,!re is no?+ l democracy 9 bus9ess4 ,by ?is x mu/ n be und]/ood t ! head ( ! conc]n is to see e p$l]1 or e life insurance ag5t4 ,b if ! bus9ess man is accessible1 & greets y ) a glad h&1 & 9 ! pleasant mann] turns y ov] to ! prop] dep>tm5t head1 y g away f ! (fice satisfi$1 & y give ?is man a boo/ in/ead ( a knock4 ,! late ,p4 ,d4 ,arm\r 0 a good example ( ! po9t we are mak+1 he did n wa/e "t 9 social visits dur+ bus9ess h\rs1 b anyone :o _h bus9ess ) ! ,arm\r ,in/itution c\ld get an int]view ) ,mr4 ,arm\r4 ,x has (t5 be5 rem>k$ by bus9ess m5 t !y w\ld r h a turn-d[n f ,mr4 ,arm\r ?an an ord] f "s ( ! o!r h\ses1 = ,mr4 ,arm\r always made "o feel good4 ,no "o c be indep5d5t4 ,! l>g] "o's bus9ess is ! m ! proprietor is dep5d5t on ^? ar\nd him4 ,x takes _m mon?s to build a sky scrap]1 yet a wreck+ company c te> a sky scrap] to ! gr\nd 9 a few days1 & s x is ) a man's reputation4 ,x takes ye>s to get good cr$it 9 ! comm]cial _w1 b if success spoils a man & makes him indep5d5t1 he has creat$ enemies1 & !re is no tell+ :]e ^! enemies w get 9 _! "w4 ,x is l ! worms eat+ ?r\gh ! bottom ( a %ip4 ,"s day ! craft goes d[n because ( ! sil5t attacks made 9 x1 :i* 7 n visible f ! surface4 ,"s day ! indep5d5t man is surpris$ to h ! bank call him 9 & insi/ t he take up 8 loans4 ,he is a/oni%$2 he does n "k :y ?is sudd5 *ange has happ5$1 b l z n "s secret enemy 9 ! bank1 or "s secret competitor :o has a fri5d 9 ! bank1 has gott5 9 8 "w1 & !n ?is indep5d5t man f9ds out h[ really dep5d5t he is4 ,! saf] a man is f attacks1 ! saf] 8 bus9ess is f ! f9ancial /&po9t1 & ! m g5]\s ?is man %\ld be 9 8 consid]ation = o!rs4 ,no man c af=d to be indep5d5t4 ,m5 :o h built up _! bus9ess sl[ly are n ! ones ^: heads are turn$ & :o affect ?is indep5d5t air4 ,! indep5d5t man is ne>ly always ! newly ri* or ! sudd5ly successful bus9ess man1 & ! mom5t he sets himself up z indep5d5t he is made ! t>get = an army ( enemies :o are wait+ = a *ance to injure him4 ,%ort ,lett]s ,mo/ bus9ess m5 make mu* ado ab\t no?+ 9 ! matt] ( correspond5ce4 ,!y use a wild]ness ( words to express !mselves4 ,!y write at su* l5g? t ! orig9al mean+ runs into s _m by-lanes t ! mean+ is lo/4 ,! man :o writes long lett]s usually deals out high s\nd+ phrases & cu/om>y p>agraphs su* z he has pick$ up ?r\gh 8 p]usal ( o!rs' lett]s4 ,! av]age bus9ess man seems to glory m 9 8 ability to use euphoni\s s5t5ces ?an to talk to ! po9t4 ,lett]s %\ld be l telegrams1 !y %\ld be %ort & to ! po9t1 s !re w be no misund]/&+ on ! "p ( ! recipi5t4 ,!re is "o bus9ess man t we h be5 9 close t\* ) = ov] fifte5 ye>s4 ,we h he>d f him an av]age ( once a week1 & 9 all t "t he has nev] writt5 a lett] ( ov] tw5ty-five l9es4 ,our records %[ !re is no cu/om] ) :om we _h s mu* bus9ess deal+s & s little misund]/&+ z ?is "o4 ,write %ort lett]s4 ,use small words4 ,don't be blunt1 b be %ort4 ,p]spiration ,no matt] :at "o's aspirations may be1 success w n come )\t p]spiration4 ,x is well ?is is s1 o!rwise success w\ld n be appreciat$4 ,t :i* a man e>ns by p]spiration he appreciates & kn[s h[ to enjoy4 ,if success 7 some?+ t c\ld be drawn by *ance1 l a prize1 success w\ld n be wor? any?+4 ,! measure ( any valuable ?+1 or condition1 or relation%ip is ! am\nt ( "w1 en]gy1 tr\ble & sacrifice t has be5 exp5d$ to obta9 x4 ,none is to be m piti$ ?an ! ri* idle-born1 :o h e com=t ar\nd !m4 ,!y d n "k t p]spiration mu/ be add$ to aspiration be=e !y get success4 ,fri5ds ,h[ little ! av]age bus9ess man und]/&s ?is ^w fri5ds4 ,9 ev]yday conv]sation we he> "o man say to ano!r ,mr4 ,blank is a fri5d ( m9e4 ,z a matt] ( fact ! ^w acqua9tance c\ld be sub/itut$ 9 n9ety-n9e cases out ( a hundr$ :]e ! ^w fri5d is us$4 ,real fri5ds are few & f> betwe54 ,a real fri5d is nev] det]m9$ until a te/ has be5 made1 & ?is te/ is usually tr\bl\s times1 adv]sity or ! loss ( a lov$ "o4 ,:5 afflictions come to our families1 or rev]ses come to our bus9ess1 :5 ! d>k cl\ds hang ov] u1 :5 /ormy seas are ab\t to swamp u1 :5 we ne$ help1 !n is ! "t we f9d :o are our true fri5ds4 ,:5 su* calls = fri5d%ip arrive x is surpris+ to see h[ we h be5 mi/ak5 9 individuals4 ,^? ^u :om we c\nt$ mo/ %rug _! %\ld]s1 draw _! skirts ab\t !m & give u good advice1 :ile ^? :om we _h nev] c\nt$ z fri5ds come to ! front & l5d help+ h&s4 ,! ^w fri5d has be5 greatly abus$4 ,ar\nd places ( gaiety1 :]e dr9ks & good fell[%ip ab\nd1 we frequ5tly he> ! ^w fri5d1 b 9 ! "t ( tr\ble ^? :o pose z fri5ds w n help u1 & ! few :o w\ld help u _c because !y h squ&]$ _! sub/ance & h n ! ability to help u4 ,a fri5d 9 ne$ is a fri5d inde$4 ,!re is no relation%ip m sacr$ ?an fri5d%ip4 ,fri5d%ip c>ries ) x love4 ,! true fri5d is n "o made 9 a hurry4 ,!re is no fri5d l ! old "o ) :om y w5t birdne/+ 9 y\r y\?1 ! fri5d t has plodd$ along life's road ) y %\ld] to %\ld]4 ,:5 y h a fri5d :o has prov5 himself su*1 nev] let up s long z y live 9 y\r evid5ces ( gratitude = ! k9dness he has %[n y4 ,repay him ) int]e/ = 8 good (fices1 & let y\r actions t[>ds him ev] be a s\rce ( happ9ess & pleasure to him4 ,no?+ is s mu* appreciat$ betwe5 fri5ds z gratitude1 & no?+ w kill fri5d%ip l +ratitude4 ,g5u9e fri5d%ip is su* a r>e jewel t :5 y h a positive demon/ration ( x1 let x be y\r great conc]n t y w d no?+ to m> ?is fri5d%ip1 = brok5 fri5d%ip is a s\rce ( grief to bo? fri5ds s long z !y live4 ,employes ,! success ( any bus9ess dep5ds ^u ! he>ty coop]ation ( ! employes4 ,we h (t5 he>d t a corporation has no s\l4 ,a corporation probably has no s\l b mo/ ( u =get t ! (fic]s ( ! corporation h s\ls & he>ts1 & 9 proportion z ! individual at ! head ( a corporation or private ent]prise treats 8 employes j s he w be repaid4 ,we are paid back :at we pay out4 ,if we are h>% & mean to o!rs1 ev] suspici\s1 ev] look+ = evil motives1 ^? :o "w = u w be suspici\s ( u & look = evil motives beh9d our e act4 ,! employ] :o %[s consid]ation1 cultivates respect & sets a good example w f9d x pays f a monet>y /&po9t1 z well z 9 ! satisfaction he has 9 kn[+ t he is do+ ! "r ?+4 ,l9coln said ,a h\se divid$ aga9/ itself mu/ fall4 ,if ! employes ( an in/itution sp5d _! "t 9 wrangl+ & qu>rel+1 x means a divid$ h\se1 & ! h\se w c]ta9ly suff]4 ,set a good example to y\r employes4 ,take !m into y\r confid5ce4 ,recognize ability4 ,advance wor?y ones1 & y w f9d ev]yone f ! (fice boy to ! (fic] pull+ on ! rope 9 ! same direction1 & y w get full measure ( ability f ev]yone :o works = y4 ,x is impossible to sudd5ly get a p]fect work+ =ce4 ,a good organization comes ?r\gh ! process ( evolution & elim9ation4 ,:5ev] an employe does all he is hir$ to d & a little m1 t employe is 9 a position to occupy a place ( great] responsibility4 ,if an employe is a slugg>d or a f\r-flu%]1 he may be sure ^! ?+s w be f\nd out & he _c hope = advancem5t4 ,employes %\ld rememb] t ! mo/ successful in/itution is ! "o ^: manag]s are develop$ f ! rank & file4 ,! be/ h\ses d n hire high class help f o!r conc]ns4 ,! mo/ successful m5 are ^? :o />t$ 9 at ! bottom ( ! ladd]1 & by p]sev]ance & pluck & aptitude !y climb$ ! ladd] until !y rea*$ ! top4 ,employes %\ld rememb] t ! mo/ difficult problem ! employ] has to solve is t ( good employes4 ,a small want ad4 9 ! metropolitan daily w br+ an army ( *eap help4 ,! m>ket is full ( *eap help1 b good employes t are wor? ov] #b1jjj a ye> are v sc>ce4 ,! high pric$ employes are g5]ally ! be/ money mak]s ( ! in/itution1 = !y are sell+ _! bra9s r ?an _! h&s4 ,! h&s are limit$1 ! bra9s are n4 ,employes1 !re are gold5 opportunities be=e y4 ,disreg>d ! clock4 ,b5d y\r en]gies t[>d do+ y\r "w well4 ,! advancem5t w be sure to foll[4 ,! tr\ble ) _m employes is t _! m9ds are fill$ ) outside matt]s ( a frivol\s nature4 ,9 e l>ge city !re are ?