,illu/ration3 book-cov] ,,! ,,"y ,,man ,,9 ,,bus9ess ,,! ,,day',s ,,"w ,,s]ies ,! ,day's ,"w ,s]ies ,,! ,,"y ,,man ,,9 ,,bus9ess ,,by ,,edw>d ,,bok ,,bo/on ,l4 ,c4 ,,page ,,company ,,mdcccc ,copyright1 #aijj ,,by ,,edw>d ,,bok4 ,all rights res]v$ ,colonial press ,electrotyp$ & ,pr9t$ by ,c4 ,h4 ,simonds ,co4 ,bo/on1 ,u4 ,s4 ,a4 ,,! ,,"y ,,man ,,9 ,,bus9ess4 ,a ,,well-,,kn[n ,new ,york millionaire gave x z 8 op9ion n long ago t any "y man possess+ a good con/itution & a fair degree ( intellig5ce might acquire ri*es4 ,! /atem5t 0 criticis$--lit]ally pick$ to pieces--& f9ally adjudg$ z be+ extravagant4 ,! figures !n came out1 ga!r$ by a c>eful /ati/ician1 t ( ! "y m5 9 bus9ess 9 ,new ,york ,city1 sixty p] c5t1 7 e>n+ less ?an #a1jjj p] ye>1 only tw5ty p] c5t1 _h an income ( #b1jjj1 & b>ely five p] c5t1 comm&$ sal>ies 9 excess ( ! latt] figure4 ,! great majority ( "y m5 9 ,new ,york ,city--t is1 betwe5 ! ages ( tw5ty-?ree & ?irty--7 e>n+ less ?an tw5ty doll>s p] week4 ,on ! basis1 !re=e1 t a "y man mu/ be e/abli%$ 9 8 life-pr(ession by 8 ?irtie? ye>1 x c h>dly be said t ! av]age ,new ,york "y man 9 bus9ess is successful4 ,( c\rse1 ?is is measur$ entirely f ! /&po9t ( income4 ,x is true t a "y man may n1 9 e case1 receive ! sal>y 8 s]vices m]it1 b1 z a g5]al rule1 8 income is a pretty accurate indication ( 8 capacity4 ,n[1 z e "y man naturally desires to make a bus9ess success1 x is pla9 f ! above /atem5t t some?+ is lack+2 ei!r ! opportunities1 or ! capabilities 9 ! "y m5 !mselves4 ,no "o conv]sant ) ! bus9ess life ( any ( our l>ge cities c1 x seems to me1 ev5 = a s+le mom5t1 d\bt ! exi/5ce ( good *ances = "y m54 ,take any l>ge city z a fair example3 ,new ,york1 ,bo/on1 ,philadelphia1 or ,*icago1 & 9 ea* in/ance !re exi/ m opportunities ?an !re are "y m5 capable ( embrac+ !m4 ,! dem& is f> 9 excess ( ! supply4 ,positions ( tru/ are con/antly go+ begg+ = ! "r k9d ( "y m5 to fill !m4 ,b su* m5 are n common2 or1 if !y be1 !y h a mo/ un=tunate way ( hid+ _! light "u a bu%el1 s mu* s t bus9ess m5 _c see ev5 a glimm] ( its rays4 ,let a position ( any real importance be op51 & x is ! mo/ difficult k9d ( a problem to f9d any "o to fill x satisfactorily4 ,bus9ess m5 are con/antly pass+ ?r\gh ?is exp]i5ce4 ,"y m5 are desir$ 9 ! great majority ( positions because ( _! progressive 'ideas & capacity to endure "w2 9 fact1 "y blood1 z x is call$1 is pref]r$ 9 n9e positions out ( e t51 n[adays4 ,! *ances = bus9ess success = any "y man are n want+4 ,! opportunities exi/1 pl5ty ( !m4 ,! tr\ble is t ! av]age "y man ( to-day is incapable ( fill+ !m1 or1 if he be n exactly incapable 7,i gladly give him ! b5efit ( ! d\bt71 he is unwill+ to fill !m1 :i* is ev5 worse4 ,t exceptions c be br\ght up to controv]t ,i "k1 b ,i am deal+ ) ! _m1 n ) ! few4 ,! av]age "y man 9 bus9ess to-day is no?+ m nor less ?an a plodd]1--a m]e automaton4 ,he is at 8 (fice at eight or n9e o'clock 9 ! morn+2 is fai?ful 9 ! duties he p]=ms2 goes to lun*eon at twelve1 gets back at "o2 takes up :atev] he is told to d until five1 & !n goes home4 ,8 "w = ! day is done4 ,"o day is ! same to him z ano!r2 he has a c]ta9 r\t9e ( duties to d1 & he does !m day 9 & day out1 mon? 9 & mon? out4 ,8 duties are regulat$ by ! clock4 ,z t po9ts1 s he po9ts4 ,v]ily1 x is true ( him t he is ! same ye/]day1 to-day1 & =ev]4 ,no special fault c be f\nd ) 8 "w4 ,giv5 a p>ticul> piece ( "w to d1 he does x j z a ma*9e w\ld4 ,su* a "y man1 too1 g5]ally consid]s himself h>d-work$--(t5 ov]work$ & und]paid2 wond]+ all ! "t :y 8 employ] doesn't recognize 8 value & advance 8 sal>y4 ,i d ev]y?+ ,i am told to d1 he argues1 & ,i d x well4 ,:at m c ,i d8 ,?is is simply a type ( a "y man to be f\nd 9 ?\s&s ( (fices & /ores4 ,he goes to 8 "w ea* day ) no def9ite po9t nor plan 9 view2 he leaves x ) no?+ accompli%$4 ,he is a m]e automaton4 ,let him die1 & 8 position c be fill$ 9 tw5ty-f\r h\rs4 ,if he detracts no?+ f 8 employ]'s bus9ess1 he c]ta9ly adds no?