1. business and industrial

How
to
Get and
Keep a Job
By Nathaniel
Jluthorof ""Starting
Life,
m
"
"
"
"Che Soy
"
Qumption,
NEW
MOFFAT,
C. Fowler,
YARD
:
Hoto to
Jr.
Help Him
etc.
YORK
AND
1917
COMPANY
'
Succeed.
Copyright,
By
1907,
Nathaniel
All
Third
C.
rights
Fowler,
Jit.
reserved.
printing,
May,
1917
friend
To
my
tedward
Pope,
W.
this
book
dedicated
is
in
%
ta
mmsB
loafif
%
r
on
iork.
Prefatory
Fortunate
the
conditions
closest
and
of
I
them,
profession.
had
prejudice.
I
employed
the
know
of
little
I
what
know,
endeavored
type
to
of
who
of
is
tell
to
and
ink
the
mirrors
of
real
them
been
not
without
sible
co-respon-
life
much
and
the
with
I
volume.
make
to
men
The
combined
this
and
of
calling.
of
truth,
them,
thousands
know,
basis
the
have
and
every
otiiers
trade,
business-profession,
my
of
engagement
of
men
of
into
come
with
was
learn
of
assistants,
representative
women,
I
to
practice
many
for
I
the
In
of
As
opportunity
to
me
thousands
with
contact
business,
permitted
have
but
pages
my
conditions,
"
paint
living
is
properly
pictures,
no
facts,
ready
planted
but
which,
for
I
work,
the
rather,
seed
to
will
hope,
and
of
the
his
man
earthly
copies
true
present
assist
who
the
boy
has
not
harvest.
N.
C.
F.
Contents
What
Do
to
Some
introductory
questions
How
to
good
for.
What
How
How
capacity.
to
best
the
to
business.
into
go
to
what
best
ing
decid-
in
you
discover
to
yourself
use
assist
to
are
you
The
advantage.
yourself.
Trade,
advice
intended
consequence.
your
How
of
remarks
vital
of
weigh
finding
It
15
Business,
must
be
and
inside
of
one
the
facts
The
advantages
side
in
the
does
light of
Advertising
Which
three.
of
the
beP
class
each
Practical
of
ambitious
offer, the
not
it
classes
great
vocations.
boy
or
man.
side
placed
Newspapers
for
a
38
Position
The
value
for
and
a
is
looking
in
desire
How
for
the
to
of
better
reach
is
or
or
ployer
em-
lookout
for
him,
to
of
advertises
The
How
job
any
the
use
kind,
or
a
"Situation
conventional
The
Illustrated
wanted"
many
when
47
advertisement,
advertisement
with
papers
news-
Wanted"
Advertisement
The
the
energy.
the
on
of
who
man
and
him.
position
columns
yourself.
Write
to
a
boy
enterprise
who
one
to
want
"classified"
The
of
endeavoring
is
and
evidence
presents
who
"want"
the
position-seekers.
job
when
you
of
to
newspapers
by
truth.
comprehensive
in
shall
these
disadvantages
and
full
...
concerning
offers, and
each
27
Profession
or
which
forms
advertisements,
of
each
and
why
properly
effective
with
an
it may
presents
and
the
ineffective
explanatory
be
not
able.
profit-
applicant.
' '
note.
situation
Applying by Mail
How
write
to
advertisement.
letters
of
for
letter
a
Illustrated
application, each
with
...
How
application.
of
64
Position
a
with
accompanied
bad
and
tory
explana-
complete
a
an
answer
good
of
forms
many
to
note.
Applying
You,
should
in Person
as
what
Holding
get
said
Some
How
personal
you
salesman
successful
a
What
employer.
your
and
commodity,
a
yourself, as
meet
on
are
91
.
.
that
inside
appearance.
104
How
salary raised.
it is harder
yourself
more
better
to
keep
to
facts of serious
make
to
do,
to
Position
a
been
one.
to
Points
say.
sell
Position
a
position,
a
How
goods.
to
It has
for
yourself, and
present
sells material
and
seeker
a
for
position than
a
moment
to
you,
valuabl*.
How
to
the
secure
the
to
ployee.
em-
get your
of
permanency
your
position.
To
Those
Who
Have
Lost
Their
tions
Posi117
Advice
and
suggestions
either through
to
any
the
overcome
Getting
The
for
to
be
selecting and
What
A
in
friends
be
obtaining
tions,
posi-
conditions.
of
loss
or
their
of
How
position from
position.
of
127
giving
better
a
the solid
upon
that
or
lost
a
up
one.
tion
posi-
permanent
Sensible
advice
135
keeping of friends.
chapter
profitableexchange
good
143
for.
legitimatelyutilized.
a
The
of vital consequence.
Friends
are
position,
and
fact of experience.
Friends
friendship.
can
to
seems
have
Position
what
Using Your
and
another
danger
Choosing
of
obtain
who
discharge
advisability and
suggestions based
The
of
Better
a
fault
own
handicap
How
cause.
their
those
to
or
in
A
friend
How
he
bettering your
is
may
a
commercial
be
used
condition.
as
asset
an
aid
for Yourself
Working
Is it better
When
it is safer
business
be in business
to
you
for yourself without
At
A
from
away
tages
advan-
broadly presented.
167
based
fact and
upon
experience.
conditions
the
suggest
home
at
safety of
is based
the
by
How
179
statistics
and
should
do
and
pitfallswhich
the
avoid
to
upon
author,
against the
much
be
to
seem
dangers which
facts
other
follow
to
ally
person-
boys
warn
everybody's
in
calling.
every
189
Persistency
The
degree of worth-while
attain any
Ability
of
great
assets,
both
A
careful
and
of great
What
to
How
to
value
to
to
your
achievement.
194
employ
the
to
sensible
who
of any
winning
analysis, with
one
every
the
to
necessary
advice
for
works
a
and
your
leisure
in
worker
any
importance
teach.
How
advancement.
to
to
gestions
sug-
.202
time.
Some
enjoyable.
kind
living.
How
sensible
to
hints
make
and
your
ings
even-
suggestions
calling.
211
Schools
Business
Their
would
you
Evenings
Do
profitableand
of benefit
using it, if
Opportunity
vs.
success.
should
of
essentialityof having it, and
Two
or
change
a
of Failure
chapter
men
way.
the
base?
obtained
and
What
Causes
This
pertinent and
two
inadvisabilityof entering business
home.
of business
The
go into
may
you
These
risk.
discussion
unbiased
advisabilityand
The
when
P
for others
Away
or
fair and
work
to
150
.
sensibly discussed, with
disadvantages of each
Home
and
are,
undue
important questions fairlyand
and
yourselfor
for
stay where
to
for Others
or
the
select
preparation
the
for business.
commercial
college
What
best
they
suited
Needed
Preparation
school
for
education
Getting
terially
ma-
life's work.
your
225
unconventional
a
man
that
business
for
yourself
prepare
fair
should
which
facts,
A
future.
profitable
u
educational
of
better
to
you
for
you
advice
and
marry
contributes
well
as
How
matrimony.
determine
to
whether
the
to
of
profitable
The
of
out
conditions
you
may
will
A
life.
your
tribute
con-
most
tical
prac-
exist.
238
Health
is
Health
in
plain
everyday
talk
in
to
How
of
receipt
those
or
no
be
may
and
a
effort
or
to
it.
health
medical
phrases,
used
which
should
it.
keeping
and
or
which
accomplish.
How
advantage.
which
agency,
Inside
"
252
to
fees,
but
everybody,
to
themselves,
good
a
scientific
intelligible
about
men
and
claims
is
by
not
facts
institution,
other
position
to
be
to
asset.
Not
work.
and
terms
obtaining
fraudulent
apply
agency,
obtaining
in
registration
who
and
best
your
as
business-making
a
Agencies
they
illegitimate
so
boys
them
Employment
do
and
technical
English,
assist
materially
intention
cannot
you
couched
discussion
an
Nature's
health
Without
written
of
risk
which
chosen
have
they
as
The
and
cost
by
ways
you
rounding
riage
mar-
practical
Many
wife.
Some
woman
The
marry.
profit of business.
home-making.
the
upon
not
When
subject.
vital
good
a
yourself.
not
he
and
economy
and
test
or
based
chapter,
should
home-value
wife-selecting
on
this
upon
when
the
to
as
of
kind
What
profession.
or
Married
Some
points
fits
presentation
assist
should
business,
trade,
best
unbiased
and
216
Education
to
every
assists
do
avoid
by
maintained
obtaining
about
which
to
what
class
the
it
positions
the
the
for
of employment
employee
makes
in
little
Index
Ability
194
Opportunity
vs.
38
Advertising
in
Advertising
for
a
Position
Applying
by
Mail
Applying
in
Person
for
a
64
Position
....
for
a
91
Position
....
Home
167
Away
or
127
Positions
Better
38
252
Employment
Agencies,
At
Newspapers
the
Profession,
Business,
or
27
Trade
211
Schools
Business
of
Causes
179
Failure
........
135
Friends
Choosing
211
Colleges
Commercial
216
Education
.
.
.-
.
252
Agencies
Employment
What
Evenings,
Failure,
to
Friends,
Choosing
Friends,
Using
Getting
Married
135
143
Your
127
Position
Better
a
179
of
Causes
Getting
202
Do
225
238
Health
a
How
Write
to
104
Position
Holding
a
"Situation
Wanted"
tisement
Adver47
In
for Yourself
Business
.
.
Home
at
252
Offices
Intelligence
Living
150
for Others
Working
or
....
167
Away
or
117
Lost
Positions
Mail
Applications
64
225
Marrying
Education
Needed
Advertising
Newspapers,
Opportunity
of
Out
216
vs.
in
38
Ability
194
.
.
.
.
.
.
.
Position
a
117
189
Persistency
Application
Personal
for
Position
a
91
...
in the
Position, Advertising
Position, Applying
Mail
by
Newspapers
for
in
Person
for
38
a
64
a
.
Position, Applying
for
.
.
.
91
a
...
Position, Holding
104
a
Preparatory
Education
Profession,
Business,
216
Trade
or
27
Schools,
Business
211
Schools,
Commercial
211
"
"
Wanted
Situation
Advertisements
47
...
Starting in Business
To
Have
Who
Those
15
Lost
Their
Positions
117
.
Trade,
Business,
Your
Using
"
Profession
or
27
Friends
143
........
"
Want
How
Advertisements,
to
Write
47
.
What
to
Do
What
to
Do
Working
at
.
15
Evenings
Home
or
202
Away
167
.....
for
Working
Yourself
or
for
Others
150
.
Writing
a
"Situation
Wanted"
Advertisement
.
47
taatk
vaoxK
at
nut
urork
ijarii
grt
to
as
ns
mnrk.
tuork
^nu
uiljPtt
at
What
YOUNG
and
I
gladness
if
meet
me
hand,
my
a
assist
may
let
man,
Here's
Do
to
and
to
I
with
it
able
so,
together, close together.
If
to
that
you,
do
you,
face.
to
willingness
a
with
cooperate
be
face
you
to
your
betterment.
Let
do
get
us
you
I
good,
any
You
are
the
on
business,
of
with
schoolroom
the
through
from
the
this
graduated
from
had
take
not
are
little
Your
you
and
do
you
your
of
the
have
The
which
care
for
allotted
the
world
do
taken
is
little
of
been
the
to
your
of
do
have
the
was
assistance
been
method
to
take
given
high school
dressed,
and
with
past
or
are
future.
have
and
you,
you
have
you
the
the
but
you
financial
common
You
wet.
have
You
Heretofore
fed
with
life, whether
or
not
graduation
no
began
else, with
the
but
calls school, and
so.
care
of
part
through
are
school,
ending.
material
your
and
duty
You
your
of your
to
have
You
had
no
somebody
or
"
There
has
action
have
cold
life.
what
the
of
life of
the
life,
institution, which
prepared
town,
education.
out
up
parents,
of your
of
universal
of
earning.
part
school
and
to
threshold
livelihood
beginning
or
I shall
that
you
harm.
no
are
promise
I cannot
and
kept
directed,
of
unto
tion.
direcyour-
TO
HOW
16
self the technical
teacher,and
JOB
by your
decent boy or
knowledge presentedto
behave
to
A
GET
becomes
as
a
you
man.
young
You
your
are
now
life,
to
"
to
important step of
take the most
school
of your
out
come
home
and
;
yourself, to enter the great world
of commercial
competition and financial struggle.
You
are
going to begin to look out for yourself,
physically,
mentally, and financially, to lay the
like the one
foundation for the buildingof a home
ing
becomYou
are
or
a better one.
you have occupied,
yes,
of
out
even
"
"
"
a
and
man,
is
Responsibility
fall beneath
or
it.
The
"
What
or
"
I
am
must
come
win
or
when
to
taken
you
estate.
carry
of
care
it
no
be master
must
fail.
confronts
you
is,
"
going to do ?
do something, and
will have
you
will be
has
either
must
great question which
one
You
You
man's
assume
You
yours.
longer. The time
of yourself, to
"
must
you
profession. In
Trade, Business,or
facts which
do
that
thing
some-
trade, business,
subsequent chapter, entitled
Profession," I attempt to present
to
a
to
enter
some
assist you
in
choosing
the best specialroad
follow continuously;but
to
whether
it be a trade, a business,or a profession,
it
some
must
be
The
one
road
of them.
may
It
cannot
be all three of them.
follow is,all
continue upon.
thingsbeing:
equal,the way for you to
True, the
leaves occasionally
man
professional
his ranks to join
those of business,and succeeds sometimes.
A
few
business men
have forsaken trading and have
may
in a profession
out
won
; but the great
majorityof
successes
are
you
start
those who
to
choose
at
the
start
the best
TO
HOW
18
A
GET
JOB
I
"
or
pianist,
not
the
possess
learn
You
may
may
cultivate
ability,
you
talent.
violin,and
or
cannot,
circumstances
do
that you
musical
unless
voice; but
your
favorable
most
Now
play the piano
to
musical
inborn
be
it may
suggestion of true
vocalist.
a
have
you
an
the
under
even
and
you
the
with
most
careful
be more
than a mediocre playeror
training,
singer.
While the majorityof boys, like the majority of
men,
few
possess
indications
few
does
distinctive characteristics and
of unusual
live who
not
do
can
The
ordinary boy
storekeeperand as
or
man
show
capacity,the boy or man
two
things equallywell.
succeed
may
both
as
a
plumber, but it is certain that
he is either better fitted to keep a store
than he is
better
else he will make
to the plumbing trade, or
a
plumber than a storekeeper.
It is by no means
improbablethat you may desire
of
become
to
a
lawyer, for instance,because some
friends
your
have
true
because
It is
one.
you
direction.
did
This
the law
entered
be
choice, then, may
Your
a
a
a
is
have
feel inclined
not
a
are
reflected
possibleyou
not
or
to
about
one
chosen
go
and
not
the law
in any
valid,a sensible,or
to.
other
a
safe
reason.
here, and say it most
emphatically,
that you
should assure
yourselfof the permanency
of your
inclination and choice, and to do so
it is
for you to be reasonablycertain that what
necessary
think you want
do is what you
to
can
do, and
you
that it is not a mere
passingfancy. Otherwise,you
Let
may
me
say
take the
leap which
has
no
rebound.
TO
WHAT
DO
19
After you have thoroughlytested your inclination
and have proven
that your
choice is based upon
or
not
are
you
time
for you to
and it should be
strictest self-examination,
desire.
your
.
for you to discover whether
actuallyfitted to follow the line of
it is then
reason,
It is necessary
make
most
the
ough.
thor-
yourselfalone.
should consult with your friends, and particularly
with those who have discriminating
judgment.
with them, tell them all about yourself,ask
them that you
to advise you, and impressupon
It is not
You
Talk
them
welcome
the
Few
of
safe for you
freedom
utmost
us
seek
advice
to
and
trust
frankness.
in the
proper
spirit.
who
men
boys and young
have come
for advice, not more
than two
to me
per
of them have reallywanted
it. They came
to
cent
that I might confirm their own
me
opinions.
is a
When
ask for advice, what you want
you
edge
based upon
the opinion,judgment, or knowlreturn
of the person to whom
you have applied. You
of your own
should not court
a confirmation
opinion
adviser.
unless it is the honest judgment of your
Therefore, impress upon your friend that you want
his opinion,whether
his opinion,that you demand
it coincides with' yours; in fact,when
not
asking
or
for advice, it is well to give the person to whom
you
He
apply no insightinto what you think or want.
should be left in an unprejudicedand unbiased state.
In asking advice it is well for you to receive all
and the general. Specific
the specific
kinds of it,
Among
the hundreds
of
"
advice
too
is often biased.
far removed
service. The
from
General
conditions
combination
advice is sometimes
to
be of any
of the
two
ular
partic-
is valuable.
HOW
20
TO
JOB
A
GET
myself plain: By generaladvice, I mean
advice based upon
generalprindples.For instance,
advise
can
man
good business or professional
any
This advice, m
you generallyalong any direction.
be worth very little,
but, in combination
itself,
may
with specific
advice,it may have strong intrinsicvalue.
advice I refer to advice received from one
By specific
who
has experiencedconditions.
For instance, the
advice concerning
dry-goodsmerchant can give you specific
Let
make
me
his vocation.
You
which
should
you
learn
all you
thisinformation
into direct
come
You
follow.
to
propose
the
about
can
should
calling
not
ceive
re-
but should
by hearsayentirely,
with It.
contact
-business,
clothing
Visit the clothing
get alongsideof this trade.
stores, both wholesale and retail. Talk with clothing
Get Into the atmosphere
proprietorsand salesmen.
of the trade.
Begin to feel you are a part of it
before you definitely
decide to enter
it.
When
you have tested yourselfand have proven
If you
think you
to
want
enter
the
that your
inclination Is based upon
if your
reason,
opinionis backed by your friends and others competent
to
enter
to
judge
and
advise
the vocation
obtain
all the
which
success
then
safely
expecting
you have selected,
capacityis capable of
your
you,
you
may
givingyou.
If you
and
your
this way
cannot
convince
immediate
or
that way,
others besides
family that
you
are
then the chances
yourself
fitted to
are
go
that you
unadapted to the callingchosen.
If the majority of opinion is againstyou, it is
unto
yourself,to choose again,
your duty to return
are
WHAT
and
TO
21
of self-examination and
repeat the processes
to
DO
investigation.
I
After
way
have
you
reasonablycertain of the
become
follow, you should not run off the
choice,unless you receive unmistakable
should
you
of your
proof that what
road
believe
the
at
start
had
you
reason
every
righthas been shown to be the opposite
ity
by experienceand conditions. But in the majorof cases
an
study into conditions and
intelligent
into your capacityor ability
will start you in the right
for leaving
and there Is not often an excuse
direction,
the road upon which you began.
I have somethiil'g
to say here, something which
to
I consider
a
boy
was
of
to
be opvital consequence,
which may
posed
the flow of the popular current.
You, as
or
young
have
man,
taught to obey your
instilledthe impression
been
parents, and into you has been
that your parent'sviews are
I know
that I
wish
be misunderstood.
to
am
on
far from
not
delicate
ground, and
infallible.
I do
not
parent is,or should
often his advice is the
The
be, thfe boy's best friend,and
safest counsel of all. But
In this book
I ^m
ing
attempt-
give facts,and only facts,to tellthe truth as
and
the truth is, whether
not I offend custom
or
conventionality.
to
The
and
son
way
parent
he should
not
may
any
remained
and which
Is but
make
him
better, than
"
The
cannot
more,
,factthat he h^s
a
competent, or In any
would
have been had he
he
That
which
call sentiment,
we
I feel Is often but varnish
what
be
more
parentalrightsand
assume
He
man.
be less.
not
sonless.
a
he has often
has
no
deep, has
allowed
excuse
nified
mag-
the parent
for
to
undertaking.
HOW
22
In my
TO
GET
experienceI have found
A
JOB
that the love of the
parent for the child is often offset by a personalbias
or
prejudice. While the majority of parents desire
to
give their
of them
indeed
make
for
a
while many
it is extremelydifficult
great sacrifices,
whether he be a parent or not,
man,
sons
the best of advice, and
from
forget himself entirelyand to be removed
he
the bias and prejudiceof self-opinion.Because
the boy to go in a certain direction,because
wants
it will hurt his pride if the boy does not do so, he
the
often attempts to bring an unfair influence upon
boy and to start him in the wrong
way.
the
stubbornness
This self-gratification
and
on
for many
of the
part of the parent are responsible
failures which are dailyrecorded.
the parent
What
Is of no
unless it be In harmony
wants
consequence,
with the boy'scapacity.
The parent commits a crime againstthe boy and
againstcivilization when he attempts to push him
will,and againstthe
accordingto his,the parent's,
grain of the boy'sability.
No
boy can be forced Into doing anything more
than Indifferently
well. To force him, to coerce
him,
drive him againsthis capacity,
is simply Impristo
oning
the boy and making him work
in a lock-step
to
manner.
Many
mother
In
but never
In Christianity,
Ignorance,
forces her boy into the ministrywhen
he is
unfitted to become a clergyman,and If he takes up
that holy profession,he will injure himself, the
Church, and the community. It is not her Christianity
nor
It is her
a
her love of God
that makes
this mistake.
her self-will,
her
ignorance,her conceit,
or
WHAT
desire
have
to
TO
DO
23
tianity
family. True Chrisbut considers the
itself,
minister in the
a
takes littlethought of
welfare of others.
I do
of many
her
the belief
questionthe genuinenessof
not
Christian mother, which has resulted in
enteringthe ministry; but if he is unfitted
a
boy
for that
her irresponsibility,
calling,
although it may
in
from personalblame, is no less an error
free her
its result.
with
despisesthe professions,
without reason,
drives his boy into business,when
or
his boy has not a singlesuggestionof business capacity;
and this boy, adapted to the ministry,to the law,
other profession,
to medicine, or
to some
spends his
life behind the counter, when he might have been a
self-filling
lamp foi' the enlightenmentof the world.
Many
a
father who
Therefore, It is well for
you,
whether
you
be
a
allow yourself to be
not
to
boy or a young
man,
unduly influenced by any one person, whether that
be your father,your mother, your friend,or anybody
else.
woman,
by himself
alone. Is competent to make
duty to discover what you
t:he decision.
No
one
Or
man
or
herself
It is your
good for, and to use
own
judgment and the judgment, advice, and
your
help of every one competent to help and advise you.
The
majority of this advice furnishes evidence of
correctness, the minority is likelyto lead you In the
direction.
wrong
But
to
ability
it has
enter
been
upon
the old
said that the
boy who has the
particular
callingwill take up
some
that vocation, come
are
what
adage,
may.
that
This
"Water
claim
is based
finds its level."
TO
HOW
24
GET
A
JOB
will not find its level if
fact,water
this is simple. Pour
its flow is stopped. To prove
into a bent pipe,and it will find its level; but
water
will
plug up the pipe halfway down, and the water
the
the boy may
be confined.
meet
Theoretically,
is the
due him; but practically,
the reverse
success
sometimes.
capacity
case
Many a boy of enornious
As
of
matter
a
'
has been
switched off the line of his choice and
ability
and
h^s entered, through force of circumstances, a
callingfor which he has neither love nor proficiency.
Occurrences
of this kind are by no means
We
rare.
them everywhere,and the result is pitiful
to look
see
upon.,
If all your
chances
are
tendencies
you
are
will succeed
in
better
one
direction,the
by choosing that
ber,
callingthan by taking up anything else; but rememthat your inclinations alone,however
strong they
be, are not to be depended upon, and that what
may
be the
believe to be true may
not
sincerely
you may
truth. Something is needed
beyond inclination and
it
choice, and that something is ability. Without
make
cannot
you
more
than
an
indifferent
success
inclination and ability
Fortunately,
frequentlygo together.
When
are
ready for work, get at it,and
you
don't delay. Write out a listof the thingsyou would
like to do, putting that which you want
the
to do
second desire next, and
most
at the head, and
your
in any
so
on.
it from
direction.
Take
every
that what
out
you
in fact.
greatest desire first and
possiblestandpoint.You may
your
thought you
wanted
to
consider
discover
do is not
borne
HOW
26
the
ptofessions,
capacity
If
buy
to
have
you
standard
stick
the
wait
thing
preparation
But
"snaps"
to
can
trade
your
or
ness,
busi-
work
easy
rather
than
of
work.
does
There
Still, one
it
keep
appeals
values.-
busy
while
need
to
be
exist.
are
him
or
particular.
over-
Success
so-called
no
not
time,
of
Don't
not
of
in without
weighing
waiting.
take-
to
it be
plunge
to
wait,
you
necessary,
considerable
a
than
position
in business.
unless
if
proper
a
advise
I would
months,
wait
to
If
hard
upon
the
at
jump
he is obliged
it.
indeed,
Fortunate,
he
is better
Make
opening,
take
other
any
itself, unkss
presents
loaf.
An
depends
or
vocation,
your
without
don't
wait.
weeks,
right choice,
or
learn
discouraged,
be
to
which
It
the
make
first
is
several
advantage.
you
or
grocery,
it.
choosing
first
and
dry-goods,
the
into
the
decided,
to
delay
While
before
comparatively
makes
go
you
hardware,
have
you
and
to
whether
the
both.
do
it
choice,
or
possessing
men,
to
trade
in
not
are
business
sell, or
to
JOB
business.
When
you
who
men,
no
the
clothing,
A
GET
are
or
little difference
the
of
majority
The
in
TO
do.
In
the
probability of the
is he
harmony
highest
who
of
result.
wants
want
do
to
and
can
what
is the
Trade,
Business,
THERE
four
are
classes
lower
workman
muscles
more
wholly
under
minimum
to
It
is
in
a
hardly
to
themselves
the
has
anfi
of
great
a
give him
sideration
con-
is devoted
those
to
"
He
part
this, which
men,
of
the
second
like
miners,
both
use
of
and
the
who
to
propose
rise
to
above
This
upon.
and
he
a
interests.
for
class
of
manager,
of
part
can
worker
to
or
it
be
trusted
become
the
a
a
a
those
although
boss
a
is but
requires the
It
is In
even
of
trade-worker
at
and
brains,
direction
faculties.
which
rise
the
his
kind
may
their
the
of
workers
plumbers,
and
under
intellectual
the
"
hands
labor
mechanical,
included
are
carpenters,
are
The
of
class
their
them
manager.
labor,
like
work
his
anything,
a
while
and
hands
activity.
In
trade,
reads
worth
book
and
another.
than
more
common
does
who
and
seldom
is little
the
his
uses
of
direction
something
brainless
most
brain,
boys
make
who
than
who
rate
sepa-
First, the
comprises
one
his
distinct, and
livelihood-makers:
ambition,
commercially
ambitious
of
laborer,
the
of
machine.
primary,
class, which
or
Profession
or
or
tially
parcise
exer-
Is self-directed
depended
and
line
of
foreman,
proprietor
tion,
promoa
of
intendent,
super-
large
TO
HOW
28
A
GET
JOB
grade and kind of
phers,
business, clerks,salesmen, bookkeepers,stenograBroadly
and those in business for themselves.
considered,business consists of the making, buying,
and sellingof material goods, like flour,fabrics,or
The
third class
covers
every
"
shoes; and
and
the
upon
work
what
included
in this classificationare
all others
of
their
be
may
do
who
hands,
and
considered
as
not
yet
facturers
manu-
depend
do
upon
not
live
brain
exclusively
productions.
The
constitute the fourth class.
men
professional
his livingby
who
Is one
The
earns
professionalist
and
the distribution of his intellectual faculties,
not
by the practiceof hand-skill or the utilization of
trading capacity. The lawyer, the clergyman, the
editor,and the author are representative
professlonalists. The
physicianis no less a brain-user and
professionalist,
although he combines skill of hand
with Intellectual power.
While
a
occasionally
man
professional
in business,and
man
a
business
does well In
succeeds
a
sion,
profes-
generalrule may be established to the effect
is not likely
in more
than one
to succeed
th^ta man
a
direction.
Now,
The
which
shall it be?
of ordinarycapacity,
if he posboy or man
sesses
health
and
is
good
willingto work, can earn
his livingat any of the regulartrades or by follow-'
ing any of the staplelines of business. A trade, like
that of carpentering,or
of any
other
standard
mechanical work, offers the greater certainty.I am
of the fact that occasionally
unmindful
not
of
some
best hand-workers
find themselves out of a job ;
our
TRADE,
PROFESSION
OR
BUSINESS,
29
the
of depression,
but, notwithstandingthese seasons
mechanical trade,
who understands some
boy or man
and who is persistent
is reasonably sure
and faithful,
of a living. His income is small,but he enjoysthe
man,
If he be a good workminimum
of risk and worry.
he is not likelyto suffer for the necessities of
life.
Two
classes of
enteringa
boys
trade
:
or
men
consider
profitably
may
who
First,one
does
not
seem
and
abilityor intellectual activity,
has a reasonable
yet is willingto work, and who
of ambition.
rise matenot
rially
amount
True, he may
from the ranks, but he has a better chance of
in this direction than in any
meeting living success
other.
Secondly,he who is a mechanical expert, ^{lo
has the nicest control of his hands, and who
do
can
thingsbeyond the capacityof the majority. He, may
safelyenter any trade, and he is not likelyto remain
to
at
possess
the
business
bottom.
Sooner
or
later he
will become
a
foreman, or a superintendent,
or
perhaps a factor in
the business,or the owner
of it.
entitled "Needed
In another chapter,
Education,"
facts which
hope will be
In passing,
to those consideringa trade.
however, let me
emphasize stronglythe advantages,
if not
the absolute essentiality,
of a high technicalI attempt
of benefit
school
work.
to
present some
education, if
this
Without
but with
eventually,
better,and
A
he is
not
one
would
be
and
hand-worker.
the comforts
up
mechanical
reach
may
it his chances
good trade,then, offers a
workman,
take
traininghe
likelyto
I
are
very
the top
much
long on the way.
livingto the ordinary
of
so
life
to
the skilled
HOW
30
The
TO
foreman
average
dollars a
year,
and
far from
of them
some
number
high
as
maximum
should
runs,
does
sixteen
to
much
as
earn
as
are
superintendents
and the average
dollars,
Few
ited
lim-
A
hundred.
seventeen
ries
enjoy salahigh-class
superintendents
as
ten
dollars
thousand
offer
not
business.
The
year,
a
and the
that
so
much
trade,
in financial
of
amount
same
a
it
But
thousand.
twenty-five
exceed
understood
distinctly
does
thousand
a
of
may
be
JOB
receives about"
hundred dollars.
twenty-five
paid less than fifteen hundred
is not
A
GET
it
as
return
as
abilityapplied
largermoneyed
likelyto bring a much
result. Let it be borne in mind, however, that the
personalor livingexpenses of the mechanic are not
nearly so large as are those of the business man.
The mechanic's social position
and requirements
ate
operHe
is happy with less;
againstextravagance.
therefore,he does not need as much as seems
sary
necesto the business and professional
man.
Let us now
consider business: The
boy or man
to business
who
is
is best
fitted for business
is he
who
does
not
is not more
than ordinarily
professions,
skillful with his hands, and possesses a pronounced,
reasonable amount
a
of, trade
or, at least,
incline towards
the
I do
Instinct.
not
skillful hands
boy with
because
of that
amount
of
success.
mean
to
convey
cannot
the Idea that the
succeed
in business
proficiency.If with it he
he Is likely
business acumen,
to
But
I would
advise him
to
has
fair
a
become
take up
a
some
department of manufacturing,which, although it is
a
part of business,will give him opportunityto use
his mechanical ingenuity.
TRADE,
BUSINESS,
Success in business is
to buy
ability
of those
It is obvious
and
OR
PROFESSION
largelydependentupon
sell,and
to
upon
thingswhich have
that the boy or man
for music, who
31
to
the
the proper conduct
do with trading.
who
has
a
decided
book-student, who wants to
preach,who leans towards the law, medicine, or other
is more
likelyto be unfit,or
professionor specialty,
taste
is
a
partiallyincompetent,to do business.
The
boy enters business as a boy, receivinglittle
for his services,but probably more
than he is
pay
that
worth
it is necessary
to his employer. Unless
he support himself or do so partially,
ation
earlyremuneris of littleconsequence.
It is better to begin
with small wages
and large prospects than to take
chances with
While
reverse.
I would
of business
other
the
in
advise
can
enter
that of
preferenceto
clerical work, I
to
one
assure
him
the active side
bookkeeping or
that he is likely
level,provided he is ambitious and active.
Although clerical experiencemay be of value to him,j
I must
admit that this department of business offer^,
less than does the active side of It,because the clerical
into
worker, like the bookkeeper, does not come
with the aggressivenessand opportunities
of
contact
the inside world
of business.
meets
trading. He
There he does not have the same
opportunityas does
to
reach his
the salesman
is in
who
gets close
to
the customer,
and who
his value by the volume
positionto demonstrate
and qualityof his sales.
The strenuosity
of present business is far In
a
of what
and
excess
in the past. The
formation
of trusts
intercombinations, the concentration of business ests,
It was
the fierce and
almost
criminal forms
of compe-
TO
HOW
32
JOB
A
GET
ordinaryattainment
of capacity. It is
of even
the most
ambitious
men
far more
difficultfor one
to find his level to-day,and
which belongs to his
the measure
of success
to meet
than it was
more
or
twenty-five
ability,
years ago.
than
tition,
operate againstmore
On
the field of business
soldiers than
more
there
there
fewer
are
used
be.
to
officers and
standing
notwith-
But
which may be growthings,
ing
and ambition,
the boy or man
of ability
worse,
of a living,
who is willingto work, is reasonablysure
this condition of
and may obtain touch
Business offers more
a
trad?
or
a
are
limit
to
the
more
than that.
moneyed return than does
lionaire
milall of our
profession.Practically
business
amount
in
There
men.
which
to
appears
business will allow
be
one
no
to
accumulate, while conditions do
and professionnot
permit the earningsof workmen
alists to exceed a figureof reasonable size. If one
for money
than for any thing,
cares
more
else,business
is the place for the exercise of his powers.
If one
business is his vocation.
loves to buy and to sell,
To
business man
is prowho
out
ojfone
a
try to make
fessional
a
nd
has
for his choice,is
inclined,
reason
earn
or
otherwise
as
foolish
an
astronomer.
Some
as
to
boys
direction.
attempt
and
men
to
seem
make
to
a
tradesman
incline in
no
out
of
ular
partic-
ambition and are
They have some
reasonablyactive,but they don't know what they
do.
to
want
Apparently,they would be as willing
to do one
thing as another.
They should not consider
a
profession. The successful professionalist
who
has a definite choice, who
springs from one
knows that he wants
to do one
thing,and is equally
HOW
34
but he would
TO
able
be
not
A
GET
to
JOB
accomplishanythingin
profession.
Ninety-nineper cent of those who are fitted for
and
the professions
show unmistakable characteristics
They
inclinations before they are out of their teens.
than ordinary trade
do not present, as a rule,more
propensities.
good
Most
were
of our
successes
professional
have been close
not
scholars at school. They may
students or at the head of their classes,but they did
dislike study,and they made
not
duty of getting
a
a
the worth
class-rank. At
and
to
earlyage they began
an
"
case,
This, of
course,
that it is
true
in
higher
think,
to
ness,
is busi-
most
of
the
the top, but few have
than the middle round
a
districts. There
some
the
at
room
age
aver-
lawyer for
three music teachers for every pupil.
is an exaggeration,
although it must
and
admitted
so
"
and
that matter,
so
are
It has been said that there is
trades.
is
overcrowded,
professionsare
for
be
than
more
think for themselves.
The
every
held
of them
of it. Most
capacityto climb
of the ladder.
We
minorities. The man
not
majorities,
has no standing,and
of his profession
should consider
at
the bottom
has but littleto
eat, and
less
to
wear,
unless
body
some-
The professional
man
taking care of him.
of reputation
occupiesa position
representing the very
of attainment
and giving the maximum
superlative
is the greatest product of civilof satisfaction. He
ization.
and what ,he has done will be
His name
is
remembered
after the
and achievements of our
great captainsof industryhave been stricken out of
of high
biographiesand forgotten. The man
our
names
TRADE,
OR
BUSINESS,
PROFESSION
35
who
capacityand of strong intellectualactivity,
is willing
is even
to work, and who
willingto
more
but prowait, can
a
safelybecome
professlonalist,
vided
only that his inclinations point in that direction.
The man
of ordinaryintellectuality,
petent
who is in incom-
brain
of his inner
command
faculties,who
mental
is
than for
for mon.ey
conventional,who cares
more
the good he can do, who loves trade, had better consider
business and shun a professionas he would
the
to say that business does not
plague. I do not mean
offer opportunitiesfor the doing of good. Many of
of the men
who
our
greatest philanthropists,
many
have been the strongest pushers of progress,
have
been
business
and
have
men
never
practiced a
profession.