\s&s ( dude employes1 ! k9d :o we> high coll>s1 ! k9d :o sp5d all _! sal>y = clo!s4 ,! dude employe /&s 9 8 own light4 ,he we>s a high] pric$ tie ?an ! boss2 he is immaculately neat2 he looks l a fa%ion plate1 b at ! same "t 8 tailor bill is n paid1 he is ow+ money "r & left4 ,he sp5ds 8 ev5+s 9 ! cafes1 & at odd mom5ts dur+ ! day he dodges out to look ov] ! rac+ =m & smoke a cig>et4 ,?is dude employe sits up late at night4 ,he sp5ds 8 sal>y1 & m too1 9 ! gay life4 ,he is tir$ next morn+ :5 he comes d[n4 ,! dude employe :o we>s a high coll> is n ! "o t knuckles d[n to h>d "w4 ,p]spiration & high coll>s d n g well toge!r4 ,! dude employe does n l p]spiration1 s he sees to x t he does n ex]t himself en\gh to p]spire4 ,employes %\ld rememb] t v tru?ful axiom3 ,! employe :o nev] does m ?an he is paid = is nev] paid = m ?an he does4 ,! employe %\ld rememb] t ! boss takes l>ge *ances 9 hir+ help1 = !re is n "o employe out ( t5 t is a good inve/m5t4 ,! employes %\ld rememb] t x is necess>y = ! boss to make a good m>g9 ( pr(it on ea* employe1 else he c\ld n ma9ta9 8 bus9ess4 ,e employe :o /udies h[ mu* he c d is a help to an employ]4 ,e employe :o sees h[ little he c d is a hold-back to ! in/itution4 ,employes %\ld rememb] t prosp]ity goes 9 cycles1 t x is b ?ree g5]ations f %irt sleeve to %irt sleeve4 ,ov] n9ety p] c5t4 ( ! bosses today />t$ 9 & work$ _! way up f ! gr\nd4 ,! "y man :o inh]its a p>tn]%ip 9 8 fa!r's bus9ess really has a h&icap on him1 & is n z likely to succe$ z an employe :o />ts 9 at ! bottom ( ! ladd]4 ,employes %\ld rememb] t responsibilities only come to ^? ^: %\ld]s are broad en\gh to be> !m1 & :5 additional responsibility comes to an employe t employe %\ld look ^u ! responsibility z a di/9ct advantage to him1 = x gives him an opportunity to %[ ! /uff he is made (4 ,laxity ,:5 "y m5 />t 9 bus9ess _! ?\ghts are all prospective4 ,!y look =w>d to ! "t :5 !y w atta9 success4 ,!y "w h>d4 ,!y put en?usiasm & long h\rs into _! bus9ess4 ,z ye>s pass !y atta9 success & ca% 9 ?is _w's goods4 ,!y buy beautiful homes & surr\nd !mselves ) luxury4 ,!y indulge 9 high liv+4 ,!y h c\ntry places4 ,!y take ?+s easy4 ,!y sit back 9 _! *airs & imag9e _! bus9ess w g on =ev] because !y are s well e/abli%$4 ,! h>d work] is entitl$ to slack5 up a little z success comes to him1 b ! mom5t 8 en]gies comm5ce to wane1 he %\ld see to x t he gets ! "r sort ( "y mat]ial 9 ! in/itution to keep up ! en?usiasm & h>d "w :i* he himself has _h4 ,9 ! v nature ( ?+s x is impossible = a man to keep up 8 y\?ful pace 9 8 mature age1 =1 z we h frequ5tly obs]v$1 y c't g fa/ f>4 ,"o ( ! pr9cipal elem5ts 9 ,m>%all ,field's success 0 t he got en?usia/ic1 h>d work]s ar\nd him4 ,! mom5t he saw signs ( laxity 9 any ( ^! individuals1 he let !m out & got new mat]ial4 ,laxity means loss ( p[]1 & ) loss ( p[] ! ma*9e does n d z good "w4 ,laxity 9 bus9ess is a wa/e4 ,en?usiasm ,9 ^! days ( ke5 competition & wond]ful activity x is necess>y = ! bus9ess man to h en?usiasm4 ,if he lacks 9 ?is1 8 bus9ess w be at a /&-/ill1 :ile 8 en?usia/ic competitor goes =w>d4 ,en?usiasm %\ld n be c>ri$ to an extreme any m ?an any o!r good ?+ %\ld be c>ri$ to an extreme1 b at t x is bett] to be ov]-en?usia/ic ?an n en?usia/ic en\gh4 ,no "o c be truly en?usia/ic :o does n believe 9 8 bus9ess4 ,en?usiasm is a =m ( adv]tis+4 ,x %[s ! p y deal ) t !re is some?+ go+ on & t y believe 9 y\r own m$ic9e4 ,cat*+ ,up ,ne>ly e "o 9 ?is bus9ess _w seems to be engag$ 9 ! occupation ( cat*+ up4 ,ne>ly ev]yone is a little beh9d 9 ! matt] ( f9ances4 ,z soon z "o gets across ! /ream & is on dry l& & has 8 bills all paid1 !n he takes on new responsibilities & goes deep] 9 debt4 ,x is a v h>d game1 ?is cat*+ up4 ,! game ( exi/5ce is v easy to play :5 y are caught up4 ,we h tramp$ ?r\gh ! =e/s ( ! great ,we/1 & we h inv>iably f\nd t ! pace-mak]s or lead]s are ! lea/ tir$ at night1 :ile ! foll[]s or ^? :o are beh9d try+ to cat* up1 are ! ones :o are mo/ fatigu$4 ,"s p are habitually beh9d ) _! haul+1 z ! ,miss\rians say4 ,no matt] h[ _! sal>ies may increase !y are proportionately beh9d ) _! haul+ all ! "t4 ,:5 an employe gets #ej4jj a mon? he is ow+ #ge4jj1 he is work+ h>d at ! cat*+-up game all ! "t4 ,he figures t if he only got #ge4jj a mon?1 he c\ld apply ! #be4jj extra & c\ld cat* up 9 ?ree mon?s4 ,! !ory is all "r b ! practice is n1 = :5 ?is individual gets #ge4jj a mon?1 in/ead ( apply+ t #be4jj extra to cat*+ up1 he f9ds t he wants bett] neckties & bett] und]we>1 & makes great] exp5ditures all along ! l9e1 s in/ead ( wip+ out t #ge4jj debt he _h :5 e>n+ #ej4jj a mon?1 he f9ds himself #aej4jj 9 debt on 8 #ge4jj sal>y4 ,?is cat*+ up has a bad influ5ce4 ,x worries ! individual2 he does n d 8 be/ "w4 ,:5 y h all y\r bills paid & a surplus ( #ejj 9 ! bank1 y\r head is high]1 y\r *e/ is broad]1 y\r backbone /iff]1 & y h a confid5ce t helps y take on great] responsibilities4 ,to be 9 debt is to be "u obligations to y\r fri5ds1 & x kills (f ^? /rong qualities :i* y naturally possess b :i* w>p :5 y are cat*+ up4 ,! man :o is cat*+ up cr+es in/ead ( /&+ erect1 he is suppliant in/ead ( dom9ant4 ,he is di/urb$ by little ?+s1 & 9 ! meantime ! cat*+ up process is te>+ d[n 8 n]v\s sy/em4 ,get caught up ) y\r haul+4 ,:atev] y\r income is1 save a p]c5tage ( x4 ,d n mi/ake u 9 ?9k+ t we are prea*+ ! old s]mon ( ! sav+s bank1 :i* is1 save y\r p5nies & ! doll>s w take c>e ( !mselves1 = our fri5d ,grizzly ,pete ( ,froz5 ,dog1 ,idaho1 says3 ,save y\r p5nies1 ! doll>s w be bl[n 9 by y\r heirs4 ,no man gets ri* ?r\gh m]e sav+1 b x is ! tra9+ ! man gets 9 sav+ ! p5nies t gives him a good idea ( values ( ?+s & %[s him ! importance ( hav+ a res]ve4 ,if ! boss is extravagant 9 little ?+s1 ! employe multiplies ! extravagance4 ,if y are always cat*+ up :ile y are an employe y w always be cat*+ up :ile y are boss4 ,if y are always sav+ & putt+ by a res]ve :ile y are an employe1 y w be do+ ! same ?+ :5 y are a boss4 ,! pr9ciple is ! same4 ,x is m]ely a "q ( figures4 ,d n take on f9ancial responsibilities until y see y\r way cle> to meet ! responsibilities1 & 9 addition to meet+ !m1 see to x t y h made an all[ance = good measure4 ,cat*+ up calls = d\ble ef=t & d\ble "w4 ,ang] ,9 proportion z a man is wise1 he controls 8 ang]4 ,c5turies ago ! foll[+ tru? 0 writt53 ,:om ! gods w\ld de/roy !y fir/ make angry1 & 9 ! same era !re 0 also giv5 u ano!r tru?3 ,a s(t answ] turne? away wra?4 ,a man's judgm5t gets twi/$1 8 gr\nd becomes insecure & 8 po9t ( vantage weak5s :5 he becomes angry4 ,! man :o keeps calm :5 ! o!r fell[ gets angry has inf9itely ! be/ ( ! matt]4 ,let ! o!r fell[ fret & /ew & get r$ 9 ! face1 b y keep calm & y w w9 ! fight e "t4 ,control y\rself1 *ange ! subject1 & abs5t y\rself :5 ang] %[s4 ,cultivate poise1 refra9 f l[]+ y\rself to ! me?ods ( ! ignorant1 :i* is ang]4 ,by keep+ y\r temp] :5 y\r adv]s>y gets angry y !reby %[ y\r sup]iority1 & y\r adv]s>y in/9ctively feels y are a bigg] man ?an he is4 ,a cool head is wond]ful capital = an employ] or an employe4 ,don't mi/ake coolness & poise = submissiv5ess & s]vility4 ,don't let p impose on y & take advantage ( y\r good nature4 ,/ate y\r position 9 cool1 well-weigh$ words1 & c>ry conviction ) !m by y\r mann]4 ,x takes two to make a qu>rel4 ,:5ev] ang] is pres5t1 d n be "o ( ! two4 ,prec$5t ,prec$5t has caus$ _m failures4 ,we refuse to make a bold move & inaugurate a new sy/em because we hate to break away f ! me?ods e/abli%$ by successful pr$ecessors4 ,we say ,let well en\gh alone4 ,we =get t times *ange1 & t conditions :i* made our competitors successful1 may n n[ exi/4 ,if y h ! prec$5t habit x is an admission t y h n ! bra9s to orig9ate1 & y are try+ to take advantage ( ano!r's bra9s4 ,y rememb] ! old fable ( ! lion & ! jackass4 ,! jackass 0 br[s+ on ?i/les 9 ! des]t4 ,x took all 8 "t to ga!r en\gh ( ! scanty vegetation to keep him alive4 ,"o day ! jackass notic$ ! lion com=tably eat+ a lamb1 :]eupon he said ,t's ! s*eme = me4 ,i w d ! same trick z ,mr4 ,lion1 & =?-) ! jackass f\nd a dead lion & cov]$ himself ) ! lion's sk91 hop+ t ) ! lion's sk9 he w\ld appe> z a lion & ?us be able to cat* game 9 l>ge portions1 & relieve himself ( ?is sl[ monoton\s1 h>d "w he _h be5 us$ to4 ,! jackass salli$ =?1 b he c\ld n cat* a lamb4 ,he _h copi$ ! lion s f> z physical appe>ances 7 conc]n$1 b he did n h ! bra9s ( ! lion1 & he fail$4 ,!re are hundr$s ( weal?y bus9ess conc]ns today :o are sl[ly dy+ f dry rot because !y h n ! n]ve to break away f ! prec$5t t built up _! bus9esses4 ,!y let s5tim5t outweigh common s5se4 ,!y ma9ta9 ! same old l9es & foll[ ! same policy because t policy ye>s be=e ?