+ to x4 ,he nev] advances an idea2 is absolutely devoid ( creative p[]s2 8 position rema9s ! same aft] he has be5 9 x = five ye>s z :5 he came to x4 99 99 99 99 99 ,n[1 ,i w\ld n = a mom5t be und]/ood z belittl+ ! value ( fai?fulness 9 an employee4 ,b1 aft] all1 fai?fulness is no?+ m nor less ?an a negative quality4 ,by fai?fulness a man may hold a position a lifetime4 ,he w keep x j :]e he f\nd x4 ,b by ! ex]cise ( ?is s+le quality he does n add to ! importance ( ! position any m ?an he adds to 8 own value4 ,x is n en\gh t x may be said ( a "y man t he is fai?ful2 he mu/ be some?+ m4 ,! will+ness & capacity to be fai?ful to ! smalle/ detail mu/ be !re1 s]v+ only1 h[ev]1 z a f\ndation ^u :i* o!r qualities are built4 ,altoge!r too _m "y m5 are cont5t to rema9 9 ! positions 9 :i* !y f9d !mselves4 ,! ?\ght ( /udy+ ! ne$s ( ! next position j above !m nev] seems to ent] _! m9ds4 ,x is possible = e "y man to rise above 8 position1 & x makes no diff]5ce h[ humble t position may be1 nor "u :at disadvantages he may be plac$4 ,b he mu/ be al]t4 ,he mu/ n be afraid ( "w1 & ( ! h>de/ k9d ( "w4 ,he mu/ /udy n only to please1 b he mu/ g a /ep beyond4 ,x is ess5tial1 ( c\rse1 t he %\ld fir/ ( all fill ! position = :i* he is engag$4 ,no man c solve ! problem ( bus9ess be=e he und]/&s ! rudim5ts ( ! problem itself4 ,once ! requirem5ts ( a position are und]/ood & ma/]$1 !n its possibilities %\ld be und]tak54 ,x is fooli%1 z "s "y m5 argue1 t to g beyond _! special position is impossible ) _! employ]s4 ,! employ] nev] exi/$ :o w prev5t ! cream ( 8 e/abli%m5t f ris+ to ! surface4 ,! advance ( an employee always means ! advance ( ! employ]'s int]e/s4 ,an employ] w\ld r pay a "y man five ?\s& doll>s a ye> ?an five hundr$4 ,:at is to ! "y man's int]e/ is mu* m to ! int]e/ ( 8 employ]4 ,a five-hundr$-doll> cl]k%ip is wor? j t am\nt & no?+ m to an employ]4 ,b a five-?\s&-doll> man is g5]ally wor? five times t sum to a bus9ess4 ,a "y man makes ( a position exactly :at he *ooses3 a mill/one ar\nd 8 neck1 or a /epp+-/one to l>g] success4 ,! possibilities lie 9 e position2 see+ & embrac+ !m re/ ) its occupant4 ,! l[e/ position c be s fill$ z to lead up to ! next & become a "p ( x4 ,"o position %\ld be only ! *rysalis = ! developm5t ( new /r5g? to ma/] ! requirem5ts ( ano!r position above x4 99 99 99 99 99 ,! av]age "y man is extremely anxi\s to get into a bus9ess position 9 :i* !re are :at he calls prospects = advancem5t4 ,x is usually "o ( 8 fir/ que/ions1 ,:at are my prospects "h8 ,he seems to h ! notion t ! "q ( 8 prospects or advancem5t is "o entirely 9 ! h&s ( 8 employ]1 :]eas x r>ely occurs to him t x is a matt] re/+ entirely ) himself4 ,an employ] has1 ( c\rse1 ! p[] ( promotion1 b t is all4 ,he _c advance a "y man unless ! "y man fir/ demon/rates t he is wor?y ( advancem5t4 ,e position (f]s prospects2 e bus9ess h\se has 9 x ! possibility ( a "y man's bett]+ himself4 ,b x dep5ds ^u him1 fir/4 ,if he is ( ! av]age come-day g-day sort1 & does 8 "w 9 a me*anical or c>eless fa%ion1 lack+ t pa9/ak+ ?or\ghness :i* is ! basis ( successful "w1 8 prospects are naught4 ,& !y w be no great] ) "o conc]n ?an ) ano!r1 al?\gh he may id5tify himself ) a score dur+ a ye>4 ,if1 on ! contr>y1 he buckles d[n to "w1 & makes himself felt f ! mom5t he ent]s 8 position1 no matt] h[ humble t may be1 8 advancem5t w take c>e ( itself4 ,an employ] is v quick to discov] m]it 9 an employee1 & if a "y man is fitt$ to occupy a high] position 9 ! h\se ?an he is fill+1 x w n be long be=e he is promot$4 ,!re are1 ( c\rse1 in/ances :]e ! be/ "w t a "y man c d goes = no?