It is not a questionof what
to do, but
want
we
of what
we
and
We
of
do.
can
of
some
choose
must
Some
us
the
one
business
is
man
us
fitted for business,
are
adapted to
are
capacity. We
our
of
which
the limits
is within
both.
be
cannot
profession.
a
The
good
do far
far greater success
and can
could the poor professlonalist.
a
good than
Financiallythe professionsgive much less than
in business, man
does business. Men
for man,
ceive,
re-
more
on
an
three times
average,
The
professions.
do those in the
is less than
man
professional
a
faithful
dollars
do
not
and
year,
a
obliged to
make
are
thousands
clergymen,teachers,and
ists,who
to
There
year.
take
both
up
ends
earn
as
income
meet.
or
of the
as
age
aver-
lars
dol-
of
God-fearingand
other professlonala
who, if they have
farming
money
fifteen hundred
than
more
much
some
few
hundred
families,are
other vocation
HOW
36
The
TO
JOB
A
GET
is in business for
man
professional
hiniself,
put it that way, and his income is very likely
can
he stops, while the business man
stop when
sence
perfectand organize his work that extended ab-
if I may
to
so
will
Business, to
it.
interfere with
not
some
of the professional
while the work
extent, is cojnposite,
succeed in business,
is individual.
One
may
in the trade he represents,
and yet be almost unknown
he
but
succeed
cannot
is publicproperty
individuality
enter
may
of
degree
trade
a
safety,but
fatal mistake
a
professionwithout
for
necessary
I
an
choose
how
to
trade
a
some
farm ?
he
To
farmer.
is able
is
I
I advise the farmer's
would,
and
"
not
to
employ
of
that
above
farmer?
Not
freelyas
as
likelyto obtain
not
received
it deserves.
earth.
The
He
one
from
per cent
farmer
is the
to
stick
the
tO'
one
cityboy
to
become
a
I would
to
country brother; but I want
the farm would
give him
is
boy
I say this most
emphatically,
that the farm is not the place
until he has proven
Would I advise the
for him.
on
business.
labor.
Would
has
or
a
professionalism.Unless
common
he
chooses
adaptability
the
the
classify
assistance,a part of his work
"
if he
makes
more
a
trade, and he is also in business,
of his work, if he be an
expert, borders
extent, he is in
upon
make
not
and
ability
reasonable
a
in this direction.
hardly know
while
he
He
extent.
some
with
could
one
the
success
in doubt
When
he
the
than
to
business
or
his
professionsunless
in the
suggest it to his
say to him that perhaps
in the end than
more
citybusiness.
The
of the consideration
is the
man
most
who
farm
that
independentman
does
not
come
TRADE,
BUSINESS,
OR
in direct
competitionwith
although he
capital,
of
to
extent.
some
than
any
other
He
PROFESSION
the trusts
may
of his castle more
True, the
Is.
and
concentration
be affected by them
Is the master
man
37:
average
farm
than a moderate
Income, but
give more
Is willing
of strength and
ambition, who
man
any
to
work, and who
a
owns
fairly fertile farm, can
make
a
living,and that Is about all any of us do In
the cityor out of it.
The
farmer, if he be at all proficient,
can
get
of a dollar than anybody else can.
His
out
more
small, and, therefore, he does not need
are
expenses
refuses
a
to
large income.
A
dollar
on
the farm
five dollars in the city. Because
are
unsuccessful.Is not
It Is
the
against the farmer.
same
give to
would
out
an
many
may
of
our
be worth
farmers
againstfarming.
farmers
would give
argument
If
our
farming as our business men
the conduct
of business, farming, as it runs,
offer them
double what
they are now
getting
attention
to
of it.
of
advising the boy of great Intellect,
unusual mechanical
skill,or of remarkable
trading
take up farming, whether or not
he He
to
qualities,
farmer's
a
boy; but I say that the average
boy is
look forward
better off on
farm, and can
to
a
a
comfortable
future, than can thie
brighterand more
I
not
am
come
boy of ordinary capacitywho goes to the cityto bebut a singlepinion of the great wheel of the
which grinds
great mill of great business,a machine
hundred failures to a singlesuccess.
out
a
\
This subject is treated further in the chapteri
entitled
Working for Yourself."
"
Advertising
in
for
is
IT
in North
men
hundred
the
in
far
annual
million
dispute
is obvious
an
the
adequate
a
vast
larger
than
he
for
may
expenditure
was
a
gate
aggre-
exceeds
his
be
of
quarter
is
to-day
of
a
put
that
to
century
ceive,
re-
Therefore,
advertising
increasing.
is
out
No
so.
expects
or
outlay.
made
be
do
to
have
not
to
profitable
receives,
return
statement
it
world
continue
profitable proposition.
The
volume
of advertising
advertising
the
would
sum
not
not
were
except
axiomatic
this
would
and
basis
inclined
not
that
the
sible,
impos-
are
dollars.
that
if it
year,
advertises
one
is
million
expended,
every
of
advertising output
four
reliable
am
claims
who
total
the
than
less
no
I
However,
statistician
thousand
It
be
is
books,
brings
figures
to
appears
them.
the
World
dollars.
including
of
not
to
regular
of
matter,
This
two
advertising
for
exclusive
amount.
there
annual
been
printed
advertising expenditure
computing
two
like
a
because
to
of
cost
than
periodicals
circulars, but
from
hundred
for
the
business
more
year
a
other
the
that
expend
dollars
and
and
catalogues
not
million
Probably
estimated
America
newspapers
issue.
Position
a
conservatively
papers
News-
the
several
ago.
The
times
Where
ADVERTISING
IN
NEWSPAPERS
39
dred
fiftyyears ago, one hunarticles are
announced
to-day. Advertisingis
and comparatively
recognized as necessary to business-doing,
of business, whether
few men
they be
manufacturers, wholesalers, or retailers,
willing
are
form
to take the risk of doing business without some
of publicity.Many of them expend several hundred
thousand
dollars a year in newspaper
and magazine
advertising.
I have always claimed that the man
who cannot
utilize advertising
in his business has no business to
be in business,and generallyisn't.
one
article
If
was
it pays
advertised
the
makers
and
sellers of
material
that
goods to advertise,is it not logicalto assume
will be equallyprofitable
to the positionadvertising
seeker?
Is he not, commercially speaking, for sale?
his ability
and experienceand
Certainlyhe is offering
is asking somebody to buy them.
He
and what he
stands for, or, rather, what
he knows
and can
do,
marketable
are
commodities; and being such, there
would
appear
to
be
no
sensible
or
economic
reason
advertised.
why they may not be profitably
distinct values: a general
Advertising has two
and a specific
worth.
The
value consists of
specific
the trade which comes
ment
directlyfrom the announce; the general value is representedby the appearance
the part of the advertiser.
We
of enterprise
on
wish to trade at a live store, where thingsare up-toThe
man
date, and where enterpriseis apparent.
advertises presents by doing so
who
prima-facie
evidence of his progression.This same
principle,
this displayof enterprise, would
to apply to
seem
effort to obtain a position.
strenuous
"
"
HOW
40
Nobody
want
wants
be
to
TO
unwilling to
position.
to
JOB
A
GET
engage
any
does
who
one
does
not
make, or is
not
hired, and who
make, a vigorous effort to obtain a
who^ shows
boy or man
ments
when
enterprise
seekinga positionpossesses the elewhich is recof progression, a proficiency
ognized
by the employer as having a market value.
^
It is evident
that
the
"
It is obvious
effort
to
or
ability
do
make
not
a
strong
a
the desire
of their
is
who
in
to help themselves
or
position,
direction,are not likelyto possess the
obtain
other
any
that those
to
employers.
not
likelyto
exert
He
who
be
able
themselves
cannot
to
do
in the interest
self
by himwell by anybody
do well
else.
of its businessAdvertising Itself,Irrespective
is a recognizedmark
of enterprise.
bringingquality,
It stands for progression.Therefore, advertising
for
is evidence that the seeker is helpinghimself,
a position
that he possesses
and
an
enlarged degree of
and energy.
enterprise
tise
Good-for-nothingand lazy people seldom advermake
or
strong effort either to obtain positions,
do anything for others.
to benefit themselves,'
to
or
They are likelyto wait for something to turn up.
in to
They do not realize that the ship never
comes
the loafer on the dock.
The
employer knows this,
and, therefore,has little respect for, or desire to
who, by not being willingto help himself,
one,
engage,
shows unmistakable
proof that he is not likely
to be of use
to anybody else.
carries what is known
Practically
every newspaper
,
"
as
classified want
advertisements."
These
adver-
HOW
42
for the
room
is often
JOB
A
GET
This
matter.
descriptive
costs
but
TO
worth
does
than
more
the
"
a
difference.
of
sort
regular
nouncement
an-
want,
be
It may
"
the
wants,
seen
is
do not read
who
by business men
more
impressive,and it shows a higher degree of
enterprise.It should be in two distinct parts: first,
the heading,which should be set in large type, in
one
or
more
lines,and occupy one-half to two-thirds
giving
of the space ; secondly,
the descriptive
matter,
the outline of one's abilityand
experience. The
need
be in type larger than Agate.
not
description
is no
There
objectionto running an advertisement
in both the
and
want
vided
display columns, pro"
you
can
afford
"
"
"
do
to
so.
ment,
presentingthis form of advertiseforms of regular want
ments,
announceand many
in the next
chapter.
appear
is likelyto reveal
A
wants
study of the
and almost complete convenunmistakable similarity
of them
differ only in the kind of
Most
tlonstlity.
positiondesired. There is little about them which
in favor of
will assist the reader in discriminating
one
applicant. They show neither originality
any
an
ployer
emnor
individuality.For this reason, many
selects two or three at random, and disregards
Illustrations
"
"
"
"
the balance.
It would
that
seem
advertisement
an
usual
form, something with
shows
is much
individuality,
of result than
which
is similar
is
one
those
life in
more
of the
out
which
it, one
likelyto
be
of the conventional
which
ductive
pro-
sort,
precede and follow
it. The employer,unless he is engaging some
manual
of the employee;
laborer,considers the individuality
to
'
ADVERTISING
IN
NEWSPAPERS
43-
personalityrepresents a proportionof
the qualifications.
the applicant
Therefore, the more
while
provided it is of a worthpresents his individuality,
quality,the greater likelihood there is of his
sellinghimself to advantage; that is,of obtaininga
suitable position.
But the presentationof originality
uality
and individis not dependent necessarily
the length
upon
of the advertisement.
Life,strength,and personality
in fact, this
be shown
can
however,
in
short
too
in favor
not
seeker
words.
The
good; but
the
number
and
While
state
tell it all in
to
am
five
or
essary
nec-
50
properlyrepresent
words, well and
50 words, and to
10
use
story properly, than
represent the case
I would
recommend
not
not
all that is
it takes
should
advertisement
can
advise,
not
is essential that the
say, whether
It is better
present
because
to
I would
advertisement, although I
It
long ones.
positionshould
him
If he
him.
an
of
for the
for
few words.
a
to
have
a
lesser
effectively.
over-originality,
advertisement
freaky,humorous, or smart
is to be condemned, I am
decidedly in favor of the
different from those
which is sensibly
announcement
which usuallyoccur
in the newspapers.
a
If you
cannot
some
be
prepare
an
friend
may
be
Do
not,
allow
careful.
advertisement
for yourself,
willingto help you.
the
advertisement
But
to
be
Is unable
better than you are, because if your alallity
back up the qualityof your
to
advertisement,you
The successful adverbe the loser In the end.
tisement
may
is
one
which
neither over-estimates
Let
us
suppose,
properlyrepresents
you,
which
under-values your capacity.
for example,that a dull,good-fornor
U
HOW
nothing boy
has
for him.
a
TO
a
This may
JOB
advertisementprepared
assist him in quicklyobtaining
brilliant
it will be
but
position,
A
GET
like
a
boomerang
in Its
good. On the
getic,
be bright and enerother hand, a y6ung man
may
to write
and yet he may
be lackingthe ability
advertisement or to properly
an
present himself upon
in employing outside help,
He
is justified
paper.
because, althoughthe advertisement written for him
effect.
may
It will do
be
a
more
harm
than
than he could prepare. It Is not
the
he is; for he has the ability
to back
better
better than
one
I would suggest that
qualityof his announcement.
more
or
wants," then write one
study the
you
advertisements
for yourself. Attempt to get into
each a touch of originality
and a straight-from-the
shoulder appeal.
If you have had no experience,
say so franklyin
tell
If you have had experience,
ydur advertisement.
what it is. Do not state you have had five years'
experiencein a wholesale store without giving the
kind of business.
Be specific.
Do
not
use
general
able
consideror
years'experience,"
terms, like
many
definite in what you
experience."Be absolutely
"
"
"
Tell what you have done and what you want
to do In the fewest words.
Do
not
say any more,
and never
business man,
in looking
say less. The
say.
the
will give preferenceto the
advertisements,
applicantwhose experience
appealsto him.
Tell the truth about yourself,
even
though It may
be againstyou.
You will gain nothing by misrepresentation.
over
Upon
"want"
thereafter
I recommend
generalprinciples
that the
thrie times, and as
times
appear
many
as
necessary.
ADVERTISING
Do
not
Change
IN
the
run
the
NEWSPAPERS
45
of the
uous
contin-
The
wording of it each time.
appearance
twice.
advertisement
same
advertisement
same
may
be
business man,
prejudicialto your interests. The
rightlyor wrongly, may gain the impressionfrom
the continuance
have
found
of the
same
it difficultto
advertisement
that you
placeyourself. Obtaining
and
and serious proposition,
positionis both a hard
the best boys and men
have considerable trouble
even
in placing themselves properly. The
business man
a
should
do
take
this into consideration,but
Therefore,
so.
advertisement
no
may
he may
not'
of the wording of the
change
it
be beneficial;
certainly
a
can
do
harm.
preferto give their correct name
applicants
and address.
Others refer to post-office
boxes or use
fictitiousinitials. In many
the replies
cases
go to the
and are
called for by the applicant. I
newspaper
favor
fictitious Initials In
the post-office
box
and
tom
Cusand addresses.
preferenceto giving real names
has made
this acceptableto business men.
A
Is confidential,
advertisement
to
want
an
extent,
be considered so.
The employer
at least,and should
the advertisement
will answer
as
quickly if a postoffice box address Is given as he will if the advertisement
contains the true address of the applicant.
Some
"
"
If you
run
your
advertisement
suggest that you
use
for the
Initials,
reasons
regarding the
When
a
than
more
different address,
which
or
once,
I
different
I have
justgiven you
of changing the advertisement.
desirability
the advertisement
"Situations
Wanted
"
appears
Male,"
under
or
the heading
"Situations
TO
HOW
46
Wanted
be
objection
no
the
order
It is much
"young
as
is of
look
our
and
Abbreviations
"
"
clear
are
and
however,
is wasted;
is
permissible,
objectionable.
enable
will
and
takes
three
"
20
years
expressions
This
take
of
mean
subject
for
save
of
the
here
word
a
For
expense*
to
"
20
say
requires
little
money
keeper
book-
experienced
"
words
the
exp."
much
so
they
When
double-entry
analysis
reduce
age
for
a
pay
chances.
undue
"
"
but
to
you
consequently
but
and
words,
careful
A
it is
is better,
It
misconstrued.
bookkeeper
e.
provided
space,
save
your
to
us
classified
the
in
unintelligible, just
is
"d.
out
than
them,
abbreviation
an
be
spell
to
for
more
to
cannot
used
be
advertisements
want
of
Most
foolish.
but
may
age,
misrepresent
to
attempt
any
than
one's
give
to
employer.
the
to
man
young
say
is well
It
only unprofitable,
not
to
taste
interest
age,
"
"
better
gentleman."
age
of
expense
reader.
the
of
part
in
so,
the
except
so,
to
seem
desirable
be
it may
Occasionally
the
on
misunderstanding
avoid
to
word.
extra
do
to
doing
to
would
there
the
give
to
necessary
applicant, although
the
of
sex
it is not
Female,"
"
JOB
A
GET
years
four
ment
advertiseand
there,
instance,
old,"
words.
while
Both
same.
is continued
in the
next
is
chapter.
it
How
Write
to
Wanted"
Advertisement
advertising, whether
ALL
"
wanted
-of
result,
the
is
of
used
that
done
"
in the
what
of
yourself
the
the
and
what
that
they
character
or
the
that
quantity of
people
whom
to
"
wanted
about
are
you
do
on
advertising
Do
are
of
not
used
profit,
for
is
to
that
place
say,
do.
to
constantly In
what
tion
inserself
your-
realize
Impress
marketable
the
upon
your
know
you
commodities,
they
are
to
be
sented
pre-
successfully for the profitable
flour, soap,
allow
other
any
much
columns,
fact, that
sale, and
lines
of
advertisement
your
attitude; that
can
you
like
all.
at
any
fundamental
along the
commodity.
to
it, however,
of
course,
productive
essentialityof keeping
one
are
of
it reaches
not
situation
proper
purpose
mind
is
preparing
in the
some
compensatory
advertisement,
produce
Before
bring
to
quality and
proper
written
work,
not
may
announcement
quality
the
situation
is addressed.
poorly
badly
be
assuming,
is, that
advertisement
likely
not
"
the
regular
is
upon
the
has
of
profitableness
advertisement,
A
and
The
largely dependent
circulation;
the
or
it may
though
expenditure.
medium
the
sort
commodity,
a
even
the
"Situation
a
or
other
yourself
to
commercial
depart
from
TO
HOW
48
JOB
A
GET
is pure and siniple
situation-getting
salesmanship, a part of actual business-doing.
a
realization that
"
There
is
no,
attached
sentiment
to
it.
You,
the
applicant,are for sale, and you are looking for a
purchaser. Your advertisement, therefore,should be
should
of your ability.You
a
presentation
proper
describe yourselfin about the same
as
you would
way
in
a
regularcommodity. Looking upon this matter
and bringingsentiment to bear upon
any other light,
and unbusinesslike.
it,is foolish,unprofitable,
advertisement
In preparing your
keep in mind
the fact that you
to see and absorb
your
him.
case
should
State your
understand
what
you
make
it easy
for the reader
Don't
announcement.
confuse
plainlythat he not only will
are
drivingat, what you are
so
good for, and what you want, but that he may be
prepossessedin your favor.
Before writingyour advertisement
make
care*
a
ful study of the
situation wanted
columns.
Select
the advertisements
which
appeal to you, clipthem,
and carefully
With
these advertisements
analyze them.
before you, or better,with the "policy" of
them in your mind, you are
in a positionto produce
an
acceptableannouncement.
Write
advertisement; lay it aside and write
an
another; then try another, and several, perhaps;
select the one
which
you think the best of the lot;
the others.
study carefully
Naturallyyou may find
certain points which you
did not
in the one
cover
in your best advertisement
you have chosen. Try to combine
the good points of the others.
Use your
best advertisement for a basis,and improve
it
upon
if you can.
After it is acceptableto you, write it
"
"
TO
HOW
50
A
GET
JOB
"
accompanying forms of advertisements are
and unprofitable
presentedas examples of both profitable
styles.It is obvious that it is as necessary to
to present
discuss the wrong
kind of advertising
as
the rightkind.
While the specimen advertisements
apply to specific
of them
are
adaptableto other
wants," most
The
"
lines of
trade.
To
save
addresses
space,
are
not
given.
POSITION
"
large contracting
man
by capable
with
house
been
in
six
It is better
The
with
years
charge,
expert
to
iron
the kind
advertisement
facturing
manu-
36, has
three
last
concern,
accountant,
state
or
of
ences.
refer-
highest
of
positionwanted.
confusing,because
is somewhat
the
applicantdoes not say whether or not he wants
accountant's
be construed
an
position. It may
to
read that he would
accept a positionas manager,
It is better to begin
foreman.
or
superintendent,
the advertisement with
Expert accountant," Ironmill manager," or
Mill superintendent."
"
"
"
SITUATION
assist
wanted
chef,
can
do
by
temperate
to
man
order-cooking,
quick
and
willing.
This
headed
were
As
advertisement
some
there
"
Kitchen
cooks
would
would
and
appear
"temperate man,"
be
"
man
to
but
be
"
or
kitchen
men
no
I would
unless it be necessary
to
more
use
effectiveif it
Chef's
assistant."
intemperate,
objectionto saying
are
avoid
them.
such
sions
expres-
WRITING
ADVERTISEMENTS
51
FURNITURE
SALESMAN,
age
young
man,
the
in
thorough
experience
years
furnish
firstbusiness, can
house-furnishing
class
for
references, will be open
position
30, eight
Jan.
"
1.
thoroughlygood advertisement. It reflectsthe
character and enterpriseof the applicant. He
gets
rock-bottom."
It would
have been
right down to
A
"
better
had
he
the
because
"
salesman
the
advertisement
and
DRUG
omitted
Is
age
CLERK
examination,
worker,
is
"
man,"
young
"
headed
Furniture
given.
wants
15
years
best
good
words
position, registered by
experience,
reliable,
references.
There
is
fairlywell-written advertisement.
necessityof saying registered
no
by examination;
the term
registered is sufficient. An expression
The fact that
like
wants
position is unnecessary.
A
"
"
"
"
"
the
"
Is in
advertisement
the
"
Situations
Wanted
"
question the advisabilityof
reliable
If
and
using the words
good worker."
is neither of these,he is not likely
to advertise
a man
column
is
enough.
I
"
it.
references will show
The
DRAFTSMAN,
plant
This
the
"
long
and
power
advertisement
"
or
should
show.
machine
sign,
de-
experience,
layout;
references.
is concise,and
yet it
groupd.
AMERICAN,
26, ambitious,
large
desires
five
years
responsible
corp.,
satisfaction
Including
guaranteed.
references;
try interview.
keeper,
book-
tion;
posiacter,
char-
covers
TO
HOW
52
JOB
A
GET
written
be
advertisement
I suggest that the
as
keeping
Bookkeeper, 26 years old, five years'bookexperiencewith large woolen corporation.
and reliability."
prove reputationfor character
follows:
Can
"
machinist,
position in city.
ELECTRICIAN
and
steady
wants
well
be
old,
years
represents qualityand brevity.
This advertisement
It would
20
of
number
the
add
to
years
of
experience.
WANTED
by young
office, outside
estate
cash
in, good
the newspaper
to begin the advertisement
be
"
wanted
will work
high
is understood.
inside
with
some
This
advertisement
"
out;
or
20
In Real
years
would
Office,
old; cash bond,
Estate
references."
SALESMAN
young
or
In
what
real
it,it is well
other word, as
insists upon
efFective if it read:
more
in
references,
bond.
Unless
"
position
man,
or
bright,
"
like
would
man
energetic,
position as
capable
salesman
manager.
as
advertising
line of trade
salesman
you
are
it is well
to
state
in
experienced,because, as
rule,the employer prefersone who is familiar with
his business. It is generallyadvisable to give one's
age, and also length of experience.
a
ENGINEER
wants
highest
class
license.
position, eight
holds
references,
years
perience,
ex-
second-
ADVERTISEMENTS
WRITING
53
tion
informagood advertisement,but a littlemore
might be given. For instance,it might be well
ers,"
to outline one's experience,
as
eightyears on coastor
eightyears in factory." It is advisable to
land or
tell whether
one's experiencehas been on
Wants
water.
position may be omitted.
A
"
"
"
"
STENOGRAPHER,
graduate;
machines;
shoe
A
writes
150
well-written
of
retail
28
not
one
on
experience
*'
"
W.
W.
with
years
wanted
on
For
seven
above
nouncement.
an-
ger
mana-
years
better
W.
Machine
"
W.
machine;
transposed to read:
Operator; six years on shirts."
like this is
sure
right to the point,shows
criticism.
years
it be
BOY,
advertisement
six
shirts.
of
Era
graduate
to learn
School, 17 years
old, wants
no
salary
object to start, lives with
It is
sale
whole-
$20.
still there, wants
old, married.
years
suggest
OFFICE
An
two
right down to business; he does
opportunityto misunderstand him.
OPERATOR
would
minute;
gets
man
give any
I
a
thoroughly businesslike
and
grocery,
opportunity,
This
three
MAN!aGER.
STORE
,
words
salary
C
and
,
lawyer;
house;
school
old; high
years
B
A
with
years
25
operates
Business
business,
parents.
to
attract
energy,
tion.
atten-
and
is
TO
HOW
54
OFFICE
BOY.
Want
up,
years
old, high, school
OFFICE
will
do
start
of
high
work,
school, 15
of
grammar
the
of
with
parents.
of
foregoing forms
recommended
who
those
to
about
are
for
10
knows
years,
Western
shoes
sold
Successfully
Western
I suggest that the advertisement
Shoe salesman, lo years success
to
on
trade.
read
as
follows
:
road, knows
on
trade."
SALESMAN.
done
have
it
highest
references,
I
I
trade
$1,500,
"
headed
Hardware
CLOTHING
manager,
myself;
cheap until
a
be well
to
man
for
say that
hardware,
road
for
married,
because
16
years,
salary
pected
ex-
worker.
a
would
be
improved if it were
salesman."
Understand
six
experience,
for making
discharged
do
won't
it again,
will
seven
of
When
the
on
SALESMAN.
business,
store
sell
can
This advertisement
mean
advertisements
in business.
road
may
17
end,
that
to
work
business,
learn
to
want
kind
any
SAliESMAN.
"
afraid
out
I
old, live
of
be
not
BOY.
years
to
and
bottom
at
start
business
old.
years
Any
JOB
18
preferred,
references.
graduate,
wholesale
BOY,
references, just
are
to
work
OFFICE
A
GET
years
I prove
has
my
been
retail
years
a
fool
work
reformation.
dischargedfor cause, it
him to frankly admit it. I don't
it is advisable to parade one's weak-
WRITING
nesses
or
has
one
ADVERTISEMENTS
55
but when
to failure,
givespecial
publicity
made
a fool of himself, has injuredhis reputation,
to
method
there appears
to be no
secret
reformation, it may be good judgment to admit
and
and
error,
reader's
"
To
do
to
attention
Those
where
in
so
is
Who
(The
manly, clean-cut way.
called to the chapter entitled
Have
Lost
point
particular
length.)
Their
is discussed
Head-bookkeeper,
which
s}iipping house
with
years
out
of business.
the
is
Positions,"
at
able
consider-
eight
going
seekinga positionbecause his present
there is any good
positionis not satisfactory,
or
for a change,it is well to give that reason
in
When
reason
the
a
this
BOOKKEEPER.
of
is
one
advertisement.
with
The
is
going out of
for a change.
reason
ANY
man,
where
An
KIND
as
of
porter,
strength
advertisement
a
fact that the firm
business
furnishes
job wanted
and
by
an
like the
or
is
excellent
all-around
anything
willingness
count;
teamster,
an
one
else,
ences.
refer-
ommended
foregoingis to be rechave no particular
to those who
specialty
and who are willingto take up with almost anything
whereby they can earn an honest living. If one does
know
not
some
one
thingbetter than another, it may
be advisable for him to advertise in a general way,
he may
advertise for a porter'spositionone
or
day,
for a teamster's positionthe next, and so on.
TO
HOW
56
A
desires
GENTLEMAN
clerk
cashier
or
Unless there is
the
as
integrity
in
teller
years
many
eral
gen-
would
a
bank.
Boston
advise
position
a
where
For
appreciated.
be
JOB
A
GET
material
some
advertiser
of years.
the number
state
to
I would
objection,
gentleman." I
of the expression
questionsomewhat the advisability
It is
like
where integrity
would be appreciated."
or
is appreciated,
generallyunderstood that integrity
At any rate, there
it is popularlysupposed to be.
this point.
is no need of dwellingupon
Better
the
avoid
the
of
use
"
term
"
GERMAN
business
learn
to
at
start
with
bottom,
if prospects
German,
of
hard
secondary
experience,
business
some
English,
afraid
salary
good,
are
firm, willing
reliable
a
not
French
and
to
wishes
GRADUATE
COLLEGE
work
sideration,
con-
speaks
fluently,
references.
strong
is
There
thoroughly good advertisement.
completenessabout it which is highly commendable.
all the information required.
It givespractically
A
PROTESTANT
as
YOUNG
stenographer
fair
can
It is
MAN
and
in
penman
desires
advisable
to
tion
posi-
typewriter,
rienced,
expelong-handwriting,
Jones
operate
Blank,
Johns, and
permanent
position desired.
not
a
chines,
ma-
advertise one's
religious
unless the advertisement
in a
predelictions
appears
denominational
A littleeditingof the above
paper.
would shorten it and lessen expense.
For instance,
Experienced stenographerand typewhy not say:
"
JOB
A
GET
TO
HOW
58
for similar positions,
although I favor an
advertising
applicant.I rather
advertisement announcing but one
objectto the expression, Wish positionwhere push,
"
"
Can
Better say,
and steadiness count."
superiority,
and steadiness by high-class
push, superiority,
prove
references."
YOUNG
MAN
shipping
or
five
years
perience,
ex-
references.
good
brief and
stock
experience.
years
double-entry,
BOOKKEEPER,
Two
four
department,
in
position
wants
good
might
advertisements.
Both
are
be well, however, for the
point. It
applicantsto state where they have had their experience,
and they should give their ages.
to
the
EXPERIENCED
with
STENOGRAPHER
like
would
position
experience
confidential
ciation,
assoability,
trustworthiness
and
appreciated.
are
of
years
where
executive
The
foregoing advertisement is not sufficiently
specific.It would give the idea that the applicant
Years
was
old, probably too aged to be desirable.
of experience is too indefinite. It would be much
better to say
lo
over
years" or
over
15 years."
write something as
fallow's:
not
Why
Expert
Stenographer can
minute,
a
guarantee
150 words
ID
years' experiencein bank, salary $25 a week.
Can prove trustworthiness and executive ability."
"
"
"
"
"
EVENING
will
do
employer
WORK,
copying
will
vouch
25
or
years
old, married;
bookkeeping.
for
me.
Present
WRITING
In
advertisement
an
give as many
lookingfor
to
one
ADVERTISEMENTS
were
59
of this kind
it is
not
it would
as
particulars
his
to occupy
a position
sary
neces-
if
be
entire
time.
COLLEGE]
GRADUATE
change
for
in
ability.
and
The
desires
satisfactory
proof-reading.
Salary, |30 a
business
references
of
hot
high
order.
much
job; understands
heaters;
water
Professional
to
commend
the essential forms
It appears
to combine
and profession.
wants
literary
some
week.
foregoingexample has
JANITOR
enced
Experi-
reasons.
lias
make
to
a
of business
steam
coal-saver,
can
it.
and
prove
proficiency.
The
is
is
foregoingannouncement
likelyto attract attention.
15
34, married,
in high-class
stables, out
of
failure
of employer,
COACHMAN,
because
SHOE
FACTORY
years
old,
failed, has
men,
will
position
A
afford
20
to
advisable.
years
in
wait,
successfully
accept other
high salary.
a
a
best
ences.
refer-
40
position,
one
managed
businesslike
rience
expe-
position
SUPERINTENDENT.
not
at
years
of
point and
excellent form.
foregoing is an
The
the
to
announcement.
show
of
than
firm
1,000
responsible
over
Where
one
can
independence is often
TO
HOW
60
PRIVATE
A
GET
SECRETARY.
JOB
10
For
years
fidential,
con-
of
to
right-hand
president
man
30 years
Blank
bank
old;
Bank;
liquidated;
officials.
25
bank
refer
to
can
married;
stands
good advertisement,and one which
something. It is likelyto bring results.
A
I WANT
TO
don't
school
ADVERTISING
graduate
Commercial
College,
business
object
WHO
the
can't
got
to
A
afford
to
go
to
less
I
15
am
at
vertising
ad-
salary
no
go
support
than
can
$6
a
oleJ,
years
school;
wholesale
prefer
would
to
but
experience,
up,
continue
work;
business,
line; have
for
bottom
BOY?
but
work
the
learn
to
want
from
start.
WANTS
and
School
High
Blank
years
old,
years
and
Blank
19
BUSINESS,
of
at
start, 18
at
salary
graduate.
business,
old,
dry-goods
the
for
care
high
LEARN
for
into
have
ing
cloth-
other
sale
whole-
and
myself
haven't
week;
can't
any
character.
prove
The
foregoing forms present good examples of
advertisements
for boys of no
experienceand who
are
startingin business.
TECHNOLOGY
GRADUATE.
Institute
No.
3
of
in
Technology,
class
of
electricity; prospects
40;
Massachusetts
class
made
worth
more
'07, stood
of
specialty
of
than
mediate
im-
salary.
good form to be used by technical-school graduates.
Where
graduatingyear is given,age need not
be stated, although there would
be no
to
appear
objectionto doing so.
A
WRITING
ADVERTISEMENTS
COLLEGE
GRADUATE.
begin
to
his
use
mistake;
feel
lines;
business,
advertisements
a
am
want
to
for
week
a
effort
of
disappearing.
As
suggested
not
presented
the
worth
enterprise
less
not
should
than
appear
preferred,
the
this
business
two,
on
unless
nor
a
the
learning
have
men
it is
"
of
rapidly
or
in
not
costs
shows
a
"
more,
first page
tion,
inser-
the
regular
similar
tisement
adver-
wants."
An
is often
but
higher degree
a
It
sagacity.
than
more
prominent
"
want
classified
class
It
his
although
appear
vi^hether
among
collegian
business
form
to
difference.
and
The
parade
to
good
as
chapter, it is frequently
another
adopt
of
ences;
refer-
highest
Some
in another
advertising columns,
advertisement
wholesale
expected.
are
fact.
announcement
is
made
purely
to
into
go
prejudice against college men,
the
to
year's
a
house;
college graduates.
every
profitable to
pects
ex-
how
'06;
of
preferred;
forms
statement
a
no
but
knows
fitted
sure
$10
over
foregoing
beyond
bottom;
publishing
groceries
not
make
'07;
editor,
an
class
book
in
mercantile
should
the
at
GRADUATE,
experience
The
be
to
education.
YALE
a
Harvard,
wants
experience;
61
should
of
occupy
four, inches, and
page,
is
the
first page
completely
filled
advertisements.
with
I present
idea:
the
following
forms
illustrative of
this
TO
HOW
62
JOB
You
Do
Want
a
Salesman
10
A
GET
?
eight
business,
of
firm
is liquidating,
road-success,
trade
East
of
Mississippi
River, 29
trade
ences.
referand
bank
old, married,
in
years
years
know
years
wholesale
shoe
I Want
To
Learn
Steamboat
Business
Just
with
office
of
high school, 17 years
parents;
prefer position in
out
or
to
something
act
of
assistant
as
old; live
steamboat
know
purser;
bookkeeping.
Machinery
Salesman
Wants
Sold
15
farm
years
middle
Position
engines
on
road;
firm
and
have
other
implements
established
states;
out
going
lowest
old, married;
refer to former
week;
employer
In general;
well-known.
35
years
of
In
business;
salary
and
for
trade
to
$40
trade
a
WRITING
ADVERTISEMENTS
A
63
Job
Wanted
As
porter
strong;
or
occupied
want
make
to
given
at
other
do
health;
perfect
have
be
to
stay
can
for
interview;
I
10
am;
years;
wiU
which
reasons
40
very
where
position
present
change
work;
heavy
old;
years
ried;
mar-
references.
In
to
of
any
Agate,
as
foregoing
descriptive
the
set
the
the
in
matter
will
headings
it
forms
is
type
draw
not
necessary
than
larger
attention
to
the
announcement.
In
a
used
the
Position
for
chapter
"
are
this
style
entitled
given
of
"
several
announcement.
Applying
forms
by
which
Mail
can
for
be
Applying
for
Mail
by
a
Position
I
IF
letters
addressed
those
who
people know
"
"
and
to
of
cent
writing
is
cultivation
which
a
for
"
good
and
substantial
should
not
the
Make
or
ness*
busi-
of
what
letter-
of
art
and
arts,
rules
answering
part
too
point
of
be
to
understandable
an
for
necessary
a
The
per
it deserves
development.
effort
every
use
important
give
of
suggestions,
or
forgotten when
be
qualifications. While
to
out
or
pears
ap-
is
one
writing
advertisement
an
Wanted."
with
better
intrinsic
general
application
Help
two
letter.
bad
a
few
less than
desultory conception
a
or
further
letter-writers
business
in
of
a
I.
that
one
present
letter of
proof
than
more
a
with
women
few
answer
even
go
may
to
or
I
think
I
position,
comparatively
experience
ample
and
men
constitutes
I
my
present
have
I
by
clients
my
application
make
to
to
a
that
advertisement.
that
say
obtain
of
thousands
many
and
me
statement
how
want
a
the
to
would
the
venture
may
from
judge
may
for
your
brief
is
as
presentation
of
words
the
to
sake
than
of
properly
to
present
qualifications,if
not
it is
sacrifice
brevity.
mere
sistent
con-
your
brevity is commendable,
many
you
as
any
It
yourself,
all of
is
to
them.