+s made !m successful4 ,_m manufactur]s cont9ue to adv]tise 9 publications :i* h long s9ce lo/ _! adv]tis+ value4 ,^! manufactur]s h ! habit1 & on acc\nt ( prec$5t !y are afraid to break away4 ,!y d n recognize t s9ce !y />t$ !re are doz5s ( new]1 bright] & bett] publications ?an ! ones !y are us+4 ,columbus1 ,m>coni1 ,edison1 ,/ev5son1 ,newton1 ,fulton1 & hundr$s ( o!r orig9ators w\ld nev] h succe$$ if !y _h foll[$ prec$5t4 ,!y requir$ /rong c\rage to break away f accept$ me?ods4 ,ea* ( ^! m5 0 told 9 s _m words t ! ?+ nev] _h be5 done1 & consequ5tly c\ld n be done4 ,bus9ess m5 :o ?r[ aside prec$5t are m apt to succe$1 = by ?r[+ aside prec$5t !y %[ !y h orig9ality in/ead ( ! ability to copy4 ,f9anc+ ,a f9anci] & a g5]al are mu* ! same ?+4 ,! f9anci] makes ! doll>s d ! "w at ! be/ place1 & ! g5]al does ! same ?+ ) 8 soldi]s4 ,! f9anci] ) pl5ty ( money 9 ! bank & ! g5]al ) pl5ty ( soldi]s at 8 comm& are alike4 ,!y give ! ord] & ! ?+ is done1 = !y h ! mat]ial to d ! ?+ )4 ,! diff]5ce betwe5 ! good f9anci] & ! bad f9anci] is l ! diff]5ce betwe5 ! good g5]al & ! bad "o1 ! diff]5ce be+ t ! good "o makes a little g a long way1 & gets ! be/ results f ! little "u 8 comm&4 ,! cause ( _m failures is due to bad f9anc+ in/ead ( bad bus9ess4 ,! tr\ble is few bus9ess m5 "k exactly :]e !y are at4 ,a detail$ /atem5t %\ld be kept ( all obligations4 ,! bus9ess man %\ld get along z f> z possible )\t giv+ notes1 & :5 he does give notes he %\ld see to x t ! notes are tak5 up :5 due4 ,! bus9ess man :o ov]/ocks %[s he is a bad f9anci]4 ,! man :o buys too mu* on possibilities makes a mi/ake4 ,z y g along ?is ye> y %\ld make /ati/ics ( ! receipts & exp5ses by ! day1 week1 mon? & ye>4 ,) ^! figures y c make up a budget ( y\r receipts & exp5ses = ! com+ ye> ) reasonable correctness4 ,keep y\r res\rces well 9 h&4 ,buy (t5 r ?an buy 9 l>ge quantities4 ,if y are ow+ money to ! bank1 h y\r plans arrang$ s t y c realize on y\r assets quickly4 ,! good g5]al always plans 8 campaign to be ready = attack t may come ?r\gh unexpect$ s\rces4 ,! good f9anci] is always ready = an attack on 8 f9ances4 ,! conc]ns f :om "o buys may be prosp]\s4 ,! bank ) :om "o deals may be fl\ri%+1 & yet )\t w>n+ some?+ happ5s & y are sudd5ly call$ ^u to liquidate y\r indebt$ness4 ,y %\ld be prep>$ = ?is sudd5 call4 ,f9anc+ is an art1 & y w nev] be a good f9anci] unless y h _h p]plex+ problems to solve4 ,9 ord] to solve problems y mu/ h ! pro & con1 9 o!r words1 ! details ( y\r receipts & exp5ses4 ,^! figures %\ld be put d[n pla9ly1 ) elaborate detail1 if necess>y1 s y may c\nt on y\r figures & make y\r plans accord+ly4 ,prep>+ = em]g5cies is "o ( ! fir/ ?+s ! f9anci] %\ld und]/&4 ,discont5t ,:ile 9 ano!r "p ( ?is book we %[ t ambition is "o ( ! ?+s t makes success1 yet x mu/ n be =gott5 t discont5t is ano!r great factor 9 br++ ab\t success4 ,:5 ! "y man quits s*ool he has life be=e him & has ambition to succe$4 ,x is n p>ticul>ly necess>y t we f9d out :at 8 ambition is to />t him on ! "r pa?4 ,let ! "y man get />t$ at any ?+4 ,if he is ambiti\s & has ability 9 him to manage a bus9ess he w get !re f9ally4 ,he may get />t$ 9 ! wrong l9e & ?is w make him discont5t$4 ,! discont5t w cause him to try ano!r tack1 & s long z discont5t makes him *ange he w f9ally get into ! "r l9e by ! process ( elim9at+ ^? call+s :i* make him discont5t$4 ,"t aft] "t we f9d 9 read+ ! /ories ( successful bus9ess m5 t !y h fl\nd]$ ar\nd 9 ! beg9n+ ( _! c>e] f "o bus9ess or call+ to ano!r4 ,discont5t$ ) ea* ( !m !y *ang$ & *ang$ & *ang$ until !y f9ally /ruck ! ?+ be/ suit$ to !m1 & all ! *anges !y made 9 ! pa/ 7 di/9ctly b5eficial because ( ! exp]i5ce !y obta9$4 ,if x 7 n = discont5t _m ( ! lead]s 9 ! bus9ess _w today w\ld /ill be on ! f>m or cl]k+ 9 a c\ntry /ore4 ,keep busy1 "y man1 d ! fir/ ?+ t comes h&y4 ,*ange y\r job if y are discont5t$1 = no "o c d 8 be/ "w if 8 he>t is n 9 x4 ,:5 discont5t causes y to *ange frequ5tly y may be sure t "s day y w /rike y\r gait1 & !n ambition w fire y to /ick at x4 ,:5 y get on ! "r track & are n discont5t$ y h /ruck x "r4 ,! ,g5]ali/ ,! *apt] on ,! ,speciali/ is almo/ insep>able f ?is *apt]4 ,"o is ! positive1 ! o!r ! negative4 ,:at we h said ab\t ! speciali/ we c\ld repeat by tak+ ! opposite ( ! "q = ! g5]ali/4 ,?is "o po9t1 h[ev]1 we wi% to make cle>1 ev5 at ! risk ( repetition4 ,d n be a g5]ali/ 9 bus9ess4 ,if y divide y\r ef=ts y\r results w surely be divid$4 ,! bus9ess man :o goes 9 _m outside v5tures w n get along z f> 9 ! matt] ( weal? z ! man :o does "o ?+ well4 ,we he> ab\t ,! jack ( all trades1 b ! aft]ma? ( ! jack ( all trades is ma/] ( none4 ,only "o conc]n 9 fifty succe$s 9 bus9ess1 !re=e x calls = y\r be/ ef=ts if y wi% to succe$4 ,x calls = a s+l5ess ( purpose4 ,if y make m money ?an is necess>y 9 y\r bus9ess put out ! money 9 "s =m ( inve/m5t t w require little ( y\r att5tion4 ,buy mortgages or real e/ate4 ,get /uff t y c put 9 ! gre5 box 9 ! safety deposit vault & n h to worry ab\t4 ,! /ockbrok] has a lot ( unwritt5 hi/ory ab\t ! bus9ess man :o divides 8 en]gies betwe5 8 (fice & ! tick]4 ,! bus9ess man :o is try+ to make m progress ?an 8 competitor 9 bus9ess & at ! same "t try+ to beat out ! /ock m>ket is divid+ 8 en]gies1 & betwe5 ! two occupations he is likely to fail4 ,be a g5]ali/ 9 pleasure & recreation1 b n 9 bus9ess4 ,our ,a*es & ,pa9s ,:5 we "w h>d ) our body all day our backs a*e & our muscles a*e4 ,?is is all "r1 = ,nature has giv5 u sweet refre%+ slumb] to drive away ! a*es & pa9s s t on ! morr[ we are ready = ! fray4 ,9 proportion z we h endur$ ^! backa*es & pa9s & are pati5t 9 our occupation1 ! a*es w less5 until f9ally we h laid up a /ore ( en]gy s t ! a*es w n bo!r u4 ,! backa*es & muscle-a*es & heada*es we h1 :5 !y come f hone/ "w p]=m$ = ! b5efit ( ^? we love1 are sweet a*es & pa9s4 ,!y repres5t sacrifice1 ^! a*es & pa9s d1 & sacrifice br+s happ9ess4 ,! only way to be truly happy is to d some?+ = somebody1 & do+ some?+ = somebody is mak+ a sacrifice = somebody4 ,! a*es & pa9s we h endur$ 9 p]=m+ labor = ^? we love is ! be/ evid5ce ( g5u9e sacrifice4 ,we gladly suff] :5 our ef=ts are appreciat$1 & :5 ^? = :om we "w are grateful1 b !re is "o pa9 t nev] less5s1 & x is ! pa9 t kills4 ,t pa9 is a he>ta*e1 & ! he>ta*e comes f +ratitude4 ,aft] we h endur$ backa*es & heada*es = ^? we love & f9d ! ef=t has n be5 appreciat$1 !n comes ! he>ta*e1 & t is ! a*e t kills4 ,:5ev] anyone does some?+ = y1 y\r fir/ conc]n %\ld be to %[ appreciation4 ,gratitude is "o ( ! mo/ priceless gems 9 nature's collection4 ,!re is no?+ l[] on ! face ( ! e>? ?an an +rate & a snake's belly4 ,dress+ ,_m p]sons look ^u ! good dress]1 & ?9k t good dress+ is an evid5ce ( success4 ,9 dress+1 z 9 ev]y?+ else1 ! extremes %\ld be avoid$4 ,! man :o is temp]ate has ! "r idea4 ,a man mu/ be temp]ate 9 dress+ z 9 all o!r ?+s4 ,we h all se5 ! solicitor & ! bus9ess man :o look l a fa%ion plate or tailor's model4 ,ea* day he appe>s ) a diff]5t suit4 ,he we>s ! late/ ties1 ! late/ %oes1 & appe>s 9 ! height ( fa%ion4 ,?is extra dress] is a f\r-flu%]1 = he is try+ to appe> z some?+ t he is n4 ,grizzly ,pete says ,x a9't :at's on a man b :at's 9 him t c\nts4 ,9 proportion z a man's "* or m5tal tra9+ is lack+1 he (t5 tries to make up = x 9 dress4 ,) "s x is a case ( n9ety p] c5t4 dress & t5 p] c5t4 man1 & ) o!rs n9ety p] c5t4 man & t5 p] c5t4 dress4 ,9 try+ to f9d a ^w ( *e] = ! good dress]1 ! writ] va9ly endeavor$ to recall "s successful bus9ess man :o _h climb$ ! ladd] /ep by /ep ?r\gh a p]iod ( ye>s1 dur+ :i* he 0 always dress$ 9 ! height ( fa%ion4 ,we recall to m9d sev]al extreme dress]s :o are possess$ ( millions1 b ^! millions 7 ! result ( accid5t or inh]itance r ?an ability4 ,we _c rememb] any in/ance ( a plodd] :o />t$ 9 ) no?