+ & fails ( rightful appreciation1 & :]e su* a condition is discov]$1 ( c\rse ! "y man mu/ *ange ! condition & g :]e 8 s]vices w receive prop] recognition & value4 ,b ?is happ5s only 9 a v small m9ority ( cases4 ,9 ! va/ majority ( cases :]e ! cry ( inappreciation is he>d1 x is g5]ally ! fact t ! cri] is unwor?y ( m ?an he receives4 ,no employ] c tell a "y man j :at 8 prospects are4 ,t is = ! "y man himself to demon/rate4 ,he mu/ %[ fir/ :at is 9 him1 & !n he w discov] = himself :at 8 prospects are4 ,because s _m "y m5 /&1 /ill does n prove t employ]s are unwill+ to advance !m1 b simply %[s t ! great run ( "y m5 d n possess ^? qualities :i* entitle !m to advancem5t4 ,!re are exceptional cases1 ( c\rse2 b z a rule a man gets 9 ?is _w ab\t :at he is wor?1 or n v f> f x4 ,!re is n by any means z mu* inju/ice done by ! employ] to ! employee z appe>s on ! surface4 ,leav+ aside all "q ( pr9ciple1 x w\ld be extremely poor policy = a bus9ess man to keep 9 a m9or position a "y man :o1 if promot$1 w\ld exp& & make m money = ! h\se4 99 99 99 99 99 ,& "r "h a ^w or two may p]haps be fitly said ab\t ! elem5t ( luck ent]+ into bus9ess advancem5t4 ,x is und5iable t !re are ?\s&s ( "y m5 :o believe t success 9 bus9ess is no?+ else ?an :at !y call luck4 ,! "y m5 :o =ge ahead are1 9 _! e/imation1 simply ! lucky ones1 :o h _h influ5ce ( "s sort or o!r to pu% !m along4 ,:5 a "y man gets into t frame ( m9d :i* makes him believe t luck is ! "o & only ?+ :i* c help him along1 or t x is ev5 an elem5t 9 bus9ess1 x may be safely said t he is doom$ to failure4 ,! only semblance to influ5ce !re is 9 bus9ess is f\nd :]e1 ?r\gh a fri5dly ^w1 a *ance is op5$ to a "y man4 ,b ! only ?+ t influ5ce c d beg9s & ends ) an opportunity4 ,! /ronge/ influ5ce t c be ex]t$ 9 a "y man's behalf c\nts = v little if he is f\nd to be incapable ( embrac+ t *ance4 ,& s f> z luck is conc]n$1 !re is no su* ?+ 9 a "y man's life or 8 bus9ess success4 ,! only lucky "y man is he :o has a s\nd con/itution1 ) good s5se to pres]ve x2 :o kn[s "s trade or pr(ession ?or\ghly or is will+ to le>n x & sacrifice ev]y?+ to its le>n+2 :o loves 8 "w & has indu/ry en\gh to p]sev]e 9 x2 :o appreciates ! necessity ( self-re/ra9t 9 all ?+s1 & :o temp]s 8 social life to ^? habits :i* refre% & n impair 8 con/itution4 ,t is luck1--! luck ( hav+ common s5se4 ,t is ! only luck !re is1--! only luck wor? hav+2 & x is some?+ :i* e "r-m9d$ "y man may h if he goes ab\t x ! "r way4 ,?+s 9 ?is _w nev] j happ54 ,!re is always a reason = ev]y?+4 ,s ) success4 ,x is n ! result ( luck2 x is n a ?+ ( *ance4 ,x comes to m5 only because !y "w h>d & intellig5tly = x1 & along legitimate l9es4 99 99 99 99 99 ,n[ a ^w ab\t a "y man's sal>y4 ,x is human nature to wi% to make all ! money we hone/ly c3 to get j z l>ge a return = our s]vices z possible4 ,!re is no qualify+ t /atem5t1 & z mo/ ( ! com=ts ( ?is life are _h ?r\gh ! possession ( suffici5t money1 x is p]fectly natural t ! subject ( :at we e>n %\ld be prom95t 9 our m9ds4 ,b too _m "y m5 put ! c>t be=e ! horse 9 ?is "q ( sal>y4 ,x is _! fir/ consid]ation4 ,!y are con/antly ask+ :at sal>ies are paid 9 diff]5t bus9ess call+s1 & :e!r ?is pr(ession or t trade is m f9ancially productive4 ,! "q seems to ent] into _! delib]ations z a qualify+ factor z to :e!r !y %all ent] a c]ta9 trade or pr(ession4 ,i nev] c\ld q see ! po9t ( ?is nor ! reason = x4 ,( :at significance to y or to me are ! sal>ies :i* are paid to o!rs8 ,!y signify no?+4 ,if ! highe/ sal>y paid to ! =emo/ m5 9 a c]ta9 pr(ession is #aj1jjj p] ye>1 :at does t fact prove8 ,!re is no ob/acle to "s "o's else go+ into t same pr(ession & e>n+ #be1jjj4 ,! fir/ consid]ation1 :5 a "y man ?9ks ( go+ into bus9ess1 is n :i* special trade or pr(ession is mo/ pr(itable1 b :i* p>ticul> l9e he is mo/ int]e/$ 9 & be/ fitt$ =4 ,:at matt]s x to a man t =tunes are made 9 ! law if he has absolutely no ta/e or ability = t pr(ession8 ,( :at value is x to a "y man :o loves me*anical eng9e]+ to "k t !re are doctors :o e>n l>ge incomes8 ,:at diff]5ce d ! productive possibilities ( any l9e ( "w make to u if we are n by nature fitt$ = t "w8 ,:5 a "y man is always ?9k+ ( ! sal>y he is receiv+1 or ! sal>y he ought to get1 he gives pretty good pro( t he is n ( a v sup]ior make4 ,! "r sort ( a "y fell[ doesn't ev]-la/+ly conc]n himself ab\t sal>y4 ,ability comm&s income4 ,b a "y man mu/ />t ) ability1 n ) sal>y4 ,t takes c>e ( itself4 99 99 99 99 99 ,n[1 a sub/antial bus9ess success means sev]al ?