TO
HOW
66
his advertisement
though
even
JOB
A
GET
may
request all
not
of them.
further
reply is received requesting
then brevityis not as essential as it is in
particulars,
and you may
the initialletter of application,
say all
covering conditions
even
you choose about yourself,
the case,
have but little bearing upon
which may
under the assumptionthat the employer would rather
about you than too little. It is,of
much
know
too
and
well to do it in as few words as possible,
course,
be careful of your adjectives.
should certainly
you
of
Let your
statement
do the talking. One
nouns
fact is worth a dozen general remarks.
Self-praise
When
3.
a
,
is
not
it is
be tolerated,except when
to
when
and
positivestatement
it
a
part of
be proven
can
to
a
be
true.
writing,don't be afraid of paragraphing.
it easier
Paragraphs break up a letter and make
reading.
Always start with the date line. It is not
5.
of the
businesslike to place the date at the bottom
In
4.
letter. The
letteris addressed
"
address
street
need
"
not
the
of the party to whom
in the letter. The
appear
"
Dear
Sirs."
preferableto
Never
Sir
Dear
write
Madam," but write
or
Sir
Dear
unless
or
Madam,"
addressing an
United
States Government
in which
official,
case
is proper.
Sir
Both married
and singlewomen
word
Gentlemen
"
"
"
"
is
"
"
"
should
Miss
"
be
"
addressed
is in bad
as
writingto
"
Yours
Dear
Close
taste.
"
"
Madam."
"
letter with
your
Dear
"
spectful
Re-
Yours
unless
respectfully,"
when
a personalfriend,
Sincerely
yours
be
used.
sincerely may
Sign your name
yours
or
"
or
"
"
"
APPLYING
In full,giving your
Never
"
Inscribe
Thomas
well
last page.
a
"
"
address
T.
it
Write
Brown."
A.
initials.
your
It Is
Brown."
of the
corner
legible.If you have
I
Adolphus R. Colquitt,"
"
like
not
in the left
have
to
sure
peculiarname,
"
67
and
Thomas
or
your
Be
MAIL
firstname
yourself
Brown
write
to
BY
it
suggest that you print it out above your address in
of the last page.
the left-hand corner
Sign your
In your usual styleof handwriting.
name
Be
careful of your
clearlywritten.
6.
they are
See to It that
'
convenient, write
If
7.
numerals.
your
letter upon
the
typewriter,unless applying for a positionwhere
qualityof handwritingIs a consideration.
If
8.
Keep a copy of every letter sent out.
several persons, one
copy
is sufficient,
but the name
and address of each person
the letter Is sent should be written on the
to whom
you
send the
or
copy
All
not
are
you
should
words
sure
to
of it.
the back
on
9.
letter
same
of
be
spelledcorrectly.If
word, look
a
it up
In the dictionary.
who cannot
Many a business man
detect misspelllrig.
A misspelled
word may
to
your
Be
10.
spellcan
mental
be detri-
chances.
careful of
punctuation.
your
If
you
Correct
punctuate, learn how.
ing
punctuationassists the reader In properlyunderstanddon't
know
letter.
your
of it,is
1 1.
how
to
Too
much
or
punctuation,
confusing.
Avoid
stereotypedand over-worked
Such
sentences
"
as
"Seeing your advertisement
show ignorance. Get down
too
little
sions.
expres-
I take ttiy pen in hand,"
I thought I would write,"
to
business and
let your
stand
first sentence
GET
TO
HOW
68
for
'
"
cumstances
I know
say
A
JOB
Under
something.
1
can
cir-
no
"
position or
ing
applyyou are
fillthe
capable." The fact that
for a positionis evidence that you think you are
capable. It is for the employer to decide whether
that
"
I
not
or
am
Use
12.
fitted.
are
you
pale,faded,
a
or
isn't
there
good, strong, black ink.
a
colored ink.
or
enough
ink is
If your
of it in the
Don't
use
thick,
bottle,don't add
The
cost
bottle of ink.
it,but get a new
little
about
can't be too particular
is slight. You
things.
suited to your
Use
a
good pen, and one
13.
tance,
imporstyleof handwriting. This point is of some
have
not
thought of it.
although you may
Your
handwritingshould look natural,and it should
kind of
of forcing. The wrong
have no appearance
of stereopen produces hard lookingwriting,a sort
t3^ed style.
to
water
grab
kind
any
would
of
a
pen
or
any
of paper
it
it. Do
kind
Go
then
and
moment
at
deliberately
business, because it is business,and
handy.
comes
wait until the last
Don't
14.
which
as
you
serious
business.
Use
clean letter-paper,
and
a
never
use
15.
scrap of paper, or a torn sheet,or an envelopewhich
does not match the paper.
Letter-paper,
particularly,
should
use
is
It is better
to
plain,white, unruled paper of the size of what
instead of
known
commercially as a half-sheet,
colored
size.
1 1
receive careful consideration.
paper
and
Commercial
inches,
A
paper
of other
than
commercial
is about S}i inches x
letter-paper
half-sheet is a singlesheet ; a full-sheet
APPLYING
is a folded sheet
commercial
side of
;
MAIL
BY
but folded sheets
Don't
paper.
the sheet.
Be
except the first one,
right or left
upper
to
not
are
write upon
sure
and
69
considered
than
more
each
number
place the number
corner
or
one
sheet,
in the
in the center, but
the
is preferable. If you
have stationery
right corner
and address,monogram,
containingyour name
there is no objectionto using it,provided
initials,
upper
or
it is of proper
blank
1
of
paper
smaller
Don't
6.
a
upon
advise
in
monogram
or
the
use
of
preference to
initials.
hotel
use
read
to
size
commercial
with your
paper
refuse
men
size; but I would
a
stationery. Some business
written
letter of application
hotel letter-head.
of
bearingthe names
be considered
businesses which
questionable.
may
Some
people object to the liquor,pool, or sporting
be respected.
business,and this dislike must
Don't
17.
use
letter-heads
If you are
In business and desire to make
char\ge,and there is no reason
why you should
i^.
a
keep
present address secret, it is well to use
the letter-head of the firm you are working for.
Stamp your envelope in the right upper
19.
your
have
and
corner,
the
enclc'Se stamp
stamp
the right end
up.
If
for
reply,better stick it upon a
self-addressed envelope. Never
stick the stamp on
of the letter-paper.
the comer
Fold your letter carefully
you
and
on
askew.
securely.Many
does
not
necessary
man
not
wants
reach
to
See
that your
stamp
is stuck
stamp drops off,and the letter
its destination. It is not
generally
a
enclose stamps for reply. If the business
to see you, he will send for yoii.
70
If
20.
HOW
TO
you
send
A
GET
written
JOB
references, a
self-
them,
stamped envelopeshould accompany
It is
with the request that they be returned to you.
better to send copiesof recommendations, as the originals
might be lost. If you enclose copies,it is well
and address of the person
to placethe name
signing
the testimonial at the top of the copy, something like
this :
From
John T. Smith, President of Smith
ware,
Manufacturing Company, makers of general hardStreet,Blankville,Ohio."
44 Blank
in the habit of writing
If you
not
21.
are
draft your letter,
putting into the
important letters,
addressed
"
what
draft
you
think
want
you
to
With
say.
this
basis,rewrite until you have obtained the
best possibleresult. This letter,
rial
subjectto immateBut the
changes,will probably fit every case.
of rewritingwill enable you
to
materially
process
improve ' here and there and to remove
superfluous
words.
can
frame,
Comparatively few boys or men
first writing,a letter which
does not
admit
of
at
draft
as
several
criticisms.
severe
for you
it
a
to
write and
this reason,
it is well
if you have to do
rewrite,even
For
dozen
times, before being satisfied with your
letter. There
of rewriting:one, to
two
are
ways
actuallyrewrite with the copy of the firstletter in
front of you; the other is to write a letter,put it
aside, and write another, as though you had not
a
written
the first. I would
advise
the
use
of both
methods.
Don't
22.
hurry; take all the time necessary.
follow the
umns,
colHelp Wanted
"
"
If you
the earliest edition of the
secure
paper,
"3.
if you have
to
get up
at
four o'clock In the
even
morning
APPLYING
do
to
Turn
so.
them
answer
MAIL
BY
71
Wants," and
immediately to the
the earliest possiblemoment.
It is
*'
at
for you
have several letters written, space
to
in of name
and address, so
being left for the filling
well
as
save
time^
them,
carry
to
them
so
as
After
them
catch
to
until later in the
duty may
usuallygets
or
the
him, he
24.
answer
may
is
the newspaper
officeor
the earliest mail.
Don't
day, for if
likelyto
have
do,
his newspaper
be impressed with your
send
it carefully.Read
out
it two
a
mail
wait
pleasure
The earlyapplicant
firstletter opened by
and if he
preference,
you
before
Never
ing
address-
to
take up your time.
the position. The
the advertiser
sees
properlywritingand
some
is handed
to
enterprise.
letter until you
three times.
or
have
read
avoid
egotism. Don't
letter-writing
over-state your
Give the appearance,
qualifications.
at
least,of modesty. But don't be over-modest.
adulterated
if it is slightly
Show
even
self-respect,
proper
with self-conceit. You have yourselffor sale,
and it is your duty to properlyrepresent yourself.
of
If possible,
26.
give as references the names
press,
whom
known
to the one
men
trying to imyou are
or
conspicuousin the trade which he represents.
ness
If you are looking for a business position,
give busiand
references in preference
to professional
ones,
It is well
if addressingprofessional
vice versa
men.
to
give both classes of references, as both have
weight. For example, let us suppose that you are
ences.
addressing a business house and are giving six refer25.
In
I think that five references from
and
much
one
from
a
man
professional
weight, even
more,
than
business
will have
six
men
fullyas
purely business
TO
HOW
72
JOB
A
GET
references,
provided,of course, that the professional
of high standingand reputation.
is one
man
cally.
In giving your
speak specifiqualifications^
27.
For instance,if you are a bookkeeper, state
whether you understand
singleor double entry, or
both.
If a stenographer,
give the rate of speed and
the machine
Don't
use.
you
say
you
nary
ordi-
take
can
for that means
nothing. One man's
dictation,
If you
ordinarydictation is rapid for another man.
accurately
write 125 words
minute, and can
can
a
read
you
notes, say
do, find out.
can
job, tell what
If you
have
you
are
what
don't know
If you
so.
your
looking for
done
and
a
what
tory
facyou
in
speak of your qualifications
definite.
and technically
Be positively
generalterms.
does not
the business man
Frequently,in advertising,
specifythe exact qualifications
required,but merely
a bookkeeper or
a salesman
; therefore,
says he wants
it is impossible
for you to know justwhat is required,
but this condition of things does not
offer you an
for not being explicit.Present all your qualiexcuse
ficatio
and give a complete resume
of your experience.
If what you write does not
appeal to the
business man,
have only wasted your time and
you
want
a
to
do.
postage
time
Don't
and
many
You
expect to waste
postage stamps before you are
stamp.
must
much
erly
prop-
placed.
28.
It is well
to
state
whether
or
not
you
are
married, and if you are not married and live at home,
is interested
give this information. The business man
in your
social or family conditions,as they are
not
immaterial
success.
factors in the
making
of your
business
Y4
TO
HOW
If you
so.
are
a
A
GET
beginner,say nothing about
unless it is necessary
supporting.
36. When
JOB
for you
to
muneration
re-
be self-
have written your letter,
analyze
criticiseit. Look
for weak points,
and when you
and
have
found
them.
you
them, either
Your
more
them
letter is your
should represent you
capacity. It should
neither
cut
out
strengthen
or
advance
agent,
and
it
best,but not above your
simply properly represent you,
at your
less.
nor
It is obvious
that
a
book
voluminous
more
than
the
unabridged dictionarywould not be sufficiently
I am
large to cover
case.
obliged,
specific
every
of
therefore,to confine myself to a limited number
that the intelligent
examples or specimensand to assume
reader is able to adapt the illustrations given,,
even
though they may not completelyapply to his
wantis.
specific
WANTED.
125 words
more
to
Stenographer
a
minute
; state
over
23
years
old
salary, experience,
;
must
write
references.
I present this illustration,
because I have on hand
than 75 letters,
which were
received in answer
it.
Although
this advertisement
the letters which
I propose
is for
to
stenographer,
criticisecontain
a
general faults similar to those found in letters
answering other advertisements.
Considerablymore
than half of the applicants
not
to take
were
qualified
because
of inability
either on account
the position,
or
graduates. Of the
beginners or recent
they were
remainder, less than ten gave the information asked
I give one
of the first
for in the advertisement.
letters opened,reproduced
exactlyas it was written.
'
APPLYING
Gentlemen:
BY
In
MAIL
to
answer
75
ment
advertise-
your
in
I desire to become
World
to-day's
an
applicantfor the position. I have had over
three years'experienceas a stenographerand
am
capable of filling
positionyou offer.
The
"
first sentence,
in
In
to-day'sJVorld," is
the advertiser
knows
should
words
to
answer
because
unnecessary,
that he advertised.
be omitted.
A
tisement
adver-
your
AH
essary
unnec-
letter of
application
gives the
is
valuable if it
likelyto be more
without the addition of superfluous
qualifications
applicant's
meaningless words or expressions.The
or
less,
line, I desire to become
an
applicant,"is also worth"
since the letter would
the writer
not
of it been
not
be
cannot
and
criticised,
been
written had
the lookout
on
In this letter there is
have
only one
that is, "I
for
a
which
sentence
had
have
tion.
posiover
"
three
years'experience." The expression, am capable
of filling
such a positionas you offer,"is in bad
and shows
taste
deplorableignorance. It is a lie,
and
the business
that the
No
one
can
man
knows
applicantis not
tell whether
or
not
it.
It proves
fitted for the
he
sively
conclu-
position.
is capableof filling
positionuntil he knows what the duties of that
The
followingis another reply:
positionare.
a
in Saturday's
Seeing your advertisement
to
come
World, would say that I can
up
requirements, and will be pleased to
your
see
you personallyin regard to the position,
should
you
so
desire.
desired this letter for an example,
The
it into the waste-basket.
thrown
If I had
not
have
I should
JOB
A
GET
TO
HOW
76
himself
writer shows
to
be
fool and
consummate
a
tion
thoroughlyincompetent. He givesno informaabout himself,except to say, conceitedly, I can
This is an untrue
come
up to your requirements."
what all the requirements
statement, as he does not know
He does not give his experience
or
salary
are.
pressions
expected,nor does he furnish references. Such exwill be pleased to see you personally
as
should you so desire,"are
in regard to the position,
If the employer wants
clear waste
to
of space.
a
to
be
"
"
see
he will write you
you,
give another
without change :
I
Below
to
that effect.
which
answer,
I
reproduce
"
Dear
Sir: In
answer
to
ment
advertise-
your
in this
evening'sWorld, I wish to state
that I am
an
experiencedstenographer,have
a thorough knowledge of spelling,
grammar,
punctuation,and can read my notes readily.
A
and B
machines.
Hoping to be
granted an interview,etc.
Nearly
"
In
all
to
answer
applicantsbegan with such
your
advertisement
in this
a
line
as
evening's
"
Phrases like
I wish
World, I wish to state,"etc.
to state," I beg to state," I would
say," show
ignoranceand bad business judgment. Better begin,
I have had five years'experience
as
a stenographer
and typewriter."The next sentence,
Have
ough
a thorand punctuaknowledge of spelling,
grammar,
"
"
"
"
APPLYING
tlon, and
my
statement
and
notes
The
this is inexcusable.
omitted, and
a
Y7
is all right;
readily,"
asked for are
requirements specifically
read
can
all the
but
MAIIl
BY
speed
a
advertiser
quested
re-
of
ences,
experience,
salary,and refer-
of
The
minute.
a
125 words
these points. The sentence,
applicantdoes not cover
Hoping to be granted an interview,"is superfluous.
If the advertiser wants
to see
him, he will send for
"
him.
The
answers
following is
the
commendable
:
Sir: Have
Dear
in
a
of
one
a
law
minute, and
three
had
office. Can
read
my
years'experience
write 150
notes
as
words
readilyas
English print. Salarywanted, $15; 25 years
old ; high-schoolgraduate; took prizein ing;
spelllive with parents; refer to
(and
here he gives the names
of half a dozen
responsiblebusiness men)
.
The
the
written in
followingacceptableletter was
third person.
I would
Upon general principles
advise
not
"
say
the
use
of
the
third
person.
Better
I."
The
writer has had
eight years' experience;
two
years with law firm (leftbecause
of death of employer) ; three years with manufacturing
house
(leftbecause had reached
limit of advancement) ; three years
with
HOW
18
TO
JOB
A
GET
to leave, because he cannot
physician(desires
stand 15 hours a day) ; age, 30 years; has
consider a
been
receiving$18, but would
position with shorter hours at $15 with
.
chance
taken
of
advancement;
dictation
at
minute; refers
per
rate
for
of
to
three
years
125
over
has
words
.
letter,although rather verbose, is not
objectionable.I present it as an illustration of a
than partially
stylewhich I do not, as a whole, more
Another
recommend
:
Dear
been
Sir: I
married
a
am
year
24
and
years
a
old and
half.
1 have
have
had
varied
experienceas stenographerand typewriter.
For seven
in a department
years I was
store, architect's office,and
banking
house.
Although I have not been required
take rapid dictation for the past year,
to
previous to that time, and for two years, I
habituallytook from between
to
150
130
words
I know
I can
a minute.
easilyregain
this speed if I have lost it. Can
transcribe
a
the
of 70 words
minute.
a
I was
last employer, taking
secretary to, my
charge of his personalappointments. I propose
my
notes
at
make
rate
change for personalreasons,
which I can
A
satisfactorily
explainto you.
positionwith opportunityfor advancement is
of more
consideration than immediate salary.
to
I refer
a
to
.
APPLYING
The
following form
is to
highly
be
with wholesale
years
79
mended:
recom-
old.
Twenty-fiveyears
Three
MAIL
BY
Firm
grocer.
failed.
One
with
year
of
Graduate
Write
85
lawyer. He
Roxbury High
words
135
a
abroad.
went
School.
minute
in
shorthand;
typewriter.
on
of my
Sure
Blank
Use
notes.
typewriter.
French.
Understand
Salary,$15;
Refer
less.
no
to
.
foregoingreply presents the advantage of
frequentparagraphing. Paragraphing opens up the
letter,makes it easier reading,and assists in impressing
the reader with the pointspresented.
The following letter was
in answer
adverto an
tisettientfor a bookkeeper:
The
Gentlemen:
singleand
house; did
.
Three
double
the
years' experiencein
entry in wholesale
banking; four
bookkeeper for wholesale
three bookkeepers under
because
cent
more
business
School
second
concern
Star
head-
years
coffee house
me;
offered
Commercial
with
left first position
salary;present concern
May ist; graduate of
and
woolen
me
goes
Blank
50 per
out
of
High
College; 27
TO
HOW
BO
years
a
A
GET
JOB
old; married; have been
week
to
will
and
work
not
receiving$25
for less.
I refer
.
following
foregoingexample and the one
effective forms of
as
to be highly recommended
are
application
writing:
The
Dear
Sir: Seven
years
the
on
road
for
Co. of Boston, wholesale distributers
Smith Shoe Company,
of boots and shoes.
Jones "
ter
manufacturers,of Brockton, offered me a betand I am
completing my third
position,
They have failed and will
year with them.
not
continue.
Thirty-fouryears old, unmarried.
Minimum
salaryto start, $20. Am
descent and can
German
speak German.
I refer
of
to
.
received by a friend
followingletter was
It
of mine who
was
advertisingfor a salesman.
excellent style of applicationletterpresents an
writing:
The
sold, and
stillselling,
ery
crockeryfor the largestcrockhouse in Blanktown.
Xhe concern
ploys
emFor
10
50 travelingsalesmen.
years
sales were
above the next
12
per cent
Dear
am
my
Sir: For
best salesman
per
cent
more
12
years
employed by
than
any
have
the
of the
firm, and
rest.
30
Never
TO
HOW
82
it may
Sometimes
ordinary,
should
of
sure
Sir:
I
I
am
I
wasn't
I
it.
with,
Want
to
refer
can
the
of
four
and
for
vouch
of
lines,
my
and
I
have
does
merchants,
integrity.
Nobody
that
gotten
for-
not
ness.
busi-
is
the
teacher,
school
leading
because
was
learned
staple
father
my
I
I
some
my
old.
years
foot.
learn
learn.
to
i6
it
want
class, but
my
the
to
bank
ability,
my
one
usual
I
and
graduate,
know,
to
and
work
to
than
head
I wanted
president
the
from
the
of
but
indicates,
job,
a
head
the
at
I
outside
go
letter
want
willing
am
the
what
to
departing
high-school
a
nearer
for
in
JOB
himself:
Dear
quick.
well
be
following
careful
be
unless
the
as
A
GET
business
will
who
will
vouch
unknown
an
quantity.
of
One
position
form
to
may
on
is
who
The
used
most
place
to
slips
concerns
be
the
in
or
effective
one's
proofs,
are
likely
answering
following represent
methods
obtain
to
qualifications in
to
to
be
have
sent
by
printed
sealed
openings,
or
mail
they
advertisements.
two
favorable
a
forms:
APPLYING
Do
MAIL
BY
83
You
Want
a
?
Bookkeeper
23
old.
years
Graduate
For
two
out
went
and
business.
of
Understand
and
single
Received
less
with
Can
?15
good
refer
whom
will
bookkeepers.
but
week,
a
of
members
bank
of
three
the
careful
most
will
accept
prospects.
to
national
secretary
the
of
accurate
entry,
double
and
considered
was
and
a
failed
Firm
ware
hard-
wholesale
in
years
store.
School.
High
Blank
of
a
vouch
for
to
the
of
all
company,
my
to
firm,
and
president,
trust
the
integrity
and
Office
Box
capacity.
Address,
14596,
Boston.
R.
K.
W.,
Post
JOB
A
GET
TO
HOW
84
You
Do
Want
a
?
Salesman
30
old.
years
wiie
Married,
Ten
and
with
years
children.
two
coffee
wholesale
house.
Desire
sufficient
and
My
and
I
I
for
business.
and
67694,
want
been
road
more.
coffee
selling it
for
six
highest grade
mercantile
Address,
Box
the
furnish
T.
Will
week.
understand
Have
on
a
less, and
thoroughly
Can
full satisfaction.
salary, $30
work
good
position is permanent,
giving
am
for
change
reasons.
present
Present
not
make
to
cessfully
suc'
years.
of banking
references.
R.
T.,
Hartford,
Post
Conn.
Office
APPLYING
There
BY
width
of
margin
about
all around
two
85
stylesof settingthe
givepreferenceto a type
and one-eighthinches, with a
several ways
I would
foregoingmatter.
are
MAIL
of about
or
three-fourths of
inch.
an
give a slipor proof of about three and
inches, a width which may be enclosed,
live-eighths
unfolded, In an envelope of ordinary size. The
be likely
dimensions
would
from top to bottom
not
the length of an ordinary envelope.
to exceed
fullI suggest that the headings be set in some
face type, the heading to occupy two, three,or four
lines,and that the readingmatter
or
descriptive
part
be set In type not smaller than 8 Point nor
larger
Point
than
12
Point; but a size as large as I2
should be avoided, unless there is very little matter
be set.
to
Eight, 9, or 10 Point are good sizes.
It is not essential that the heading be in the form
of a
first heading could
read,
question. The
Do
Position," instead of
a
Bookkeeper Wants
You
Want
The
a
heading should
Bookkeeper?"
stand
for something and
should be exclamatorysomething,
descriptive.Unless the heading means
the slipmay
be thrown unread Into the waste-basket.
The
or
slipmay be printed on ordinarynews-paper
book-paper. A finer grade of paper Is not necessary;
of proof
In fact, It is well to give the appearance
rather than to show high art In typographyor pressThis
would
"
"
work.
slipthat I have outlined,
I see no
because of Its simplicity,
objectionto the
for example,
idea being executed In a different way;
be printedIn the center
of a large
the matter
may
sheet of paper, say a sheet as large as 24 x 36, or
While
I recommend
the
TO
HOW
86
A
GET
JOB
be enclosed in
sheet may
pasteboard mailing-tube. The very size of it may
This
half of that size.
a
however,
generalprinciples,
in favor of matter
I am
being sent under seal in an
is likelyto
ordinary-sizedenvelope, as such matter
ter,
reach the business man's desk, while the printedmatattract
and
Upon
attention.
enclosed
anything
in
a
tube
or
made
into
up
pamphlet,may be opened by a clerk or subordinate.
The
followmg letter form presents the extreme
the
about
of brevity and gives limited information
I advise
applicant. While, upon general principles,
it is profitof qualifications,
statement
occasionally
able
a
form similar to the following,which
to
use
a
be
has the advantage of unique brevity,and
may
lowing
impressive. It is obvious that a letter like the folshould
is answering
be used where
not
one
a
an
to
It is intended
advertisement.
be sent
out
do
job, and
a
and
hard
taking care
followingspecimen form
character
uses
to
I want
of
kind
any
handling trunks
The
a
form
of letter
generally:
I want
Can
as
to
the above
and
is
right away.
work, from
it
of fires.
of letter is of similar
subjectto
the
same
restrictions.
Know
kept them
B
how
ten
to
keep books, because I have
years.
878.
If you
want
me,
phone
tele-
APPLYING
I present
few
a
BY
MAIL
87
similar forms,
more
illustrating
of these are
suitable for
brevity,but none
answering advertisements.
They may be considered
scouts," so to speak,
tion,
something to attract attenunder the assumptionthat the receiver will reply
if there appears
to be any
opening. They may be
used in connection with the proof-slips
which I have
outlined.
It is well to use
several forms, because
extreme
"
"
all business
men
impressesone
a
positionand
to expend the
it out.
than
can
spare
bulk
of it
It is better
and
stamps
Delays
out
not
are
to
a
alike,and
If you
ten
put
thus
and
what
out
are
little money,
right away
letters,and
be
to
another.
not
may
constituted
not
are
it is well
spread
not
dollars
in postage
obtain
a
position,
of one
for an
extended
period.
only dangerous, but expensive.
to
If you
sell shoes,
who
want
a
man
can
write John Blank, Post Office Box
38508,
Boston, Mass.
I
of
am
job, because firm failed. If you
telephoneJohn Smith, Blank 708.
a
me,
For
15
because
an
I
got
chance
has made
again.
an
out
want
clothingon the road.
unsuccessful trip. Discharged
years
had
Never
your
England paint drummer
New
a
of
to
ass
sold
drunk.
get
a
Sworn
off.
mighty good
of himself
and
man
won't
Here's
who
do
it
The
be
an
TO
HOW
88
sent
following form
out generally,
yet
to
answer
an
JOB
is intended
be
it may
social
boy,
time
a
will vouch
minister will vouch
and
on
business.
years
as
bookkeeper,the
the road.
If
you
for my
integrity. For
flour business,one
in wholesale
two
Firm
want
has
me,
seven
year
desire
to
become
out
gone
of
John
address
connected
as
of the
rest
Blank, Post Office Box 90675, Boston,
If you
to
three lawyers,two
ability;
standing
years
letter
three corporation
presidents,
business
doctors, and
a
into
incorporated
directors,six wholesale merchants
for my
as
advertisement.
bank
Two
A
GET
Mass.
with
some
house, it might be well for you to address
particular
of the firm or to
of these slipsto every member
one
of department, as well as
officer and head
every
of
Itself. The
arrival of so many
to the company
mail stands for progressivethese slipsin the same
of the recipients
and enterprise.Some
ness
may
The
business man
notes.
appreciatesthe
compare
effort to obtain a
strenuous
applicantwho makes
position,
even
though he may at times cause
ance
annoyIt Is better to be too strenuous
by his endeavors.
than the oppositeof It. When
you want
thing,
anyshow that you want
it,and keep everlastingly
whether It be by person
at It; and your
application,
or
by mail, should be an Indication of your enterprise
desire to locate yourself
and of your earnest
advantageously. Show yourselfas you are, when-
HOW
TO
John
Smith,
90
"Rev.
as
"
D.D."
be
may
either.
"
If
"
of
Dr."
"
titles,as
spelling
be
these
"Dr."
"
following
Mr.
John
Dr.
T.
T.
T.
Colonel
T.
T.
Smith.
Smith.
John
T.
^mith,
Rev.
John
T.
Smith.
John
T.
Smith,
Professor
John
John
John
T.
assist
M.D.
Rev.
Prof.
may
Smith.
John
Professor
Esq."
is
is
Esq.
Smith,
John
is
are
Smith.
Smith,
John
John
Col.
T.
forms
correct
T.
John
Smith,
D.D.
D.D.
T.
Smith.
Smith.
T.
Smith,
Ph.D.,
Ph.D.,
LL.D.
LL.D.
the
Mr."
"A.M."
college graduate
every
"
"
although
and
tary
milibut
Capt,"
preferable.
dressed
ad-
be
not
"A.B.,"
A.M."
The
John
A.B."
degree
abbreviate
to
or
Esq.,"
omit
other
or
name,
"
Gen.,"
titles is
"
titles
are
"
to
used, because
many
is proper
"
preferred
The
It
Col.,"
of
out
proper.
and
Litt.D.,"
the
follow
or
to
holding the
precede it. Any
one
"Ph.D.,"
"Litt.D.,"
"LL.D.,"
may
"
much
"
LL.D.,"
not
not
as
to
"Rev."
the
it is well
but
titles, (college degrees),
must
JOB
D.D.";
omitted,
Ph.D.,"
A
GET
you:
Applying
in
Person
for
a
Position
personal
THE
Comparatively
without
the
or
of
part
eminent
You
were
you
between
he
is
negotiating
flour
or
position,
are
like
being the
The
of
and
while
basis.
The
considered
of
amount
is
purely
is the
buyer;
There
is
friend
or
no
a
and
you,
sentiment
friend
of
about
a
a
business
to
on
purchase
The
applicant,
it, unless
relative
and
one,
other
no
a
certain
experience, with
appearance.
the
a
abilities
your
conducted
desires
personal
for
applicant
sale.
service, ability,and
accompanying
ence
differ-
commodity,
some
yourself,
and
employer
upon
is that
salesman
an
is
though
as
only
The
of
as
for
for
transaction
be
yourself
regular
you,
soliciting
virtually
are
sale
the
commodities
should
effort
personality
your
yourself.
the
for
soap,
be,
presenting
are
you
without
person
preliminary
You
salesman
a
a
party.
consequence.
exhibition.
of
result
the
in
or
it may
way
prospective
his
be
may
engaged
is
one
no
application
an
either
Whichever
of
interview
portance.
im-
paramount
with
correspondence
previous
any
on
call
to
interview
an
This
employer.
request
Is of
equation
or
are
you
friend.
their
employer
the
are
Even
seller.
a
close
then
JOB
A
GET
TO
HOW
92
.
friendshipfounts
for
is
business.
cold-blooded
often
business,and
the transaction
and
little,
and the way
you have
personalappearance,
will make the firstimpression,
of presenting
yourself,
quence.
and this initial impressionis of considerable conseof what you
As you look to be, irrespective
Your
While
will you be considered at the start.
intrinsic value counts, and while appearances
so
are,
is beneath
what
how
matter
outside
deep, the
surface
it. For
shallow
role in the drama
is
this
supposed
to
be, sustain
but
represent
appearances,
reason,
they may
are
a
no
leading
of business.
True, the employer
care
may
little for
personal
a
beauty, and he realizes,undoubtedly,that many
has back of
homely and unpretentiousboy or man
him unusual capacity;
yet he, as an employer,is not
value of good personal
oblivious to the commercial
for it counts
mightilywhen one has to
appearance,
the publicor is to devote the major part of
meet
his time in selling.
who appears
A fine-looking
to know
thing,
someman,
the public,and who
who knows
how to meet
and a good talker,stands a better chance
is courteous
as
a
does
salesman, and
one
appearance
It is
an
and
have
has
many
won
been
of
often
in other
directions,than
is objectionable
in
who
ability,
and is neither gentlemanlynor
courteous.
fact that some
a
sider
employers refuse to conis againsthim;
applicantif his appearance
a
thoroughly competent man, who could
had he been given an
out
opportunity,
more
turned
or
personality
his
down
at
the
start
personal appearance
because
was
his
factory.
unsatis-
APPLYING
By personal appearance
physicalbeauty.A pretty maji
man
manliness.
appearance
and
may
One
and
PERSON
IN
not
may
can
yet be
I
93
referringto
not
am
some
is effeminate;a handhave
maintain
an
the appearance
of
effective personal
decidedlyhomely
In face and
feature.
Our
personal appearances,
dent
although not Indepenof our
physicalcondition,are largelywithin our
control.
We
can
usuallyappear to be what we are,
provided we take pains to do so.
himself
Of course,
the plain man
make
cannot
the scrawny,
handsome, nor
can
ungainly Individual
and
obtain, naturally or artificially,
elegant
grace
poise. But if he will put his mind to It,and If he
has the right kind of stuff in hirri,
he need make
no
other than a fairlygood appearance,
should he
nor
be handicapped by his physicaldeficiencies. I have
of homely men,
almost
known
hideously homely,
their
who
are
personally attractive,because
even
ungainly features reflected character and energy.
From
business point of view. It Is one's duty
a
look as well as he can.
to
Every one may
appear
and wholesome, even
neat
though his clothes are
of fashionable cut.
tor,
Dress Is an
not
important facnot
over-dress, because that is unprofitable
"
and
foolish and
shows
a
lack of
fashion
sense
and
character.
platesor dudes, and most
of them
wear
ordinary clothes and less expensive
of their clerks.
neckties than those worn
by many
have
If they were,
they never, probably, would
become
employers. They don't like showy clothes.
should
dress
Therefore, you
They abhor sham.
Wear
the kind
neatly,cleanly,and In good taste.
Employers
are
not
TO
HOW
94
GET
color of clothes which
and
sort
costs
that
your
brushed.
A
JOB
become
The
you.
right
kind. _Be sure
the wrong
shoes are
blacked and your clothes well
hands.
Be careful of your
Dirty hands
than
more
no
a
boy
unkept nails have worked againstmany
when
or
man
applyingfor a position.If you shave,
Avoid
never
present yourselfunshaved.
any article
of dress like fancy vests, gaudy shirts,
cheap jewelry,
or
outrages good taste and
any other thing which
Better dress too
sense.
plainlythan too gaudily.
The employer chooses the boy or man
dresses
who
becomingly,not conspicuously.The slovenlyman
what his
is likelyto be out of a position,
matter
no
and
abilities may
be.
Long hair and a careless appearance
are
no
longermarks of genius, perhaps they
The
have been.
unclean and unkempt man,
never
untidy in dress, and careless about his hands and
shoes, does not favorably impress his prospective
employer, who rightlyfeels that a dirty applicant
is likelyto be an
and unsatisfactory
objectionable
"
clerk.
The
salesman
or
other
employee
business,and his personalappearance
important factor in the sellingand
Like
department of trade.
every
should
appear
he would
The
have
Is
is
an
a
part
asset,
of
an
conducting of
the
actor,
he
his part, and he must
sustain it if
than a walking role.
more
employer is busy, or thinks he is. He
judges quickly,if not too quickly. He may judge
than by intrinsic worth.
The
by appearances more
of ability
is likelyto impress him favorably.
appearance
True, if one's capacity is insufficient,
the
of ability
is of littlelasting
appearance
importance,
APPLYING
yet unless
alone
presents
one
not
may
PERSON
IN
a
favorable
the most
In the end, and
the
ity
abil-
appearance,
be of sufficient value
first-classpositionwithout
Abilitycounts
95
to
strenuous
obtain
a
effort.
of capacity
man
eventually;but if he has the facultyof
appearing to be what he is,if his face fullyreflects
market
himself more
his capacity, he will then
quickly and to far greater advantage.
Unless you are personally
known
to your
tive
prospecconfidence
to have
employer and he has reason
in your
word, he may
require you to substantiate
will succeed
your
claims
and
It is
demand.
Do
statements.
right and
proper.
not
The
refuse
this
employer
will
seriouslyconsider and carefully
weigh your experience,
for this is of much
importanceto him, second
only to your ability.
The
siderable
development of your abilityis also of conto
him, perhaps as much
as
consequence
apparent present ability.Unless he is engaging
your
probable future
you to filla temporary position,
your
Importance to him than what you
capacityis of more
do during the first few weeks, or months, or
may
hires you, not altogether
for what
you
but for what
know
at the time of the engagement,
he expects you
to
know, and probably do, a year,
years.
or
many
He
years,
consideration
afterward.
the
He
takes,therefore,into
prospectivevalue of your present
and
experience. Of course, he may
not
qualities
be able to size you up accurately,
but he will weigh
A recital of your experience,
and
you, nevertheless.
while telling
him what you know,
appearance
your
assist him in finding
level;and the better
may
your
HOW
96
you
appear,
the
"
If
start,
would
you
"
TO
the
more
GET
A
you
have
JOB
yourselfin hand,
likelyyou are to receive an engagement.
impress your employer favorably at the
you
than he
for you
he will naturallydo more
if he were
unfavorablyimpressedand engaged
more
under
doubt
unrealized
or
protest.
not
usuallydemanded, and one canBe
easilyobtain a positionunless he has them.
do not
who
careful never
to give as references men
ently
know
who would speak indifferor
personally,
you
about you.