+ & made 8 millions :o dur+ ! op]ation dress$ 9 extremes4 ,we h an autograph$ photograph ( ,m>%all ,field1 & we v5ture to say t !re are fifty m5 9 ,field's /ore m exp5sively dress$ ?an ,m>%all ,field 0 at ! "t ?is picture 0 tak51 %ortly be=e 8 dea?4 ,n t ,m>%all ,field 0 poorly dress$1 b t he 0 dress$ l a g5tleman4 ,a g5tleman does n we> extreme coll>s1 extreme neckties1 extreme coats4 ,m>%all ,field's clo!s fitt$ him well1 ! goods 7 ( spl5did quality1 b ( mode/ design4 ,m>%all ,field 0 n9ety p] c5t4 man & t5 p] c5t4 dress4 ,:5 a man recognizes he has n ! ability to make a "n = himself on acc\nt ( 8 bra9s1 he resorts to dress 9 ord] to give him di/9ction4 ,! ability to dress 9 ! extreme ( fa%ion is an adv]tisem5t to ! _w t dress is y\r specialty1 & if y are a speciali/ 9 dress y w n be a speciali/ 9 bus9ess4 ,decl>e ,mon?ly ,divid5ds ,make x a rule to decl>e divid5ds e mon?4 ,we v5ture to say to ! bus9ess man t y are meet+ all y\r fix$ *>ges1 pay+ y\r r5t & employes1 pay+ = po/age /amps1 lights1 taxes & all o!r fix$ *>ges4 ,:5 ! ,gov]nm5t put a two c5t tax on y\r *ecks y paid t tax4 ,y c]ta9ly c add "o m fix$ *>ge to y\r bus9ess1 & t fix$ *>ge %\ld be a p]c5tage ( y\r ca% receipts4 ,x is usually a difficult ?+ to draw y\r pr(its out ( y\r bus9ess 9 a lump at ! end ( ! ye>1 b if y draw y\r pr(its out 9 mon?ly in/allm5ts1 y c d s )\t any burd54 ,! bus9ess man %\ld figure :at p]c5tage ( 8 ca% receipts is pr(it1 & ?is p]c5tage %\ld be d$uct$ e mon?1 less a little leeway to make ! matt] easi]4 ,make ! p]c5tage a fix$ *>ge & put ?is money away 9 a special acc\nt z a res]ve fund if y d n wi% to draw ! divid5ds out ( y\r bus9ess4 ,if y h ?is res]ve fund drawn out 9 mon?ly in/allm5ts1 y are ready = attack if y\r cr$itors call on y sudd5ly4 ,if y h a snug little sum 9 a sep>ate bank z a res]ve suffici5t to )/& any attacks on y\r bus9ess1 y\r /ep w be m ela/ic1 y w h m confid5ce 9 y\rself1 y w h less worry ?an if y are keep+ y\r nose to ! gr9d/one & h no res]ve4 ,!re is "s am\nt betwe5 a doll> a week & a ?\s& doll>s a week :i* y c draw out ( y\r bus9ess )\t affect+ x4 ,if y make ?is a fix$ *>ge y w take c>e ( x1 & y w arrange y\r bus9ess & y\r pur*ases s t ?is fix$ *>ge w be prop]ly tak5 c>e ( ea* mon?4 ,y w trim y\r exp5ses a little clos]1 & y\r bus9ess w ?us b5efit by hav+ ?is fix$ *>ge4 ,ne>ly e failure is due to sudd5 calls ( cr$itors or refusal ( ! bank to ext5d fur!r cr$it4 ,?is fact %[s pla9ly ! necessity ( hav+ a res]ve fund4 ,take y\r figures = sev]al ye>s back & f9d :at p]c5tage ( ! total receipts 0 pr(it4 ,if1 = in/ance1 y\r bus9ess e>n$ #i1jjj & y\r total sales 7 #ajj1jjj1 !n #i ( y\r receipts repres5ts pr(its4 ,y c !re=e decl>e a mon?ly divid5d ( #h1 & :5 ,*ri/mas comes y w h an extra divid5d1 be+ ! accumulat$ #a ea* mon? y did n draw out 9 divid5ds4 ,debt ,if x 7 n = debt mo/ banks w\ld g out ( bus9ess1 = banks live because debt is a recogniz$ factor 9 bus9ess4 ,! plan ( gett+ ri* ?r\gh sav+ is a v difficult & practically impossible road to weal?4 ,! man :o is work+ himself out ( debt puts 9 bett] ef=t & long] h\rs into 8 bus9ess ?an ! man :o does n owe a c5t4 ,g 9 debt reasonably & c>efully1 & y c make money ) o!r p's money4 ,money has a fix$ value 9 itself 9 ! matt] ( e>n+ capacity4 ,?is fix$ value is #e or #f or #g z ! case may be4 ,"o :o puts 8 money 9 securities gets 8 money :i* ! ca% e>ns )\t ef=t on 8 "p4 ,! hu/l]1 h[ev]1 c make #aj1 #ae or #bj on ! money1 plus 8 h>d "w4 ,!re=e !re is an opportunity = a hu/l] to borr[ money at #e or #f1 & ) t money & 8 en]gy e>n #aj or #ae4 ,! active man c !re=e pay #f p] annum = money1 & use t money to disc\nt mon?ly bills at f #b to #e4 ,! build+ & loan association1 ! in/allm5t firms & mon?ly paym5t real e/ate conc]ns %[ :at p c accompli% :o g into debt4 ,?\s&s ( families n[ live 9 _! own homes because !y w5t into debt4 ,few ( ^! families w\ld h homes if !y />t$ 9 on ! sav+-!-money-fir/ plan & b\ght = ca%4 ,don't g 9 too deeply4 ,calculate y\r e>n+s 9 bus9ess4 ,all[ a wide m>g9 = disc\nt on y\r figures4 ,h>d times & unlock$ = rev]ses come1 !re=e y %\ld play safe4 ,g into debt on a #be or #ej basis ( :at y are reasonably sure y c pay4 ,up to =ty ye>s ( age a man is s[+ & till+1 & aft] =ty he reaps4 ,! f>m] goes into debt dur+ ! spr+ & summ]1 & reaps 9 ! fall4 ,v few ( our great m5 _h mu* money be=e !y 7 =ty ye>s old4 ,up to =ty is ! debt p]iod4 ,up to =ty a man pays int]e/2 aft] =ty he collects int]e/4 ,bus9ess calls = ! h>de/ k9d ( "w up to =ty or fifty4 ,aft] t "t ! man makes up 9 judgm5t & exp]i5ce :at he lacks 9 physical activity4 ,"w h>d until y are =ty4 ,g into debt & make ! money y h borr[$ e>n money4 ,aft] =ty make money by inve/+ y\r funds 9 s\nd securities1 s y w run no risk ( los+ :at y h work$ s h>d = dur+ y\r y\ng] days4 ,! av]age bank] is ov] =ty4 ,! hu/l+ bus9ess man :o borr[s is usually "u =ty4 ,nature gives ! "y man ambition1 ability & will+ness4 ,nature gives ! middle ag$ man judgm5t1 exp]i5ce & cons]vatism4 ,=ty ye>s w det]m9e :at is 9 a man4 ,if he has ! /uff 9 him to e>n a compet5ce at =ty1 he has usually acquir$ ! judgm5t & exp]i5ce to keep x aft] he is =ty4 ,! man born ) a gold5 spoon nev] kn[s :at h>d "w is4 ,he does n g into debt because he has pl5ty ( money = 8 requirem5ts4 ,at =ty he has n ! exp]i5ce ( 8 bro!r :o 0 born 9 an environm5t ( h>d "w & little money4 ,! law ( comp5sation ?us be/[s a subsidy on ! poor boy & a h&icap on ! ri* "o to ev5 ?+s up4 ,! poor boy goes into debt & works h>d2 ! ri* "o lets ! money d ! "w = him4 ,!re is no joy or happ9ess 9 ! possession ( ?+s we h n work$ =1 s :ile we envy ! ri* :o h nev] work$ we %\ld take satisfaction 9 ! law ( comp5sation :i* gives u a subsidy 9 ! way ( ability to "w h>d & e>n money1 s t lat] on we may enjoy ! money bett] ?an our ri* fri5d :o has nev] work$ = 8 money4 ,don't g into debt on ! :olesale plan1 hop+ to make a big c\p4 ,don't try to be a millionaire4 ,don't set too big a m>k4 ,h y\r ideal advancem5t1 no matt] h[ little t advancem5t is4 ,if y g =w>d ea* week or ea* ye> y w f9d at =ty or fifty t y\r sub/ance piles up mu* fa/] ?an y imag9e4 ,f =ty to fifty ye>s ( age mo/ =tunes are made4 ,f tw5ty to =ty y\r ef=ts h be5 f\ndation "w1 & ! f\ndation does n %[ up mu* above ! gr\nd4 ,f =ty to fifty y are build+ ! sup]/ructure1 & :5 y comm5ce build+ t y\r progress seems m rapid4 ,heal?y indebt$ness is a great inc5tive to h>d "w & a mat]ial b5efit 9 build+ "* & gam+ exp]i5ce t 9 lat] ye>s w be ( untold value to y4 ,bra9s--,bir?--,boodle ,"o ( ! weaknesses ( ! human race is envy4 ,no "o is entirely free f envy1 al?\gh ! true philosoph] :o has /udi$ himself & has ?+s siz$ up correctly is ne>ly free f envy4 ,human k9d h ?ree measures = gaug+ ! o!r fell[4 ,we measure ! o!r fell[ ei!r by 8 k--:i* is bra9s1 by 8 p$igree--:i* is bir?1 or by ! money he has accumulat$--:i* is boodle4 ,^! ?ree ,bs are l ?ree />s 9 ! sky4 ,! fir/ />--,bra9s is usually ! dimme/1 b x is really ! brighte/ /> ( all4 ,mank9d is prone to look at ! bright] />s ( bir? & boodle4 ,^! ?ree />s ( ,bra9s1 ,bir? & ,boodle1 are ?ree ari/ocracies4 ,! fir/ ari/ocracy has no less au?ority ?an t ( ! ,almighty4 ,! ari/ocracies ( bir? & boodle are %am c\nt]feits gott5 up by man4 ,!y d n mean any?+ :5 put into ! crucible & te/$ by fire4 ,! ari/ocracy ( bra9s diff]s f ! ari/ocracies ( bir? & boodle z ! sun diff]s f ! jack-o-lant]n1 or z ! music ( ! s\l diff]s f ! bray ( ! burro1 or z a pure woman's love diff]s f ! /ol5 affections ha%$ up by ! f\r? husb&4 ,bra9s l air & wat]1 are n always appreciat$ until we h analyz$ & inve/igat$ ?or\ghly4 ,! fooli% man ?9ks *ampagne is ! f9e/ dr9k4 ,! wise man kn[s wat] is ! be/ dr9k1 ev5 ?\gh wat] co/s no?+4 ,! fooli% man has = 8 ideal--money or bir?4 ,! wise man takes (f 8 hat to bra9s4 ,! measure ( a man is 8 bra9 & n 8 bir? or 8 boodle4 ,?