+s4 ,x calls1 9 ! fir/ place1 = conc5tration4 ,!re is no tru? m pot5t ?an t :i* tells u we _c s]ve ,god & ,mammon4 ,nor c any "y man successfully s]ve two bus9ess int]e/s1 no matt] h[ closely alli$2 9 fact1 ! m closely ! int]e/s ! m dang]\s are !y4 ,! human m9d is capable ( j s mu* cle> ?\ght1 & g5]ally x does n ext5d beyond ! requirem5ts ( "o position 9 ^! days ( ke5 competition4 ,if !re exi/s a secret ( success1 x lies1 p]haps1 9 conc5tration m ?an 9 any o!r s+le elem5t4 ,dur+ bus9ess h\rs a man %\ld be 9 bus9ess4 ,8 ?\ghts %\ld be on no?+ else4 ,div]sions ( ?\ght are kill+ to ! be/ endeavors4 ,! successful ma/]y ( bus9ess que/ions calls = a p]sonal int]e/1 a =getfulness ( self1 t c only come f ! close/ application & ! mo/ absolute conc5tration4 ,i g s f> 9 my belief ( conc5tration to bus9ess int]e/s 9 bus9ess h\rs z to argue t a "y man's p]sonal lett]s %\ld n be s5t to 8 (fice address1 nor %\ld he receive 8 social fri5ds at 8 desk4 ,bus9ess h\rs are none too long 9 ! great majority ( our (fices1 &1 ) a re/ ( "o h\r = lun*eon1 no "o has a "r to lop (f fifte5 m9utes "h to read an irrelevant p]sonal lett]1 or fifte5 m9utes !re to talk ) a fri5d ^: conv]sation di/racts ! m9d f ! problems be=e x4 ,a "y man _c draw ! l9e betwe5 8 bus9ess life & 8 social life too closely4 ,x is all too true ( ?\s&s ( "y m5 t !y are bett] conv]sant dur+ ! base-ball season ) ! batt+ av]age ( "s /> play]1 or ! numb] ( m5 put out at second by "s o!r play]1 ?an !y are ) ! details ( _! bus9ess4 ,digression is j z dang]\s z /agnation 9 ! c>e] ( a "y man 9 bus9ess4 ,!re is absolutely no position wor? ! hav+ 9 bus9ess life to-day to :i* a c>e ( o!r int]e/s c be add$4 ,let a man attempt to s]ve ! int]e/s ( "o ma/]1 & if he s]ves him well he has 8 h&s & 8 head full4 ,!re is a class ( ambiti\s "y m5 :o h :at !y *oose to call an an*or to ! w9dw>d 9 _! bus9ess4 ,t is1 !y ma9ta9 some?+ outside ( _! regul> position4 ,!y d ?is f necessity1 !y claim4 ,"o position does n (f] suffici5t scope = _! p[]s or tal5ts2 does n br+ !m suffici5t income1 & !y are =c$1 !y expla91 to take on some?+ 9 addition4 ,i h kn[n su* "y m54 ,b1 s f> z ,i h be5 able to disc]n1 ! tr\ble does n lie s mu* ) ! position !y occupy z ) !mselves4 ,:5 a man turns away f ! position he holds to outside affairs1 he turns j s f> away f ! sure/ pa? ( success4 ,to d "o ?+ p]fectly is bett] ?an to d two ?+s only fairly well4 ,x 0 told me once1 ( "o ( our be/ kn[n actors1 t outside ( 8 /age k he knew absolutely no?+4 ,b he act$ well1--s well t he /&s at ! head ( 8 pr(ession1 & has an income ( five figures sev]al times ov]4 ,all ar\nd g5iuses are r>e--s r>e t we c h>dly f9d !m4 ,to "k "o ?+ absolutely means mat]ial success & comm]cial & m5tal sup]iority4 ,i d>e say t if "s ( our "y m5 und]/ood m fully ?an !y d ! ne$s ( ! positions !y occupy1 ! necessity = outside "w w\ld n exi/4 ,/agnation 9 a "y man's c>e] is b a synonym = />vation1 s9ce !re is no su* ?+ z /&+ /ill 9 ! bus9ess _w4 ,we g ei!r backw>d or =w>d2 we nev] /& /ill4 ,:5 a "y man fails to keep abrea/ ( ! possibilities ( 8 position he rec$es con/antly1 ?\gh p]haps unconsci\sly4 ,! "y man :o progresses is he :o ent]s into ! _s ( ! bus9ess ( 8 employ]1 & :o po9ts out new me?ods to him1 advances new ideas1 sugge/s new *annels & outputs4 ,!re is no m direct road to ! confid5ce ( an employ] ?an = him to see t any "o ( 8 cl]ks has an eye eag] = ! possibilities ( bus9ess4 ,t "y man comm&s ! att5tion ( 8 *ief at once1 & :5 a vacancy occurs he is apt to /ep into x1 if1 inde$1 he does n =ge ov] ! %\ld]s ( o!rs4 ,"y m5 :o ?9k cle>ly1 c conceive good ideas & c>ry !m out1 are n s pl5tiful t ev5 a s+le "o w be lo/ sight (4 ,x is no special art1 & x reflects b little cr$it ^u any man simply to fill a position4 ,t is expect$ ( him2 he is engag$ to d t1 & x is only a fair return = a c]ta9 paym5t made4 ,! art lies 9 do+ m ?an 0 b>ga9$ =2 9 prov+ great] ?an 0 expect$2 9 mak+ m ( a position ?an has ev] be5 made be=e4 ,a quick conception is ne$$ "h1 ! ability to view a broad horizon2 = x is ! lib]al-m9d$ man1 n ! man ( n>r[ limitations1 :o makes ! success ( to-day4 ,a "y man %[+ su* qualities to an employ] does n rema9 9 "o position long4 99 99 99 99 99 ,two traps 9 :i* "y m5 9 bus9ess (t5 fall are a disreg>d = small ?