If your
prospectiveemployer is
prepossessedwith your appearance and is convinced
that you have the necessary experience,
or
can
readily
if
obtain it,he is reasonablysure
to
you,
engage
satisfactory.
your references are
References
The
are
enthusiastic,the
they actuallysay in your favor,
definite,and
more
even
references,the more
The
reference which is neither
the better they are.
good nor bad, or one which expresses a good opinion
in a commonplace way,
of
be worth much
not
may
referenceknown
are
as
anything. Some men
professional
They will recommend
anybody. They
erence
are
optimistsand see no faults In anybody. A reffrom
all. Before
have
an
Post
him
them
givingone
Interview
about
familiar with
references
anyway;
should
and
as
with
worth
a
less than
him
and
business.
one
of
know
get his
This
whom
about
you,
acquaintedwith your social
life and experience.The man
be
as
is
who
thoroughly
you
in
better if
well
consent.
last is very
those
it would
at
none
reference,you had better
yourself,unless he
your
Every
way
be
may
as
a
knows
give
as
business
they
your
portant
im-
were
business
something
TO
HOW
98
A
GET
JOB
ness
good idea in advance, not only of the busibut also of the man
you desire
you are seeking,
for your employer.
to have
the positionmore
Don't forget that you want
than the employer wants
to give it to
you, unless
of unusual
capacity.
are
a
genius or a man
you
to
fonn
You
a
active, while
be
therefore, should
employer has the right to
seeker.
the
are
the
You,
be
passive.
view.
time for the interIf possible,
obtain a specified
This cannot
always be done, and should not
be
insisted upon;
prospects
your
allotted
it is better
but
if you
time, which
for you
allowed
are
should
time
to
be
call
set
at
definite
him
do
do
not
for you
to
appointment; but
this without
do
to
him
force
in many
cases
to
you
apparentlyurging
an
the
by
employer to suit his convenience.
Perhaps you
be requestedto call at any
time, and in that
it would
for
and
may
case
make
can
him
a
get
to
so.
If
appointment is made,
he is
your
ready to receive
because he expects you, and he is likelyto be
If you call without an appointmood.
receptive
ment,
find him busy, and he may
consider
you may
as
an
intrusion,although he asked
appearance
you
to
you,
in
a
an
call.
If you
it a
make
at
obtain
cannot
point to
a
definite appointment,then
call when
he is most
to
likely
be
leisure.
When
you
have
are
in your
"
prospectiveemployer's
tap,"so to speak,ready
yourself on
to
of
answer
questionin the shortest number
any
words which will give a clear meaning and prevent
presence,
APPLYING
IN
PERSON
99
misunderstanding.Give definite information about
short sentences,
yourself. Don't hesitate. Use crisp,
and avoid superlative
adjectives.Don't plan out a
dialogue in advance, committing the order of questions
and
If you
do so, you
You
cannot
fully
stagy and mechanical.
may
appear
the questions,and it is impossiblefor you
anticipate
to
know
or
150
to
answers
the
order
memory.
in which
be given.
they may
Be specific.If you
Avoid
all generalities.
are
a
stenographer,tell your speed. Don't say you can
take ordinary dictation,for that means
nite.
nothing defiand
Ordinary speed may be slow for one man
fast for another.
Say that you can write 125, 130,
words
a
minute, if
If you are
looking for
have in your mind
resume
a
do
can
you
so.
positionas salesman,
of your qualifications,
a
that you may
present them in the fewest words
in a convincingway.
Don't say you have had
and
siderable
con-
experience,or that you have occupied a
of years.
Tell what
certain positionfor a number
is,and state that you have been one
your experience
two
time, with a
some
specific
years, or
year, or
certain house.
Have
confidence
confidence, if
for
yourself,
than
A
yourself. You
haven't
you
reasonable
modesty is
detriment
may
can't show
under-value
be less
able
profit-
self-over-estimation.
to
if
of
even
self-respect,
is preferableto
self-conceit,
amount
The
demeanor.
confidence in those who
While
Don't
it.
self-under-valuatlon
tinged with some
modest
exclusively
no
in
a
have
virtue, too
business.
The
business
none
much
man
an
has
in themselves.
modesty is
first-classbusiness
man
a
TO
HOW
100
A
GET
JOB
who shows
predisposedin favor of the boy or man
feel that the
confidence in himself,although he may
with considerable
boy or man,
apparent confidence,
is not unsupported by self-conceit.
ordinate
how subNever
apply for a position,no matter
it may
what
can
be, until you know
you
do, and know how to tell what you can do. If you
cannot
present plainlyand clearly
your qualifications
the business man
is not likely
would
to feel that you
is
be
of much
if he
man,
it may
able
with
do
all the
it.
may
enthusiasm
you
let
Be
sure
he
that you
but
you;
ordinaryboy
an
hidden
possess
"
Be
asked
are
you
down
are
a
muster.
can
to
it
prepared
do
to
on
your
own
and
then
show
you
sure,
or
ability,
realizes it.
do
claim, if
anybody
engage
thmg, claim
emphatically. Claim
it
your
as
can
Claim
prove
Don't
ground.
that you
know
to
to
so.
He
does, he will hire you
and even
though you
be a long time before
If you
be
him.
to
use
that you are
The
world
reckons you as you
sure.
reckon yourself. Self-confidence begets confidence in
others.
Don't
Your
misrepresent. It will
lies will be
discovered.
do
Better
you
not
good.
no
obtain
a
for if you
do, and
positionby misrepresentation,
fraud is discovered,you are likelyto lose your
your
though you have rendered satisfactory
even
position,
fail to obtain a
service. It is more
to
profitable
than to lose it after you have it. If there
position,
is anything against you, if you
have any
outs,"
don't deny them.' It may
be necessary
not
to flaunt
them in the face of your prospectiveemployer,but
"
APPLYING
on
PERSON
I would
generalprinciples
effort
any
to
well, and
there is
frank
a
may,
advise you
make
to
up.
one
know
you
not
101
do
thing which you cannot
that your employer will expect
some
do it,or
to
you
them
cover
If there is
he
IN
some
to
reason
acknowledgment
of
believe that
inability
your
at the start, is far better for you than
inexperience,
any attempt at claiming to be able to do what you
do.
If you
cannot
cannot
answer
a
question,say
so
frankly.
Don't begin by askingwhat the hours are.
This
makes
bad
a
impression. Of course, the working
hours interest you;
find out what they
but you can
without making your
are
questionprominent. The
or
business
He
may
wants
to
energy.
but
he
do
wants
man
should
so
entire services and your best
ask you to work
over-time,
your
never
feel that you
occasion
would
requireextra
be
willingto
service
your
on
part.
Give
prospectiveemployer the impression,
do so honestly,that you will be his,
your
provided
you
that
his
interests will be
you
don't
hours,
or
permit
care
12
and
understand
whether
hours
a
there
until bedtime.
that you
propose
to
you
interests,and that
six hours, lo
work
day, provided your
is work
that you
your
be
to
done.
health
Let
will
him
ing
belong to him from earlymornDon't
give him the impression
sell him
a
limited
number
of
of your time, and that you are an office-hour
Let hirp distinctly
understand that
of a fellow.
hours
sort
he
is of you, all that you
faithful service and your best energy.
engages
your
all there
know,
TO
HOW
102
GET
JOB
A
meaning. I don't mean
to
the idea that you, as an employee, are
to convey
sell your soul or your character to your
employer,
should you voluntarily
nor
give up the necessities of
I
business.
to
life and devote yourselfexclusively
to impress upon
simply mean
you that the necessity
of being willingto do for your employer what you
him to do for you were
would want
your positions
Don't
misconstrue
my
reversed.
policyof the Golden Rule
be profitably
can
appliedto the conduct of business,
and whether or not the employer or proprietorcan
succeed by following it,is a question
superlatively
in this chapter.
which I do not propose
to answer
it be so, the practiceof the
But whether
not
or
not
the
makes
for
employee, and
any
other
his failure and
downfall.
Whether
Golden
or
Rule
the part of the
policycontributes toward
success
on
If the business
prolong the Interview.
is not ready to engage
man
you, ask permissionto
call again,and try to obtain a definite time for the
Don't
next
interview.
address
Leave
card with your name
plainlyprinted on It. On the card
a
and
write
unless you have alreadygiven them
references,
or
are
personallyknown to the employer.
you
Under
circumstances IndulgeIn pleasantries,
no
unless you are applyingfor a high
jokes,or stories,
and even
in such a case
it would be better
position,
your
for you, when you have answered a question,
to keep
stilluntil another is asked.
It is the business man's
far
privilegeto take the initiative,
so
and jokes are concerned.
as
questions
APPLYING
Above
else
;
Remember
light
yourself;
if
do,
that
of
know
how
what
and
with
Introduce
yourself
fundamental
are
fact
which
is
a
is
Ask
you
very
are
a
that
that
worth
fair
will
price
price.
You
at
the
You
may
start.
good
for.
Make
trade
with
others.
ability
sell
in
that
and
part
of
of
self,
your-
yourself
a
modity,
com-
market.
get
less
the
experience
like
proper
cannot
get
niind
in
and,
its
introduce
you
salesman
a
"
commodity,
its
anybody
constantly
you,
else
tell
before
your
to
business
worth.
likely
Keep
attempting
are
you
yourself
to
commodities,
"
before
another.
to
are
you
and
know
Therefore,
to
attempt
the
in
yourself
know
you
body
any-
yourself.
yourself
present
what
be
to
attempt
yourself.
yourself
yourself
103
misrepresent
unless
you
are
you
trade
self
before
will
cannot
handle
to
don't
you
you
true
your
yourself
a
all, be
you
PERSON
IN
in
more
money,
than
and
Holding
IT
has
been
it
kiln-dried
"
takes
adage
fool
any
said, with
justification,that
but
assumption
is
only
the
obtained
who
men
that
read
to
it takes
This
it.
ability and
this
Unquestionably,
it."
one
hold
worthy
The
hold
to
freighted with
has
one
every
re-written
position, but
money,
earn
keep
to
of
semblance
a
can
man
be
a
stick-to-it-iveness
fool
any
may
least
at
wise
a
get
can
Position
a
for
truth,
positions, while
more
or
practically
them.
of
are
value
and,
themselves,
to
their
to
consequently, of benefit
employers, retain,
of tion-long
rule, their positions, and enjoy a record
posias
a
It
that
success
of
for
the
show
and
moss,
and
little
if he
that
can
axiomatic
The
rule
a
may
of
retain
better
the
upon
tention
re-
change
for
sue-,
gather
ment,
judg-
uses
the
not
are
position which
less
may
business
stones
achievement
and
offers
future,
but, nevertheless,
established
infrequent exceptions: that
for
make
rolling
a
one;
changes,
prosperous
considerable
present
be
of
the
man
to
the
obtain
of
of
men
refuses
for
several
records
few
a
failures.
always
him
that
however,
specified length of time,
any
occasionally they
Certainly
men
necessarily,
sometimes
essential, and
cess.
to
dependent,
and
understood,
be
not
position for
change,
a
be
is
must
the
an
here, subject only
holding
of
a
posi-
HOW
106
that
say
one
GET
TO
should
be
A
JOB
satisfied without
or
reason,
continuouslyunder the dictates
of the oft-repeatedand
dangerous-to-foUowrule,
the best of everything.
that it is best to make
he
that
live
should
dissatisfaction breeds
Reasonable
self-satisfactionworks
much
while
success,
for failure;but
too
sonable
unrea-
one
dissatisfaction, the kind that makes
fret and keeps him from exertinghimself,
is one
of the prime causes
of failure.
should enter the factory,
Every boy or man
store,
office with a feelingthat he Is going to succeed,
or
and with a firmlyset determination
do so; and,
to
further,with a willingnessto work, a substantial
desire to do his level best, and the -expectation
of
if he
meeting obstacles,which he must
overcome
Unless he is predisposedto be satisfied,
would win.
and is willingto recognizetrouble as a natural and
inseparablepart of his upbuilding,and unless he Is
determined
allow littlethings to affect him,
not
to
he will not place himself in the line of promotion,
and most
retain his position. At
likelyhe cannot
best,he will be littlebetter than a drone, automatically
doing a mechanical part,
a
spoke of a wheel
"
"
"
In the
great business-machine
there he
and
may
cause
the works
to
of system;
considerable trouble
of which
The
he is
part.
considered
and
even
to
himself
as
tions,
sugges-
a
following should be
not
as
regulations.Ambition
by rule, and faithfulness
cannot
is
not
be
rounded
sur-
dependent
upon
the
know
enough to follow them. The foregoingstatement
is paradoxical,
but let it stand.
law.
Rules
are
for those
who
do
not
A
HOLDING
Never
I.
ahead
of
time
Being ahead
behind
be
time
late.
than
of
may
a
time
POSITION
Better
few
be
spoila day.
a
minutes
many
behind time.
moments
lose
may
107
minute.
Nothing
Being
annoys
an
the part of the
than tardiness on
employer more
self,
himemployee. Often the tardy employee excuses
because
his duties do not
to
begin at
appear
the opening hour, and he figuresthat it does not
make
difference whether
any
he is
time
on
or
not.
Therefore, he suits his convenience, and arrives
This is the
promptly to-day,but is late to-morrow.
kind of business or
worst
economic
policy,and is
its follower.
to
The
react
sure
on
employer is
entitled to the employee'sservices from the specified
opening hour to the agreed-upon closingtime. It
is for the employer,not for the employee, to determine
these hours, and when
they are settled upon,
the lowest kind of selfish policyrequiresthat they
be kept religiously.True, promptness
of arrival
be of daily consequence
the employer,
not
to
may
but unless the employee is Invariablyon
time, he
Neither the employer nor
be depended upon.
cannot
the employee can
determine
in advance whether or
either or
both will be needed
the opening
not
at
hour, and the employee'stardiness may
injure the
The
business,and Is sure to work againsthim.
day
that he is late may
be the
one
time
of all when
his
knew
a
required. I never
particularly
time, to become
on
boy or man, who was Invariably
complete failure. Experiencehas proven that one
a
services
are
of the fundamental
without
your
which
elements
there
train is liable to
be
can
of
be
Is ness,
promptdependence. If
success
no
late,take
an
earlier
one.
JOB
A
GET
TO
HOW
108
depot reading a good dailypaper or an
time,
instructive book, and arrive at the office on
of time, rather than to take the
little ahead
or
a
chance of delay.
Success
Don't be in a hurry to go home.
2.
Stay
in the
refuses
watch
to
the
over
watches
who
man
the
legallyentitled
over-time work, and while, from
a
purely legal
to
the employee has a right to stop at the
standpoint,
in this direction is sure
closinghour, a persistency
work
to
against promotion and ultimate success.
the
The
employer watches the employee. When
opportunityarrives, he will favorably consider the
is not
who
one
only on time in the morning, but
noon,
who seems
to be in no
hurry to leave in the afterwho
is
works
much
as
be if he
3.
his
were
Don't
is
not
if the business
as
in his
down
throw
work
your
unfinished state, for
an
were
employer
employer'spartner.
interested
leave it in
to
employer
the
While
clock.
his, who
as
he
at
noon
would
injury is liable
by so doing. Of course, you should
lunch regularly,
but five or ten minutes one
occur
your
or
the
to
return
tell your
other
will
affect your
within the time allotted
manager
not
that you
may
and
health.
Be
eat
way
sure
unless you
be delayed. When
to
you,
minutes, don't exceed them.
Your
employer should be able to depend upon your
arrival in the morning and
prompt
equally
your
you
request
prompt
an
return
extra
at
ten
noon.
Don't
consider your
the specified
office hours.
4.
working-timelimited to
Give your
employer all
the time he needs, provided it does
your
health
and
your
essential
not
interfere with
rights. If the firm is
HOLDING
busy, come
and
stay
will
in
a
POSITION
A
half
voluntarily
littlelater,if you
Under
circumstances
no
5.
Work
be
hour
an
earlier
so
or
This
be of service.
can
favorablyimpress your
109
employer
manager.
or
clock-man.
a
steadily.You
are
entitled
ing
breath-
to
occasionally;
work, work.
mouth, and
it is well for you to rest
but when
rest, rest, and when
you
you
Don't
sit with your
penholder In your
and
spells,
ing
pencil. Don't spend your time tellstories or jokes. If your
employer doesn't give
sorhethingto do, find something to do. Better
you
be dusting or
if it
cleaning here and there, even
isn't a part of your
loaf.
work.
Don't
Loafing
isn't resting. Learn
about the business,
not
only
your part of it,but all parts of it. Keep constantly
at
something. Show your Interest in the business.
Feel as though the business were
business.
your
don't chew
your
"
6.
Do
surveillance
do
and
or
It because
watched
when
act
not.
it Is
the same, whether you
It because
Do
It Is
policy. Many
see
you
employer expects
no
you
one
to
have
In
you
No
a
under
right,and
time
a
around.
work
are
are
able
reason-
treadmill.
and he is willing
rentingspells,
low-cle
felyou should be reasonably sociable with your
but attend to business first,
and don't do
It is
nothing when you can find something to do.
sad fact that 90 per cent of employees do differently
a
when
they think they are not beingwatched
than when they know
they are under the eye 6f the
who
doesn't need watchThe boy or man
ing
manager.
of promotion.
is sure
Remember, you can't attend to business and
7.
He
do
wants
you
to
anythingelse
at
the
same
time.
Better
street.
smoke
not
hours
at
all.
upon
is no
or
There
smoking on the street and
employers object to the
well as to smoking itself,
difference between
moral
JOB
A
GET
during business
smoke
Don't
8.
the
TO
HOW
110
anywhere else,but some
of smoking as
appearance
and it is good policynot to offend.
loud neckties.
Don't wear
Don't dress flashily.
9.
Don't be a dude.
Keep your boots blacked
Don't wear
and your clothes brushed.
dirtycollars
and
cuffs.
which
office and
the
on
If you
street.
to
those
wear
in
both
respectable,
Look
soiled.
are
cufiless than
be
Better
can't afford
to
the
wear
employer knows
whether or not you are dressingbeyond your means.
against you as
Nothing prejudiceshim so much
in dress.
extravagance, and especially
extravagance
Did
notice that the average
ever
employer
you
dresses more
than does
neatlyand less ostentatiously
fine
clothes,don't
Your
them.
wear
the average
clerk behind the counter
at the desk?
or
Clean clothes show the man,
but extravagant dress
and every kind of displayindicate mental
weakness
and
lack of character.
and
brains seldom
The
dude
accompany
is
a
fool.
each
dress
Over-
other.
Find
Anticipateyour employer's wants.
his likes and dislikes,
and cater
out
You
to him.
needn't do this in a cringingway
at the sacrificeof
manliness.
It is perfectlylegitimatethat
your
you
should do and be what he wants
to do and be,
you
provided this doesn't interfere with your individuality
10.
and
honor.
yourselfupon
to help him.
which
you
can
Don't
be
obtrusive.
him.
Be
on
There
are
many
do
which
the lookout
will
Don't
for
force
a
chance
kindnesses and
favors
cost
you
nothing,and
A
HOLDING
will be
which
He
has
of.business
make
of
or
more
it than
is
littlecourtesy and
his attention
there will attract
are
assistance here
is
and troubles
responsibilities
The
generallysupposed.
time
harder
a
111
He
appreciatedby him.
less worried.
and
POSITION
him.
upon
and
A
he
his life easier,and
is pretty
sure
to
appreciatethem.
No
II.
may
be, learn
Be
top.
of
master
most
of it will be
sweeping
from
thoroughly, and
a
broom
the
A
to
to
the
detail.
Be
an
smallest
if it is limited
even
to
in
as
the side
places. Be
mechanically. Use your
don't overlook
work
and brains will sweep
hands
there
to
only. Of
course,
the office,
and
are
two
ways
must
of
cleaner than
you
are
follow
under
tions;
direc-
obeying: the
the sensible way.
If you are
do something,and you can
think of a better
mechanical
told
the bottom
removing the dirt
of the floor. When
you dust, dust
broom
of
discipline
and
corners
Don't
and
but
store
the
the middle
brains.
position
your
cleaningthe cuspidors.
menial labor so well that the quality
much
noticeable.
Take
as
pains with
out
thorough.
the
work,
your
sweeping out the
the
subordinate
duties from
your
authorityupon
Do
how
matter
way
and
doing it,firstbecome reasonablysure that
is an improvement, and then courteously
your way
and modestly suggest it to your employer. Perhaps
of filing
there is a better method
the letters than
that used by the house you work
for. If there is,
way
of
it,and when you know about it,present
the advantages of it to your employer. Keep up-to^
date.
Don't be a mere
doer of what you are told
to
do, but do what you do because you want
to
do it.
learn about
112
Read
12.
upon
the
start
much
not
HOW,
.
have
the
business
TO
GET
trade
you
of it may
for years an
A
JOB
papers,
and
are
interested
be
beyond you,
opportunityto
in.
and
use
At
you
the
may
this information;
just the same.
time the knowledge you
have
Some
acquired will
into play, and it may
come
play a mighty big part.
The
learn about the business,the better
more
you
future prospects.
A good trade paper
is
are
your
While
an
exceedinglyvaluable educational medium.
but
read
the trade
keep posted
papers
should
confine your labors to the work
allotted
to
do, and while you should mind your own
you
affairs and stick to your
part of the business,if you
you
would
rise in it, your
duty is to learn every part
of the business,without neglecting
your
part. If
keep your eyes open, if you ask questions,if
you
with
you devote your spare time to coming in contact
of the business,sooner
later you will
or
every branch
have a grasp upon
the business as a whole, which
will make
positionpermanent and work for
your
promotion.
Read a good dailypaper, and read it regu14.
larly.
The
successful business or professional
man
is not
A good daily
events.
ignorant of current
is a necessity.Without
it we
would be
newspaper
I cannot
littlebetter than savages.
impressupon you
and
too
emphaticallythe advisability
necessityof
habit, and
keeping posted. Cultivate the newspaper
allow yourselfto be rid of it. Don't confine
never
under the big type headings.
your reading to the matter
the solid matter, and the
Read the editorials,
parts which give general information.
HOW
114
is
TO
the
and
trifling,
Tell
value.
about
are
to
him
do.
advice
JOB
be
may
all about
Ask
A
GET
of
inestimable
yourselfand
him
about
what
exercise
and
you
the
yourselfdiagnosed and a
made
of yourself,and follow the prescribed
map
rules.
If you are
sick, don't doctor yourself,and
don't ask the druggist's
advice,
a
regular doctor
is much
be a cold, a
to
seems
cheaper. What
headache, or a sore
to be somethroat,may
thing
prove
dangerous. A doctor in time is worth a barrel
of medicine.
It is a good plan to visit a physician
in six months, even
if you are
once
a
year, or once
in first-classshape, or
think you
Prevention
are.
Avoid
all patent medicines
always costs less than cure.
and other concoctions
unless prescribedby a
consult a doctor who
is
regular physician. Never
best
food
to
eat.
Have
"
not
member
a
of
one
of
societies, allopathicand
"
be
physiciansmay
the
great medical
homeopathic. All other
quacks, and
two
are
not
likelyto
be
reliable.
Remember
working for yourself
much
for your employer, and that you cannot
as
as
be faithful to him if you
not
are
true
to yourself.
Don't listen to cheap store gossip,and keep
21.
from the habitual fault-finders. The majority
away
of employees criticise their employers. Sometimes
it is justifiable,
but most
of the fault-finding
has little
20.
basis In fact.
as
much
may
the
Don't
22.
more
with
The
than
know
you
some
you
cause
are
of dissatisfaction Is often
employee as with the employer.
forget that your employer knows
do; not necessarily
than you
more
than you know
time, but more
now.
HOLDING
A
POSITION
115
The
whether right
policyof business-doing,
or
requiresobedience to certain written and
wrong,
unwritten laws, many
of which may
fiable
unjustiappear
and unfair from
the employee's standpoint,
and even
from
the viewpoint of others; therefore,
the average
employee criticises his employer, and
ods
to be, or
reallyis,disgustedwith the methappears
pursued. He doesn't think he is treated fairly;
he feels he is not
given the opportunity which he
deserves.
I am
not
denying that this is true in some
cases
cases, perhaps in many
; but, so long as business
is conducted along its present lines,unfairness will
be a part of business.
For good and sufiiclent reasons,
the employer cannot
take all of his employees
into his confidence; and the employee, not knowing
inside conditions,is likelyto misconstrue and to form
ideas and unfair opinions. It is the duty of
wrong
the employee to have confidence in his employer, to
23.
believe
in his methods, and
he
obtained
has
does
not
reasonable
deserve
to
be
proof
his confidence
to
that his
him
until
employer
is unbusinesslike
or
employer and
the superiorof the employee
employee, the
the
during business hours. Perhaps socially
exist
conditions are
reversed; such conditions may
In the end the employee
educationallyand otherwise.
the employer'ssuperior;but so
become
may
remains an
employee, his employer is
long as one
it
his superior during the action of business, and
is the employee'sduty to respect his employer as his
or
dishonest.
So
long as
employer is
there
true
are
employer,whether or not he respects him as a man.
ness
It is the employee's
duty to obey or to resign. Busiand this
be conducted without discipline,
cannot
TO
HOW
ai6
there
and
walks
other
in
of
state
and
be
may
universal
life; but
civilization
is done
business
are
men
this
of
equality in business and
so
long as the present
it is
as
civilization remains,
of
lack
or
JOB
equal for the time
obtain,
distinction may
hot
all
impossiblewhere
time
being. Some
is
A
GET
done, there
now
must
line between
the employer and
sharply drawn
the other to
and
the one
to
command,
employee,
obey. During the period of business the employee
is in the ranks, and the employer carries the sword.
the
it upon
Remember
this, employees; engrave
minds:
tablets of your
no
successfully
man
can
who
has not
been
command
successfullycommanded.
of you
The
fact that your
employer is in cpmmand
that he is your
The
is evidence
superior in business.
better you
in the ranks, the sooner
will be
serve
you
No
one
promoted to command.
can
begin at the
succeed.
From
the best employees spring
top and
the best employers. He
who
is successful in doing
small things becomes
able to handle
great things.
is essential to success
with
Experience with a gun
exist
a
"
a
sword.
where
Do
you
may
your
be.
is the
enable
you
to
obtain
best
Your
only
a
where
best
kind
better
work
of
to
yourself.
all circumstanc
under
work
be
Be
to
will
which
grade of work
promotion.
place yourself in the line of
Be true
to
yourself, for if you
to your
true
are
employer.
you
employer, because when you are true
true
matter
no
are,
you
true
true
and
to
to
self,
your-
to
him, you
your
are
To
Those
Who
Their
I
DO
not
are
statement
I
to
cannot
men,
achievement, have made
their
present accurate
Reliable
do so.
impossible. Yet, may
that considerablymore
successful business
career;
that
with the
this condition
is
Lost
Positions
propose
because
Have
to
concern
and
even
one
or
say,
I
not
than
those
with which
statistics
venture
half of
the
our
of moderate
changes during
more
they
figures,
are
not
now
they began.
nected
con-
But
of
things should not be used as an
in favor of change of base, because the
argument
those
who amount
to anything are
major part of men
of stick-to-it-iveness. Not one
of them, or, at least,
but few of them, ever
made
out
change witha business
a
well-thought-outand thoroughly legitimate
The
for doing so.
reason
change which they made
from
not
voluntary choice, but from necessity,
was
seemed
because
to definitely
or
point in
appearances
another
direction.
Practicallyall of us began as wage-earners,
tinued
working for somebody besides ourselves,and conin the capacityof employee for a few years
or
for many
Fully 90
small
years.
per
cent
country merchant
of
our
to
business
the great
men,
from
the
citycaptain of
TO
HOW
118
A
GET
JOB
ness
industry,have failed or will fail during their busialthoughmany of them recovered or will
career,
and
recover,
continued
These
of
a 90
figures,
representing
failur'e againsta 10 per cent
statisticians who
other
followed
perfectly
plain,even
of
cent
per
although 90
fail.
The
commercial
our
per
agency
sonably
rea-
by
and
I make
myself
if it requiresrepetition.
Ninety
It is advisable
reports.
proportion
cent
per
of success,
are
present the results obtained
and
accurate
in business.
will continue
or
business
cent
that
men
not
are
of them
failed
have
greater part of those
failures,
who
pass
or
will
through
ally
eventuthemselves,and become
bankruptcy recover
that
successful;but it is a fact,nevertheless,
90
cent
per
of those in business
for themselves
have
experiencedbankruptcy or may
expect it. This
at times, a change
deplorablecondition necessitates,
in business;consequently,
a
proportionof every class
of business men
make, voluntarily
or
involuntarily,
On the other hand,
some
change duringtheir career.
the professional
is more
man
fixed,because he works
for himself; therefore,for him material change is
often difficult,
and sometimes
generallyinadvisable,
impossible.
The
employee gives up or loses his position
he resigns,
usuallyfor the followingreasons:
first,
because
he has
obtained
what
he
considers
a
better
the firm fails or goes out of business,
position
; secondly,
and he is honorably discharged;thirdly,
he is
dropped for cause, because he did not properly do
his work; fourthly,
he loses his positionon
account
qf petty jealousyor for other illegitimate
reason.
This
fourth
condition
occurs
too
to
infrequently
LOST
need
more
to
has
than
dwell
1*19
POSITIONS
Nor
passing mention.
the case
particularly
upon
Is It
sary
neces-
where
one
or
resigned,that he may obtain a better position,
which
Is supposed to possess added
one
advantages.
In this chapterI propose to deal with the second
and
third classes,viz.: with those who
lost
have
their positions
of the failure of the conaccount
cern
on
they were
working for, or for other business
and through no fault of their own
reasons,
; and with
those who
were
dischargedfor cause, because they
did not properly do their work.
While the loss of
a
positionthrough no fault of the incumbent should
reflect upon
The
extent.
not
him. It does to some
majority of employers desire to obtain, rightly or
from the ranks of the employed,
wrongly, their men
the boys who
are
juststartingin
except, of course,
business.
The
fact that a man
holds a positionis
considered
prima-facieevidence that he has some
and is a more
less valuable employee.
or
capabilities
fact that he Is out of a position,
The
whether
or
It be his fault,is considered
business
not
by many
his ability. Therefore, the
men
as
reflecting
upon
of a positionmay
find It much
difficult
out
man
more
than will he who
Is occupied.
to obtain one
I would
to
advise, most
emphatically,
every one
retain his position until he has found
something
which he has reason
to believe Is better,yes, much
His apparent and present value, if not his
better.
real and future value, is from
25 to 50 per cent
higher while he holds a position than It is when
of one.
he Is out
he cannot
But, In many
cases,
help himself. His firm fails,or changes are made
which he has no control. He is literally
forced
over
GET
TO
HOW
120
JOB
A
position.In this case,
where he is not to blame for being out of work,
better off than is the employee who
he is infinitely
obtain
should
He
has been discharged for cause.
another positionat the earliest possiblemoment,
although he need not use undue haste. It may be
afford to
can
better to wait a little longer,if one
than it is
do so, and thus obtain a good position,
if this initial
to take the firstthing that offers itself,
opening is undesirable. Here, as in other cases, one
his judgment, and if he has littlejudgment,
must
use
that of others,
he should depend upon
an
tremely
exdifficultthing to do, because it takes judgment
without
to use
judgment, and the boy or man
it generallyrefuses to appeal to the judgment of
He
out.
must
obtain another
"
"
"
others.
unprofitable
but all thingsbeing equal,the
to be premature;
the better. The
quickerone gets a position,
longer
he waits,the more
his commercial
or
position-getting
It is
dangerous
to
value will decrease.
has been
stands
out
a
out
It is
of work
better chance
of work
for
a
wait, and
the
who
one
who
man
longer than
no
than
month.
fact that the
a
for
it is also
a
week
has been
longer he is out of
that
to the suspicion
fore,
persistency.There-
The
the more
he is open
position,
he lacks ability,
and
enterprise,
I would advise the boy or man
who has been
thrown out of work to immediatelybend every effort
He
should use
to replacehimself.
the most
ous
strenua
methods.
He
should
leave
he should
no
unturned;
usinghis friends,
stone
at it,
keep continuously
his acquaintances,
and everybody else
assist him.
"
He
should
obtain
who
from
can
sibly
pos-
his last
TO
HOW
122
GET
A
JOB
rectifyhis mistakes, he has lost for
the time being a part of his reputation.
the publicflaunting
I do not recommend
While
have a rightto consider
of one's errors, because we
mistakes confidential to ourselves,it is not usually
our
than an
more
ordinary
good policy to make
Our errors
are
usually
attempt to keep them secret.
found out, and any attempt on our part to keep them
is likelyto react
misrepresentation,
secret, or
any
of the first laws of
Frankness
is one
againstus.
success-making.
honest,
disare
Notwithstandingthat many business men
the
from inclination or from allegednecessity,
esty
hondishonest employer admires
and demands
most
the worst
the part of his employees. Even
upon
determines
of
to
business
business
men,
the
by
those who
those
"
who
open
in the furtherance of their nefarious
not
be
tolerate unfaithfulness
directed
their
.
dishonesty,and
that their employees be engaged
practiceof
demand
built up
have
in their
or
interest.
schemes,
"
will
dishonesty,unless it
They require tSeir
employees to be honest to them.
Even
assuming that the dishonorablydischarged
obtain
a
employee can
making
positionwithout
his disgrace,
known
I rather questionthe expediency
of not making a frank and clear statement.
Sooner
later the new
or
employer may discover all. It is
better
as
to
honest
be
and
frank
at
the
start
as
well
afterwards.
Bad
dishonorable
dischargeis considered,
that condition
in itself is by no
fatal to
means
has gone wrong
reemployment. Many a good man
and is better for the trial through which
he has
as
a
LOST
POSITIONS
123
wrong-doing, if it
be made
in a manly, straightforwardway,
begets
be someconfidence.
The employer, while he may
what
honorab
who has been disprejudicedagainst the man
in
become
prepossessed
discharged,may
his favor if he presents himself without
disguisement, frankly tells the truth, and by so doing presents
tangible evidence that he is undergoing the
rightkind of repentance, and that he has an intense
desire to use the disaster of the past as a preparation
passed.
frank
A
of
confession
for the future.
charged
advise, therefore, the dishonorablydisemployee to tell the truth about himself,
sail under
his own
the whole
truth, that he may
colors.
about himself,
Certainly,a frank statement
and an
and manly confession,will relieve him
open
I would
of
He
need
have
hard
a
time
for
the
at
future.
of it,but
he
the
start.
True, he
deserves
it.
A
may
honorabl
dis-
discharge in itself,then, need not, necessarily,
He may
offset it,although
againsta man.
be
difficult for
be
it may
fear
not
the worst
will know
anxiety. He
him
to
do
But
so.
if he
shows true repentance, and
acknowledges his wrong,
determines to right himself, he will find somewhere
and
somebody who will work for him as heartily,
he would
for a man
more
perhaps even
so, than
who
had
nature
not
done
is prone
The
wrong.
offer
to
helpinghand
a
have
done
and
to
correct
undo
to
the wrong
the mistakes that
attempting to
sincerely
are
kindliness of human
those who
that
they
they have
made.
While
it is necessary
employee
to
make
for
the
the
most
charged
dishonorablydisstrenuous
effort
TO
HOW
124
GET
A
JOB
replacehimself, he should not allow himself to
be discouraged. Instead of permittinghis disgrace
for
it as a foundation
to injurehim, he should use
better things. The
very frankness of a confession,
if it carries with it a genuine desire to do better,
result in the rightkind of a reinstatement.
may
the employee has lost his position
Whether
ably
through no fault of his own, or has been dishonoreffort to
discharged,he should make immediate
obtain a position.He should strain every nerve
and
turn
stone, so that as little time as possible
every
intervene between
his dischargeand reengagemay
to
ment.
of the great
One
of successful
generalprinciples
business-doingsuggests
line
of
become
business.
a
that
The
we
stick
to
successful shoe
failure in the
some
clerk
one
may
real-estate business, and
would
with
meet
not
good real-estate man
the same
in any
other class of
degree of success
endeavor.
Occasionallyit may be well for one to
switch off entirely, to remove,
not
only from one
house
to
another, but to make
a
complete change
of vocation,
but this should not
be done without
and
a
well-defined reason
for so
well-thought-out
doing.
The majorityof our superlatively
successful men,
and even
of those who
have met
with only ordinary
those who
have not
are
few
success,
only made
changes,but who did not go outside of the line of
their original
If they began in the dry-goods
work.
business,they remained it it,whether or not they
many
a
"
"
moved
from
one
store
to
another.