\ght1 reason & k are possible to ! man :o has a bra94 ,no man c buy bra9s1 & truly he is an ari/ocrat ( ! highe/ ord] :o is bless$ ) a good bra94 ,"s p ^: ance/ors came ov] ) ! ,pilgrim ,fa!rs h a picture ( ! ,mayfl[] 9 _! homes & !y seem to take a great deal ( pride 9 ! picture ( ! ,mayfl[]4 ,!re seems to be a halo ar\nd ! ,mayfl[]4 ,! desc5dants ( ! pass5g]s ( t %ip look ^u ! picture ( ! ,mayfl[] z a sort ( seal or gu>antee ( ! good qualities ( _! =efa!rs1 & consequ5tly1 be+ direct desc5dants !y take unto !mselves a lot ( cr$it = some?+ 9 :i* !y _h no h& 9 ! mak+4 ,! ,mayfl[] 0 aft]w>ds us$ z a slave %ip1 b our disciples ( bir? d n want to "k ab\t ?is4 ,"s ( ! pass5g]s 9 ! ,mayfl[] p]=m$ acts & violat$ laws & conduct$ !mselves 9 su* a mann] t w\ld cause p ( ^! days to be put 9 jail = ! same (f5ses4 ,"s ( ^! good ance/ors ( ! pres5t desc5dants ( bir? burn$ wit*es at ! /ake4 ,"t wipes out a lot ( ?+s1 & ?is is probably z x %\ld be1 b c]ta9ly x is true t ! _w is progress+ & ! good man ( today is probably bett] & broad] ?an "s ( ^! glori\s ance/ors to :om s _m take (f _! hats4 ,"s ( our =efa!rs 9 ,europe 7 little less ?an pirates & buccane]s4 ,_! desc5dants today kn[+ t !y c make great claims ) little fe> ( contradiction1 extol ! virtue ( _! =efa!rs & complac5tly take on a sup]ior air4 ,!y h ?\ght ov] ! matt] ( bir? s mu* t !y really ?9k !y are sup]ior be+s4 ,grizzly ,pete ( ,froz5 ,dog1 ,idaho1 doesn't take mu* /ock 9 ! ari/ocracy ( bir?4 ,he says1 ,x a9't :at's on a man & x a9't :at 8 fa!r 0 t c\nts4 ,! only ?+ to judge a man by is :at's 9 him & :at k9d ( bra9s he has4 ,"o ?+ ab\t ?is glori\s ,we/]n c\ntry ( ours is t a man gets cr$it = & he is puni%$ by 8 own individual acts4 ,x doesn't make any diff]5ce h[ f> back 8 p$igree runs1 if he doesn't make good himself1 p h no use = him4 ,! h]itage ( bir? is mighty ?9 fabric & mighty weak mat]ial = a man to use 9 mak+ a cloak ( exclusiv5ess to put ar\nd him4 ,we anticipate t "s ( our read]s w take exception to our attitude on ! matt] ( bir?4 ,we wi% to be pla9ly und]/ood t ! matt] ( good bir? & good ance/ors is a good ?+ to h4 ,! writ] has a p$igree t w\ld be 8 passport into ! ari/ocracy ( bir? if he *ose to belong to t lodge4 ,y\r good ance/ors is no h&icap4 ,x is a cr$it to y1 b m>k ?is d[n well3 ,y1 y\rself1 are entitl$ to no cr$it = any acts ( y\r ance/ors4 ,y\r measure is & %\ld be tak5 = :at y\r own net wor? is4 ,! ari/ocracy ( boodle is ! slimme/ ari/ocracy ( all4 ,yet !re are m p :o try to get into t lodge ?an any o!r4 ,! possession ( ! doll> seems to be ! ambition ( ev]yone1 & usually ! fir/ ?+ we try to f9d out ab\t a man is h[ mu* is he wor?8 ,! ?9k]1 h[ev]1 kn[s t ! possession ( money doesn't make a man any bett] ?an 8 neighbor :o has no money--_! morals & _! acts be+ ev54 ,bra9s4 ,t's ! true ari/ocracy4 ,! pr(essor 9 college :o has sp5t a lifetime 9 /udy & has devot$ 8 tal5ts to uplift+ mank9d is an ari/ocrat4 ,he may be gett+ two or ?ree ?\s& doll>s a ye>1 :ile 8 bro!r ) less] k is gett+ t5 times t mu* 9 ano!r vocation4 ,! ari/ocracy ( bra9s always has be51 is n[ & ev] w be ! endur+ ari/ocracy4 ,ev5 ^? :o belong to ! ari/ocracies ( bir? & boodle f9d !y are %am c\nt]feits & _m ( !m turn to /udy & to good impulses hop+ !y may get into ! lodge ( ! ari/ocracy ( bra94 ,9 bus9ess ! ari/ocracy ( bir? or ! ari/ocracy ( boodle is a decid$ h&icap4 ,!y make ! individual ?9k he is sup]ior & he is above do+ ?+s :i* seem to him trivial1 because he ?9ks he is a sup]ior be+4 ,! man ) bra9s1 h[ev]1 digs z well z climbs4 ,)\t bra9s1 bus9ess w\ld g to ! dogs1 = if bus9ess 7 conduct$ by m5 ( bir? & boodle )\t bra9s1 y c easily see t ! :ole fabric w\ld fall to pieces4 ,backbone & ,wi%bone ,9 proportion z a man's backbone weak5s 8 wi%bone seems to develop4 ,! t5 doll> a week man sp5ds 8 "t say+3 ,i wi% ,i _h ! luck o!r p h4 ,he says3 ,i wi% ,i _h ?is place1 or ,i wi% ,i _h t job4 ,he is ev] wi%+4 ,?+s 9 our body1 :e!r muscle or bone1 develop by usage1 & if we use ! wi%bone all ! "t x w develop into huge proportions4 ,on ! o!r h& if we develop our backbone & use x frequ5tly1 we may n h cause to use ! wi%bone s mu*4 ,brace up4 ,/& erect4 ,/r5g!n y\r backbone &1 ) x1 y\r jaw bone4 ,say ,i w in/ead ( ,i wi%4 ,! _w be/[s h] prizes on m5 ) backbone & ! blanks on ^? :o use _! wi%bone4 ,d ,good ,do+ good is plant+ se$1 ! h>ve/ may n %[ at pres5t b 9 ! future y are go+ to reap x4 ,a man is paid back precisely 9 ! same co9 he pays out4 ,if he plants we$s or mean impulses ! h>ve/ w be we$s & mean impulses4 ,if he plants se$ ( good de$s he w h>ve/ good de$s4 ,c5turies ago x 0 said ,ca/ y\r bread ^u ! wat]s & x w return to y _m-fold4 ,! man :o is do+ good z he goes along1 :o is l5d+ help1 k9dly c\nsel & enc\ragem5t w f9d ! _w is a pretty good place to live 9 aft] all4 ,z he j\rneys along ?r\gh life he w f9d ! good he has done 9 ! pa/ has fl\ri%$ & return$ to him 9 greatly increas$ proportions1 l ! bread ca/ ^u ! wat]s4 ,x is n only ! good "o actually gets = ! good1 he has done1 b x is ! pr(it t comes 9 ! way ( happ9ess he gets = 8 actions4 ,! true way to obta9 happ9ess is to d some?+ = somebody4 ,y get back out ( ! g5]al ex*equ] ( good 9 ! _w full paym5t = ! good y h done1 plus a pr(it ( happ9ess :i* comes f ! v do+ ( good4 ,! ,get-,away ,aft] y h driv5 ! nail home make y\r get-away4 ,_m a solicitor has lo/ 8 pre/ige because1 aft] hav+ accompli%$ 8 po9t1 he hung on4 ,x is q an art to "k :5 to make ! get-away4 ,/udy y\r cu/om] c>efully1 & :5 y h made y\r po9t cle> & y\r proposition is pres5t$ to him 9 ! be/ possible mann]1 !n get away4 ,! bore is a bore because he does n "k h[ to get away4 ,! solicitor is always welcome if x is kn[n he is n a hang]-on1 & t he gets 9 & gets out quickly4 ,d\ble ,equipm5t ,= ! employe !re is no?+ bett] to possess ?an d\ble equipm5t1 by :i* we mean ! ability to d two ?+s well4 ,f ! employ]'s /&po9t no?+ w /& 8 bus9ess 9 su* good /ead z to h 8 employes d\bly equipp$4 ,9 ! pr9t+ bus9ess1 = in/ance1 ! old "t pr9t] knew h[ to set type1 lock up =ms & to run a press4 ,n[adays we seldom f9d a pr9t] 9 ! broad s5se ( ! ^w4 ,9 ! big pr9t+ e/abli%m5t we f9d ! v>i\s bran*es ( ! pr9t+ trade h employes :o are speciali/s at "o ?+4 ,9 ! pr9t+ trade ! craftsman is ei!r a compositor a pro(-read]1 a make-up man1 a pressman or a b9d]4 ,! employe :o c set type & also run a press is a decid$ advantage to ! employ]4 ,! writ] kn[s a c]ta9 publi%+ h\se ^: e employe is d\bly equipp$4 ,! rule ( ! proprietor is t e job or bran* ( ! bus9ess mu/ h m ?an "o p]son compet5t to run x1 & t e p]son mu/ "k h[ to d two ?+s4 ,d\ble equipm5t on ! "p ( ! employe gives ! employ] great res\rces4 ,:5 sickness1 accid5t or o!r causes prev5t ! employe f fill+ 8 accu/om$ place1 !n ! proprietor c call on o!rs :o h ! d\ble equipm5t1 to fill 9 ! gap4 ,! employe :o is foll[+ a p>ticul> l9e 9 ! e/abli%m5t %\ld acqua9t himself ) "s o!r bran* ( ! bus9ess or "s o!r trade1 if he is a craftsman4 ,! employe :o is d\bly equipp$ is decid$ly at an advantage ov] ! employe :o kn[s b "o ?+4 ,initiative ,initiative is simply ! will+ness & ability on ! "p ( an employe to d ?+s t are n simply r\t9e1 to d ?+s he is n told to d1 to look = opportunities to help ! boss or to improve ! bus9ess :]ev] possible4 ,! employe :o has no initiative 9 8 make up is go+ ar\nd a circle & :5 y g ar\nd a circle y don't g =w>d4 ,!re is no "o ?+ outside ( hone/y1 ability & h>d "w t w help ! employe to g =w>d l initiative4 ,9 e great bus9ess !re are _m opportunities = ! employe to d ?+s he is n told to d & :5 an employe gets ! initiative habit he is n long 9 attract+ ! att5tion ( ! boss4 ,look ov] ! "w y are do+1 /udy ! matt] c>efully1 figure out "s plan :]eby ! value ( ! "w y are do+ w be increas$4 ,f9d a *ance to less5 ! exp5se 9 y\r dep>tm5t4 ,put into practice "s idea t w increase ! receipts4 ,acqua9t y\rself ) ! op]ations ( o!r employes 9 simil> "w4 ,:]ev] y f9d a plan bett] ?an y\rs1 take advantage ( x4 ,keep y\r eyes wide op5 & y w f9d _m opportunities = do+ ?+s y are n told to d4 ,e employe %\ld c>ry out to ! lett] ! directions giv5 him by ! boss & 9 addition to ?is he %\ld h initiative1 :i* is do+ ?