+s1 & an absolute fe> ( mak+ mi/akes4 ,"o ( ! sure/ keys to success lies 9 ?or\ghness4 ,no matt] h[ great may be ! ent]prise und]tak5 a reg>d = ! small ?+s is necess>y4 ,j z ! little c\rtesies ( e-day life make life ! wor? liv+1 s ! little details =m ! bone & s9ew ( a great success4 ,a ?+ half or ?ree-qu>t]s done is worse ?an n done at all4 ,let a man be c>eful ( ! small ?+s 9 bus9ess1 & he c g5]ally be reli$ ^u = ! great] ones4 ,! man :o c ov]come small worries is great] ?an ! man :o c ov]ride great ob/acles4 ,:5 a "y man becomes s ambiti\s = l>ge success t he ov]looks ! small ?+s1 he is pretty apt to enc\nt] failure4 ,!re is no?+ 9 bus9ess s inf9itesimal t we c af=d to d x 9 a slip%od fa%ion4 ,x is no art to answ] tw5ty lett]s 9 a morn+ :5 !y are1 9 reality1 only half answ]$4 ,:5 we comm5d brevity 9 bus9ess lett]s1 we d n mean brusqu5ess4 ,no?+ /amps ! "* ( a h\se s cle>ly z ! lett]s x s5ds out4 ,! fe> ( mak+ mi/akes keeps _m a "y man d[n4 ,( c\rse1 errors 9 bus9ess are co/ly1 & x is bett] n to make !m4 ,b1 at ! same "t1 ,i w\ld n give a snap ( ! f+]s = a "y man :o has nev] made mi/akes4 ,b !re are mi/akes & mi/akes2 "s easy to be excus$2 o!rs n to be ov]look$ 9 ! case ( any employee4 ,a mi/ake ( judgm5t is possible ) u all2 ! be/ ( u are n above a wrong decision4 ,& a "y man :o holds back = fe> ( mak+ mi/akes loses ! fir/ po9t ( success4 ,a "y man 9 bus9ess n[adays1 ) an ambition to be successful1 mu/ also be c>eful ( 8 social life4 ,x is n en\gh t he %\ld take c>e ( himself dur+ ! day4 ,to social dissipations at night c be trac$ ! d[nfall ( hundr$s ^u hundr$s ( "y m54 ,! idea t an employ] has no control ov] a "y man's "t away f ! (fice is a dang]\s fallacy4 ,an employ] has e "r to ask t ^? into ^: h&s he entru/s responsibilities %all foll[ social habits :i* w n endang] 8 int]e/s ^u ! morr[4 ,s f> z social life is conc]n$1 "y m5 g5]ally run to bo? extremes4 ,ei!r !y d n g out at all1 :i* is /agnat+1 or !y g out too mu*1 :i* is deadly4 ,only "h & !re is f\nd "o :o kn[s ! happy m$ium4 ,a c]ta9 am\nt ( social div]sion is ess5tial to ev]ybody1 boy1 man1 girl1 or woman4 ,& p>ticul>ly s to a "y man ) a c>e] to make4 ,to come into contact ) ! social side ( p is broad5+2 x is educative4 ,to "k p1 says a writ]1 y mu/ see !m at play4 ,social life c be made a /udy at ! same "t t x is made a pleasure4 ,to "k ! wants ( p1 to le>n _! s(t] side1 y mu/ come into contact ) _! social natures4 ,no "y man c af=d to d5y himself c]ta9 pleasures1 or a reasonable am\nt ( contact ) p 9 ! out] _w4 ,x is to 8 advantage t p %\ld "k he exi/s1--:at 8 aims & aspirations are4 ,8 ev5+ occupations %\ld be z widely diff]5t z possible f ^? :i* occupy 8 ?\ghts 9 ! daytime4 ,! m9d ne$s a *ange ( ?\ght z well z ! body ne$s a *ange ( raim5t4 ,! famili> maxim1 ,all "w & no play makes ,jack a dull boy1 conta9s a va/ am\nt ( tru?4 ,at ! same "t1 no?+ is m injuri\s to ! *ances ( a "y man 9 bus9ess ?an an ov]9dulg5ce 9 ! pleasures ( :at1 = ! want ( a bett] ^w1 we call society4 ,x is a r\gh b a true say+ t a man _c dr9k :isky & be 9 bus9ess4 ,p]haps a s(t] int]pretation ( ! idea w\ld be ?is3 t a man _c be 9 society & be 9 bus9ess4 ,?is is impossible1 & no?+ t a "y man c be> 9 m9d w /& him to su* good acc\nt z ?is fact4 ,no m9d c be fre% 9 ! morn+ t has be5 kept at a t5sion ! night be=e by late h\rs1 or befogg$ by indulg5ce 9 late supp]s4 ,we ne$ m sleep at tw5ty-five ?an we d at fifty1 & ! "y man :o grants himself less ?an eight h\rs' sleep e night j robs himself ( s mu* vitality4 ,! loss may n be felt or notic$ at pres5t1 b ! process ( sleep+ is only ,nature's bank+ sy/em ( pr9cipal & int]e/4 ,a m9d capable ( ! fulfilm5t ( its highe/ duties %\ld be n only receptive to ideas1 b quick to compreh5d a po9t4 ,) a fre% m9d & a cle> bra91 a "y man has two ( ! greate/ lev]s ( success4 ,^! _c be reta9$ "u social indulg5ces4 ,! dissipation ( a night has its inv>iable influ5ce ^u ! "w ( ! morr[4 ,i d n prea* total ab/95ce f any habits to :i* human nature is prone4 ,e man ought to "k :at is good = him & :at is injuri\s to 8 be/ int]e/s4 ,an excess ( any?