LOST
While
apply to
to
the
there
all
POSITIONS
125
which
underlyingprinciples,
are
the sellingof nails
from
business-doing,
of soap, each line has its peculiarities
sellingof soap, for instance,while
distribution
The
of trade, is handled
somefollowingthe principles
w'hat differently
other commodities.
than are
many
Therefore, it would
that
expedient
seem
should
one
changes to similar
For instance,a dry-goodsclerk out of work
houses.
is likelyto obtain a better positionand at a higher
salaryin the dry-goods business than he will if he
stick
goes
his
to
into
line and
other
some
limit
his
line.
its
Experience, particularlyin business, owes
commercial
value to its continuity. Our capacityis
of work,
do only a certain amount
limited. We
can
and
the cells of
even
is necessary,
this is
therefore,for
concentrate
to
an
our
age
of
brain
us
and
specialty,
to
gies,
ener-
our
spread out.
there
It
numbered.
economize
to
rather than
are
appears
Then,
to
be
for the versatile man;
in fact,versatility,
of concentration.Is a curse
unless it has the power
littleroom
Few
versatile men
advantage.
have
amount
to anything. The
great achievements
who have known
been made
one
by men
thing many
times better than anythingelse,who were
specialists,
the major part of their life to the
devoted
who
faculty.
particular
development of some
learn one
It Is
You
cannot
thing too well.
impossiblefor you to learn everything about anything.
OccasionallyI hear business men
say that
the dry-goods business, for
all about
they know
lie
of them may
instance. They lie,although some
rather
than
an
No
unintentionally.
one
man
knows
all about
any
HOW
126
business.
The
than
more
to
some
find
one
line.
If
better
for
all
he
begins with
him
of
house
one
his
he
but
it
the
allow
to
education
in
learn
in
to
know
out
would
the
in,
has
he
has
from
carry
the
learned
worthless
is
of
class
his
about
him.
to
such
profitable business
trade
a
"
which
experience.
business, or out of it,can
this world.
the
It
things
learn
nothing
about.
It is wiser
it is
change,
a
est
near-
would
his
to
little about
you
can
changes
make
to
attempt
little,and
When
to
of
about
more
than
than
he
he
it
business,
knowledge
if he
next
been
some
to
but
has
use
completed
we
be
consider
he
be
that
boy
house,
dry-goods
business
what
best
seems
to
him
about
the
that
offers so
occasionally one's business
justifiedin making a complete change;
is
one
one
Our
of
age
that
little that
as
of
calling will
for
The
equal.
dry-goods
another; but
to
when
present
evident
in the
the
I admit
well
the
no
fore,
There-
knowledge.
dry-goods
a
remain
to
business, much
former
of
hold
can
it
things being
obtained
capacity
brain
amount
JOB
expedient and profitable to stick
along that
thing, and to perfect himself
will
man
A
particularly during
combinations, it is
and
or
GET
greatest
limited
a
and
trusts
TO
to
is, therefore, better
know
we
about
At
know
never
something
the
best,
we
much
new
can
things
know
about
little
much.
of
work
a
job,
work
in
job.
a
as
hard
to
get
a
job
Getting
the
Is
Better
a
position
you?
Do
you
feel
Have
that
other
some
would
eventually
you
not
or
be, based
to
let
other
to
best
no
"
has
a
lazy
ronment
envi-
Is
contain?
to
offer
present
your
sense?
be
to
satisfied
dis-
you
make
to
your
It may
Are
not
satisfied
sensible
the
best
a
you
right
where
are
you
friends
beneath
and
that
the
can
alleged
Nor,
be
to
you
for
proper
In fact.
dissatisfaction, unless
develop
or
dissatisfied
or
unless^ the
alone,"
tangible basis
have
hand,
opportunities
"
you
wellthe
on
dissatisfied,
doing
are
or
your
conclusively
prove
conditions
present
quality and
to
offer
quantity of
capacity.
satisfaction
Stagnant
are
satisfied
the
right
well-enough
fair-minded
your
feeling
would
or
you
which
too
are
It Is
reason.
enough
for
common
you
have
You
"
ity?
capac-
conditions?
present
without
your
dissatisfaction, whichever
good
upon
tunities
oppor-
line of endeavor
same
likely
seem
your
because
of
better
advantages
does
satisfaction
be
to
you
subconscious
or
position, in the
in another,
or
of
realization
conscious
a
you
it offers
that
the
within
satisfactory
holding
are
you
Position
enemies
Is
result
not
of
to
every
and
Irrational
kind
sufficient, unless
of
tion
dissatisfacTo
progress.
the
Intelligent consideration
be
satisfaction
and
a
proper
Is
A
GET
TO
HOW
128
JOB
finding
values. Faultprospective
dissatisfaction always works againstsuccessful
weighing
of present and
effect.
Success, then,
to
appears
sensible satisfaction and
dependent
be
reasonable
dissatisfaction.
be
is to
Continuityin position-holding
Intermittent
is but
success
upon
the
aged.
encour-
of
imitation
whether it apply
is strength,
continuity
other human
to any
to the holding of a position
or
did not skip
The
Builder of the Universe
endeavor.
his working days. On
Monday he did Monday's
work, and on Tuesday he connected Monday's work
with the work of Tuesday. He who feeds his horse
on
Monday, giveshim less food on Tuesday, stillless
on
on
Wednesday, and none
Thursday and Friday,
have a weak
dead horse on Saturday.
or
a
may
the real.
In
Success is built upon
connection
and
nuity
conti-
the
of endeavor.
A
better
if one
be had, is dependent
position,
can
the present position,
is juststarting
unless one
upon
in business; and even
then, going to work is but a
continuation of the preparationwhich preceded it.
it Is unprofitable
While
and foolish to continue
even
though it possess the
any policyof stagnation,
element of permanency,
a
change of business base
is never
to be advised unless one
Is as sure, or nearly
so, of his prospects In another
direction,or under
different environment, as he Is under present conditions.
I
am
that
aware
attainments
to
and
sometimes
and
I would
a
change from
from
not
successful
some
one
one
line of
advise any
men
their
owe
to another,
position
business to another,
boy, young
man,
or
man
TO
HOW
130
there appears
that
evidence
be,
to
JOB
reasonable
investigation,
upon
lack
your
A
GET
of
is due
success
to
your
yourself,then you have the
right to consider a change. To persistin holding
these circumstances
is
present positionunder
your
foolish and unprofitable.It is your
duty to look
for a bet;ter
ing;
position,presumably within your calland this better position
you will find if you hunt
strenuouslyfor it and prepare yourselfto meet it.
But if your dissatisfaction is due to yourself,
to your
lack of ability,
which you have no
over
control, or
then
to shortcomingsfor which
responsible,
you are
it is better for you to stay where you are, and gain
by inches if you can, than to take the next-to-fatal
chance of losing what you have, by jumping into
another
positionwhich most
likelywill require a
of greater or different capacitythan
man
yours.
and
environment
It is safer
think
to
to
stay where you are, unless you know
do better somewhere
else. It is not enough
can
you
not
to
better your
position;it is necessary
your
condition
can
you
know
to
by changing
that you
can.
In the first place,it is your duty to yourselfas
well as to your employer to do your best where
you
how
matter
no
the
disagreeable
are,
position
you
hold
may
way
under
be
a
be.
success
The
cannot
success
a
you
are
a
success
in
handicapping environment,you
with right conditions.
subordinate
will
who
Unless
not
who
cannot
succeed
as
a
succeed
master.
small
a
will not
as
The
a
ordinate
subman
properlyhandle his car
superintendother motormen.
of
Every man
his spurs by first ridingin the ranks,
won
as
cannot,
member
as
of
a
a
motorman,
company
of workers.
GETTING
A
POSITION
BETTER
131
I do pot care
how subordinate your position
may
be, how littleopportunityit may offer,how disagreeable
cessfully
environment, unless you are sucdoing your work, you stand absolutelyno
be
may
chance
of
your
Nine-tenths
of
blame
themselves.
positionsis
occupy,
but
the
boys call
but I have
in the
lottery,
"
chronic
are
everything
due
not
They
one.
you
read
are
I have
A
seen
the positionsthey
to
snaps."
their
snap
about
looking for
heard
of snaps,
is like the
it,but
you
prize
never
it.
see
Every
to
never
"
men
dissatisfaction with
themselves.
to
condition.
everybody and
Their
present
what
unsuccessful
our
who
fault-finders,
save
favorable
doing better under
hard
to
kind
grade of
work.
persistent
and
or
succeed, and
that
observer
it would
luck
was
success
owes
its existence
seem
Occasionally
men
the superficial
to
appear
the
agent
of
their achievement;
but if you investigate,
you will find that what
seemed
little more
than a flash-into be success
was
of the genuine.
the-pan appearance
Young man, if you do not like your present position,
and you know
why you do not like it; if you
satisfyyourself and your friends that you have
can
for your
reason
to
prove
able
to
assume
then, have
under
fatal
any
to
you
if you can
yourselfand to others that you
greater responsibilities
; then, and
and
dissatisfaction;
a
other
your
rightto
make
circumstances
interests.
Do
not
a
ther
furare
only
change. A change
is pretty sure
to be
be so foolish as to
imagine that anybody or anything but yourselfwill
for what you do.
be responsible
Outsiders and your
environment
help you or hinder you; but the
may
is yours.
responsibility
where
of
master
to
are,
give up
a
until you know
for your
responsible
more
have
Let
to
me
thing
some-
you
anything anywhere else.
Be
have
you
before
attempt
you
go
or
even
good position,
that the position,
not
where
have
then do
you
are,
the
right
more
else.
somewhere
up
poor
you, is
a
failure.
are
you
sum
unless you
even
where
matter
done
have
are,
:
Stay where you are
place. Don't attempt
and
you
no
do
one,
you
Unless
JOB
greater things.
not
The
A
little you
the
handle
Do
you
likelyto
not
are
GET
TO
HOW
132
to
succeeded
not
make
obtain
a
in your
a
move
besides
of
know
until you
a
better
higher position
lower position;
unless somebody
are
adapted
you
yourselffeels assured that
to greater responsibility.
Your
employer, unless he be an exceptipnto
the generalrule,will give you as much
opportunity,
provided it is within his scope, as will somebody else.
It is true that because you began with him as a boy
he may
realize your
often occurred.
Many
with
like
not
worth.
This
condition has
employer fails to recognize
the value of the employees who have grown
up
him.
his boys at the start, and,
They were
father, he does not realize that they have
a
become
an
men.
If the firm you
and I
your services,
work
for does
here
not
appreciate
assuming that you are
renderingan efficientservice,the fault Is due to one
of two
conditions : first,
that the firm unintentionally
refuses to recognizeyour ability,
In which case
you
have a reasonable excuse
for a change,provided you
am
A
GETTING
BETTER
POSITION
13S
advantageous one; secondly,you have
not
properlypresented yourselfor have not allowed
what
to know
or
your employer to see what you are
are
doing.
you
The best advice that I can give you, young man,
is for you
who are considering
a change of position,
to find out what you have in hand, to properlyweigh
it and measure
it,before you make a change. If,
after
you have done this,you find that your present
environment
will not give you deserved opportunities,
then, and only then, should you make a change.
You
are
working for yourself,whether you be in
business for yourselfor on
salary. You cannot
a
be faithful to your employer unless you are
faithful
to yourself. The
employer who will not give you
what
belongs to you is unfit for you to work for.
in making a change. But, as all
You
are
justified
and as all employers keep their
business is selfish,
employees for wEat they can get out of them, it is
obvious
that the employer worth
working for will
and earningcapacity
recognizethe employee'sability
if he has an opportunityto do so.
You, as an employee, have the same
rightsas
employer. He keeps you because it pays him
your
make
can
to
do
is no
so,
an
and
you
stay for the
sentiment about
same
reason.
it. It is cold-blooded
There
business.
questionof selfishpolicy. As an employee, it
and after you know
is your duty to weigihyourself,
weight, to force your employer to pay you
your
pound for pound. If he be a successful business
he is likelyto do this. If he will not do this,
man,
then you have a right
be his reason,
whatever
may
But remember, young
that hard
to get out.
man,
It is a
HOW
134
as
your
be
more
difficult
be
not
another
position.
In
provided
as
and
for
price
will
bad
your
better
both
with
off
hands
feet
your
the
arms,
ground
something
that
If
getting
than
do
you
the
line
if
you
until
strong
be,
may
a
of
better
place
let
clutched
to
hold
you
to
another
ployer;
em-
good
stand
a
while
a
ployer
em-
or
much
ing
occupy-
Keep
one.
Branch
Don't
enough
all
present
of
out
man,
yourself
how
permanency.
have
the
entitled
find
you
when
will.
you
is
your
matter
no
gations.
obli-
those
Get
are
you
in
tion
posi-
Consider
prices,
that
all
position.
honestly.
position
of
on
the
them.
new
it
cases
ties
difficul-
prospects
your
fill
the
market
pay
present
position
a
half
possessions.
remember
chance
may
realize
your
not
but
not
it
get
you
merchandise
fair
it
may
with
your
what
not
counts,
lived
have
nlatter
than
more
that
yourself,
you,
one
the
know
diagnose
to
No
promise
may
can,,
able
next
your
You
You
you.
JOB
be,
may
sustain.
to
confront
may
A
GET
positlbn
present
which
iYou
TO
out
feet
your
with
you.
get
your
Choosing
both
FRIENDS
are
of
grade
achievement.
Without
business
life
social
friends,
comfort
multi-millionaire,
in
steeped
friends, although
but
semblances
would
his
head
above
be.
They
to
appear
the
any
but
so
are
his
they
him
long
to
be
he
as
friends
of
purpose
affairs
siders
con-
probably
life bearable,
social
The
should
kind;
the
his
They
to
answer
of
promotion
likely
value
water,
any
he
what
more
are
least, make
at
extent,
some
of
straits
cash, has
friends.
true
little intrinsic
through
keeps
in
of
be
pass
to
of
and
improbable.
is
they
every
necessity.
basic
a
impossible,
is
satisfaction
or
of
and
are
making,
the
to
success
They
social
and
essential
of
degree
every
business
a
preeminently
asset,
of
Friends
or
friends,
and
and
he
assist
business
prosperity.
The
the
bricklayer
others
thief
refuses
friends,
him,
with
in the
are
while
with
to
at
get
those
though
mutual
and
work
enjoys
at
along without
who
"
even
laborer
other
or
are
neither
friendship
disreputable characters,
or
Even
home.
what
apparently
places
he
siders
con-
friendly
much
dence
confi-
relationship. They
they
but
tion
associa-
may
be
friends,
nevertheless.
No
one
one
progress
can
live
further
happily
than
or
the
profitably,
initial
nor
can
jot, without
HOW
136
GET
TO
A
JOB
and
without mingling with men
cooperation,
things,and without being surrounded by those who
in friendlyrelations with him or who
are
appear
human
to
sustain such association.
The
hermit
and
the recluse
are
worthless
bers
mem-
they are store-houses without exits;
society;
useless to themselves and menaces
they are derelicts,
to society.
It is,then, simply a questionof whether you will
have true friends, those whom
use
imately
legityou may
to your advantage, or whether
your friends
shall represent the elements which are
opposed to
every grade of decent progress.
Friends, or what stand for friends,you must
of
"
"
have.
You
begin to choose ybur friends,or to earn
them, at boyhood, and they remain with you, either
in fact or by substitution,
so
long as you live.
In the first place,let it be said that
and
you
be of necessity
alike. You cannot
your friends must
have as a friend one
is morally or
who
mentally
for your friends are
your superioror your inferior,
like you, otherwise they would
be your friends.
not
The
old saying that
likes repel and
opposltes
has littlefoundation in fact. True,
attract
many
Is apparentlydifferent from
a
man
his associates;
of his interests may^be along other lines;
some
but,
if you
will study his characteristicsand those of
his Intimate friends and associates,
will find
you
that their likes and dislikes and their Ideas of
right
and wrong
and of other thingsin general are not in
but much
closer than appearances
opposition,
times
someshow. As a matter
of fact,
these men, although
"
"
HOW
138
better himself.
Good
boys
JOB
A
GET
TO
or
will be friendly
men
his friends,
to become
him,
they will want
but they will refuse to become
his intimate friends,
to trust
or
him, until he has proveq his worthiness.
He
do something for himself before he can
must
expect others to help him.
Neither God
should
nor
nor
man
gives more,
and
than opportunity,encouragement,
give more,
to
"
"
assistance.
To
do
more
is to
take
from
his
man
preciousheritage,that of self-responsibilit
and self-agency.
self-respect,
There is nothing worse
than
for a boy or a man
close association with thoughtless,"
continuous and
unambitious, and disreputablepersons, unless such
association is for the definite purpose
of doing them
good. Even then, it should be off-setby an intimacy
with those who are his equal in character.
I am
ideas of
in my
thoroughly democratic
equality. I have no patiencewith those who feel
that men
born
are
unequal, and who, in their
and handed-downthoughtlessness,
self-containment,
that one
pride,attempt to assume
piece of human
clay Is better than another piece from out of the
earth.
The boy or man,
who is filled with his
same
own
Importance,and who thinks he is better than
of those
others,because of inheritance or on account
fore,
thingsover which he has had no control,and, therefor which he deserves no
credit.Is a cad and
fool, an object of genuine pity. The world
a
most
"
would
at
be
better
off if he
large; and yet, the world
with
the
cost
should
of his confinement.
blacksmith,who
allowed
not
were
handles his hammer
not
The
to
be
to
be
taxed
respectable
the best of
FRIENDS
CHOOSING
139
.
is, in every respect, equal to the great
ability,
scientist,
who, with his marvelous
capacity,has but
done his best. But the good blacksmith
has as little
his
in
with
common
has
in
common
the great scientist as the scientist
with him.
They may become general
friends,but they will
friends.
specific
It is not a questionof equalityor of inequality,
it is a question of preference,
of having something
in common,
of being interested along similar lines.
all
But because we
born equal, because we
are
are
branches
of
have
right to choose
our
no
friends
The
choice
This
a
trunk, does
common
will.
at
depends
is
It is
a
upon
not
mean
associates
our
compensatory
a
be
never
or
that
to
we
make
question of selection.
mutual
exchange.
a
world.
We
pay
for
everythingwe get. Reciprocityis the first law of
nance
nations, of society,and of the making and mainteof friendship,
and should be the first law of
business.
Unless
we
give, or are willing to give,
for what
have
an
receive, we
adequate return
we
no
right to receive,and no one has a rightto give
unto
us.
No
two
boys
buys of the other
does
not
pay
or
men
the
remain
friends unless each
friendshiphe
for it in money,
receives.
but he pays
he receives or
He
for it
by
by being
much as
as
giving in return
willingto do so.
mutual
All friendshipis based upon
giving and
receiving. This is not selfishness in an objectionable
it is of that greater selfishness which
the selfishness
represents the purity of character,
of reciprocity, the basis of all friendshipworth
sense,
because
"
"
while.
The
willingnessto
return
favor
for favor
A
GET
TO
HOW
140
JOB
is
return, provided one
unable to do so in a material or substantial way.
Friendship,analyzed properly,is nothing ftiore
constitutes
or
less than
accepts
man
than
we
favor that he does
a
if it is needed.
he
receive,whether
or
material
return.
is
not
to
return
many
of
decent
not
want
to
us
do
boy
or
return
willingto make
gives him the right to
fact that he is
The
for what
return
True,
receive,but no
trade.
mutual
a
favors
more
adequate
an
receives
he
not
The
makes
a
substantial
of the
purpose
Golden
or
Rule
independent of legitimateself-interest, a
willingnessto receive favors with an equal desire
No
would
"
them.
one
have
should
do
for
more
his friends do
for
he
friends than
him, if he needed
their aid.
To
give assistance
return, and
who
to
one,
who
will receive and
is
unwillingto make return, is
not
philanthropy,or charity,or Christianity,
or
but is the product
or
friendship,
kind-heartedness,
of a false idea of goodness and is founded
upon
cheap sentimentality.
The boy's first duty is to obtain friends. Let
him remember
that he must
for friendship,
pay
that he must
it. The
earn
friendshiphe gets for
nothing is worth what he pays for it, nothing.
I would encourage
most
emphatically
every kind
of social life among
boys and men, except wh^t has
a degrading influence and
interferes with the sterner
duties. With
the rightkind of companionship,we
not
"
r
"
are
in every
and
book-worm,
way
better off. We
plenty of it. The
but like the
worm
need
social intercourse,
recluse may
be a
he will crawl through
FRIENDS
CHOOSING
life. The
lunch
and
boy
night,and
getting into
alone
to
much
alone
are
one's
much
too
closet,so
to
periods,is an
of the time.
his
there is
between
too
a
much
This
speak, or of being
advantage at times,
social life is wearisome
ambition; but
line drawn
eat
Table
for extended
too
not
companions aid digestion
stimulants. Many of us are isolated
mental
at
business should
in
man
by himself.
are
for
or
141
and
an
enemy
healthy and profitable
and oversociability
isolation.
The
right kind of social life aids ambition and
in business
gives to the boy in school or to the man
and labor-savingopportunity
a delightful,
profitable,
for the development of his truer
and better self.
The
other organization is an
club or
proper
educational
institution.
establishment
of
reading rooms,
ums,
gymnasiand other placesfor study and recreation,like
those maintained
Christian
by the Young Men's
tion,
Association, are worthy of the highest commendaand
should
receive the hearty support and
houses
cooperationof the community. They are clearingof thought,keep boys and men
off the streets,
for
discourage loafing,and present opportunities
their members
to
give and to take, to exchange
ideas to mutual advantage. Attendance
at the right
The
.
kind
or
of club
or
association does
Interfere with
No
home
good thing is
and
home
not
mean
late hours
duties.
good if it is carried to
All school,all home, all club, or all Church,
excess.
ruin a boy and condemn
would
failure.
to
a
man
Change of occupation Is the best kind of healthgiver and mind-developer.The breaking down of
any
HOW
142
many
boys
and
of
the
life
lack
of
duties
shop
best
men,
themselves,
are,
sleep
that
little
the
of
for
boy
or
There
fair
is
of
more
Friends
and
the
to
with
man
in
alone,
else
business
and
and
of
rounding-out
and
of
maintenance
health
nothing
them
are
is
it
the
insured
has
willing
ambition,
is
work,
to
impossible
failure.
world
religiously,
or
worth
than
more
mercially,
com-
friends,
and
better.
asset,
protection.
he
complete
in
the
an
If
and
a
friends
good
failure.
socially,
the
others
with
cally,
systemati-
anybody
to
or
matically,
syste-
themselves
by
establishment
become
to
recreation
themselves
essential
work
systematically,
read
they,
most
proficiency.
against
him
the
day's
the
who
those
take
that
the
of
grade
has
and
is
and
himself
to
the
made
have
rule,
a
mingling
business
The
and
who
ous
strenu-
often
when
life
a
systematically,
to
proper
manhood
any
those
as
realize
worth
out
of
systematically,
who
are
kind
the
to
office, but
the
to
due
done.
are
study
JOB
always
not
or
different
a
The
of
is
men
A
GET
TO
a
business
and
social
ment
invest-
Using
Your
chapter
THIS
the
Is
and
for
stands
as
well
as
do
to
conditions
be
we
like
for
us
of
their
of
degree
a
be
of
the
lowest
only,
but
with
personal
favor
place the
should
to
the
water
We
are
he
for
friend
something
have,
a
by
or
stronger
definite
he
supposes
them
may
in crime
them
between
world
with
Intrinsic
and
apology
an
generosity.
In
gunning
deeper,
a
obligations
under
its open
consist
himself
do
would
friends, and
our
going
and
tional,
irra-
most
friends
exists
overboard
not
in
Policy.
selfish, the
most
be
or
by the
Rule
between
may
man
accepting
does
Friendship
or
jump
judged
claim
the
what
to
friendship.
boy
him
a
they
if
supposed
Golden
or
us
him
for
do
Irritable, the
friendless
and
ing
be, will-
measured
the
least,
of
semblance
to
with
the
that, there
all
may
and
friendship
order,
likes
are
be
man,
at
The
friend.
The
should
what
or
who
or
us
Rule,
most
friend
one
be
a
have
practice of
the
is,
Friends
despicable
to
least
would
friendship
most
has
who
Golden
disagreeable,
most
at
he
the
their
the
Even
and
cally
theoreti-
friend,
individual
an
reversed.
disciples of
extent
is
Both
it.
a
of
continuation
a
precedes
him,
as
were
or
practically,
friend,
a
part
a
which
one
Friends
and
rightly
taking
with
him.
has,
marketable
or
a
so.
drink
It
is
should
value.
A
GET
TO
HOW
144
JOB
and
dangerous proposition,
assist in leadingone
while association with him may
While
a
bad
friend is
am
inclined
astray, I
with
friends
without
But
bear
your
nor
outside process.
the
yourself,or
may
assist you,
mire
or
make
turn
friend
no
one
be
cannot
you
at
off
all; for
nothing.
important
lifted up by
nothing and is
fact,and a most
down,
are
with
is better
one
does
one
in mind
if you
friends
one:
feel that
to
friend than
bad
a
a
as
applicationof any other
do the rising
To
rise,you must
major part of it. True, a friend
but he cannot
drag you out of the
the
by
your
failure into
Unless
success.
you
actuallydo
effort for
yourself,unless you
all the assistance in the
a
part of the up-lifting,
world
will avail you nothing. The
strong friend
of the weak man,
can
assuming that a weak man
have a strong friend,is worth
littleto him, because
the value of friendshipcannot
go beyond cooperation
an
and
Our
have
could
would
a
assistance.
friends
rightto
use
be put to
be worthless
not
friends in
There
them.
use
to
our
personal use, and
If It
we
so. If
they
should occasion require,
they
be
us, and, therefore,would
were
not
only.
name
Is
for
are
no
code
of
honor, of modesty,
or
of
which should prevent you
from using
self-respect,
and
friends,provided you do so legitimately
your
are
willingto reciprocate.You have just as much
rightto use your friends,if you do so In a proper
manner,
as
the
you
have
to
take
and
hold
what
you
The
fact that you have friends
store.
buy at
is prima facieevidence that you have earned their
friendship,and have paid for It in one
or
way
HOW
146
you
cannot
see
TO
him
JOB
A
GET
write him brief letters
personally,
his assistance.
that you
him
frequentintervals. Remind
been properlyplaced,and assure
at
him
Better write
to
haven't
will ciate
appreseveral of your
you
friends,in fact,write to every friend you have, even
of them
not
are
though it may appear that some
in positions
If you don't hear anything
to aid you.
from them within a week or two, write them again,
and make
letter brief.
Use
some
expression
your
if you
like, I am not placed yet. Telegraph me
hear of anything." This does not offend and helps
Use your acquaintances
to jog the memory.
well
as
"
as
friends.
your
When
obtain
a
you
better
of
out
are
one,
use
a
position,or
all of
your
desire
to
friends and
Remember
that
acquaintances;pull every wire.
modesty, though it may be a great and uncommon
You
virtue,may be your worst
after
are
enemy.
something. It is your business to get what you
want, and in the gettingyou should use every legitimate
which will,in any way, lead to success.
means,
Even
the friend or
be
acquaintance,who may
will admire
slightlyannoyed at your persistency,
rather
than
condemn
progressive methods.
your
Few
those of busy business,are offended
even
men,
at
brief letters or
Ask
at
short calls.
the advice of your
friends. It
cannot
sibly
pos-
do any
harm, and it may do considerable good.
True, advice is often worthless,and one should not
be over-influenced by it;but it
have value nevertheless.
may
Nothing brings a man
much
out
so
to
as
of us
request his advice. Most
advice.
of us are anxious
Some
are
to
willingto give
do it. Asking
USING
often leads
advice
use
to
YOUR
to
FRIENDS
other
147
things,which
you
may
at
every
advantage.
your
Consult
with
your
friends.
See
them
opportunity. Keep in touch with them.
The
more
of your friends who know
about your ambition and
what you want, the better you are off.
have been obtained
Many of the best positions
through the direct or indirect influence of friends.
The friend,who knows your capacityand character,
is in a positionto speak of you in a way which good
would
taste
allow you to talk of yourself.
not
But remember
that your friends are
not
going
obtain a positionfor you; they will only assist
to
in that direction;you, yourself,must
do the
you
actual work.
Don't
depend
,upon
your
friends
beyond the
yourself.
upon
rendering of assistance. Depend
in
You
You, not they, should do the work.
are
command;
they are actingas your assistants.
Unless your friends are thoroughlyfamiliar with
it would be well for you
your desires and experience,
of letters stating
furnish them
with a number
to
what
Give
what
you
each of these friends from
six
you
have
of them.
dozen
or
set
done
They
in type.
and
may
If
want
to
a
be written
on
set
in type
to
do.
couple of
the typewriter
print a few
one
slipsor proofs. At any moment
may
approach your friends and intimate that he desires
friends speak
Your
of your qualifications.
some
one
in a much
of you and recommend
you, but they are
if they can
hand
the
better positionto assist you
of your ability
inquirera written or printedstatement
hundred
and
experience.
It Is
friends
GET
TO
HOW
148
only necessary
help you, but you
not
to
for them
A
JOB
for
you
ask
to
make
should
your
It easy
do It.
to
The
Idea.
the proof-slip
heartilyrecommend
is very
cost
slight. It should contain your name,
and
references; In fact, It
address, qualifications,
and what
of who
should be, a typographicalmap
I
Even
are.
you
best friend may
your
properly present
to
unfamiliar
with
with
business
a
of
many
man,
,
or
qualifications,
your
them.
friend
your
In
hov"
know
not
be
may
conversation
mentions
and
you
opening. If there is,he may
but he may
qualifications,
attempt to talk of your
not
give them all. He may not properly represent
This little printedproof of your qualifications
you.
inquiresif
may
his
act
there is
as
his leisure.
a
letter
clincher.
a
pocket.
an
The
business
It takes up little room.
Your
address Is upon
man
He
it. He
puts It In
reads
It
sends
at
you
asks you to call. This little slip,
in conor
nection
with the recommendation
of a friend,may
the
bring you
positionyou desire.
In the chapter, How
to
Apply by Mail for
Position,"are given suggestionsfor the preparation
of the proof-slips
referred to.
"
a
Use
even
those
benefit
you
so
your
friends.
your
to
who
may
Use
not
all of your friends. Use
be in a positionto be of
you.
something,whether It be a position
or
anything else,get it,provided It Is rightfor
the case everyto have it,and bring to bear upon
thing
assist you.
which may
Consider yourselfas
When
you
much
merchandise.
salesmen.
want
Engage
Consider
your
your
friends
to
friends
act
as
in that
USING
capacity.
they
That
be
they
prepared
Many
recommendation
business
looking
information,
know
to
have
and
done
for
little
cares
what
you
specifically,
Therefore,
in
friends,
understand
It
is
just
specifically
When
using
them.
what
as
as
out
for
of
do
a
to
and
are
you
easy
to
should
so
a
in
position
see
sell
what
friend
a
what
to
general
use
your
that
your
should
yourself,
you
you
cally.
specifi-
do
it
to
The
He
matter.
can
you
his
specific
wants
general
what
you
general.
too
specifically,
are
and
you
assisting
for
Because
aid
they
generally.
as
assistant,
an
that
you,
render
to
that
necessary
well
as
altogether
was
man,
wants
failed
is
it
describe
specifically
has
149
succeed,
properly
you
friend
a
FRIENDS
may
to
recommend
can
YOUR
are
recommend
after.
you
way.
friends
and
keep
of
world
more
or
or
Others
for
THE
Yourself
for
Working
consists of
workers
less distinct classes: the
several
common
exclusivelywith
his hands, performing a grade of work
requiring
the minimum
of intelligent
street
guidance. The
ers.
laborcleaner and digger are
examples of common
The
ordinary farm hand, although a laborer,
ciency
ranks above
the common
laborer, because the effihis
of his work
extent
depends to some
upon
mental
laborer is seldom
in
capacity. The common
business for himself, and is usuallyunder
the direct
command
of a boss or
directs his
foreman, who
laborer
work
as
I shall
is
to
is
he would
manage
works
a
In this book
machine.
consider
not
naturallyor
receive
who
one
or
him, because he lacks ambition,
otherwise inefficient,
and is not likely
for outside assistance; moreto
care
over,
the greater part of our
foreigners,who do not read
laborers
common
are
the
English language.
The classification,
apply to those
servants, would
who
render domestic
similar service,to men
and
or
work
women
about
employed to do the necessary
the house, hotel,
club,or stable,and who are subject
to
the
direction
this class
are
of
a
included
house-master
or
mistress.
In
cooks, butlers,coachmen, and
YOURSELF
151
farm workers.
necessarily
For
FOR
WORKING
stable hands, but
obvious
not
they need
reasons
be
not
in this
considered
chapter.
In the class of mechanics
above
the
grade
of
I would
do
They
the direction of
The
below
and
majorityof
mill
be considered mechanics.
for themselves, but
work
not
laborer
common
that of the expert workman.
hands and factory
helpersmay
men
placeall work-
under
are
Theoretically,
they are
laborers,but commercially,
they rank higher,because
their work requiresthe definite exercise of their mental
faculties. As they are not likely
ness
to go into busifor themselves,they need not be treated in this
chapter.
skilled workman
The
is a high-grademechanic
and
As
is competent
to
rule, he works
a
is under
not
foreman.
a
the
watched
difficultand
as
although he
is
foreman, his work
carefullyas that of the ordinary
he is much
more
independent. He
go
expert
intricate work.
for another; yet,
direction of
mechanic, and
is not likelyto
The
do
a
into business
workman
for himself.
represents
the
highest
grade of skilled mechanics.
Generally, he works
for another, but occupies an
enviable position;for,
although he Is under direction,he is independent
of ordinary factorydiscipline.A
few expert mechanics
In business for themselves,and sell their
are
needed to manufacturers
services as they are
and
others.
The
cover
term
every
are
seldom
are
what
clerk is very
elastic and
Is made
to
grade of clerical work.
Bookkeepers
In business for themselves, unless they
Is known
as
expert accountants,
"
men
TO
HOW
152
who
travel from
store
to
JOB
A
GET
balancing accounts
store
doing expert clericalwork.
Ninetyrnineper cent of salesmen work for others
their salaries for their support.
and depend upon
men.
They are either inside salesmen or travelingsalesand
The
inside
is
salesman
counter
or
a
salaried
is usually
salesman or drummer
traveling
is on
commission, which
on
salary,but occasionally
makes
him, to some
extent, in business for himself.
Stenographersare, as a rule,salaried men, although
The
man.
a
few
maintain
Under
both
those who
of
those
are
upon
business
a
wage
under
group
corporations,or
of them
many
the
and
and
who
But
for the sake
depend
officers
themselves,are
of
extensive
sense
in business
out-generalmost
ments.
depart-
the manager
a
man
be
may
themselves
corporationor
great department,although in a
with
men
this classificationonly
managers
officer of
ranks
and
salaryor
in business for
are
The
of
for
in business
for their livelihood.
convenience,I
those who
in
own.
the classification of business
included
upon
offices of their
of
an
ployee,
em-
for
himself,
our
business
men.
Doctors
nearly all
if I may
and
of
lawyers are
them
put
are
in
it that way,
and
professional
men,
business for themselves,
for
few
of
them
work
salaryor depend exclusively
a
salary for
upon
their income, although a few physiciansare
paid
salaries for hospitalservices and some
ceive
lawyers rebe
yearly retainers,which, in a sense, may
on
considered salaries.
Ministers
cannot
depend
their salaries,
thereand, fore,
be considered as in business for themupon
TO
HOW
154
A
GET
JOB
class,that of employee, comprises
about 95 per cent of the self-supporting
population.
and
Practically
boy starts as a wage-earner,
every
The
for
first
considerable
a
time
is under
the
of
command
employee, having
ness,
littleor nothing to do with the policyof the busihis duty being largely confined to obeying
orders and to doing the work which others have laid
for him to do.
out
Therefore, the boy or young
others.
In
sense
look forward
must
man
every
he
to
is
an
many
years
in the ranks
of
employee, unless he is so unfortunate at to have
is idiotic
both wealthy and foolish father,who
a
enough to place him in a commanding positionat
the
start
boy
no
or
or
to
young
matter
him up in business for himself.
No
just out of school or college,
man,
set
how
high
his
scholarshipor
how
great
his
is fitted to occupy
than a subordinate
ability,
more
position.To placehim above his plane of experience,
his shoulders responsibilito put upon
or
ties
which he cannot
is
carry, except theoretically,
devoid of sense
and smacks
of cruelty. It is sure
to be directly
well as to the busito him
ness
injurious
as
over
which
he is in command.
than half of our
Considerablymore
boys and
even
includingthe dullest of them, at
men,
young
time during their career
look forward to being
some
in business for themselves or to occupying an executive
tially
positionof a commanding order; and substanambitious boy or
has a
man
every
young
well-defined intention of going eventuallyinto business
for himself.
to
must
be
This
encouraged within
be borne
in mind
ambition
is natural
reasonable
and
is
bounds, but it
that the great
majorityof
WORKING
FOR
YOURSELF
1"5
for assuming the responsibilit
incapacitated
and
of proprietorship,
so
during these
especially
the overmodern
times of fierce competitionand
crowding
by giganticmonopolies.
self
The
optimistmay claim, and may deceive himthat there are as good opportuinto believing,
nities
to-day as there ever were, and he may refuse
ness.
to
recognize the peculiarcondition of present busiBut no
has investigatedthings as
who
one
they are, and who is neither an optimistnor a pessimist,
and who
is capable of weighing things,feels
that business, as conducted
to-day, offers as much
opportunity as it did several years ago, except to
the favored
few, who, rightlyor wrongly, reach the
True, the capitalprizes are larger,but there
top.
of ordinary worth.