+s ! boss did n tell him4 ,x is ! plus or initiative 9 a man's make-up t helps him to ! front4 ,night ,"w ,x is always a "q among exp]i5c$ bus9ess m5 :e!r night "w & ,sunday "w help ! game ( bus9ess4 ,( c\rse !re are occasions :5 a job mu/ be f9i%$ or "w complet$ )9 a specifi$ "t & if y are beh9d ) y\r haul+1 x is necess>y to turn all y\r res\rces into a s+l5ess ( purpose to get ! ?+ done4 ,! tr\ble is1 h[ev]1 t _m bus9ess m5 figure on ?is night "w z "p ( ! regul> s*eme & 9 ?is !y ov]do ! matt]4 ,! law ( comp5sation says t a man is good = j s mu* "w & if he spreads ! "w ov] into long] h\rs ! intr9sic value ( ea* h\r is less5$4 ,a man :o habitually takes "w to 8 home to f9i% & c\nts ^u ^! extra h\rs1 w soon f9d ! value ( 8 "w decreases4 ,we %\ld all rememb] t we %\ld "w :ile we "w & play :ile we play4 ,"w h>d dur+ y\r bus9ess h\rs1 cons]ve y\r en]gies1 b outside ( bus9ess h\rs1 let play1 /udy & recreation occupy y\r "t4 ,if y g home f bus9ess at night & =get ! ?+s y h be5 do+ 9 ! day & use y\r "t = ! ?+s 9 life outside ( bus9ess1 ! next day1 :5 y g to y\r (fice1 y c make ?+s fly4 ,x is prov]bial t ! busy man is ! "o to g to if y wi% ?+s done promptly4 ,^? ( u :o 7 born & re>$ 9 ! c\ntry "k a famili> type t is to be f\nd 9 e c\ntry t[n4 ,he may be a c>p5t] or blacksmi?1 or may run a repair %op ( "s k9d4 ,we f9d him go+ to ! po/ (fice 9 ! middle ( ! day to get 8 mail4 ,we frequ5tly f9d him 9 ! back "p ( ! c\ntry /ore play+ *eck]s4 ,at o!r times he is wat*+ a horse trade4 ,aga9 he is argu+ politics4 ,?is man does n get 9 ov] f\r or five h\rs' simon pure h>d "w 9 a day4 ,y take a job to ?is man & x w drag days & weeks4 ,y become impati5t at ! delay4 ,y get aft] ! man & 8 answ] is t he has n ! "t4 ,x is practically a truism t ^? :o (f] ! excuse t !y h n ! "t are really ! ones t h ! "t4 ,"s ( our fri5ds treat u %abbily 9 ! matt] ( correspond5ce & :5 y get a lett] f "o ( !m1 he says3 ,excuse me = n writ+ soon]1 b ,i really h be5 s busy t ,i h n _h ! "t to write4 ,z a matt] ( fact x takes five or t5 m9utes to write a lett] & ! p]son :o pleads = =giv5ess ?r\gh lack ( "t has wa/$ a hundr$ times ! m9utes necess>y to write a lett]4 ,! busy man1 accepts 8 duty z a matt] ( c\rse1 a ranges 8 correspond5ce & "w 9 sy/ematic ord] & goes at ! ?+1 hamm] & tongs1 & gets ! ?+ done4 ,night "w is usually evid5ce t ! man does n d 8 "w prop]ly 9 ! day "t & he is l our fri5d 9 ! c\ntry :o wa/es "t 9 ! day & tries to make up = x by night "w4 ,! ?+ to d is to "w h>d 9 ! day "t & re/ at night4 ,ob$i5ce ,sev]al ye>s ago1 our fri5d ,elb]t ,hubb>d wrote a little s]monette entitl$ ,c>ry+ ! ,message to ,g>cia4 ,! /ory 0 simply ?is3 ,presid5t ,mc,kinley call$ an ord]ly & gave him a lett] & said3 ,deliv] ?is lett] to ,g5]al ,g>cia4 ,! employe did n /& ar\nd & ask a lot ( fool que/ions ab\t ! tra9s & ?+s4 ,he put on 8 hat & du/] & he deliv]$ ! lett] to ,g>cia4 ,^! facts 7 /ret*$ out 9 _m words & made a little booklet4 ,t booklet rea*$ ! sale ( m ?an a million copies4 ,x seem$ to make a hit ) bus9ess m5 ?r\gh\t ! c\ntry4 ,a c]ta9 railroad b\ght & gave a copy to e employe4 ,bus9ess m5 foll[$ ! example4 ,! great sale ( ! book & ! wide-spread int]e/ x creat$ w\ld seem to indicate t c>ry+ ! message to ,g>cia 0 an unusual ?+ & s rem>kable t x attract$ att5tion4 ,z a matt] ( fact ! :ole !me ( ! /ory 0 simple ob$i5ce4 ,!re are ?\s&s ( in/itutions 9 ?is c\ntry :o h employes :o w c>ry ! message to ,g>cia4 ,ri*>d ,h>d+ ,davis1 y rememb]1 0 d9+ ) fri5ds 9 ,london4 ,! discussion 0 along ! l9es ( ob$i5ce & ! l4 ,on a wag] he call$ a mess5g] boy1 gave him a lett] address$ to 8 fiancee 9 ,*icago1 told ! mess5g] boy to deliv] ! lett] to ! lady & br+ back an answ]4 ,t fifte5 ye> old boy c>ri$ ! message to ,g>cia1 or 9 o!r words to ,mr4 ,davis' swee!>t4 ,! ,colonel ( a regim5t has "u him ab\t twelve hundr$ m54 ,directly "u him are 8 majors1 & !n come ! capta9s1 lieut5ants1 s]geants1 corporals & privates4 ,! fir/ rule 9 ! army is ob$i5ce ( ord]s )\t "q4 ,if ob$i5ce 7 subject to "q on ! "p ( ! subord9ates1 ! colonel c\ld w9 no battles4 ,:5 y\r sup]ior gives an ord]1 ! ?+ to d is to c>ry x out4 ,if ! ord] is wrong y w n be to blame1 b y\r sup]ior w suff]4 ,!re are times1 ( c\rse1 :5 an ord] is giv5 t is manife/ly impracticable & initiative on ! "p ( ! employe might save tr\ble4 ,on ! o!r h&1 an executive w\ld be greatly h&icapp$ if 8 ord]s 7 subject to int]pretation & analysis by 8 subord9ates4 ,! executive may give an ord] & 9 ! giv+ h 9 8 own m9d ! relation ( ?is ord] to "s o!r ord] he has giv5 9 an entirely diff]5t dep>tm5t & ^u ! prop] execution ( all ! ord]s giv5 ?r\gh ! v>i\s dep>tm5ts dep5ds ! ultimate success ( 8 plan4 ,! ?+ = ! employe to d is to obey ord]s will+ly1 quickly & to ! lett]4 ,! employe is n blam$ :5 he does 8 duty4 ,x is a s\rce ( great satisfaction to ! boss to "k he has dep5dable employes & t :5 he gives an ord] ! ?+ is done s f> z fur!r ef=t on 8 "p is conc]n$4 ,pay ,day ,we h all tri$ all sorts ( plans reg>d+ pay day1 b ! plan mo/ satisfactory to all conc]n$ is to pay ea* ,tuesday or ea* ,monday = ! previ\s week4 ,if ! nature ( y\r bus9ess is su* t ,monday is an unusually busy day1 !n ,tuesday %\ld be y\r pay day4 ,monday is usually call$ blue ,monday1 because ! employes blot out "s ( ! sun%9e on ,sunday by ?9k+ ( ! h>d week's "w ahead ( !m4 ,mu* ( ! blu5ess is driv5 away1 h[ev]1 if 9 look+ =w>d !y "k t ,monday or ,tuesday !y w get _! pay *ecks4 ,! old fa%ion$ habit ( pay+ (f ,saturday nights is a bad "o1 especially if mo/ ( ! employes are m54 ,_m m5 are weak & x is difficult = !m to pass a lot ( saloons on ,saturday night )\t ! money 9 _! pockets burn+ a hole4 ,! ,saturday pay day may mean t a p]c5tage ( y\r employes w n %[ up on ,monday morn+4 ,_m m5 w g on a spree on ,saturday night on ! !ory t !y c re/ up on ,sunday1 :o w\ld n ?9k ( go+ on a spree on ,monday night or ,tuesday night1 = x w\ld int]f]e ) ! "w next day4 ,! writ] does n "k ( a s+le conc]n t has adopt$ ?is ,monday or ,tuesday pay day plan & practic$ x = a reasonable "t )\t f9d+ x works admirably4 ,try x 9 y\r bus9ess & y w n g back to ! ,saturday pay day4 ,sav+ ,we w n indulge 9 ! prov]bs h&$ out by ! sav+s bank 9 ! matt] ( sav+4 ,we are n pessimi/ic :5 we say t no man ev] became weal?y ?r\gh ! sav+s bank plan ( putt+ away a c]ta9 am\nt ea* week4 ,we w say1 h[ev]1 t !re is no bett] tra9+ = ! employe ?an ?is "o ?+ ( sav+4 ,sav+ a "p ( y\r weekly income & putt+ x away1 if c>ri$ on = a numb] ( ye>s becomes a habit & x means t y w keep y\r exp5ses )9 y\r income4 ,x is ! sav+ habit t makes ! b5efit1 = lat] on :5 y are 9 bus9ess ! habit /&s y 9 good /ead & tea*es y ! value ( hav+ a res]ve4 ,by all means1 put away a c]ta9 am\nt ea* week4 ,if x is n a doll>1 put away fifty c5ts4 ,if t is too mu*1 put away half ( x1 or ev5 t5 c5ts a week4 ,h "s am\nt z a fix$ *>ge 9 y\r op]ations & put ?is am\nt 9 ! sav+s bank4 ,lat] on y\r balance w gr[ & y w h mu* satisfaction 9 wat*+ its developm5t to bett] proportions4 ,habitual sav+ makes y c>eful 9 ! ?+s y d4 ,x tea*es y ! relation%ip betwe5 pr9cipal & int]e/4 ,x %[s y t :5 y buy some?+ useless & pay t5 doll>s = x t x is co/+ y int]e/ ea* ye> to ma9ta9 x4 ,! man :o does n save is pretty sure to live beyond 8 means & "s day tr\ble or affliction w come & he w be out ( a job & !n he appreciates ! diff]5ce betwe5 ! butt]fly & ! bee4 ,:5 y hav5't any?+ to fall back ^u1 ! _w is a mighty blue place4 ,:5 y h money 9 ! bank x is a mighty good place to live 94 ,wait+ ,= ,success ,x takes a good pok]-play] to "k :5 to lay d[n 8 h&4 ,x's a wise bus9ess-man :o kn[s :5 to quit a =lorn hope4 ,x's all "r to build up a bus9ess4 ,x is all wrong to play a los+ game 9 bus9ess = a succession ( ye>s 9 ! hopes ( ultimate success4 ,z ye>s g by ! bus9ess man is e/abli%+ matt]s on a firm] & m solid f\ndation4 ,sales g5]ally increase2 ! volume ( ! bus9ess gradually gr[s great]4 ,?is fact is responsible = _m bus9ess m5 cont9u+ _! bus9ess at a loss1 lur$ on by ! hope ( f9al success4 ,x's all "r to build a reputation & to be pati5t1 b :5 ! odds are aga9/ y & by all ! *anges y make & all ! bra9s & +5uity y put into y\r bus9ess1 y _c turn x into a pr(itable basis1 !n get out ( t bus9ess & />t some?