+ is injuri\s1 & a "y man on ! ?re%old ( a bus9ess c>e] _c af=d to g to ! extreme 9 any direction4 ,he %\ld husb& 8 res\rces1 = he w ne$ !m all4 ,= no success is easily made n[adays4 ,appe>ances are trem5d\sly deceptive 9 ?is respect4 ,we see m5 mak+ :at we *oose to reg>d & call quick success1 because at a comp>atively e>ly age !y acquire position or means4 ,b "o ne$s only to /udy ! conditions ( ! bus9ess life ( to-day to see h[ impossible x is to a*ieve any success except by ! v h>de/ "w4 ,no "y man ne$ approa* a bus9ess c>e] ) ! idea t success is easy4 ,! hi/ories ( successful m5 tell u all too cle>ly ! lessons ( pati5ce & ! ef=ts ( ye>s4 ,"s m5 compass a successful c>e] 9 less "t ?an o!rs4 ,& if ! me?ods employ$ are necess>ily diff]5t1 ! requirem5ts are precisely ! same4 ,x is a /ory ( h>d "w 9 e case1 ( close application & ( a pati5t ma/]y ( ! problem 9 h&4 ,advantages ( education w come 9 at times & pu% "o man ahead ( ano!r4 ,b a practical bus9ess k is apt to be a great] possession4 99 99 99 99 99 ,i "k !re are ?\s&s ( "y m5 :o feel !mselves incompet5t = a bus9ess c>e] because ( a lack ( e>ly education4 ,& "h might come 9--if ,i *ose to discuss ! subject1 :i* ,i d n--! (t-moot$ "q ( ! exact value ( a college education to ! "y man 9 bus9ess4 ,b ,i w say ?is3 a "y man ne$ n feel t ! lack ( a college education w /& 9 any respect :atev] 9 ! way ( 8 success 9 ! bus9ess _w4 ,no college on e>? ev] made a bus9ess man4 ,! k acquir$ 9 college has fitt$ ?\s&s ( m5 = pr(essional success1 b x has also unfitt$ o!r ?\s&s = a practical bus9ess c>e]4 ,a college tra9+ is nev] wa/$1 al?\gh ,i h se5 aga9 & aga9 five-?\s&-doll> educations sp5t on five-hundr$-doll> m54 ,:]e a "y man c br+ a college education to ! requirem5ts ( a practical bus9ess k1 x is an advantage4 ,b be=e our ,am]ican colleges become an absolute factor 9 ! bus9ess capacities ( m5 _! me?ods ( /udy & le>n+ w h to be radically *ang$4 ,i h _h associat$ ) me bo? k9ds ( "y m51 collegiate & non-collegiate1 & ,i mu/ say t ^? :o _h a bett] k ( ! practical "p ( life h be5 ^? :o nev] saw ! inside ( a college & ^: feet nev] /epp$ ^u a campus4 ,college-br$ m51 & m5 :o nev] _h college advantages1 h succe$$ 9 ab\t equal ratios4 ,! m5 occupy+ ! mo/ important comm]cial positions 9 ,new ,york to-day are self-made1 ^: only education has come to !m f contact ) t greate/ college ( all1 ! bus9ess _w4 ,f> be x f me to depreciate ! value ( a college education4 ,i believe 9 its advantages too firmly4 ,b no "y man ne$ feel hamp]$ because ( ! lack ( x4 ,if bus9ess qualities are 9 him !y w come to ! surface4 ,x is n ! college education2 x is ! "y man4 ,)\t its possession z great & honorable successes h be5 made z ) x4 ,m5 are n accept$ 9 ! bus9ess _w ^u _! collegiate diplomas1 nor on ! k ^! imply4 99 99 99 99 99 ,!re are a great _m "y m5 9 bus9ess to-day :o gr[ impati5t4 ,!y are 9 a position = a c]ta9 "t2 !y are satisfactory to _! employ]s1 & !n1 because !y are n promot$1 !y gr[ re/less4 ,^! "y m5 g5]ally ov]look a po9t or two4 ,9 ! fir/ place1 !y ov]look ! v important po9t t betwe5 ! ye>s ( tw5ty & tw5ty-five a "y man acquires r ?an a*ieves4 ,x is ! le>n+ p]iod ( life1 ! exp]i5ce-ga9+ "t4 ,k t is wor? any?