There
fewer rewards
is,
are
to-day, as there always has been, plenty of room
the
at the top ; but there is less opportunitybetween
bottom and the top than there has been in the history
are
men
of business.
Most
men
to-day,has
years
ago.
ordinary,and the ordinaryman,
less opportunitythan he had 25 or 50
To deny this Is both foolish and wrong.
are
The
should be told the truth,
boy and young man
other than injury.
for to misrepresentcannot
work
But, notwithstanding these increasing handicaps,
of fair education
health
and
boy or man
every
is willing to work, is
and of ordinary ability,
who
able
to
to
take
procure
care
of himself
and
earn
the necessities of life.
sufficientmoney
Going beyond this
one's superpoint of necessityis dependent upon
ment.
abilityand is not entirelyindependentof environ-
The
be
there may
is
JOB
A
GET
be
cannot
man
average
than
more
a
wage-
small business,where
little opportunityfor the exercise of
unless he
earner,
more
TO
HOW
156
enters
some
ordinary capacity. This ordinary man
be said
in the vast majority. Therefore, it may
than
that most
men
will continue
to
for others and
work
employee station. However,
should not
this need not
that a boy or man
mean
have the ambition to become
an
employer, for this
do him no
ambition, in itself,
harm, and may
can
increase his effectiveness as an
employee, provided
it does not make
him unreasonablydissatisfied.'
Let me
tages
attempt to place side by side the advanand
the emto
ployer
disadvantageswhich accrue
and the employee. The
employer may have
these advantagesover
the employee:
He
is somewhat
in. command
of himself, and
does not have to give account
of himself except to
himself or to his partners, provided he does not disobey
will
not
any
rise above
the
rule of business
by himself,decide
of custom.
or
He
may,
business
and act,
questions,
to a certain extent, as
he pleases. He
is under no
direct direction of any
individual,unless he has
with
partners, in which case he shares responsibility
His success
them.
be limited,but he may
reach
may
the very
of his capacity. He
be
extreme
cannot
He
be
discharged without remuneration.
cannot
ordered
In
most
In
a
cases,
most
peremptory
extra
way
efforts
on
to
do
this
or
his part will
that.
bring
He
has more
largerreturns.
opportunitythan the
He
employee to realize any reasonable ambition.
look forward
to becoming a
may
great captain of
than
to rise more
industry,
although he Is not likely
WORKING
FOR
YOURSELF
157
three
pointsbeyond the ranks. His reputation
and
fame may
extend beyond his town,
his
He
has an
State, or his Nation.
and
individuality,
is known
and reputationto his trade, if not
by name
outside of it. He
is not obliged,except as necessity
demands, to keep regularofficehours. He may take
afternoon off,or a day, or a week, or a month
an
off,provided it does not materiallyaffect the action
two
or
of
his business.
be
may
His
Income, if he be successful,
times larger than that of any of his
many
employees.
But
the
employer
His
He
income
He
next.
is under
He
business
be
not
hours
the
one
the
listen
strain of
constant
to
his desk.
the
responsibility.
pulse of
he
While
beat.
every
In his office and
closingof
unsuccessful the
and
year
may
office hours, all of his
required to observe
working hours.
are
business
be
tages.
mainy disadvansettled definitely.
keep his fingerson
must
and
under
never
may
be successful
may
labors
He
may
leave
not
stop doing business
his
with
The
of business
responsibilities
with him by day and by night.
are
It is a fact that,more
tha;i90 per cent of men
for themselves
in business
win
suffer from
meet
many
at
one
10
per cent
either
suffered
of
our
we
must
not
business
men
get
for-
have
become
or
bankrupt or may
so, whether
them permanently.
this disaster cripples
In business for himself
The
man
average
been
twice
as
of
as
hard
a
time
the average
he must
success
does
or
financial failure. True,
but
eventually;
success
that all but
least
have
of It,and
works
employee. With
suffer the maximum
twice
as
not
has
hard,
the maximum
of worry.
158
HOW
'
Although his
who
to
and
GET
A
JOB
he is more
is theoretically
his own,
ing
oificehours, and has longer work-
time
often tied down
hours
TO
less time
to
himself, than have
those
for him.
work
competition,and of
accumulation
the busiand centralization of capital,
ness
without a large sum
of money,
unable
or
man,
command
to
capital,is at an unfair disadvantage.
All his ability,
all his mastery of the science of
trading,may do him littlegood, if againsthim are
of unlimited resources,
even
arrayed men
though
they may not be of his business caliber. The combination
of vast capitaland business ability
is pretty
with ability
to ruin the man
sure
only and the man
with capitalonly. And, for this reason
alone, I
would advise the young
to hesitate long before
man
giving up a good positionto go into business for
himself.
Before
doing so, he must weigh himself,
and be weighed by others,and he should study the
situation from
inside and
outside point of
every
and
consider the ability
view.
He
should seriously
he will come
financial capacityof those with whom
for what
others are
into competition,
doing in the
lines he intends to enter is as important as what he
In
proposes
A
times
these
man
to
of
severe
do.
in business for himself must
have
courage,
have that pecuHe must
active,heroic courage.
liar
capacitywhich will allow him to act, and to act
quickly,in emergencies. Complications are always
of them
have to be settled at a
arising,and many
Caution
is a virtue,but too much
notice.
moment's
"
of it may
be
as
disastrous
as
premature
action.
WORKING
FOR
Altogethertoo
many
themselves with borrowed
them
to
start
start
men
159
in business for
capital.It
is difficultfor
with others in their line who
compete
ample capital.One
own
YOURSELF
have
rowed
honestlymanipulateborto the same
advantage that he can his
money
But I would not refuse,necessarily,
to
money.
borrowed
on
because many
has
capital,
a
man
succeeded
cannot
with littlemoney
of his
own
at
the
start:
I
would, however, advise no one to go into business
for himself, unless a part, at least,of his capitalIs
his own
he is backed by some
relative or friend,
or
who is in every sense
and dependablesupport.
a true
The
lack of capital,
quite as much as lack of
business ability.
Is the rock upon which many
ness
a busihas been wrecked.
SufficientcapitalIs as important
sufficientbusiness capacity.Neither can hope
as
to
live without
the other
In these
strenuous
times.
Occasionally,the lecturer,or other adviser,has
merit receivingIts reward; and
much
to
say about
this Individual,who
have had no
than
more
may
the young
that
experience,assures
superficial
man
against all obstacles. So it
perseverance, will win
there Is enough of It and
It is
will where
where
but, unfortunately,
paratively
compushed by sense and ability;
few men
than ordinary,and only
are
more
In any
small proportion of the few are
sense
a
and even
erable
considextraordinary. Therefore, ability,
not
hope to win In these tlme^,
capacity,
may
unless It is as well equipped as is that with which
it has
The
to
compete.
advantages and
employee may
be summed
disadvantages of being ah
up
as
follows:
TO
HOW
160
The
employee,
GET
the
on
JOB
A
whole, is
surer
of his
for, for the
employer may be able to carry him during a dull
while his services are worth nothing in the
season,
and has fair
of profit-making.If he is faithful,
way
retain his position
he is reasonablysure
to
ability,
permanently,or, in case of his employer's failure,
he knows
Because
of findinganother similar one.
reckon upon
what his Income is likely
to be, and can
itwith reasonable certainty,
he can adapt his expenses
and his savingsto his condition.
Of course, he is
is responsibility
removed
not
exempt from worry, nor
from him; but because he plays a second, a third,
of business,the weight
or
a fourth part in the drama
of leadershipis not upon
him, and, if there is any
worrying to be done in the business,the major part
of it belongs to his employer and not to him.
As
a
rule, he keeps regular hours and does but little
income
over-time
may
can
matter
and
is the
than
often
the
He
work.
man
what
to
more
is in business
who
he has
occurs,
direct him.
On
better reckon
can
his off-time
use
works
he
man
He
assumes
some
no
his time
and
advantage
than
for
himself.
one
to
advise
exclusive
No
him
bility.
responsi-
the other
hand, he may not have more
than ordinaryopportunityfor the realization of his
ambitions,and the expenditureof extra energy, and
the doing of additional work
his part, may
on
not
receive full recognition.If, through his endeavors,
the firm he works
for materiallyincreases its business,
he may
of what he
not
more
actuallyearns.
the money,
and
expect
and
who
than
His
a
small percentage
employer,who
nishes
fur-
takes the financial risk
absorTjs,
responsibility,
rightlyor wrongly, sub-
TO
HOW
162
A
GET
JOB
ordinary odds, unless he.
than
is sure
that he possesses a capacityfar more
ordinary and not much below the extraordinary.
is fitted to go into business for himself,
No
man
even
than
againstmore
ditions
on
scale,unless he possesses
small
a
of
sense
a
proportionwhich will enable him to finance busin'ess.
receiver of a salary
a
Many a splendidsalesman,
of several thousand
dollars, is unfitted to assume
sell
He
the responsibilities
of proprietorship.
can
more
goods than can any of his employers. As a
"
"
trade-maker
he
is
a
success.
he
But
has
done
this
employee, while playing a second
resting
part, and with the higher responsibilities
is known
others.
He
be lackingin what
upon
may
financial judgment. He may
not be able to diagas
nose
business
as
an
finance the present. If the management
of the business were
placedin his hands,
the future
or
pieces. If this be the case,
he had better remain
an
employee than to attempt
become
to go into business for himself,unless he can
of a partnership
with partners capableof
a member
supplyingwhat he lacks and of keeping him in his
place. For instance,the faithful bookkeeper,who
in figures,
seldom
makes
whose
accounts
an
error
models of neatness, may
not
are
possess the capacity
perhaps it would
to
business
do
requiresa
than
The
from
to
for himself.
different kind
it does
to
others
not
and
what
Bear
in mind
it
of
man,
while
he
takes
follows it,usuallydecides
to
that
ness
to finance a busiability
sell the product of the business.
successful business
alone
has
go
do
and
what
not
to
do.
advice
self
by himIf he
the power
to quickly,
and intelligently
profitably,
settle the vexed questionsof business,
if he
YOURSELF
FOR
WORKING
163
if he cannot
emergencies,
read the future with some
degree of accuracy,
how to buy as well as to sell
if he does not know
and how to sell as well as to buy, he is not fitted
does
to
know
not
what
into bu^ness
go
do in
to
for himself.
Brilliancyof salesmanship, and the abilityto
under direction,do not, by themselves alone,
execute
The
for proprietorship.
make
abilityto buy to
advantage, without the capacityto sell at a profit,
leads to failure. Many a first-class
buyer, receiving
sell the goods he buys
handsome
a
salary,cannot
other than
I
and
These
that
to
a
marked
that these
outrage
loss.
a
aware
am
instinct
at
men
few
a
and
men
possess
almost
abnormal
succeed, even
financial
degree,
though they may
of business and work diametrically
principles
of profitablecustom.
form
against every
men
are
generalsof industry;they are masters
the
of finance;there
are
too
for others; their methods
that what
few of them
are
so
the pace
peculiarlytheir own
to
set
they do and how they do it mark no figures
the slate of ordinary endeavor.
on
But one
thingis certain,and that is,that no man,
succeeded
ever
as
an
barring abnormal
exceptions,
employer who did not make, or could not have made,
a
success
as
an
can
employee. No man
successfully
who has not been successfully
commanded
command
could not have been successfully
No
commanded.
or
generalever succeeded in time of peace, or in time
of war,
unless at some
time in his career
he obeyed
orders
and
did so
and
willingly,conscientiously,
successful business
man
profitably. The
springs
from
the successful employee. Therefore, let me
HOW
164
the
say
to
any
age,
TO
boy
who
or
intends
to
into business
go
that the first thing for him
present employer
and
to
become
has
made
that
consider
going
a
the
to
success
analyze and place himself
rack
of criticism,that he may
in him
the
his
serve
If he
this
the
upon
whether
necessary
business.
others that he possesses
an
discover
elements
of
profitable
financiering
better remain
to
self,
him-
to
be well for him
it may
into business for himself; but even
should
has
is
for
success,
he
he
do
to
of
man
superlativeof his ability,
he
an
as
employee. When
then
not
the
to
or
man,
young
JOB
A
GET
or
for
cannot
the
vince
con-
capacity,he had
employee.
The
country offers
the city for one
who
a
better
would
opportunitythan
go
does
into business
for
himself. Competition is there,but it is not of the
less;
cruel,or remorseor
citykind. It is not so fierce,
be more
it is a competitionwhich can
easily
and
than the fierce fight of city
met
successfully
business.
a
as
Many a young
success
a
city
man,
employee, has left the city and built up with his
in the
savings a profitablebusiness of his own
tal.
capicountry, wJth or without the help of borrowed
He
an
has started
interest in
a
country
stbre
or
has
and
already existing,
one
purchased
there, even
with
he has succeeded to an extent
which
competition,
would have been impossiblein the city.
the necessary
If a man
qualifications
possesses
he may
a
be better off
cityemployee
I would
that he
or
advise
as
as
any
country merchant
a
a
than
as
to
feel
cityproprietor.
one
who
has
reason
ordinarilycompetent either to retain his
present positionas an employee and to be satisfied
is
WORKING
FOR
with the usual raise of
into the
remain
with
reasonable
The
not
consider
to
there
and
in the
tion.
satisfac-
and
large income
a
and
respectability,
business
offer
move
a
become
to
of comfort
amount
country does
165
establish himself
to
of
representative
a
a
salaryor
country, there
he understands
business
YOURSELF
except
manufacturers, but it presents a much
greater
certainty of reasonable success, and gives to its
to
inhabitants
of
the best there is of life
the minimum
at
cost.
I believe
that the country
the
and
to
even
man,
presents
of
man
the
to
nary
ordi-
considerable
of anythingwhich
far in excess
ability,
opportunities
the city can
give. The popular idea that the progressive
does not
enjoy life is a
country merchant
and
common
merchant
commercial
employee.
much
as
sees
He
is
real over-work, and
of
his mind
lie.
of
The
life
country
average
as
the
does
city
likelyto do comparativelylittle
has opportunityfor the improvement
and
for
social duties
which
the
give to other than her selected few.
He
live in a well-appointed
house.
His food
may
He
has a horse.
is wholesome.
He
spend
may
from
weeks a year in the city;and
to a dozen
one
of that part
when he is in the city,he may
see
more
of the cityworth experiencingthan does the actively
try
engaged cityresident. Ninety per cent of our counabout New
York
City
storekeepersknow more
city refuses
than
do
90
to
per
cent
of
New
Yorkers.
I
am
not
referring to the cross-roads district or to the little
of the country,
but to the progressive
towns
village,
large enough to give the advantages of the cityand
HOW
.166
small
enough
Nature's
In
closing
you
have
the
are
ability
to
if
his
in
it.
After
find
out
doubt,
what
will
is
remain
of
Better
a
for,
and
and
to
you
successful
to
employeCj
when
have
you
substantiated
have
for
stick
and
successful
a
don't
but
are,
decision
good
time
it
prove
whether
decide
employee
your
take
or
the
proprietorship.
be
than
then
of
man
easily
you
some
yourself
It
where
become
are
you
read
self-claims,
chances
have
you
properly
reach
chances
The
can
you
acquaintance.
or
stay
that
the
change,
he
and
friend
doubt,
a
impress
me
yourself.
capacity,
reasonable
in
for
necessary
let
others
convince
cannot
over-estimated
shows
remain
subject,
important
you
ability
When
you
this
have
any
ing
accord-
somewhat
live
to
one
JOB
intention.
that
you
A
GET
allow
to
to
upon
TO
a
a
in
success
failure
in
a
a
small
large
way
as
way
as
a
an
ployee,
em-
proprietor.
At
Home
THE
of
argument
independent
depend
of
Even
who
of
make
other
either
later
that
estimate,
of
classes
two-thirds
The
enter
in
appear
business
conditions
environment,
the
to
in
the
in
of
real
small
their
or
sparsely settled
offer, reasonable
all
home-town,
In
and
conditions
as
city
and
places,
or
large
business
lack
of
tangible
as
kind,
leave
town.
home-
and
districts, often
siderably
con-
many
grade
country
and
home,
Probably
every
apparent
boys,"
decidedly
perhaps
country
half
birth-place.
their
some
some
from
away
to
the
those
about
country
lowest.
boys, of
live
that
"
half, and
farmers'
who
to
the
save
of
into
environment
an
that
Observation
as
forsaking
stantiate
sub-
to
within
move
career
referring
am
than
of
those
home
I
remain
known
in
racy
accu-
estimate
country.
surrounding
society,
more
and
there,
that
from
opposite
those
re-locate
may
the
opinion
business
migrate
they
this
their
begin
the
the
present
village boys,
our
or
to
able
be
residence
into
not
not
practically all
that
of
change
does
reasonable
and
not
city boys
our
not
actual
the
upon
may
while
fact,
venture
birth, and
a
me
I
I may
of
city and
allows
of
their
chapter,
presentable
though
two-thirds
place
this
statistical
less
or
it, I think
about
Away
necessarily
more
figures.
of
or
nity
opportu-
offer,
excuse
or
fo^
A
GET
TO
HOW
168
JOB
Investigations
than a majority of
show, however, that in more
of personalchoosing,
the exodus
is a matter
cases
the boy 6r man
desiring,with or without good
and unexperienced
under new
to try his fortune
reason,
the
boy
or
to
man
make
a
change.
conditions.
This
deplorablestate
fact that there
the undeniable
originin
to be,
appears
of affairs has its
little
opportunity in the
sparselysettled district. If
is,or
small
town
or
country
this be true, and in many
who
it must
be true, the boy or young
man,
farm work
is
love the soil,and to whom
not
cases
does
drudgery, has
working base.
home-town, he
a
reasonable
he knows
Because
assumes
for
excuse
that there
what
must
a
change
is
not
some
other
of the unknown.
It is
a
remarkable
in his
something
shortcomings
be
place. He realizes the
of the villageof his birth; and as he knows
about outside conditions,he is predisposedin
In
of
fact that
little
favor
see
we
things about us, and refuse to look
distant places. We
for them among
to
are
prone
dislike that which we
have, partlybecause we
may
have, and, therefore,
cbrrectlysize up what we
realize and appreciateits disadvantages. Because
cannot
we
analyze or value what we know little or
that this unknown
nothing about, we naturallyassume
something possesses advantages, which. In
fact,may be foreign to It. Then dissatisfaction Is
bred upon our
almost invariably
Immediate premises,
and we
dislike or despiseour
Because
environment.
want
we
selves
something else to be better,we allow ourbelieve that that something else Is better,
to
If we have no proof that it is.
even
the
"
outs
"
in
'
HOW
170
may
we
reason,
TO
GET
establish
conduct, which, in
many
A
JOB
general laws or rules of
rightlyapply
cases, may
specifically.
I am
of the opinionthat the place
emphatically
is born in, or is reared in, is the place for him
one
for
to stay in, unless he can
give substantial reasons
choice.
be Nature's
a
we
change. Where
are, may
All change is freightedwith danger. The
boy or
man,
how
matter
no
be, does
not
conditions
and
may
cannot
possess
competent
experience.While
should be considered,and
be allowed
to
operate
as
guide to follow,it is impossiblefor
with absolute
exist in any
correctness
the
with which he
locality
a
he may
knowledge of
actual
outside of his
of others
cases
confident and
safe
any
one
or
the rience
expein some
definite
to
nose
diag-
conditions
is
not
that
personally
familiar.
Because
has made
a success
boy or man
away
from home
is not good evidence that all possess the
same
abilityand can go and do likewise. On the
other hand, the accomplishment of one
is
at home
not
for another
criterion,
a
follow.
to
necessarily,
The personalexperienceof one
of
even
person, or
several,may be dangerouslymisleading. For that
individual advice, unless It comes
from one
reason,
of broad experienceand from
who
Is able to
one
be worse
weigh values correctly
than no advice
may
at
one
all. Even
Individual and
the advice of the parent
be
Is often
too
prejudicedthan fair.
The
to
parent desires,naturally,
keep his boy at
home.
He
be more
than ignorantlyto
not
may
blame for this,for it Is not to be expectedthat the
ordinaryparent would deliberately
tell the boy to
may
more
AT
do
HOME
who
failed in
from
away
of it tended
to
the other hand, the parent
succeeded
and who
his birth-place,
the home.
up
in
the execution
something, when
break
AWAY
OR
home,
On
labor
may
under
delusion that
a
impossible. Again, the
has known
of several away-from-home
parent who
failures is likelyto feel that a change of residence
home-success
base
is
disaster.
encourages
The
Eastern
the West,
to
next
and
home
returns
successful in
has become
boy, who
for
likely
the
unintentionally,
a
visit,most
or
misrepresents,intentionally
He either colors them
advantagesof his new home.
ern
or
magnifiesthem and transversely
depreciatesEasthome
opportunities. Because he has succeeded
in the West
which,
with
little to
than
The
In 75
out
success
of every
is due
or
who
man
achieve
never
boy
a
many
is
success
home.
he
it became
of
an
the
boy
or
man
succeeded
largelydue
appeared
from
away
be
to
failure
a
home;
fact that
the
to
success
conditions,
home.
True,
from
away
who
fair
a
favorable
most
success
man,
make
cannot
was
his
placed upon
necessary
for him
to
have
resulted
accomplishment.
argument
in favor
been
likelyin
most
But
own
make
but this greater effort,if it had
would
Western
cases,
to
had
have
may
loo
success
a
he
but
his
made
a,
effort away
from
home
than he made
The
To
change aroused^ ambition.
some
greater
extent
or
has
home,
for
his environment.
to
boy
fact, it
of
matter
home, except under the
will
at
a
Eastern
or
more
as
do.
success
at
he over-credits the West
this
of
resources,
the
cannot
staying at
same
be
and
effort;
strenuous
made
at
at
home,
degree
considered
home
of
or
A
GET
TO
HOW
172
JOB
The
right kind of a boy or man,
leavinghome.
with the rightkind of stuff in him, will succeed anywhere,
if he be given any kind of an
opportunity.
succeeds fairlywell at home, or who
He
who
with greater success
succeed at home, may
meet
can
from
away
little
offers
home-town
if his
home,
and energy.
opportunityfor the exercise of his ability
It is converselytrue, that many
a
boy or man, who
leaves a good or fair opportunityat home, obtains
less
success
from
away
fundamental
The
home.
elements
of
success
are
in the
is
of ability,
who
boy or man
faithful,industrious,economical, and
willing to
all conditions.
work, will win out under substantially
The
who has gotten out of his rocky Eastern
man,
all that the land could give him, may
farm
fully
rightconsider the fertile Western
prairie;and if he
there is more
he will
soil-opportunity,
goes where
substantial reward; but he
probably obtain a more
succeeds in the West
because he has succeeded, or
individual.
The
'
would
have
succeeded, in the East.
Understand, I am
using the East and West to
illustrate a principle.I could apply the same
ciple
printhe two
locations.
by transferring
The
East offers more,
in some
than
directions,
does the West, and the West
presents greater opportunity
in other
its
its
individuality,
own
While
mean
an
failure
a
at
the
does
the East.
Each
own
advantages
start
does
not
and
has
advanta
dis-
necessarily
life,failure at the start predisposes
failure all along the line. True,
unprosperous
one
many
lines than
boy
to
or
man
turns
his losses and
mistakes
HOME
OR
to
stepping-stones
better
AT
into
would
person
for the
boy
whether
to
or
to
he remains
things,but
of
sensible
permanentlysoniewhere,
he is or emigrates. The
locate
where
quicker this is done, the better,after
the years
It is
no
It is, therefore, necessary
success.
man
1Y3
ing
failure for the sake of build-
encourage
ladder
a
AWAY
reasonable
has reached
one
discretion.
that certain states, cities,
and towns
better adapted to specific
lines of trade and to
true
occupationsthan
The
are
others of
are
some
tance.
equal size and impor-
an
boy, who desires to become
architect or a mechanical
sary
engineer,may find it necesThe crossroads
or
expedientto leave his home-town.
cannot
man
practice law where
successfully
there
few
are
from
away
country
or
no
home.
clients.
But
no
move
him
out
withjustifiable
boy or man, who
is
making it. The
of his views
cannot
present proof of the correctness
desires,had better remain where he is.
or
consider this
For the sake of convenience, let me
each
country as divided into foui distinct districts,
a
with
for
force
Conditions
reason
its own
exclusive
The
territorial individualities and
with
some
:
opportunities
East, the Middle
West, the Far West, and
the South.
The
East
possesses
advantages
and
presents
which are not held in the same
ure
measopportunities
by any other part of the' country. On the other
hand, it is materiallyhandicapped by the lack of
certain conditions, and by over-crowding and conservatism,
and probablydo, affect strenwhich may,
uous
progress.
unhealthful
as
The
rust
of
the East
the dust of the West.
may
be
as
174
Middle
The
is
is
West
JOB
Its population
country.
newer
a
is
There
scattered.
more
A
GET
TO
HOW
'
to
room
more
is superiorto that of the East.
fertility
made
inhabitants are
emigrants of the
up from
Its
in.
move
Its
East
the bone
their descendants,
or
"
the East,
As
dared
which
"
a
to
take the chance
of
ing.
mov-
considered
be
rule, these people may
of
sinew
and
as
It
East.
of the active and strenuous
representative
than ordinary
is probable that they possess
more
ambition, are more
willingto work for prosperity,
and
to
are
more
new
industry.
encourage
prone
Therefore, the Middle West offers advantageswhich
do not seem
other territory;
to be possessedby any
yet, the Middle
and
West
all other
districts,
many
pitfalls.
I
The
West
Far
West
may
intensified. It is
Is much
land.
more
and
disadvantagesand plentyof
be
the
considered
Middle
sparselypopulated,and there
Its very
control of conservatism,and
is both
newness
disadvantage.
a
with
has, in connection
an
It is less under
it is freer and
far
vantage
ad-
the
more
and otherwise.
physically
Yet, these very conditions
operate againstit, although they present it
with exclusive advantages.
open
The
South
methods
of
similar
to
has
doing business,which are
those practiced in other
country.
It is
countries
are
zones;
it is
growing
a
not
its
own
altogether
parts of the
fact that the inhabitants of warm
less active than
yet the
off much
its characteristics and
those
South, to-day,is
a
New
newer
with every
of its
conservatism,and
receivingthe favorable
comment
of
sunrise.
temperate
South, and
It is shaking
its activity
is
of the world.
AT
But, with
OR
HOME
ItS
AWAY
territorial differences,the
all these
and
found
principlesof business-doingare
practicedwherever business is done. Manufacturing,
buying, and sellingare much alike,whether of the
great
East, the Middle
West, the Far West,
in the desert,
Opportunity exists everywhere,except
and
the
even
has
desert
its
the South.
or
is due
Failure
oases.
ability,to lack of ambition, and
sheer laziness,than to unfavorable
environment.
to
are
lying dormant.
Many of the best opportunities
They exist,but they have not been dug out and
roads,
developed. These
opportunitiesare at the crosslack
to
more
of
in the country
in cities of every
and
centers,
size.
Your
do,
to
want
to
first duty is
what
do
that
that
forgetting
not
decision,and
have
others
discriminating
There
are
rather
few
rather
you
have
to
fame,
less
your
or
"
than
you
little money
with
rather have
more
build
which
will stand
constant
as
only for
likelyto occur
for
you
race
"
money,
under
good
Would
and
money
rather
without
then your
most
devote
gaining
monument
the northern
the
you
"
considerable
yourselfa
as
do
"Would
anything else?
fortune, and
or
money,
preferto
you
fortune?"
much
care
to
for that
reason
obtain
to
"Would
prominence?"
life to the good of the
If you
is
success
yourselfand
a
Do
a
possess
would
have
you
have
ambition
amass
money
prefer to
try
made
not
field for your work.
questionswhich you should ask
"
than
should
to
that you
Is it your
influence,or fame ? "
yourself:
you
you
proven
then find
must
a
what
seriously
After
do.
cannot
you
decision,you
consider
to
star?
"
superlative
strenuous
TO
HOW
176
GET
JOB
A
^reat city. A quieter
ization
district will offer you more
opportunityfor the realment
of the better things of life. City environThe
does not stimulate man's highestqualities.
along
the opportunityto grow
country gives him
the lines of better development.
If I were
frame a general rule,I would
to
say
that the best opportunities,
giving a reasonable
and the
of fame, fortune, and citizenship,
amount
found
better development of the character, are
not
In the great city,but inhabit the country center,
and
does not suffer from
where one
tireless rurallty
is not
oppressedwith consuming commercialism.
Going from the East to the West, from the
the East, from
West
to
from
the South
and
belong to
You
conditions.
to
will.
never
the failure of the
be
the North
the
The
the
the
to
North,- never
failure of
West, and the
South, or
made
the East
man,
becomes
of the East
success
successful In the West.
a
boy or man,
his livingunder fair opportunities,
who
cannot
earn
whether he lives in the North, South, East, or West,
Is not likelyto amount
to anythinganywhere. The
is pre-destlned
to
lazy boy or man
failure,whether
may
more
he stays
East may
unless he
of
most
at
home
be
or
goes
away.
greater conqueror
a
A
The
winner
of the
In the West,
but
do
something under any environment
fair opportunity,he will not win out under the
can
favorable
Upon
conditions.
I would
advise one
generalprinciples
to
stay where he is,unless he is reasonablycertain that
a
change will be to his betterment.
Leaving home means
a
re-opening,a new
ning,
beginand the taking of chances with the unknown.
HOW
178
business
obtain
to
who
has
only
to
TO
business
is
block
greatest
stand
in
and
aside
kind
worst
road
help
to
others
for
business
practice
the
life,
of
attending
from
the
JOB
necessities
the
wealth
won
A
GET
progress.
succeed.
to
the
for
others,
and
the
citizen,
a
man
business
to
of
the
"
He
should
He
should
of
good
the
community.
In
The
myself.
of
yourself
work
and
It
know
for
is
no
as
it
is
for
are
is
the
the
of
other
place
place,
before
devoid
worse
to
live
home-town
is
of
as
or
best
a
you
danger,
for
the
the
most
in,
and
the
distant
for
place
better
a
is
repeat
make
can
you
know
you
any
change
often
you
better
a
the
be
somewhat
me
you
for
place
until
that
think
not
where
the
where
in,
stay
to
place
is
let
chapter,
whether
in,
city,
this
closing
place.
better
make
and
better.
place,
a
a
to
you
Do
but
change,
change
The
Causes
Has
of
Reliable
and
to
no
it a
is failure in business
or
know
who
one
do
degree of
not
know.
What
others
causes
I
Opinions differ.
Impossible. Some
fall,and
success.
aid another
does
in other
and
I don't know.
conditions?
many
statistics are
some
of "failure?"
principal
cause
principalor fundamental cause,
Is the
WHAT
things due
of Failure
one
meet
man
people fail
with
to
every
fall may
Ability,inclination,experience,
environment, and their opposites,all count, sometimes
than ahother, and sometimes
all of
one
more
them
have
something to do with the making of
success
which
because
rise.
failure.
or
I do
to
not
will
I
establish any rule or reason
failure. I do not,
to
specifically
propose
apply
cannot.
failure ^hile
to
Still,certain
others facilitate success.
things
work
General
for
cussion
dis-
all-importanttopic, although It
be specifically
be of some
not
directed, may
may
benefit to boys and young
and even
to -those
men,
of older growth.
ment,
of men
of prominent attainI asked a number
all of
who
practically
representedcollectively,
the leading professions,
businesses, and trades, to
the following pertinentquestion:
answer
upon
this
wEat
"To
cause,
A
GET
TO
HOW
180
more
than
JOB
to
other, do
any
"
majorityof failures?
ceived.
rehundred
and eighty-seven
Two
replieswere
and did not appear
The vote was
scattering,
of it,of
semblance
establish a law, or
a
to
even
of
failure-making.But a condensed recapitulation
the result may
be of practical
to those who
are
use
selves
thembroad
and sensible enough to study and see
as
they may
study and see others, who are
able to look upon
themselves, for the time being,
outsiders,and who can judge themselves, not as
as
mirrors, but as they
they are reflected in their own
in the lightof every day.
are
seen
which received but a few
Eliminatingthe causes
you
think
is due
the
votes, the result stood as follows:
Lack
of judgment, 36; extravagance,
33;
ness,
lazi-
habits, 18; lack
of perseverance,
18; lack of experience,14; speculation,
12;
12; lack of integrity,
14; lack of energy,
carelessness,1 1 ; desire to make
fast, 11;
money
dishonesty,10.
One
of our
large commercial
agencies,which
tically
would appear
to be in a positionto statiscertainly
and effect,
classifiesthe reasons
judge of cause
for failure under 1 1 heads, and placeslack of capital
at the top, incompetencebeing a close second.
less reliable,
cate
Statistics,
more
or
to indiappear
that insufficient capitaland pronounced incompetency
about 60 per cent of financial failures,
cause
these failures,
of course, being limited to those who
in business for themselves,
and dependent,thereare
fore,
capitaland executive abilityfor the successful
upon
27;
lack
of
maintenance
ability,
23;
bad
of their businesses.
The
lack of
THE
CAUSES
FAILURE
OF
181
capitaldoes
therefore,apply to those who are
who
have little or nothing to do
upon
with the framing or making of business policies.
In this book, I am
referringprimarilyto those
the majority of
who
are
or
salary-earners,
wage
whom
not
are
likelyto work for themselves or to
have any ownership or actual direction in the businesses
with which they are connected.
be the principal
What, then, would appear
to
of failure,
failures run, provided,of course,
cause
as
that there is a principalcause,
fundamental
or
a
that
basic reason?
convince me
My investigations
the majorityof failuresare not due to any one
cause,
unless that particular
trouble is of consuming volume,
for instance,habitual drunkenness
operates against
and
Laziness, if pronounced
any kind of success.
chronic,is sure to invite failure.
The majorityof boys and men
of all ages, while
weaker in some
directions than in others, have more
than one
short-coming,and are incompetent in more
than one, and in, perhaps, several directions.
Undoubtedly, lack of abilityis responsible,
marily
prifor failure to make
than
more
ordinary
It is obvious that no
rise beyond
success.
one
can
the limits of his natural capacity. No
how
matter
hard he may
be
what may
struggle,and no matter
his environment
the degree of assistance that he
or
which
receives,his inborn capacitydraws a line over
not,
salaries and
"
he cannot
Right
pass.
here
let
explainmyself,as it is necessary
that I be correctlyunderstood.
By natural
I refer to what a man
capacity,or natural ability,
possesses.
What
me
he
does
not
possess,
he
cannot
A
GET
TO
HOW
182
JOB
ment,
acquire. This I say with all respect to developof high
knowing well that capacity,even
be as worthless
no
as
capacityat all,
degree, may
for its value is dependent upon
development, and
work
material
have
to
development must
upon.
Wheat
soil
poor
be
cannot
grown
be made
can
barren
upon
raise
to
soil,but
of
sort
some
even
vest.
har-
a
tance,
Development, then, is not of secondaryimporbut is co-responsible
with ability
or
capacity.
What
would
condition
of
things?
of ourselves
to
a
and
hundred
obtain
with
not
we
workers
and
sometimes
it is noticeable
success,
for
reason
that
this
the most
make
obtainable?
the
things intervene
while the hardest
achieve
do
Why
the
be
to
appear
From
one
interfere,but
fail,or do not
no
meets
one
degree of attainment, who does
satisfactory
effort in his own
behalf.
not
make, at least,some
If there is a primary cause
of failure.If there
is one
to be more
thing which seems
responsiblefor
it than anything else,it is,I am
inclined to believe,
any
laziness.
It Is
the
hard
not
of
cause
bad
to
believe that laziness Is
habits,and
of
largely
other
every
form
of
because the bad boy or man
is too
dissipation,
lazy to be good or decent. It may be that laziness
is, at the base, responsible for lack of ambition,
because
be lazy and
cannot
one
ambitious
the
at
The
time.
ambition
of the lazy man
same
is but
an
imitation,it is not a genuine feeling. I am
inclined
to
feel that laziness
because
extravagance,
willingto
cannot
make
the
the effort
be held
is the
greater
extravagant
to
save.
man
part of
Is not
ever,
Laziness, how-
for lack
responsible
of natural
THE
CAUSES
judgment or for
must
responsibility
thingsover which
that makes
183
ability. Its
those
to
limited, necessarily,
dearth
be
of
have
we
FAILURE
OF
natural
some
control.
ness
It is lazi-
boy late at school and the man
behind time at work, because neither need be tardy.