+ new4 ,x's all "r to build1 provid$ t z y g along y are mak+ a liv+ pr(it1 b dogg$ det]m9ation to play a los+ game ye> aft] ye> is n to a man's cr$it4 ,e man has "s p>ticul> *annel 9 :i* 8 tal5ts w fit & produce good results4 ,if y\r bus9ess goes along ye> aft] ye> at a loss1 x is evid5t t y\r tal5ts are n 9 ! "r *annel4 ,! great ?+ 9 bus9ess is t x %all respond quickly & %[ signs ( life "r away4 ,if x does n1 !n ! bus9ess is wrong4 ,! %ores ( ! great ocean ( bus9ess are /rewn ) wrecks :i* h be5 da%$ to pieces on ! rocks sail+ = t false beacon light1 keep ev]la/+ly at x br+s success4 ,?is say+ is true1 provid+ y are mak+ exp5ses & "s pr(it z y g along1 b to keep ev]la/+ly at x :5 y\r bus9ess %[s a loss means failure4 ,! ?+ t lures _m on is ! increas$ sales4 ,mean:ile1 ! exp5ses are increas+ proportionately1 & if ^! two l9es are always p>allel1 !re is no hope ( y\r mak+ a success4 ,bett] quit be=e y get too deep 9 ! hole & h a lot ( dead horses to pay =4 ,x's all "r to h ambition1 t5acity & pati5ce 9 bus9ess & to look =w>d to ! f> future z cr[n+ success ( y\r ef=ts1 b x's all wrong unless y are pay+ exp5ses & mak+ a liv+ :ile do+ ^! ?+s4 ,our ,sons ,! noble/ & mo/ important "w we h to d is ! tra9+ & tea*+ ( ! com+ g5]ation4 ,! successful bus9ess man has no m difficult problem to solve ?an :at he w d ) 8 son4 ,x is a fact t ! greate/ successes 9 ! bus9ess _w today are ^? m5 :o _h to />t 9 ! battle e>ly1 & fight _! way to ! front4 ,! successful bus9ess man usually tries to arrange matt]s s t 8 son w n require to g ?r\gh ! h>d work+ s*ool ( exp]i5ce he himself att5d$1 & 9 ?is ! bus9ess man r goes to ! o!r extreme 9 t he tries to make ?+s easy = 8 boy4 ,z ! twig is b5t s ! tree is incl9$4 ,! "y m9d is pla/ic & capable ( receiv+ impressions1 & we "k t ! impressions made 9 our y\? are la/+ all our days4 ,! problem 9 ! c\ntry is n s difficult1 = !re are s _m ?+s to d ab\t ! home t ! "y c\ntry boy usually has pl5ty ( *ores & duties to p]=m4 ,occupation is a decid$ bless+ & a pres5t b5efit to a boy4 ,p 9 ! cities h all creature com=ts ab\t ! homes1 transportation facilities are ample1 ! homes are heat$ by /eam1 /ores are 9 abundance1 p buy f day to day1 & e little conv5i5ce is at h& to keep ! s*eme ( liv+ go+ along smoo?ly4 ,because ! city boy is surr\nd$ ) s*ools & ! com=ts ( home he has mu* "t on 8 h&s4 ,! boy is active1 & if 8 activity is n turn$ on useful ?+s1 x w be turn$ on useless ?+s4 ,! "y boy goes to ! gramm> s*ool1 & ! daylight h\rs1 outside ( s*ool h\rs1 are devot$ to play4 ,?is is "r & z x %\ld be1 b :5 ! boy gets along to twelve or f\rte5 ye>s ( age1 ! p>5ts %\ld arrange = him "s little duties1 "s regul> task to p]=m4 ,! y\ng/] w get accu/om$ to ?is1 & x is decid$ly b5eficial4 ,z ! boy ent]s ! high s*ool he f9ds 8 h\rs %ort] & 8 leisure h\rs long]4 ,! high s*ool p]iod is a mo/ important "o 9 ! boy's life1 & ! fa!r %\ld see to x t ! high s*ool boy is occupi$ = sev]al h\rs ea* day1 ei!r 9 8 own place ( bus9ess or 9 "s o!r e/abli%m5t4 ,!re is no way ( tea*+ a boy ! value ( money l hav+ him "w = money4 ,arrange to pay y\r boy s mu* an h\r = ! duties he p]=ms4 ,h 8 occupation regul>1 talk ) him ab\t :at he has done dur+ ! day1 be a companion to ! boy1 & soon y w notice t he ev9ces int]e/ 9 ! ?+s he is do+1 & z "t passes1 ambition is fir$ 9 8 brea/1 & :5 ! "t comes = him to ent] ! ?re%old ( bus9ess he has be5 prep>$ = ! "w4 ,x is /range t :ile we p>5ts realize ! importance ( education1 we pay s little att5tion to ! boy :ile he is go+ to s*ool4 ,we %\ld keep 9 t\* ) ! boy's tea*]s & ) ! boy himself1 tak+ an int]e/ 9 8 /udies4 ,! bus9ess man z a rule drifts ap>t f 8 son dur+ 8 y\ng] ye>s4 ,!re is no?+ t w help ! boy s mu* z be+ a companion to him1 be+ int]e/$ ) him 9 ! ?+s he does1 :e!r "w or /udy4 ,fa!rs & sons %\ld be comrades4 ,a close companion%ip betwe5 fa!r & son is n only a great satisfaction & s\rce ( happ9ess to ea* ( !m1 b is decid$ly b5eficial to bo?4 ,by all means h "s regul> occupation = y\r boy :ile he is go+ to s*ool4 ,keep 9 close t\* ) him4 ,expla9 to him ! ?+s he does n und]/&4 ,%[ him ! great possibilities ahead ( him if he does "r1 & ! impossibility = him to succe$ if he does wrong4 ,pull ,! "y man :o is expect+ to get a fat job ?r\gh pull is work+ on a false basis4 ,! "y man ^: objective is to get a snap %[s he has n ambition1 & surely ?is "y man w occupy inf]ior positions z long z he gets a job ?r\gh pull4 ,!re is a legitimate pull 9 bus9ess1 & t is activity & ability4 ,don't look = snaps4 ,snaps are m]ely traps4 ,m5 are n paid = snaps1 b = snap4 ,! av]age "y man j out ( college looks = a job ?r\gh ! pull ( 8 fa!r or "s relation1 & 9 ?is he is mak+ a great error4 ,! be/ way to get a job is to get x )\t pull ?r\gh y\r own en]gy & aggressiv5ess4 ,! be/ jobs are obta9$ ?r\gh pu% & n pull4 ,! ,city ,hall & ,gov]nm5t build+s all h ! ^w pull on ! front door1 & 9 direct contra/ ) ?is y w notice ! front doors ( ! successful bus9ess in/itutions are m>k$ pu%4 ,gossip ,x is surpris+ to see ! ext5t to :i* gossip is c>ri$ on among bus9ess m54 ,! funny pap]s always ref] to wom5 & ! memb]s ( ! sew+ societies z gossips ( ! fir/ class1 b if ! gossip go+ ar\nd bus9ess circles c\ld be tabulat$1 we are sure ! sew+ society w\ld h ! joke on u4 ,x is a footless ?+ to sp5d valuable "t 9 idle gossip1 = ! gossip is seldom a successful bus9ess man4 ,gossip takes hold ( "s m5 to su* an ext5t t mo/ ( _! wak+ h\rs are sp5t 9 f9d+ out some?+ to tell to someone else1 & ?us leaves b little "t = bus9ess4 ,bribes ,_m bus9ess m5 seem to ?9k t bribes are effici5t helps4 ,x is n s4 ,! mom5t y bribe a p]son y ackn[l$ge y\r di%one/y by pay+ = 8 di%one/y1 & y may be sure t ! bribe habit w gr[2 ! dem&s ( ! m5 accept+ ! bribe w gr[ to al>m+ proportions4 ,= e doll> y make by brib+ someone1 y are los+ t5 doll>s 9 o!r ways1 especially 9 y\r own self respect & satisfaction4 ,! mom5t y give a bribe y are "u obligations1 & "s day or o!r ! facts w be br\ght out & y w suff] ! consequ5ces ( y\r own weakness4 ,und]h&1 cl&e/9e in=mation y get is no m ?an di%one/y on y\r "p4 ,y c get bett] in=mation & accompli% y\r purpose m surely by go+ direct to a competitor1 /at+ y\r case pla9ly1 & ann\nc+ y\r abhorr5ce ( und]h& me?ods4 ,y\r competitor w appreciate y m = y\r fairness1 & he w g out ( 8 way to give y in=mation :5 y h %[n y are squ>e4 ,/5ograph]s ,few "y m5 realize ! advantage ( le>n+ /5ography4 ,we all "k ! "y man :o writes %or?& comes 9 t\* ) ! boss at once1 & :ile act+ z amanu5sis or secret>y is gett+ a s*ool+ t money c\ld n buy4 ,he is go+ ?r\gh & becom+ famili> ) bus9ess z x actually exi/s4 ,he sees ! decisions made by 8 employ]1 & he unconsci\sly absorbs me?ods :i* w\ld be almo/ impossible = him to le>n 7 x n = 8 proximity to ! boss4 ,%or?& is decid$ly b5eficial1 fir/--because x is a good tra9+ = ! m9d2 second--x is a help all ?r\gh "o's life4 ,x enables him to take d[n memor&a & keep notes ( v]bal transactions2 x enables him to get 9 ! private (fice1 & to be 9 ! middle ( ! n]ve c5t]s ( bus9ess4 ,"s ( ! greate/ m5 9 ?is c\ntry 7 %or?& writ]s4 ,! /5ograph] :o is al]t soon gets to ! c5t] ( ! bus9ess2 he soon has responsibilities giv5 him by ! boss1 & is 9 direct l9e = promotion4 ,hypo*ondriacs ,"h is a type we run across e day 9 bus9ess4 ,we see ! app>5tly well man tak+ out a pill box or a bottle ( m$ic9e z he sits d[n to lun*4 ,we ask him :at is ! matt]1 & he proce$s to tell u ab\t 8 bodily ills & infirmities4 ,_m m5 seem to take a ke5 delight 9 hav+ some?+ ! matt] ) !m4 ,!y g to a physician1 ?\gh (t5 ! disease is practically m5tal4 ,y c't get heal? out ( a glass bottle4 ,! man :o is tak+ m$ic9e all ! "t is go+ at ?+s wrong end to4 ,if 8 /oma* is out ( :ack he %\ld *ange 8 me?od ( liv+ r ?an to try to cure 8 dyspepsia ) /uff t comes 9 a bottle4 ,! man :o ne$s a tonic be=e he c eat a lun* _h bett] take pl5ty ( air & ex]cise ?an to take poison\s drugs into 8 sy/em4 ,if y are a smok] & f9d y h no appetite = lun*1 give up cig>s 9 ! =5oon1 & y w notice an imm$iate diff]5ce :5 y sit d[n to ! noonday meal4 ,! hypo*ondriac imag9es he has ?