+ does n come to u until we are pa/ tw5ty-five4 ,! m9d1 be=e t age1 is incapable ( =m+ wise judgm5t4 ,! great art ( accurate decision 9 bus9ess matt]s is n acquir$ 9 a few weeks ( comm]cial life4 ,x is ! result ( ye>s4 ,x is n only ! p[] )9 him1 b also ! exp]i5ce beh9d him1 t makes a successful bus9ess man4 ,! comm]cial _w is only a great] s*ool ?an ! "o ( slates & slate-p5cils4 ,no boy1 aft] att5d+ s*ool = five ye>s1 w\ld consid] himself compet5t to tea*4 ,& surely five ye>s ( comm]cial appr5tice%ip w n fit a "y man to assume a position ( tru/1 nor give him ! capacity to decide ^u important bus9ess matt]s4 ,9 ! fir/ five ye>s1 yes1 ! fir/ t5 ye>s1 ( a "y man's bus9ess life1 he is only 9 ! prim>y dep>tm5t ( ! great comm]cial _w4 ,x is = him1 !n1 to /udy me?ods1 to obs]ve o!r m5--9 %ort1 to le>n & n to hope to a*ieve4 ,t w come lat]4 ,bus9ess1 simple z x may look to ! "y man1 is1 nev]!less1 a v intricate affair1 & x is only by ye>s ( close/ /udy t we ma/] an und]/&+ ( x4 ,! electric atmosph]e ( ! ,am]ican bus9ess _w is all too apt to make our "y m5 impati5t4 ,!y want to fly be=e !y c ev5 walk well4 ,ambition is a spl5did ?+ 9 any "y man4 ,b he mu/ n =get t1 l fire & wat]1 x makes a good s]vant b a poor ma/]4 ,gett+ along too fa/ is j z injuri\s z gett+ along too sl[4 ,a "y man betwe5 tw5ty & tw5ty-five mu/ be pati5t4 ,i "k pati5ce is a difficult ?+ to cultivate1 b x is among ! fir/ lessons we mu/ le>n 9 bus9ess4 ,a good /ock ( pati5ce1 acquir$ 9 e>ly life1 w /& a man 9 good /ead 9 lat] ye>s4 ,x is a h&y ?+ to h & draw ^u1 & makes a spl5did safety-valve4 ,because a "y man1 z he approa*es tw5ty-five1 beg9s to see ?+s m pla9ly ?an he did five ye>s be=e1 he mu/ n get ! idea t he is a bus9ess man yet1 & entitl$ to a man's sal>y4 ,if bus9ess que/ions1 :i* he did n und]/& five ye>s be=e1 n[ beg9 to look cle>] to him1 x is because he is pass+ ?r\gh ! transitory /ate t sep>ates ! immature judgm5t ( ! "y man f ! rip5+ p5etration ( ! man4 ,he is simply beg9n+4 ,aft]w>d he w gr[1 & 8 sal>y w gr[ z he gr[s4 ,b ,rome wasn't built 9 a day1 & a bus9ess man isn't made 9 a night4 ,z exp]i5ce comes1 ! judgm5t w become mature1 & by ! "t ! "y man rea*es ?irty he w beg9 to realize t he didn't "k z mu* at tw5ty-five z he ?\ght he did4 ,:5 he is ready to le>n f o!rs he w beg9 to gr[ wise4 ,& :5 he rea*es t /ate :]e he is will+ to conc$e t he hasn't a corn] on k 9 ?is _w1 he w be /epp+ out ( ! *rysalis ( y\?4 99 99 99 99 99 ,!re is ano!r po9t ^u :i* "y m5 are (t5 9 d\bt1 & t is1 j h[ f> x pays to be hone/ 9 bus9ess4 ,does x really pay to be hone/ 9 bus9ess8 !y ask1 & !y are s9c]e & 9 e>ne/ 9 ! "q4 ,n[1 ! simple fact ( ! matt] is t a bus9ess success is absolutely impossible ^u any o!r basis ?an "o ( ! /ricte/ hone/y4 ,! great tr\ble ) "y m51 n[adays1 is t _! ideas are altoge!r too mu* influ5c$ by a few un=tunate examples ( app>5t success :i* are prom95t--too prom95t1 alas6--9 ,am]ican life to-day4 ,^! successful m5--= ! mo/ "p id5tifi$ 9 "s way ) politics--are talk$ ab\t incessantly2 int]view$ by report]s2 buy lavi% diamonds = _! wives1 & build co/ly h\ses1--all ( :i* is duly report$ 9 ! newspap]s4 ,"y m5 read ^! ?+s & ask !mselves1 ,if he c d x1 :y n ,i8 ,!n !y beg9 to look ar\nd = "s %ort cut to success1 z "o "y fell[ express$ x to me n long ago4 ,x is ow+ to ?is practice ( cutt+ across lots 9 bus9ess t scores ( "y m5 f9d !mselves1 aft] a:ile 9 tight places4 ,& ! man :o has once _h ab\t him an unsavory ta9t 9 8 bus9ess me?ods r>ely1 v r>ely1 rids himself ( t atmosph]e 9 ! eyes ( 8 acqua9tances4 ,h[ (t5 we see "s "y man 9 bus9ess1 repres5tative ( ! v qualities t %\ld w9 success4 ,e "o agrees t he is brilliant4 ,he is clev]1 is ! g5]al v]dict4 ,8 mann] impresses "o pleasantly1 he is ?or\ghly bus9esslike1 is en]getic1 & yet1 someh[1 he nev] seems to /ick to "o place4 ,p wond] at x1 & excuse x on ! gr\nd t he hasn't f\nd ! "r place4 ,b "s day ! secret is expla9$4 ,yes1 he is clev]1 says "s old bus9ess man1 b d y "k he isn't--well1 he isn't q safe6 ,q safe6 ,h[ mu* t expresses2 h[ cle>ly t def9es hundr$s & hundr$s ( ! sm>te/ "y m5 9 bus9ess to-day4 ,he is ev]y?