It is laziness that makes
him
unwillingto do his
best,because he can do his best if he will,and there
is no
valid excuse
It is
why he should not do so.
the
laziness that makes
that
keeps
him
him
laziness that makes
watch
from
the clock.
loving his
ness
It is lazi-
work.
It is
loafer of him.
a
'
^
of ordinary capacity,who
is
Any boy or man
willingto work and who is in fair health, can make
a
living,if he will. A failure on his part to do
be
fault, and it may
so, if continued, is his own
attributable to pure and simplelaziness. The active,
become
cannot
energetic boy or man
a
complete
failure
Go
or
remain
with
me
so
under
through
any
fair conditions.
large department
store,
and
factory,or wholesale house and watch the men
Those
who
active, those who
are
boys at work.
to
keep continuouslyat it, those who seem
enjoy
what they are
doing, those who are not unreasonably
dissatisfied with their work, those who are doing
their best,are the boys and men
who have succeeded,
who
chance of
are
going to succeed,who have some
reachinga point not far inside of their capacityline.
made
No loafer ever
of anything under
a
success
It is utterlyimpossiblefor him to
any conditions.
ceased being a loafer before he accomHe
do so.
plished
anything.
their
Ninety-nine per cent of those who
owe
failure
to
laziness
may
not
mistrust
the
true
cause
HOW
184
A
GET
TO
JOB
.
They are likelyto lay it to something else,
that
generallyto lack of opportunity. I am aware
but opporsucceed without opportunity,
cannot
one
tunity
those who
to
are
looking for it,not
comes
those who
to
are
waiting for it. There is much
opportunityin the world than most of us are
more
the unfavorable, unnatural,
aware
of, notwithstanding
and worse-growing condition of financial things.
Our
Opportunity is in the very air we breathe.
achievement depends upon
oping
our
findingit and develit. By Itself alone it is worthless,but it cannot
be developed if it is not discovered.
Laziness
prevents the discoveryand utilization of opportunity.
Of course,
I do not
boys or
deny that many
have greater opportunities
than those given to
men
others: I know
of men
whose paths appear never
have been crossed by opportunity. But I am
to
in minorities. Our oppornot
dealingin majorities,
tunities,
barring a few exceptions,are somewhat
within our
control.
If we
do not look for them,
If we
do not fightour
to them, we
not likely
are
way
of It.
to
find them.
Opportunitynever
by-ways and along
noise.
No
along in
no
the
effort to
It minds
herald
the
its own
out
any
side
sounds
quiet of
meet
the hand held
carries
torch.
It travels
It makes
streets.
by
no
its
approach. It passes
the starless night. It makes
one.
business.
to
a
It
extends Its hand.
never
But
It,to become
It is
a
ready
to
permanent
grasp
guest
at the house of progress.
I not
Right here, may
digressfor a moment,
and yet is It digression,
because that concerning
which I am
about to speak has a placeIn the econ-
TO
HOW
186
As
Luck
rule,luck,
a
be
may
but
JOB
A
GET
those who
comes
to
another
name
for
it.
deserve
grasped opportunity.
by example: a friend of mine
perfectedhimself along an originalline of endeavor.
else could do, or
the authority. No
He
one
was
famous.
His
He
became
did do, what
he did.
In converknown
sation
name
throughout the world.
was
with him, the other day, he spoke of luck,
and claimed that luck brought him a, certain client.
Let
illustrate
me
based
He
his assertion
the
upon
nothing to get this client. He
of the party in question;yet he
engaged, and at a very handsome
fact that he
had
done
be
true
man,
"
that what
my
friend
"
we
call
luck
of
ability,
"
heard
never
sent
was
for and
figure. It
"
with
connected
the
had
may
this
concern
engaged him; but luck did not get him the
If he
position. Luck, at most, introduced him.
had not had the ability
and reputation
he could not
have obtained this positionof responsibility.
Luck
but luck did not accomplish.
assisted,
Luck
who
deserves it,and luck
helps the man
the man
who
curses
depends upon It. Luck may
be our
friend,if we deserve its friendship
; but luck
is our
if we
do not reciprocate.
enemy,
No
sensible man
ever
depended upon luck, and
which
no
man
Luck
If
to
of attainment
is of
ever
waited
benefit to
the
for it.
lazy boy or man.
it comes
It.
to him, he Is unprepared to welcome
Luck never
started anybody unless he was
ably
reasonaroused in the firstplace.
Luck does nothing for any one
who is unwilling
do anything for himself.
no
THE
CAUSES
OF
187
FAILURE
helpsthose who help themselves.
A willingness
to
work, and a well-defined and
developed ambition, will dispelmuch of our languidof our
ordinary aches and pains,
ness, cure
many
and
half of the forms
of indisposition
remove
Doing something, and keeping at it,is one of the
Luck
best doctors
and
Laziness
may
Certainlyit
is
a
of the
one
be the great
bitter enemy.
cines.
efficacious medi-
most
of
cause
The
our
troubles.
active and
cessful
suc-
gestion,
keeps continuouslyat it. Neither indiheadac'he,nor
nor
anything save something
of serious character, more
feres
than temporarilyinterHe
is doing something or
with his duties.
his sick
while he is on
planning something, even
increases with his convalescence.
bed, and his activity
True, he often over-works, and I deeply regret to
to play an
seems
importantpart
say that over-work
In the making of almost every kind of success;
yet,
I deplore this condition of things,I
much
as
as
man
would
rather
see
a
sick from
man
over-work
than
yourself
out
doing something than to rust out doing nothing.
If you
not
are
succeeding,it is your duty to
find out why you are
not
accomplishingsomething.
Don't
employer or by
begin by blaming your
Don't attempt,
findingfault with your environment.
at. the start, to locate the trouble
anywhere except
that
chances are
lo
to
one
within yourself.The
from
well
you
and
about
you
laziness.
your
laziness
changing
have
It is better
your
evidence
are
the
causes.
positionor
that
your
to
wear
Don't
environment
think
until
present positionoffers
TO
HOW
188
little
A
GET
others
first,
yourself
Investigate-
opportunity.
JOB
afterward.
Perhaps
but
when
and
If
at
lazy
to
not
fool
yet
and
made
for
ambition,
any
it;
is
reason
not
If
and,
sort
mark
within
activity,
of
life
with
failure,
a
of
achievement,
In
the
because
control.
be
to
active
two
carry
fool
if
enough
you
there
chances
cult
diffi-
sj^tem
one
or
;
situation.
your
be
are
yourself,
is
have
Don't
you,
the
of
least
at
will
out
to
arms.
you
it
master
than
lazy
extent
an
hand,
through
arm
two
yourself.
to
laziness
get
environment,
your
in
from
go
active
one
legs
reason
the
Better
cost.
and
far
lazy,
are
you
yourself
yourself
be
to
you
any
leg
have
you
for
of
master
are
you
control
cannot
you
are
laziness,
have
is
that
not
a
Persistency
COMMUNICATED
I
with
298
in
verbally or
American
men
of
mark,
writing
each
one
of a
successful representative
superlatively
leading trade, business, or profession. To each of
them, I propounded the following question:
To
what
one
thing, or to what two or more
things,do you attribute your success?"
a
"
The
vote
stood
as
follows:
Total,
The
298
this ballot appears
to show, and
and the qualishow, that persistency,
ties
result of
probably does
closelyallied
which
to
is worth
it,are
while.
essential to
any
ment
achieve-
In the
in
TO
HOW
190
practiceof
direct
JOB
I come
business-profession,
my
with
contact
A
GET
thousands
of
business
and
of whom
most
professional
represent self-made
men,
that they
success.
By self-made success, I mean
earned their present positionand achieved something
inheritance or other
without direct dependence upon
material
outside aid, and
that a big something,
call luck, had
of a better name
we
which, for want
little to
All of these
with the result.
do
men
were
all along the line
persistent
of their endeavor.
all of them, at an
Substantially
early age, and before they had passed their teens,
of
selected their walks in life; and most
definitely
them did not
the markeddeviate materiallyfrom
Some
of them, and perhapsall of them,
out
courses.
did not
accuratelydiagnose their futures, because
of them can
foresee the unforeseen;
none
definitely
but for all that, most
of them
remained
or
upon
at the
persistent
the main
near
start
road
and
of
their initial choice.
Some,
have
been
times, may
subjected to diverting
have seriouslyconsidered a
temptations and may
complete change of operations.Many undoubtedly
took chances,and at one
time or another may
have
approached the verge of failure;but all of them,
I could gather from
their seriouslyconsidered
as
at
affirmations and
from
of what
Irrespective
what
I
they told
me,
time, took their entire selves from
of
travel
and
they would
not
If disaster had
men,
or
so
a
far
lazy
as
man.
never
so
have
far
been
threatened
I could
They
to
them.
judge, was
were
at
never,
any
off the main
left that
able
about
know
highway
them
one
road
that
get back
Into line
Not
of these
one
ever
all workers
a
lazy boy
and
con-
PERSISTENCY
tinuous
chronic
and
191
Each
workers.
had
one
an
ambition, which was, at least,partially
realized,and
he succeeded, because he had the capacityto fillhis
position,and because of his unwavering persistency.
I have
who
closelythe
of many
career
men
failures,or who failed,rather, to make
of their lives; and not
of them was
one
were
the
followed
most
had
of them
permanently persistent.Some
not
ambition, but it was
thoroughly grounded.
Many of them wished to achieve success, but their
desires were
backed
with a willingnessto make
not
None
the sacrifices which accomplishmentdemands.
of them had what I call a
ambition."
long-distance
One
day they wanted to do one thing, and on the
Their desires were
next
day another.
as
changeable
ever
"
as
the weather-vane, but without
for the weather-vane
excuse,
if it
must
Some
remain
of
ability.Many
them
were
upon
these
a
of them
versatile.
fulfillsits mission,even
fixed
failures
were
They
the weather-vane's
pivot.
were
men
of
no
geniuses,and
could
do
many
mean
half
of
things
unable, apparently,to do any
fairlywell, but were
one
thing very well. Their particulartrouble was
lack of persistency.
Their work was
continuous.
not
I have
They spurtedto-dayand loafed to-morrow.
thousands
of boys and young
and out of
met
men,
have never
this number,
heard of any one
seen
or
who
succeeded in any line of trade, business,or
what may have been his natural
matter
no
profession,
unless he exercised persistency.
ability,
In every community there is a genius,
a
lazy
of a fellow, who
loafs and dreams
sort
and goes
to sleepagain.
"
TO
HOW
192
The
The
of vision is
man
of
man
action
direction.
wrong
of both vision and
he
and
works
rightkind
he
ground, and
of
beyond the security
the time
is founded
JOB
pieceof property.
his energiesin the
useless
direct
action.
the
upon
a
may
The
while
A
GET
He
a
is
man
man
a
thinks while he works
thinks.
does not
of
He
keeps
allow
the other.
A
one
his feet
foot
to
part of him
go
all
of permanency.
earth,although he may turn his
some
upon
He
keeps his feet on
eyes to the sky. He
kind
in
is persistent
vision,persistent
in action.
If all the
concentrated
would
that
be
a
and capacityin the world were
ability
into one
human
being, that person
dismal failure if he did
something which
which
of his brain
Lack
of
would
or
we
call
enable
him
not
have
in him
that something
persistency,
to utilize the product
hand.
with
ability,
without
persistency,
usuallyterminates in failure or in a small degree
of success.
is sure
with pei'sistency
Ordinary ability
Considerable ability
to produce ordinaryachievement.
of ability
without persistency
is
amount
or
any
Great
usually worthless.
abilitywith persistency
Neither ability
bringsabout the highestsuccess.
nor
has, In Itself,
persistency
any intrinsic value; but in
the right mixture
of the two
there Is a guarantee
of profitable
result. The
with ordinaryability
man
and much
will make
of
persistency
a greater success
himself than will he of much
abilityand ordinary
persistency.
What
weighs the heaviest In the scale of profit
Is not limited to what we
have, but, rather,to what
do with what we
we
have, and no doing is worth
or
Ability
vs.
Opportunity
dependent upon, or
not
are
independent of,
to put it differently,
ondly,
three conditions : first,
inability
or
ability
; secactivity
; thirdly,
opportunityor inopportunity
and
failure
SUCCESS
are
inactivity.
being, even
Abilityor Inability. Every human
the idiot,possesses some
degree of capacityand a
grade of understandingbeyond that of the animal.
ity?
that every one has abilTherefore, may I not assume
The
question,then, before us is not that of
but of degree or qualityof capacity.
capacity,
I do not propose
or
ity
inequalto discuss the equality
all men
and ethically
of man.
are
Theoretically
station
what our
equal. Each one of us, no matter
natural capacity,
of our
be, and irrespective
possesses
may
equalrightsin the law, and is neither the superior
the inferior of any one
else. But, in a book
nor
like this,which is attempting to paint with natural
in our
colors,and to tell the truth as the truth runs
for the
day life,it may be necessary to sacrifice,
every
sake of argument
and for present expediency,much
of the ethical or theoretical side of life,that both
the reader and the author may
get down to hard-pan,
facts.
rock-bottom,practical
So far as the qualityof natural abilityis concerned,
I
all men
bom
not
are
equal. Comparatively
or
ABILITY
few possess
bom
FS.
OPPORTUNITY
195
than ordinary capacity. Geniuses
more
infrequentintervals,and men
capacityare in small minority. There are
kinds of ability
there are degrees of it.
as
are
us
normal
are
those
and
who
balanced.
or
amount
sane
insane in others.
indeed.
or
and
man
to
The
harm
sane
the
of
of
None
a
so-called
call insane is very small
himself
Is not likely
to injure
we
man
unless
Intentionally,
insane
himself
many
especially
of us,
both
difference between
man
others
while
control
The
the
Most
as
abnormal
anything,are
in some
things and close to
to
unbalanced,
sane
of great
at
man
to
not
may
trusted
be
he be
have
with
a
nal;
crimi-
sufficient
himself
or
others.
approach the insanityline.
about
some
things and close to the
They are sane
in other directions.
reverse
They are abnormal.
Geniuses, as they
go,
brains allow them
Their
but may
refuse
to
make
marvelous
ment,
achieve-
properlyguide them In some
of the common
walks of life. The very qualityand
of their ability
exist at the sacrifice of other
Intensity
kinds of capacity.
The
sanest
The
and
man
be any of them,
and of automatic
to
the balanced
man,
if there
but
products of conventionality
entities.
nonambition,sorts of respectable
are
man
invariablypossesses
of marked
almost
ability,and that
In immense
volume.
In his way
he is a genius,
a
specialist, whether he is in trade, business,or
profession.
far as ability
and inability
so
Certainly,
go, we
are
no
sense
equal nor can we all travel along a
in
one
kind
achievement
of
"
"
common
path.
HOW
196
This
maintenance
offers to
of classes and
a
class far aboye that
lawyer.
which
That
appears
and
over
extent
the
be
which
a
we
excuse
us
for the
But it does not,
masses.
rightsof
divide
man.
It
themselves
into
competent
occupiedby
blacksmith
is
the mediocre
and
ability,
natural product of germination,
have no
control,marks the
something which
to
JOB
capacityseparates
some
should not, interfere with
simply suggests that men
of similarity.The
groups
in
A
GET
diversityof mental
into classes,and
or
TO
we
call
the outside measure
or
degree of our success
of our
do with it. The
to
failure,or has much
most
earnest, hard-working,and painstakingwouldbe lawyer cannot
succeed at the bar, or even
attain
ordinarysuccess, unless he has, in the first place,a
natural ability
in the direction he has chosen.
All
his hard work, all his faithfulness,
all his strenuous
endeavor
will amount
to
naught, unless they are
directed towards somethingwithin the scope of his
natural capacity.
fitted for the law,
are
Comparatively few men
for the ministry,
and perhaps a lesser
a less number
still for the practiceof medicine.
number
If they
attempt to enter these professions,
handicapped by
the lack of natural capacity,they will fail at the
and fail all along the line.
start
Whether
be bred in man
is a
not
or
ability
can
it
questionfor the scientistto decide upon; certainly
is a subjectmeriting the studious attention of the
whole world.
But, after one is born, it appears to
be impossibleto injectinto him
any kind or sort of
What is there,seems
ability.
to have been pre-natally
only thing which he should do is
put there. The
upper
ABILITY
what
FS.
OPPORTUNITY
197
he is best fitted to do.
Any attempt to force
himself beyond his natural capacityis foolish and
[
be other than we
unprofitable.We cannot
are, no
i
what
matter
to
we^ant
be
how
or
Jiardwe
may
I
struggleto be what we wish.
Opportunityand Inopportunity. Popular opinion says that opportunitycomes
and that
to all men
opportunitystands upon a hill with an electric cap
,
its head
on
and
This
hands
with
outstretched
to
body.
every-
give it so dignifieda
is perniciousand should be suppressedby
name,
to
publicopinion. Equal opportunitydoes not come
all men.
trol.
Opportunityis not always within our conWe
it
not
to
call.
doctrine,if I
cannot
make
can
it to order, nor
can
Opportunity is a something which
understand, and
which
order
we
science has
modern
do
we
not,
yet, been able to analyze. Yet, opportunityexists
in the very air we
breathe, and while it refuses to
of us, and while it may
often to some
come
appear
as
to
be without
of those who
to
discover
the reach
do
not
it because
of many
seem
to
they
do
of
find
not
us,
90
per
cent
opportunityfail
make
effort
to
find it.
to those who; ^
comes
Opportunityalmost invariably
I'are seekingfor it,and refuses to meet those who are'
of their way to get it.
to go out
not willing
Upon opportunity,nevertheless,we depend for
Unless we
find a good
than ordinarysuccess.
more
succeed beyond a moderate
opportunity,we cannot
though we possess marvelous ability
degree,even
and superlative
I not
natural capacity. But, may
that great capacityand unusual ability
assume
are
to'find opportunity,
because they are made
most
likely
h
HOW
198
TO
GET
of the stuff that hunts for
A
JOB
thingsand
does not
wait
admit that there
by. Yet, I must
who do not seem
of immense
capacity,
are
men
many
enables them to practo possess that something which
tically
utilize their natural brain power.
They are
dependent,to a large extent, upon outside aid. If
opportunityis brought to them they will do much
for them to
than it would seem
to be possible
more
accomplishif left to themselves.
Few of us, and I am
includingthose from every
walk of life,realize the necessityof hunting for
opportunity. The collegegraduateperfectshimself
entist,
for a great work, and then slumps. The
great sciing
who is capableof becomor, rather,the man
buries himself in his books or
a
great scientist,
sleepsin his laboratory,dreaming of the thingshe
tage
not
accomplishbecause he does not take advanmay
that
of opportunity.Therefore, it would seem
is as much
success
dependent upon opportunityas
natural ability.
upon
May I not put it differently,
express it so that I
for them
may
not
to
pass
be misunderstood?
The
value of natural
or
ability
capacityis vested in its development,in its
in the use
made
of it. Unless
utility,
abilityis
handled so that it produces results,there might as
well be no ability
at all. I repeat myself,that I may
is
impressthis point upon you: Undeveloped ability
worthless.
The
good of abilityis vested,not only
in its degree,but in the volume
of its development.
The natural musician,for instance,
ing,
can, without trainproduce harmony; he may play by ear, so to
and persistently
trains
speak; but unless he carefully
his talent,he will never
become
finished musician
a
ABILITY
is he
or
The
FS, OPPORTUNITY
likelyto
be
a
199
factor in the musical world.
of argument,
the
to see
ability
things,or
to come
to logical
conclusions,
by themselves, alone,
do not make
the lawyer. An
education in law,
is essential. The
a development along legallines,
natural bone-setter or uneducated
is a
practitioner
to publichealth and should be suppressedby
menace
power
"
"
law.
and
True, he may
a
wonderful
hand-skill
diagnosis,but these
things,by themselves,are worth nothing. Without
the aid of education
and
velopme
an
opportunityfor deall this proficiency
and skillwill come
to
naught.
No
reach the flush of his capacityunless
one
can
he develops his abilityby education
and training.,
The
attempt to developthat which you do not have
is
as
a
remarkable
possess
foolish
have with
as
it is
effort
of
power
to
be
satisfied with
what
you
developit. Something cannot
be made
of nothing. In the combination
of ability
out
and development Is the prospect of achievement.
pends,
deActivityand Inactivity.The flush of success
not
only upon abilityand development,but
hard work
is largelydependent upon
and continuous
labor.
Of
development without work is
course,
pressiv
imimpossible.That I may make this point more
I will consider activity
by itself,although
I know that It Is a part of development. Certainly
abilityand opportunity,in themselves, without d"worth practically
are
nothing.
velopment or activity,
Thousands, yes, millions,of men
possessingability
with opportunity,fail,and fail miserably,because
success.
They are too
they are unwillingto earn
lazy to make the most of themselves.
no
to
TO
HOW
200
GET
A
JOB
Success, properly analyzed,weighed, and
consists of
worth
is
while
ured,
meas-
doing one's best. No development
and continuous
possiblewithout strenuous
labor.
cannot
succeed unless you
You
do
not
deserve
work
to
live.
You
the
earn
rightto
succeed.
to
to
live unless you
are
willing
aire
loafer,whether he be the son of a millionbar-room
or
a
hanger-on,is unworthy of the
and even
a
dog should be ashamed
respect of man,
He
is a failure,whether he wears
to bark
at him.
broadcloth
He is a menace
to society,
even
or
rags.
though he may be morally clean and respectable.
The drone, by doing nothing,injuresthe world
than the villainwho does something.
more
While
abilitymay be limited by Nature,
your
its original
be grown
and developedto an
may
germ
extent
so
largethat it would appear to have actually
and materially
increased in qualityand size.
the lives of men
of success,
Read
in trade,
in business,or in profession. Find, if you can, a
of marked
achievement
who was
not
a
singleman
worker from boyhood up.
of superlaEvery man
tive
will tell you that he owes
his position
in
success
but
not
life,not only to ability,
only to opportunity,
he started in to do when
he was
to the work
a boy
The
"
and
to
the work
If your
he continued
to
do.
abilityis limited,accept the condition.
You cannot
help yourself. Be as happy as you can.
If good opportunitydoes not appear
to be within
fret and worry
over
it,but keep
your reach, do not
What
to
Evenings
Do
citystores, both wholesale and
all city offices,
retail,and practically
close by six o'clock in the afternoon,
do business as early as
to
of them
cease
and many
Substantiallyall professionaloffices
five o'clock.
supposed to do so, by five o'clock,
close, or are
men
lawyers and other professional
although many
ees
of time and requiretheir employtake little account
labor to any hour in the evening, receiving
to
all
NEARLY
no
extra
remuneration
cities and
In the small
all of the
open
until nine
week
days.
Workers
close
stores
two
five-thirty,
beyond
or
or
three
lo
at
the
country
cost
of supper.
towns
six o'clock, or
practically
at
five,or
eveningsa week, and remain
o'clock during the remaining
in restaurants,
hotels,and in
some
other
obligedto be on hand nearly every evening
than one
free evenings
and do not enjoy more
two
or
Where
ously
week.
a
evening work is required continu"
it is usual to give the employee some
offtime
during the day.
erably
Notwithstanding the condition of things,considthan seven-eighths
of employees,whether
more
working in stores, factories,
offices,
or
or
serving in
other capacities,
in the city or country, have either
lines,are
"
WHAT
all,or
TO
DO
EVENINGS
part, of their evenings
a
203
themselves, or
to
leisure during the week.
enjoy some
These
ployee,
between-workinghours belong to the emand he is privileged
them as he will,
to use
provided it does not interfere with his regulrduties.
of us, from
But none
the presidentof a great corporation
errand boy, is entirelyindependent
to the baker's
do as he pleases.We
all are under
or
may
allowed
are
to
'
restraint.
than
and
None
under
outrage the
be in business.
in full command
Often
decent, can be other
societyand publicpolicy,
we
obligationsto
cannot
we
would
of us, if
of business if
customs
is,or
one
ever
can
we
become,
of himself.
I have
who
those
No
are
heard
boys
worth
are
and
and
men,
little to
larly
particu-
themselves
and
that after the store or
others,claim bombastically
office door is'closed their time is completelytheirs,
and that they may
it as they please,subjectto
use
to
no
interference except that of criminal law.
the employee sells a certain
Theoretically,
it is
employer; and theoretically,
the employer'sbusiness what the employee
of hours
of
none
does
of custom,
over
has
his
to
But
of business.
out
statute
ber
num-
law
a
"
books,
a
law
more
of
the erreat
unwritten
powerfulthan
more
or
less
any
on
law
the
equity,a law
the referendum
neither the legislature
nor
control, requiresthat the employee consider
which
"
partially
belongingto his employer;
and this law gives to the employer some
right of
dictation covering the whole 24 hours pf the day.
The
and has the right of
employee Is a man,
independence. He Is not a slave. Legally,he may
and the law will protect him.
do as he pleases,
He
all of his time
as
HOW
204
TO
A
GET
JOB
off-working time for study,for
spend his
monarch
is legally
He
diversion,or for dissipation.
of himself,and no one
has a rightto interfere with
"
"
may
if he
him
His emlaw.
ployer
statute
outrage
legalcontrol over him, either in office
does
has
no
not
employer has this one great
the legal
right, whether it be right or wrong,
rightto dischargethe employee,the rightto say that
if he does not do this or refuses to do that,that he,
the employer,will dischargehim.
As all of us must
earn
our
living,and as only
of office; but the
out
or
"
"
a
few
of
us
of
us
can
work
must
be
for
in business
for ourselves,most
others,and all of
must
us
begin
employees,whether or not we remain in the ranks.
As employees,we
distinct duties : first,
have two
ourselves;secondly,a duty to our employa duty to
ers.
If our
employers and we are equally decent,
there may
be no
because the more
interference,
wc
valuable we
become
improve ourselves,the more
to
our
employers. Therefore, nearlyall ambitious and
do as they please after
respectableboys and men
working hours, because what they pleaseto do does
interfere with their work or with their employers'
not
as
interest.
I have
seems
gone
necessary
deeply into
that
this matter,
I should
because
it
impress emphatically
the
employee the fundamental fact that he is
of himself, and that he
master
only theoretically
do as he pleasesonly when
what
he pleasesto
may
upon
do
does
not
interfere with
statute
law
or
with
the
policyof societyand business.
It is obvious
and
have
that
regularor
most
of
us
enjoy
intermittent spare
"
off-time,"
moments
or
WHAT
TO
How
spare hours.
spend the whole,
improvement,
or
a
we
DO
employ them ? We may
a
or
part, of them in study or
we
tion,
employ them for dissipamay
divide them, using a part for study,
or
may
work
be
cannot
we
if
do
we
the world
and
at
with
the
taken
up
or
true
to
our
out-of-workinghours
ourselves,our
employers,
these
large.
advise you
not
marked
any
ourselves
to
use
of business into your
make
part for other purposes.
a
benefit of
I would
While
true
not
for the mutual
205
shall we
part for diversion,and
But
EVENINGS
to
carry
the burden
I believe you
cannot
work
if you
close your
home,
success
who gets
closingof your office. The man
derstand
through never
accomplishesanything. Don't misunness
Business should be done during busime.
hours, and between-working time should not be
with
business
The
matters.
active part of
closing of the
office door; but, while business should be done during
the hours of business,the connection between
ness
busiand other things remains
would
to those who
of the great work
of the world,
succeed.
Much
whether it be of business,invention,discovery,
philanthropy
literature,
or
religion,is done outside of
the office,
the laboratory,
the shop, the study, and
business
should
the Church.
times
be
Between-times
of life,and
of the monumental
"
hour
moment
is
shut off with
not
removed
of it should
be
not
the great
accomplishedmany
are
of civilization. The
from
of your ambition.
should
You
not
rest
Loafing is
often become
in them
deeds
the
your
devoted
for
resting. You
"
off-
life'sduty. Every"
to the accomplishment
the
should
sake
not
of
take
resting.
diver-
TO
HOW
206
GET
A
JOB
and diversion
Resting,
worth while, partlyfor the pleasurethey give,
are
but largelybecause by receiving
bled
pleasureone is enadiversion which
The
is
to do his duty better.
ing
taken for pleasureonly,and which contributes nothand the body, is
the up-buildingof the mind
to
allows the hog
of no higher qualitythan that which
sion for the sake of diversion.
to
bask
In the
sun.
The
man
of character,he who
something, so regulateshis life that he
in -the end, accomplishall that his capacityand
may,
conditions permit;and he rests, plays,studies,reads,
ness
and does everythingfor the rounding-out of his fullamounts
to
and
for the mutual
benefit of himself
and
the
world.
Sleep is
may
do
not
that
better work
we
when
may
we
sleep.
are
It is that
we
awake.
The
their
waste
majorityof boys and young men
them
for mild forms of disoff-times." They use
sipatio
and for a loafingsort of resting,
which contribute
nothing to anything or anybody. On the
other hand, many
who
work
boys and young
men,
hard during the day, devote most
of their spare time
tual
to study and
to what
they think will be of intellecbenefit to them.
This shows
a
spirit,
proper
and
they are likelyto succeed; but there is such a
thing as carrying it too far. There
are
only 24
hours in a day, and a part of the day is for sleep,
another
for resting,another for diversion,and another
for work.
No
work
can
all of
one
profitably
than he can
the time any more
naturallysleepall
"
of the time.
The
in
boy
study,or
or
in
man
who
doing
some
spends all of his evenings
other hard work, would
WHAT
accomplish more
or
of his
some
207
EVENINGS
TO
DO
if he
gave
part of each
evenings,to restingand
to
evening,
suitable
diversion.
he
In an hour when
accomplish more
feels like working than he can
In several hours when
than
he is fatigued. Qualityof work is worth more
quantityof work, unless It is of manual labc^r.
the
under
and over-do
Many of us over-work
delusion that this over-work
and over-doing will pile
of fact,
greater accomplishments. As a matter
up
they may do the opposite. If the mind and body are
not
given the rest which belongs to them they may
One
refuse
can
their best work.
do
to
The
kind
proper
of
diversion,not
and
only keeps one In good health
and allows the mind
and body to do their best,but
A period of rest with one
of work
restores
energy.
than two periodsof work with
accomplish more
may
rest
of
rest.
Most
of
none
of
us
there
seems
majority of
the
store,
us
us
work
to
carry
too
be
no
out
way
our
work-side
of life should
not
from
home-side
life;nor
the
die home
for
each
a
branch
of
a
active part of business need
taken into the home.
The
time
will come,
many
great
of the
shop,
evening life. The
completelyseparated
entirelyapart; from
be
is
of
be
For
of it. The
the strenuousness
the office,
into
or
hours.
many
should
the
common
not, and
the life of
life of work,
trunk; but the
should
not, be
hope it will speedily
arrive, when thpre will be five days for labor, one
day for rest and diversion, and one
day for the
special
worship of God and the up-buildingof man's
Until that estate arrives,we
inner-qualities.
must
and
I
HOW
208
TO
GET
JOB
A
ignorepresent conditions,yet we
that it is our
duty to contribute
forcing conditions to arrive at a
civilized state.
continue, and
be
minds.
boy
work
to
would
of
so
and
more
appears
to
who
man,
meet
enters
hard, and
anything more
that he may
make
the betterment
is
be
and
bodies
our
sight. The
relief in
no
will find it necessary
calling,
often to over-work, if he
than the lowest degree
to
regulatehis 24 hours
of them
ing
exist-
under
his part
do
strivingto
sedentary,you
air.
part of your
hard
more
toward
of the world.
If your work
in the open
a
tryingto
the most
conditions,ever
than
and
any
It is for him
success.
better
will
the present, this over-work
business in the near
future is likelyto
There
or
toward
part
our
For
strenuous
more
forget
not
must
not
You
"
should
off-time
"
should take
not
to
and
devote
cise
exermore
heavy reading
fair proportion
systematicstudy. A
of your
sions
evenings should be used for restful diverand for those pleasures
which are
all the more
A
pleasurablebecause they contribute to progress.
littleof the rightkind of reading and study will give
than many
times that amount
in mere
more
quantityor
to
bulk.
Systematicreadingand study are
making of a reasonable degree of
should
be
should
not
done
without
undue
essential to the
success,
pressure.
but
it
Reading
be confined to
books, or to newspapers,
other periodicals.Book-readingis^ essential
to
or
the rounding-outof success, provided books of
to
is civilization's
qualityare read. A good newspaper
present and advance agent.
with the times
who does not
No
one
can
keep
read
habitually
a
up
first-
HOW
210
or
home
no
close,
of
TO
privileges.
congenial
both
and
bodies
diversion
it
companionship.
friend
One
with
dozen
or
with
In
much
does
it
As
so
does
to
the
What
control
we
the
our
regular
properly
the
the
in
assist
a
class,
the
body
monotonous
influence
of
between
of
depends
off-working
time
of
and
business
our
of
quality
than
more
be
and
alone.
success
hours
regulate
influence
do
that
"
of
to
miles
mind
would
say
use
attend
genial
a
two
to
have
to
it.
me
our
to
is
let
the
upon
essential
what
to
with
mind
mended
recom-
one
Exercise
the
without
upon
the
rests
be
to
for
of
one
walk
lonely
Is
mile
a
worth
allows
closing,
kind
solitaire.
diversion
laborious
and
as
of
friends,
adds
of
friends
playings
and
it
is
The
impossible
walk
A
interesting
is
development
the
minds.
any
and
association
for
of
when
only
game
and
JOB
need
We
companionship
our
solitary
A
GET
the
the
our
our
use
It
"
as
is
evenings
our
affairs.
shop
home
labor.
as
affects
affect
working
accomplishment.
the
the
hours
home,
shop.
may
as
Business
Schools
tutions
chapter I shall not refer to regular instiof learning,like the public,common,
nology
and high schools,colleges,
institutes of techother technical schools,and privateschools
or
having a curriculum similar to that prevailingin the
mercial
common
or
publicschools,hut to the so-called comcollege,
or business school, in which is taught
the technique of the clerical side of business, and
schools
often the principles
of business itself. These
are
usuallylocated in a cityor at a country center.
Commercial
colleges,or business schools, are
thoroughly legitimateinstitutions of learning,their
intrinsic value is recognized by educators
and
by
business men
in general,and they are
considered a
this
IN
necessary
While
broad
educational
system.
part of our
of the public schools teach stenogsome
raphy,
bookkeeping,banking, and
some
other
ments
depart-
than
give more
It is,
attention to the techniqueof trade.
superficial
or
therefore,incumbent upon the commercial college,
of
business school, to supply this want, the necessity
which is growing more
apparent every day.
of
At
men
a
business, few
of
them
there
was
them
believingthat
the part of business
prejudiceagainstthe graduate of the business
one
time
on
school, some
of
better obtain
his clerical education
boy would
after entering
a
TO
HOW
212
looked
as
upon
a
This
institution.
JOB
days,the commercial
In those
business.
A
GET
and
theoretical,
prejudiceor
not
collegewas
as
practical,
a
unfavorable
opinion
and practicability
efficiency
largelydue to the lack of
practicedby the earlier business schools.
Like all other innovations, they were
faultyat the
rather for injurythan
have worked
start, and may
for efficiency.
To-day these schools are, for the
posite
commost
part, maintained by able business men,
was
"
who
men
are
with
familiar
business
as
well
certainlywould
advise the boy, intendingto become
bookkeeper,
a
at
learn bookkeeping at school, and, preferably,
to
ments
the rudia commercial
college.True, he can master
of bookkeeping at the
and the full principles
business desk, but a good business school will teach
of bookkeeping in a much
him the thorough practice
less time and
him
at
is money.
time
both
a
to
to
to
in
of which
one
obtains
or
I would
are
of
other way
advise a would-be
in any
first-class
school of
necessary
engagement.
an
acquirea knowledge
alone
a
considerable less actual cost, because
A good commercial collegewill give
of bookkeeping,
the
making
efficient accountant.
The
business desk, devoted
an
it is to one
form of business,is not as likely
as
of bookkeeping as it is
give him the principles
teach him that part of bookkeepingwhich pertains
line of business.
a
particular
be learned
Stenography and typewritingcannot
business.
Some
in them is necessary
proficiency
before
to
I
knowledge
generaland specific
both
of
methods.
educational
with
as
to
It is difficult
stenography from
except from
a
books
teacher.
stenographer to attend
stenographyor a reliable com-
BUSINESS
mercial
SCHOOLS
collegewhich makes
and typewriting.