+s ! matt] ) him1 & he becomes confirm$ 9 8 belief1 he f9ds t s long z he lives he has some?+ ! matt] ) him4 ,he no soon] gets cur$ ( "o ?an some?+ else attacks him4 ,!re is no m$ic9e l air & ex]cise & occupation4 ,! man :o gives 9 to trifl+ ailm5ts is 9 a sad plight4 ,he is nev] happy unless he is sick4 ,he is unreasonable1 & he is ! la/ "o to appreciate :at c be done by a man :o cures himself ?r\gh ! m5tal processes4 ,we all "k t we c take a p]fectly well man & pre-arrange to h a doz5 ( 8 fri5ds on a giv5 day greet him ) "s rem>k ab\t 8 ill appe>ance4 ,t man w be sick be=e ! t5? man acco/s him4 ,politics ,politics is a los+ game4 ,e man owes x to himself & to 8 family & to 8 c\ntry to take an int]e/ 9 politics to ! ext5t ( gett+ out to ! prim>ies & vot+ = ! "r man1 & help to get good m5 9 (fice4 ,b :5 a man c>ries politics to extremes or mixes x ) 8 bus9ess1 8 bus9ess is sure to suff]4 ,!re are two k9ds ( politics--! hone/ k9d & ! graft+ k9d4 ,! hone/ politician gets v slight remun]ation = ! "t & en]gy he sp5ds1 & ! graft+ politician soon] or lat] w9ds up 9 ! s\p ?r\gh 8 di%one/ practices4 ,!re is no great] dang] to bus9ess ?an to h ! proprietor sp5d mu* ( 8 "t 9 politics4 ,! upright bus9ess man w n desc5d to ! ?+s practis$ by ! di%one/ politician1 & ! %>p bus9ess man :o has no compunctions on ?is score w make a loss 9 8 bus9ess4 ,! law ( comp5sation surely comes 9 "h1 = 9 proportion z a man plays politics 8 bus9ess is b\nd to suff]4 ,pr(anity ,tw5ty-five ye>s ago pr(anity 0 f\nd on e side4 ,today y f9d x only among labor]s4 ,bus9ess m5 won't all[ pr(anity4 ,swe>+ goes ) ly+4 ,! tru?ful man c look y 9 ! eye & *isel out 8 words & y "k he means x4 ,! li> gets angry & swe>s1 & he is a bluff4 ,tru? doesn't ne$ curse words to make x /ick4 ,"s great m5 swe> & _m small m5 swe>4 ,usually1 h[ev]1 ! truly great man doesn't swe>4 ,m5 :o ?9k1 m5 :o /udy & analyze1 seldom swe>4 ,swe> words are usually us$ z fill]s 9 s5t5ces4 ,"s m5 h limit$ k ( adjectives s !y resort to swe>+4 ,m>k ?is :5 y he> a man fir+ a volley ( pr(anity 9 rapid succession--,y lose respect = t man6 ,pr(anity is an easi] habit to acquire & h>d] to give up ?an its di/ant relative1 slang4 ,slang has its value = x has tak5 place ( mu* pr(anity4 ,slang & pr(anity1 & logic & ?\ght don't mix well toge!r4 ,! m pr(anity1 ! less bra9s 9 y\r make-up4 ,pr(anity is a hold-back4 ,sy/em ,sy/em is all "r s long z x less5s labor4 ,g5]ally sy/em is complex & increases fix$ *>ges4 ,! sy/em ( copy+ e lett] is a wa/e ( "t4 ,n once 9 a ?\s& cases d y require to ref] to a lett]4 ,h fix$ rules & prices & y won't h to ref] to lett]s4 ,:5 y d copy a lett] copy x on ! back ( ! lett] y are answ]+4 ,use a c>bon %eet4 ,h ,simplicity y\r rule in/ead ( ,sy/em4 ,sy/em has tangl$ _m in/itutions4 ,bew>e ( sy/em t makes m "w4 ,don't clutt] up y\r (fice ) a lot ( useless data & wagon loads ( old lett]s & records4 ,rule ( ,gold ,c5turies ago ,confucius 0 walk+ ?r\gh ! woods soliloquiz+ & analyz+ & siz+ up ?+s 9 solitude4 ,:ile ?us engag$ he 0 waylaid by two ,*9ese peasants4 ,^! m5 _h he>d ( ,confucius' philosophy1 b !y c\ld n make mu* out ( x1 = ,confucius us$ words beyond _! limit$ und]/&+4 ,^! m51 ) rais$ clubs1 halt$ ,confucius & said to him3 ,our m9ds are small4 ,we d n und]/& ! ?+s y say4 ,tell u h[ to live4 ,make y\r /ory %ort or we w slay y4 ,we c only rememb] z mu* z y c tell 9 a mom5t4 ,!re=e1 /& on "o foot & tell u quickly :at we are to d4 ,we c only rememb] :at y c tell :ile /&+ on "o foot4 ,confucius /ood on "o foot & said3 ,s+1 fat1 bong1 lung1 looy1 :i*1 be+ int]pret$1 means :at y w\ld l o!rs to d to y1 d to !m4 ,?is is ! gold5 rule :i* has be5 h&$ d[n ?r\gh c5turies4 ,x has be5 alloy$ & simulat$4 ,x has be5 attack$1 b1 l all pure gold1 x has endur$ =ev]4 ,!re is no l9e ( action we c sugge/ or any?+ t w prove m valuable to ! "y man or old man ?r\gh life ?an ! gold5 rule4 ,! gold5 rule is n !oretical1 b a :olly practical help1 & s 9 clos+ ?is s]ies ( talks ) y1 ! writ] feels t ! ess5ce ( all ! logic1 good advice & philosophy may be summ$ up 9 ! foll[+3 ,d unto o!rs z y w\ld h o!rs d unto y4 ,9 say+ good-bye we sugge/ t y p>ticul>ly rememb] ! key to k1 :i* is ,o4,r4,b41 & :i* means ,obs]ve1 ,reflect & ,b5efit1 & ! practice ( ! foll[+3 ,"w1 ,horse ,s5se & ,gold5 ,rule4 ,,! ,,end ,my ,symphony ,by ,,col4 ,wm4 ,c4 ,,hunt] ,i h set my m>k at ,tru?1 ,my purpose fix$1 ,i %all n hesitate2 ,ev] on & on aga9 ,i g t[>d ! goal ( my ambition2 ,i %all n turn aside or pause4 ,! plead+s ( ! ,sir51 ,! wiles ( ! ,devil1 ,! ?reats ( m9e ,enemies1 ,%all n make my ,purpose *ange4 ,ob/acles may block my pa? ,& ,d>kness blur my way4 ,b ev] firm ) ,"r my guide ,i %all keep pu%+ on4 ,i may n rea* my gr& ,ideal1 ,b be t z x may1 ,! j\rney to x surely w ,be a pleasant "o2 ,& %\ld ,i fall ^u ! way1 ,my face %all be t[>d ! place ,i />t$ =4 ,tru? is ,"r & ,"r is ,tru?1 ,wrong %all surely fail2 ,i %all n be disc\rag$ ,at ,cl\ds or ,/orms4 ,i "k ! ,sun do? %9e1 ,x beams some:]e ?o' ,i see x n4 ,i fe> n b ! end ( ,"t ,w %[ all ,?+s t are1 are be/ ,= ! ,et]nal plan4 ,tru? endure? & ,lies %all n obta9 ,= any l5g? ( "t4 ,9 ,%ad[ ,l& are up/ret*$ h&s ,&1 mid/ ! noise ( ?is ,great ,_w ,are feeble cries = help2 ,my e> %all practice to he> su* calls1 ,my h&s %all tra9 to lift ! fall52 ,noble m5 & wom5 :o are pu%$ aside ,ne$ *ampions = _! cause2 ,man1 :]e'er he is or :at he be ,is none ! less my bro!r ,& ne$s ! /rong to *e] him on4 ,:at we ext5d 9 help & *e]1 ,br+s its rew>d 9 ,happ9ess4 ,x is n = me to say or ?9k ,look out = myself fir/2 ,! bird1 ! bea/1 ! /ream t fl[s1 ,! hills1 ! fields1 ! l&1 ! sea1 ,are ,p>ts1 are ,?+s l me1 ,& all belong to "o ,gr& ,plan2 ,! />s1 ! moon1 ! sky1 ,& endless space z well1 ,are ,p>ts ( "o ma*9e1 ,t runne? by b ,"o ,gr& ,p[] ,( :i* ,i am 9 tru? a "p1 ,an ,atom ?\gh ,i be4 ,all ?+s t are1 are be/-- ,?is mu* ,tru? ,i "k1 ,?\gh :y ?+s are ,i c't expla91 ,my ,vision /ill is dim4 ,all answ]s w be giv5 out ,:5 "t %all be no m1 ,& s ,i keep a-plodd+ on1 ,& on & on my way2 ,my face is to ! ,light1 ,my he>t do? s+ = ,joy2 ,i /rive to d ! be/ ,i c ea* day ,9 ,act & ,?\ght & ,^w2 ,i "k n j ! plan ( ?+s t are ,b back ( all is ,tru?1 ,& ,tru? ,i seek2 ,i %all n "k all ,tru? ,until ! great ,reveal+ ,"t4 ,col4 ,hunt]'s ,symphony is pr9t$ on heavy p>*m5t pap]4 ,illu/rat$ 9 colors4 ,size #i x #ab in*es4 ,x is suitable = fram+ or may be hung on ! wall ) ribbon4 ,price1 po/paid1 #be c5ts a copy4 ,ano!r ,colonel ,hunt] ,book ,illu/ration3 ,front cov] ( ! book ,,froz5 ,,dog ,,tales ,,& ,,o!r ,,?+s ,?is book is full ( pa?os & humor4 ,x is all /ories & sket*es depict+ life 9 ! f> ,we/4 ,x tells ( ! do+s ( ,grizzly ,pete1 ,joe ,kip & o!r inhabitants ( ,froz5 ,dog1 ,idaho1 :]e ,colonel ,hunt] has 8 beautiful ran*4 ,x brea!s ! _s ( ! m\nta9s & ! =e/4 ,9 ,doll>s & ,s5se y h read ! bus9ess side ( ,colonel's life4 ,9 ,froz5 ,dog ,tales y get 8 life z he sees x :ile close to nature4 ,! book is mu* l>g] ?an ,doll>s & ,s5se4 ,x is b\nd 9 fancy clo? cov]s 9 colors4 ,x has #bjj pages & "o or m pictures on e page 9 colors4 ,if y l ,doll>s & ,s5se1 y w love ,froz5 ,dog ,tales4 ,x t\*es y\r he>t /r+s & ! next mom5t convulses y ) laught]4 ,! price ( ,froz5 ,dog ,tales is #a4jj p] copy1 po/paid4 ,address ,,hunt] ,,co41 ,oak ,p>k1 ,ill4 ,,col4 ,,hunt]',s ,autograph$ ,motto ,we want e read] ( ,doll>s & ,s5se to h "o ( ^! brass mottoes4 ,! illu/ration bel[ %[s ! size4 ,illu/ration3 ,be pleasant e morn+ until t5 o'clock1 ! re/ ( ! day w take c>e ( itself ,wm ,c4 ,hunt] ,! autograph$ motto is engrav$ & enamel$4 ,x has a hole 9 ! c5t] to tack x up4 ,! motto c ei!r be worn z a pocket piece1 or x may be tack$ up on y\r desk1 on y\r dress]1 or on ! wall4 ,,! ,,plate ,,is ,,two ,,in*es ,,9 ,,diamet] ,,price #aj ,,cts4 ,,po/paid ,address ,,hunt] ,,co41 ,,oak ,,p>k1 ,,ill4