+ else--b he isn't q safe6 ,he is n di%one/ 9 any way1 b he is1 :at is equally z bad1 n q reliable4 ,to atta9 success he has1 9 o!r words1 tri$ to cut across lots4 ,& ra9b[-*as+ is really a v comm5dable bus9ess 9 comp>ison to a "y man's se>* = ! royal road to success4 ,no success wor? atta9+ is easy2 ! great] ! ob/acles to ov]come1 ! sur] is ! success :5 atta9$4 ,royal roads are poor highways to travel 9 any pursuit1 & especially 9 a bus9ess call+4 ,x is /range h[ reluctant "y m5 are to accept1 z ! mo/ vital tru? 9 life1 t ! mo/ absolute hone/y is ! only k9d ( hone/y t succe$s 9 bus9ess4 ,x isn't a "q ( religion or religi\s beliefs4 ,hone/y does n dep5d ^u any religi\s cre$ or dogma t 0 ev] conceiv$4 ,x is a "q ( a "y man's own consci5ce4 ,he kn[s :at is "r & :at is wrong4 ,& yet1 simple z ! matt] is1 x is a/oni%+ h[ difficult x is ( und]/&+4 ,an hone/ c\rse 9 bus9ess seems too sl[ to ! av]age "y man4 ,i c't af=d to plod along4 ,i mu/ /rike & /rike quickly1 is ! s5tim5t4 ,ah1 yes1 my fri5d1 b n di%one/ly4 ,no "y man c af=d ev5 to ?9k ( di%one/y4 ,success on honorable l9es may sometimes seem sl[] 9 com+1 b :5 x does come x outrivals 9 p]man5cy all ! s-call$ successes ga9$ by o!r me?ods4 ,to look at ! me?ods ( o!rs is always a mi/ake4 ,! successes ( to-day are n giv5 to ! imitator1 b to ! orig9ator4 ,x makes no diff]5ce h[ o!r m5 may succe$--_! success is !irs & n y\rs4 ,y _c p>take ( x4 ,e man is a law unto himself4 ,! mo/ absolute integrity is ! "o & ! only sure f\ndation ( success4 ,su* a success is la/+4 ,o!r k9ds ( success may seem s1 b x is all 9 ! seem+1 & n 9 ! reality4 ,let a "y man sw]ve f ! pa? ( hone/y1 & x w surprise him h[ quickly e av5ue ( p]man5t success is clos$ aga9/ him4 ,x is ! "y man ( unque/ion$ integrity :o is select$ = ! important position4 ,no bus9ess man ev] places 8 affairs 9 ! h&s ( a "y man :om he feels he _c unhesitat+ly tru/4 ,& to be tru/$ means to be hone/4 ,hone/y1 & t alone1 comm&s confid5ce4 ,an hone/ life1 well direct$1 is ! only life = a "y man to lead4 ,x is ! "o life t is compatible ) ! l>ge/ & sure/ bus9ess success4 99 99 99 99 99 ,& s x is easy en\gh = any "y man to succe$1 provid$ he is will+ to be> 9 m9d a few v ess5tial tru?s4 ,& !y are3 ,above all ?+s he %\ld conv9ce himself t he is 9 a cong5ial bus9ess4 ,:e!r x be a trade or a pr(ession1--bo? are honorable & pr(itable1--let him satisfy himself1 above ev]y?+ else1 t x enli/s 8 p]sonal int]e/4 ,if a man %[s t he has 8 "w at he>t 8 success c be reli$ on4 ,p]sonal int]e/ 9 any "w w br+ o!r ?+s2 b all ! o!r ess5tials comb9$ _c create p]sonal int]e/4 ,t mu/ exi/ fir/2 !n two-?irds ( ! battle is won4 ,fully satisfi$ t he is 9 ! p>ticul> l9e ( bus9ess 9 :i* he feels a /rong]1 w>m] int]e/ ?an 9 any o!r1 !n he %\ld rememb]3 ,fir/--,t1 :atev] else he may /rive to be1 he mu/ be absolutely hone/4 ,f honorable pr9ciples he nev] %\ld sw]ve4 ,!re c be no half-way compromise4 ,second--,he mu/ be al]t1 alive to e opportunity4 ,he _c af=d to lose a s+le po9t1 = t s+le po9t may prove to be ! v l9k t w\ld make complete ! :ole *a9 ( a bus9ess success4 ,?ird--,he mu/ ev] be will+ to le>n1 nev] ov]look+ ! fact t o!rs h long ago =gott5 :at he has /ill to le>n4 ,firmness ( decision is an admirable trait 9 bus9ess4 ,! "y man ^: op9ions c be toss$ f "o side to ! o!r is poor mat]ial4 ,b y\? is full ( errors1 & caution is a /rong trait4 ,f\r?--,if he be wise he w entirely avoid ! use ( liquors4 ,if ! "q ( h>m done by intoxicat+ liquor is an op5 "o1 ! "q ( ! actual good d]iv$ f x is n4 ,fif?--,let him rememb] t a "y man's /ronge/ recomm5dation is 8 respectability4 ,"s "y m51 app>5tly successful1 may be fla%y 9 dress1 l\d 9 mann]1 disrespectful to wom5 & irrev]5t t[>d sacr$ ?+s4 ,b ! "y man :o is respectable always we>s be/4 ,! way a "y man c>ries himself 9 8 private life (ttimes means mu* to him 9 8 bus9ess c>e]4 ,no matt] :]e he is1 or 9 ^: company1 respectability1 & all t x implies1 w always comm& respect4 99 99 99 99 99 ,if any "y man wi%es a set ( rules ev5 m concise1 "h x is3 ,get into a bus9ess y l4 ,devote y\rself to x4 ,be hone/ 9 ev]y?+4 ,be cauti\s4 ,?9k c>efully ab\t a ?+ be=e y act4 ,sleep eight h\rs e night4 ,d ev]y?+ t means keep+ 9 good heal?4 ,don't worry4 ,worry kills m m5 ?an "w does4 ,avoid liquors ( all k9ds4 ,if y mu/ smoke1 smoke mod]ately4 ,%un discussion on two po9ts1--religion & politics4 ,m>ry a good woman1 & h y\r own home4