But
it should
school does
not,
teach
be borne
and
213
of
specialty
a
that the business
In mind
cannot,
raphy
stenog-
perfected
experience
with its
even
actual
business-doingas
It cannot
do this any
gives It to Its practitioners.
than an
Institute of technology can
more
produce
a practical
working electrician of experience.Actual
the
to
experience In trade or business is necessary
rounding-out of any kind of expertness. But this
fact must
be considered as opposed to the comnot
mercial
collegeor to other technical Institutions. It
system,
is the business
of the school
to
him
to make
experience,
This preliminarywork,
"
Is of tremendous
or
The
consequence,
able
to
one
prepare
rience
expe-
utilize rience.
expethis school work,
"
and
to
be
cannot
estimated
over-
over-valued.
equipped with a proper
school education. Is prepared to meet
and utilize
experienceto an extent ImpossibleIf he begins with
experience and does not enjoy the school-training
preparatory to the exercise of experience.The boy,
who has properlystudied bookkeeping,stenography,
typewriting,or other techniqueof business,at a firstclass business school, is better prepared to take hold
the experienceof business.
of and to use
He
gets
there quicker,and when
he is there, he has, with
his knowledge, built a more
It
solid foundation.
Is hard to shake him.
He
stands more
firmlyupon
boy
or
young
man,
his feet.
would,
I
school
take
to
up
every
therefore, recommend
boy and young man
the 'clerical side of business
the
who
or
business
Intends
to
to
begin by
TO
HOW
214
GET
JOB
A
doing. The mental trainingat this school is
value to him.
likelyto be of extreme
the
recommend
I would
While
not
particularly
commercial
salesman, or
college to the would-be
so
the
to
other
intend
I
see
can
may
does
not
not
the
man
who
does
not
clerical side of business work,
why
reason
no
than
other
he
touch
to
business
would-be
this
knowledge
should
be
though
him, because, even
a
knowledge of it
practicethe clerical,
of value
come
to
amiss.
of stenographyhas shown an unparpractice
alleled
growth. There are, to-day,a hundred stenographers
of yesterday. While
to
one
stenography
to be a woman's
vocation,there is no reason
appears
much
more
why it should not be practicedby men
than it is. I consider a knowledge of stenography
value to every boy or man,
and I would
of extreme
its study,provided there is no
recommend
reason
afford to give the time to it. The
why he cannot
is likelyto occupy
male, stenographer,if proficient,
confidential position. He
is close to the head of
a
the firm or to the manager
of a department. The
of the business pass through him.
secrets
He
is
familiar with every condition.
He is in a position
know
what is being done
to
and how
it is done.
If he is bright,if he has an observant mind, if he
is diligentand painstaking,
later he will
sooner
or
The
obtain
a
result in
grasp
on
the house
promotion.
A
he works
for which
must
knowledge of stenography
enables one
do an
immense
to
of work,
amount
which he could not do in long-hand. After one
has
mastered
the principles
of stenography it is simply
of a reasonable amount
a question
of practice.The
SCHOOLS
BUSINESS
215
method
an
stenographerhas at his command
easy
of, recordinghis thoughts. With
littleeffort he may
his
he is likelyto forget. He
write what
can
use
stenography on the train, at home, or in the shop.
He
can
and
business talks.
take
business
the
down
I do
think
not
realizes the business
man
of conferences
conversation
that the average
value
ot stenography,
practiceas a livelihoodmaker.
The
first-classcommercial
college teaches
stenography in a thoroughly practicalway.
its
irrespectiveof
The
with
business school should
the
same
attention
that
be selected with
we
apply
to
care,
choosing
commercial
learning. Some
colleges are unreliable and unworthy of patronage;
They are merely money-making schemes, which hold
any
out
other
institution of
false inducements
their scholars
to
and
are
ently
appar-
impossible.Fortunately,
this class of schools is in the minority. It is very
ascertain the character
and
to
standing of a
easy
commercial
college. If it is a worthy institution
and doing good work, its principaland teachers are
of the city
closelyassociated with the business men
and they are conversant
with the educational
or
town,
made
of reprepolicypursued. Therefore, inquiries
sentative
business men
of the town,
will give you
authentic information
regarding any school or schools
located in their vicinity.If more
than a few good
business men
know
nothing of the school, and are
guaranteeingto
unable
to
recommend
school is either
or
patronage.
too
do the
it, you
young
to
may
have
assume
that the
established a reputation,
is unworthy of
else,by its ineiEciency,
your
Education
Needed
constitutes the proper
WHAT
tion?
school educaprofitable
vexed
This
everlastingly
tion
questhe originalhieroglyphiccarvers
quantity of
was
asked
of
a
The
curriculums.
pre-historic
of
all, was
at
stencilled in
authorities differ,and
the
qualityand
establishment, for
the
answer,
stars.
if written
Educational
there
is little likelihood of
many
years
to
come,
of
an
or
any
universallyacceptable educational scheme
sity
near
approach to it. But, notwithstandingthe diverof opinion,the majority of authorities favor a
spective
irrehigher education for substantially
one,
every
of the vocation to be pursued, if this school
learningcan be had without undue sacrifice.
A proportion,but hardly a majority,of business
for those
would not recommend
men
a collegecourse
who
propose
men
would
to
follow business; and
be next-to-unanimous
classical education
Is
yet, these same
in their belief that
essential,
advantageous, even
to those who
to take up
are
a
profession. But both
the educational authorityand the business man
would
recommend
unanimously a technical school education
for those who are to follow a mechanical
trade, and
for those who
Intend to practicethe higher
especially
vocations,like electricity,
engineering,or chemistry.
a
HOW
218
TO
GET
A
JOB
in the line of
promotion, and the good places,the
are
his,
higher places,the places of responsibility,
the exclusion of those who
to
come
directlyfrom
the
common
school.
fact,that the common
is likelyto remain
in the
mechanic
ranks unless he be a pronounced genius,and even
notwithstandingthe fact that he may have as high
natural capacityas that possessedby his technical
a
It may
be
school trained
set
down
as
a
school trained brother.
While
the technical school
does
not
and
cannot
give the full or actual experienceof the shop, and
while
sary
working experienceat the bench is necesthe technical school gives
to superlative
result,
something which no factoryor shop can present, and
of working experiencecan
which no
amount
hope
realize as
to
economicallyor as profitably.The
technical school teaches the great fundamental
theory
The
of mechanics.
or
not
shop or factorycanpurpose
Is done there, or, at best, but
go beyond what
littlebeyond it.
For instance,a young
to become
man
proposes
electrician. He
Institute of technology.
enters
an
an
There, for a while, he studies general science,not
that of electricity.
He
begins to become a scientist
scientist.
in general, not a specific
He
becomes
of general science,
familiar,first with the principles
and then with those of electricity.
he takes
When
up
his life's work,
branch
of
no
matter
if he
be confined
to
he is a rounded-out
tist
scienelectricity,
and electrician,
familiar with generalscience and
with that of electricity.
especially
Therefore, he is
one
NEEDED
in
he
EDUCATION
positionto rise,and to rise rapidly,provided
has the capacity,
ambition,and reasonable opportunity.
a
the other hand, the
On
without
a
tedinical school
boy who enters the shop
in contact
trainingcomes
only with
some
become
but
electricalscientist,
Of
219
an
branch
of the work.
in time, he may
of electricity,
bub he cannot
absorb
course,
over-work, and this work
an
do
he
so
must
He
does
not
electricalworker.
the entire science
without the hardest
do in
a
depressive
atmosphere.
Working experiencein the shop and factory,
essential though it may
be, cannot
give the fundamental education which is presented at the higher
instituteof learning. In the shop one must
do something
which bringsmoney,
whether or not the doing
of it adds to his store of knowledge and experience.
In the school the conditions are rightfor the absorption
of information.
The very atmosphere of the
environment
school-room
study. The
encourages
favors intellectual activity.There
is no
necessity
All one
of doing anything for the sake of money.
has to do is to learn and to take no
thought of
financial return, except in a generalway.
I run againstthe argutaent that the
Occasionally,
three
four years spent at a technical school are
wasted, because the graduate may begin his trade
the same
round of the ladder as that steppedupon
on
or
the unschooltrained
boy or man.
Let us take two
boys for example: One enters
from the common
the factory directly
out
school,withother spends
any technical school training.The
four years at an institute of technology. It is pos-
by
HOW
220
GET
TO
A
JOB
sible that the school trained young
will begin
man
where his untrained school friend started four years
But wait, in five or ten years, abilities being
ago.
equal,the
technical school trained
will
outstrip
he will begin to
the other.
From
the start
on
unless
approach him and will pass him eventually,
the unschooltrained man
ability.
possesses exceptional
In these days of wonderful
machinery, most
workmen
workers
man
but parts of a machine,
only, and this condition makes
are
"
"
education' essential
business,more
so
than
to
mechanical
a
ical
mechan-
In any mechanical
before
in the history
success
ever
of the world.
The
technical School
can
teach
broad
more
of the great
science in a
of mechanics
of
and
principles
day than the shop or factorycan teach in a month.
Economy, then,suggests a technical school course.
Shall the boy who has chosen business,graduate
? There
is a great diversity
from college
of opinion
would vote
here, but I think that few business men
wanted
againsta collegeeducation,if the young man
it. Comparatively few of them, however, would
than advise a college course
those who
more
to
intend to devote their lives to business,and very few
of them
would
force the would-be
business
fcoyinto
college.
A collegeeducation is in no
detrimental to
way
business success, although it may
be essential to
not
it. College never
made
fool of anybody, except
a
that it may
have made
a
bigger fool of the fool
who
fool before he became
a
was
a
collegefool.
The boy who does not get some
good out of college,
has simply refused to use
his opportunities.Most
NEEDED
EDUCATION
221
likelyhe would have been a failure with or without
than
college. The college,at best,can do no more
help one who would help himself. If the would-be
business boy dislikes study,and cannot
be made
to
realize his advantages, it probably would
be useless
force him into college,
to
even
assuming it Is right
force a boy in this direction.
The
to
parent or
friend has a right to advise and to spread before
the young
all the advantagesof a collegecourse,
man
but the final decision should be made
by the young
himself, for unless he is competent, after he has
both sides of the question,
to decide for himself,
seen
he has not
the abilityto properly use
classical
a
education.
Still,there is no objectionto considering
man
the matter,
been known
wise man,
forward
under
to
worthless
a
boy
on
provided he
would
to
can
education
fool into a
apparent
which the parent may
hope, if
he
has
an
has
really
look
alleged
his hands.
advise
ask
an
forlorn
as
business
assumptionthat
condition
a
I would
enter
change
to
"
the
the young
graduate from
do
him
so
without
man
a
who
intends
to
first-classcbllege,
material
sacrifice. I
impoverish himself, to wear
his health, or to make
himself out, to undermine
any
sacrifices for the sake of a collegeeducation.
undue
succeed without
it. While
He
can
a
knowledge of
him
the classics will be of little use
in business,
to
the training that he receives in collegeis likelyto
At collegehe meets
be of value to him.
a
highHe
in contact
with the great
comes
grade of men.
of progproblems of life. He is in the environment
ress.
is where
He
men
are
taught to be men, to
than machines.
think for themselves, and to be more
not
to
HOW
222
Collegeassociates
are
A
GET
TO
an
asset
JOB
which
through
tively
Compara-
remain
perpetualdividend.
ness,
whether
few collegemen,
they enter a busia profession,
a trade,or
regret the years spent
advise the boy, who
I would
not
at college. But
thinks only of money,
who looks upon wealth as the
and whose desire is
chief end of life,
who is selfish,
limited to the development of financial accomplishment,
would better enter
to consider college. He
business,and die in business,and the quickerhe dies
life and
which
pay
a
the better.
Should
the
young
man
who
intends
to
enter
a
professionreceive a classical education?
Yes, and
I say, yes, enthusiastically
and decidedly. A college
in the
trainingis next-to-necessary to full success
man
practiceof any profession. The professional
deals in brain-products.
His head is his factoryand
his store-house. The more
he can
tal
develop his menthe better off he is. No
of
amount
faculties,
practicein the world at large can give him what
he should receive at college. He
tion
needs the educaand the mental
and
it is well for
discipline,
him to have lived in the atmosphere of education.
The
friends he makes at collegeshould be of material
assistance to him.
As a collegegraduate,he
can
more
easilyrise in his professionthan the man
who
has not
received a higher education, and in
he has an advantage over
him.
every other way
the genius will pick success
Of course,
put of
the rockiest field,and will be great, although he
could not read or write; but geniusesare too scarce
to
be accorded
Of
a
course,
column
I admit
in the table of vital statistics.
that there
are
uncoUeged
NEEDED
EDUCATION
223
thousands,
clergymen,lawyers, doctors, authors,
other
teachers, and
have
professionals, who
"
,
"
climbed
men
with
successes;
would
of the ladder, but
exceptions. They could
are
marked
have
lack of
'
the top round
to
succeeded.
half
Yet
help making
opportunity they
not
an
no
these
of them
one
feels
a
collegeeducation had anything to do with
the degree of his accomplishment. If all of them
could have
begun over
enter
again, they would
at great sacrifice.
college,even
a
To
let me
say that I would
advise every
boy to get all the education he can, of course, within
reasonable
limits,and to lengthen,not shorten,his
sum
up,
school life.
be
taken
burns
man
when
he
the
nical
or
To
dropped, cannot
easily
extent, the boy or
bridgesbehind him
some
his educational
his connection
severs
world
but the world,
or
life,once
again.
up
young
course,
School
as
with
Of
school.
great institution of learning;
it stands, does not give the atmosphere
is
a
the opportunity for an absorptionof techother educational knowledge. The place to
receive it is
it be
else can
school, and nowhere
obtained so cheaply or so quickly.
the shop, and
the
The
office,the sanctum,
or
factory,cannot
give you that mental discipline
that
at
rounded-out
education
properly conducted school.
To
must
succeed, one
of
information, whether
order.
that
Without
of manual
school and
it no
labor.
that is received
obtain
it be
of
achievement
It may
after one's school
be
a
certain
at
the
amount
high or a low
is possible
beyond
a
obtained
out
of
days have passed,but
,
HOW
224
it
much
and
much
had
be
can
let
Therefore,
lengthen
in
more
way
through,
will
better
equip
to
life's
do
The
its
in
school
of
the
of
years
and
which
actual
as
may
be
experience.
in
had
as
worth
any
time
of
cost
long
to
obtaining
you
tion
institu-
more
place
of
the
for
in
the
the
absorption
mental
that
of
other
direction,
labor.
and
can.
of
profession,
do,
can
favorable
be
cannot
school
preparation
of
and
schools
in
the
take
school
the
to
increased
an
in
it
over-magnify
business,
can
are
the
in
well-equipped
in
the
conditions
knowledge
Stay
for
end,
difficulties
cannot
the
by
experience
what
is
glass
Nothing
do
at
A
work
to
the
in
nation
offered
in
or
nor
except
it.
have
life's
meet
strongest
learning.
discipline
shorten
you
you
pay
man,
young
you,
if
school.
of
out
don't
even
the
of
advantages
school,
to
easily,
more
than
and
to
you
The
trade,
school
life
will
strength
of
much
work.
people.
the
quickly,
say
school,
your
JOB
in
me
school
your
or
year
more
cheaply
more
A
GET
TO
A
than
year
a
more
dozen
GET
A
JOB
nothing higher,broader,
the dangernot
ous
better than love,
pure love,
and
the original,
imitation which misrepresents
civilized future.
or
TO
HOW
226
There
is
"
"
which
is
it is but
There
often
so
a
taken
for what
it is not.
At
best
surface reflection.
is
which
nothing,from
should
not
pure
be made
love
to
to
ment,
sicklysenti-
stand the
test
of
unimpassioned practical.Unless it is
lished
tested,whether it be good or bad, it has no estabcommand
basis of value,and cannot
intelligent
respect. Therefore, I feel that I possess the right
discuss marriage, and to do it from
a
practical
to
if to do so I find it inexpedientor
even
standpoint,
to give much
thought to its sentimental
unprofitable
side for the time being. May I not, for the present,
I hope,
handle marriage as roughly, and as fairly,
I would
modity.
a
as
commodity, for marriage is a comIf it is not, it has no place in the economy
aifairs. I find myself obligedto consider
of human
the conventional marriage as well as the true marriage
of the higher love, because the conventional
marriage is in the vast majority. In a book like
attention to majoritiesthan
this I must
give more
for majorities
to minorities,
represent the conditions
with which we have to deal,while minorities present,
than exceptions.
in many
cases, littlemore
I do not apologize,
either here or anywhere else,
for handlingmarriage as a commodity. I could not
insult matrimony more
than to decline to analyze it
from a commodity standpoint.If it is strong, it will
and come
stand that analysis,
the winner.
If it
out
is weak, it will fall of its own
fault. Mind
you, I
to marriageas marriage runs, not
am
now
referring
the cold and
GETTING
the
MARRIED
22Y
Heaven-made
is
exceptions. This book
intended to be practical,
call black, black, and
to
white, white, to paint the primary colors,not the
to
tints,of life.
Man
has
basic duties: that of
becoming a
and that of assisting
in the propagation of the
man
species.He cannot
dodge either. The firsthe must
to
accomplish if he would amount
anything,and
two
the second
he should attempt to do unless there exist
forbiddingits realization.
reasons
The
cise
reader may critichurchy,but not religious,
for seeming not to place religionor the
me
worship of God as man's firstand greatest duty; but
this irreligious
churchite fails to comprehend the true
When
becomes
meaning of becoming a man.
a man
he worships God
and he is religious.No
a
man,
real
man
whether
he had
not
or
of the
men
lived who
ever
did
believe in God,
not
respect for theology. The
the great men,
the men
have
built the institutions of civilization,
have
world,
"
This
God-loving and God-worshiping men.
not
the Forum
who
"
for the discussion
of
been
book
is
theology and
to attempt to concreed, and I do not propose even
sider
either. But, I wish to repeat, and with all the
emphasis
in
become
man,
he
a
becomes
my
a
worshipingman.
I
power,
"
a
man
that man's
in the
he is
man,
It
cannot
a
truest
first
duty
to
When
sense.
religious
man,
is
a
God-
be otherwise.
Becoming
everythingworthy
manliness,covers
This is
of being cataloguedIn the Book of Life.
man's earth, given to man
by God, and the more
is in man's land, the better adapted
manly a man
he is to occupy
a
higher positionin God's land.
a
man,
as
see
he becomes
When
he need
man,
a
JOB
A
GET
TO
HOW
228
not
about
worry
ular
God, or his duty to men, or his particHis very manliness
belief.
form of religious
of that, and his love and worship of
will take care
God will be a part and parcel,yes, the better part,
his
duty
to
existence.
of his very
of civilization
present form
Our
for
the
breeding of children.
be
cannot
a
statement,
of
establishment
home
It has
without
for many
men
a
home
and
the
said that there
This
is
a
broad
bachelor headquarters,
have
highestthought
been
family.
familyhomes,
which, althoughdifferent from
the
the
riage
requiresmar-
endeavor
and
;
but
age
encouras
the
necessityof properly
the home
riage
resultingfrom marproducing offspring,
be the fundamental
would
to
or
only
appear
form, subjectto the changes of higher civilization,
in quality.
civilization grows
as
world
runs,
and
fact that
The
as
some
there
is
able thinkers and
educators
feel that
marriage is a failure should not operate
Until something
againstthe legal union of the sexes.
better than the present home
is discovered,
has a rightto refuse to become
no
one
a part of it,
unless
there
be
individual
reasons
which
suggest
bachelorhood.
which
Notwithstandingthe vital consequences
surround
of
that it is one
marriage,notwithstanding
the most
solemn
earthlyacts of man, the average
selects his life partner thoug'htlessly
man
and without
than a suggestionof judgment. He
using more
meets
a
or
woman,
accidentally
by arrangeyoung
ment.
Her physicalcharms attract
him.
They fall
in love,or think that they do.
They take no pains
GETTING
MARRIED
229
analyzetheir feelings.They do not seem to care
whether
these feelingsare
not
or
genuine. When
to
the
delicious
moment
the
comes
loses
man
the
racy
degree of accufairness. He
is in love, or in allegedlove.
or
He magnifies his intended's virtues,until she is,in
his pervertedimagination,
but littlebelow the angels,
He sees her,
and perhaps a peg or two above them.
she is, but as she appears
at
not. as
to be to him
frequentor infrequentintervals.
Ask the average engaged man
why he made the
and pin him down
to witness-box answers,
selection,
and he will stampede. He
does not know
why he
be his wife, because he
asked a certain woman
to
little thought^to the matter, except that she
gave
attracted him and he wanted
her or thought that
to
ability
he
think
or
judge with
to
any
did.
Young
the
see
woman
moral
nor
and
you
know- her
can
you
man,
I may
rightto
of any
man
are
as
to
her.
be misunderstood.
not
she is,and
as
marry
she is,you
marry
age, unless you
have
Let
me
Unless
neither
can
unless
legal
repeat, that
you
can
give
cleandefinite,
friend,several positive,
cut reasons
why you have made the selection,there
is something the matter
with you, whether or not
there be something the matter
with the woman.
than a minority-of happy
be more
There cannot
unions, until husbands and
marriages or of profitable
to
me,
or
wives
are
to
a
selected with the
same
care
and
attention
given to the purchase of a horse, an auto1
mobile, a boat, or to a deal in business.
does anythingm business
No successful man
ever
without pre-meditation,
without a careful weighor
that
is
1
TO,
HOW
230
He
ing of values.
the
knows
horse
or
does
JOB
A
GET
buy
not
until he
has
horse
a
made
until he
effort
every
it,unless he is a fool. Yet, this self-same
business attainment,may
select a
of profitable
man,
wife at random, may
not
subjecther to any sensible
her in the "blissreliable test, and may
or
marry
to
know
fulness"
of criminal
without
"criminal"
the
would
I
modification.
which
responsibilities
seem
to
it is
be sufficientto make
think, and to force them
that the
to them, at least,
to
of
sure
men
most
men
marriage
to
incur,
and
pause
to
investigate;
suggest
same
attention should
given to the selection of a wife as that
purchasingof a material commodity.
What
the word
use
sacredness,yes, the awfulness
The
and
ignorance,and
call love
used
is little better
be
in the
than
ordinary sentiment and often ranks as low as pure
and simplepassion. Love, in its purity,is an absolute
safeguard,but until love can be weighed and
"measured, we must, as humans, apply the test or else
we
take criminal
In this
the woman's
chances.
chapter I refuse to
standpoint. This
treat
book
marriage from
is directed
to
of all ages, and it is,
boys, young men, and men
that I should confine
therefore,eminently proper
myself to their interests.
Let me
attempt to bring marriage up to a practical
basis and to stripfrom it every kind and grade
of ordinarysentiment.
It has been said that marriages are
in
made
Heaven.
Theoretically,
they may be; practically,
they should be. No marriage is justifiable
unless the
united partiesbelieve that their union is blessed by
GETTING
both God
taken
and
MARRIED
men,
should
nor
231
other action be
any
without this dual blessing. But
marriages,as
contracted,suggest a carelessness
ordinarily
with which
even
a
criminality,
would
not
and
accuse
the
Almighty
could
not
of
have
being
been
an
a
and
sponsibi
irre-
Heaven
To
party.
accessory
the
to
mating of disease,to the union of unfitness,to the
of lust,is blasphemous.
legalgratification
In the law, marriage is a civil contract, and is
considered in no other light. Stripped of Its sentiment,
it consists of
male
of
female
and
to
agreement
an
on
the part, of
live togetherwith the expectation
and producing children.
a home
establishing
The
or
happy marriage gives to the
proper
partiesthe greatest blessingpossibleto
earth.
upon
the world
a
It lifts the
itself,and
man
carries them
and
woman
into
a
tracting
con-
ize
real-
above
realm
of
able,
superlative
happiness, a joy unspeakable, unwritand
of a qualitytoo
fine to be considered
much
state
to
so
earthly. There is no other human
be striven for as that of a happy and proper marriage.
On the other hand, the unhappy and improper
marriage produces a result which carries with It the
more
curse
a
suffering,
superlativeof human
very
the earth can
cursed than any other curse
give.
To be married
To be married
rightis Heaven.
"
wrong
is hell.
wife, while she does not and
her husband, gives him an Incentive to
make
cannot
a
development and opportunityfor the realization
of a happiness which is impossiblefrom' any othet
earthlysource.
The
rightkind
of
a
A
GET
JOB
not
kind of wife may
a man,
unman
and evershe placesin his way
an
everlasting
The
but
TO
HOW
232
wrong
present obstacle,which
he is not
and which
he
likelyto
cannot
even
fullyovercome,
overcome
partially
unless he be of the strongest character.
man's
A bad wife is a millstone around
a
neck,
him, but which will keep him
forever strugglingagainstthe risingtide of trouble
which
and
the
drown
not
may
of
sea
sorrow.
unless each
marriage is happy or profitable
after
of the contracting
would make affidavit,
parties
they had been married a reasonable time, that they
of this test,
would do it over again. The application
fair one
for married
a
people, would produce
unmistakable
evidence
that not
exceeding half of
the married couplesentered into unsatisfactory
and
union.
unprofitable
While
statisticsare
exact
impossible,I think I
No
"
"
the
venture
may
statement
that
at
least
a
half of
the
marriages are both improper and unprofitable,
and that they are failures when viewed from both a
mental and physicalstandpoint. If this be the case,
the young
stands half a chance of contracting
man
a
satisfactory
marriage. He takes 50 per cent of
risk.
I do
a
few
not
propose
to
which
suggestions,
may
engaged
who
have
is
some
present marriage rules,but
I have
value
numbered
to
the
man
for
who
venience,
con-
is
considering
marriage.
Do
I.
not
until you are financially
able
marry
to do so.
of the finest quality,
Love, even
will not
fuel. If you
pay for food, clothing,
or
rent, lights,
are unable to support more
than yourself,you are
or
TO
HOW
234
for
unhappy
does
who
not
make
a
A
JOB
marriages. The man
unprofitable
before marriage will
cannot
or
save
be saving after marriage. Marriage
bad man
a
good, although it may
or
not
probably not
does
GET
make
good man
before marriage
better.
is
who
He
will
likelyto change
not
reform
not
after
riage.
mar-
rightto marry until you have
formed your character,until you are old enough to
and until you know
know yourself,
something of the
world at large. Marriage is too grand, too important,
have
You
2.
and
no
sacred
too
by
the immature
25
years
of age
function
a
in mind
is
or
to
body.
be
entered
No
into
under
one
fitted for
physically
mentally or
of 30,
matrimony. An age of 26, 27, 28, or even
is better. Comparatively few men
have themselves
in hand and reallyknow
themselves until they have
passed the 30-line.
Do
3.
not
unless you
marry
less than
pencilin hand and write down
and substantial reasons
practical
not
the
These
be
woman
to
and
specific
be your
wife.
why
general. If
not
either the
take
can
you
you
have
reasons
cannot
a
your
dozen
chosen
should
give
as
is
unworthy of you,
not
or
are
good enough for her, or there are
you
other conditions which operate against a profitable
union.
Do not evade these questions.If you cannot
tell why you want
the woman,
and cannot
to marry
somewhere.
put it in writing,something is wrong
The love which refuses to be analyzed and to bear
many
any
reasons,
reasonable
test
woman
is not
pure
or
safe love.
At
panied
best, it is but a dangerous imitation. Unaccomsentiment, sentiment which has not an
"
GETTING
235
MARRIED
of itself and
intelligent
appreciation
of
its action,
"
is
more
proper
a
ization
real-
dangerous than
poison.
Ordinary love may not beget respect, but
respect may beget ordinarylove. It is safer to marry
have a
not
a woman
you respect, although you may
for what
passionatefeelingfor her, than to marry
4.
you
well-defined respect for the
alleged affection.
call love without
objectof
your
a
Do not marry
unless you are reasonablysure
5.
that it will pay you to do so, not financially,
but in
the broadest and truest sense.
To contract
union,
a
which
likelyto
is not
be of benefit
to
you,
is
robbing
yourself and the other party. Marriage should be
mutual
a
trade, like all other good things. Unless
that your
to be better off,unless you
are
sure
you are
wife will gain by the transaction,marriage is an
ethics,morality,and sense.
society,
outrage upon
Do
6.
you
and
not
wife
your
The
unless you
marry
know
able
physically
are
union of weakness
and
to
that both
have
disease is
a
dren.
chil-
crime
dren
sin of sins. Chilsuperlative
love
have a right to be born properly. The
unfit persons
which suggests the union of physically
is merely an imitation of love and is no better than
animal passion. It is but a damnable
burst of criminal
againstNature
and
the
selfishness. True
not
and
cannot
take
pleasurein the doing of
thing
any-
another, whether that other
be the husband, the wife, or the innocent offspring.
I am
fullyin sympathy with the law, which some
of the States are sensible,
broad, and civilized enough
that of requiring
to consider,
a physical
examination,
which
will harm
love, the kind that lasts,does
TO
HOW
236
A
GET
JOB
issuingof a
marriage license. I know that I am fightingagainst
and am
pittingmyself againstthat
conventionality,
something called old-fashioned love,which, by many,
passingof
the
which
is necessary
the
union-,and which takes
of itself. But the love
is considered sufficientfor any
no
to
thought of anythingsave
considerate of others,which does
which does
take thought of the coming offspring,
is
which
not
not
phase of marriage, from the practical
is a love which is not love
to the sentimental,
of
all,but merely a relic of the sentimentality
look
at
not
upon
every
barbarism.
that you
do not
like or respect irrespective
Remember
of sentiment.
that you
live together,probably for life,
to
are
Do
7.
a
marry
woman
that unless respect and
and
likelyto
happiness. Your
peace
or
friend
as
not
are
you
be
not
well
mutual;
as
have
should
be
a
wife
tinue,
con-
of real
moment
should
be
your
interests should
Your
wife.
your
You
friendlyrelations
happier together than
apart.
If you
8.
with the
do
not
if you
you
to
tell her
heart,if you
your
whom
to
woman
want
cannot
do
not
everythingyou have
are
engaged, if you
you
the innermost
thoughts of
make
her your companion,
her, she is
trust
not
the
for
woman
to marry.
Do
9.
from
not
in
you.
The
and
If
common.
be friends.
True,
your
a
marry
and likes repelis sheer
you
share
cannot
a
wife
who
woman
differs materially
old idea that unlikes
Friends have
nonsense.
they did
friend may
may
not
not
attract
thing
some-
they would
differ from you,
always agree in
not
and
non-
GETTING
but
essentials;
differences
of
together,
blood,
but
she
be
If
Your
interest
her
engaged.
are
you
in
things,
are
you
bound
each
to
and
particle
If
of
of
business.
can
never
the
the
you
one
quicker
to
several
her,
the
moment
higher
legally
not
should
of
you
be
tical,
iden-
shows
separate
you
you
her.
of
are
be
years
married
with
interests
of
than
view-point
although
interest
acquaintance.
married
begin
Your
wavering,
and
children.
she
have
you.
should
married,
the
flesh
your
for
have
you
From
other.
other.
partner
years,
happy
be
after
happy
of
ten
or
before
be
each
senior
short
upon
cannot
woman
happy
name.
years,
you
be
your
positions,
marry
five
premature.
never
in
the
have
you
your
of
partner
these
not
wait
can
junior
except
Do
the
the
of
mother
be
to
use
part
a
to
occupy
wife,
Better
the
be
to
much
only
not
competent
and
10.
with
is
cannot
your
be
of
be
if
never
can
you
you
to
she
home
your
be
is
should
She
If
can
23t
materially,
differ
you
consequence,
nor
wife
Your
if
MARRIED
a
the
better.
1
don't
1.
marry
When
in
at
all.
doubt,
wait;
when
in
much
doubt,
Health
WHY
not
health
it
the
of
wheels
endeavor
zigzag from
profit?
not
and
are
part
our
Nature's
them
while
the economic
seldom
traceable
upon
out
Nature
stock
of
path of
are
must
pay
the Nature-set
allows
never
the
they
kind
of
of
ural,
unnat-
our
ills
Nature, either
He
immutable.
laws
not
do
Sickness is
some
or
in the
it,are
every
Most
not
success?
true, and
outrage
upon
that of our
ancestors.
to
of
Without
unbidden.
comes
Is
leading role
intention.
is Nature's
Health
a
of business ?
drama
unromantic
play
not
health?
on
the
part of
a
Does
chapter
a
who
gresses
trans-
penalty.
But
to
go
transgressor
unpunished,she is the most
motherly of care-takers,
he
him
to what
continuallyendeavoring to restore
in the first place and to what
he should be at
was
all times,
healthful, and, consequently,able to
do his physicaland mental best.
This
book
is hardly the place for a scientific
discussion of the rules of health, and, particularly,
"
"
of
the laws
of
was
looked
upon
inheritance.
as
a
curse,
Years
from
ago
which
inheritance
there
was
appeal. In those by-gone days, it was
popularlysupposed that substantially
all the ills to
which flesh is heir came
from our
forebears.
directly
no
escape
or
HEALTH
science
Although modern
239
has
its
yet reached
not
that the major part
conclusively
due to
sicknesses and physicaltroubles are
zenith, it has proven
of
our
environment
rather than
to
more
than
from
inheritance;and, further
evidence that there
present indisputable
research may
is
to
be feared
from
that which
comes
present livingconditions
from
direct inheritance.
Inheritance
of us
counts, although many
inherit tendencies rather than actual diseases.
boy
of
weakly parents, placed
may
have
a
better
in
a
chance
may
The
healthy
to
vironment,
en-
become
strong and vigorous in body and in mind than has
the boy born of giantsand reared in an unhealthy
discredit the vital
not
must
atmosphere. But we
importanceof
our
we
inheritance.
While
we
cannot
prevent
present prenatalillnesses and weaknesses,
capped
should so live that our posterity
will not be handiown
injuredby what we do or by how we live.
solemn duty to prenatally
It is our
aid the next generation,
and we
do this better than by making
cannot
the best of our
The way we
present opportunities.
live to-daywill affect the life of the myriads to come.
less important than how
It is no
born.
we
were
whether very sick or
Most of our
ailingpopulation,
disabled,could materially
only partially
improve its
of Itself and by
condition by taking proper
care
care.
Right attention
being placed under proper
transform this nation from a set of
to livingwould
sequently,
dyspepticsand sufferers into a healthy,and, conhappy people. We are sick,not altogether
because we
born weak, but because we
do little
are
insult
to keep ourselves well and
strong, because we
rather than respect God's agent of health, Nature.
or
"
As
we
live,so
It has been
it is if one
GET
TO
HOW
240
may
A
JOB
be.
we
said that it is a sin to be
sick,and
for his illnessor
is responsibjie
cured himself with
so
could have
effort.
Investigations
by those whose words are next to
whose
certainty,
integrityis above suspicion,and
matic,
whose
experiencemakes their sayings almost axioshow that not more
than a small proportion
of our
boys and men
obey and live accordingto the
laws of sense
and of Nature.
breakers
Therefore, as lawthey are laying the foundation for future
troubles of every kind, both physicaland mental,
and are handing to their posterity
inheritance for
an
which they are more
than they
criminally
responsible
would
be for committing 90 per cent of the crimes
listed in the
If
the
calendar.
court
boys and men,
product of the dives
our
"
and
I
am
not
referring
slums, but to the
members
better classes and the product of
of our
our
alleged civilization, received the same
care
from birth to maturityas is given to the hogs and
cattleand to other live-stock upon the well-kept
farm,
and the generations
our
to come,
present generation,
to
and
"
would
be far and
productionand
away
ahead
of
our
of that of the ages
present human
which have preceded
them.
Business,which has neither fad nor
conscience^
which handles thingsfor profit
and for revenue
only,
reckons thingsas they are, and, so far as possible,
makes
them as they should be, and yet without principle
other
than
that of
cold-blooded motive.
It
finds that it pays,
pays financially,to raise
to breed
live-stock,
good horses,good dogs,
good
good
"
"
TO
HOW
242
A
GET
JOB
for parents to have and to raise children with
physicalbodies fitto house eternal souls.
ago,
greatest giftto
Nature's
health,one
cannot
do
is health.
man
any
out
With-
considerable part of
accomplishwith it.
is determined,to a large
The health of the man
extent, by the health of the boy.
The
shelves of our
libraries are bending under
of
and women
the weight of books written by men
brains and experience,
selves.
tellingthe truth about ouris lacking
The material is at hand.
What
is the inclination to make
of it. Seventy-"five
use
of our
boys may be developed into
per cent
puny
strong and healthymen.
Most
of us sleepin unventilatjed
ing
Nothrooms.
he may
the work
is
It makes
worse.
us
weak, and
it invites infectio
Most
The
people bathe too infrequently.
daily
bath, or, at least,a bath three times a week, is one
of the essentials of making and
keeping health.
Water
ternal
properly applied,externallyas well as inis one
of the greatest life-savers and bodybuilders
of
fice
sleepin our underclothes at the sacriof cleanliness and vigor.
and many
refuse to brush
Boys particularly,
men,
their teeth habitually,
which means
teeth and
poor
bad digestion
chronic dyspepsia.
or
Good
digestionis the foundation of all strength
and endurance.
Without
it we
live,but the life
may
of a dyspeptic
is one
of physical
and mental suffering,
Many
us
sufficientto break
who
do
not
possess
down
ambition
and
to
ruin those
extraordinary
ability.
HEALTH
Few
too
of
us
rightlyclothed.
are
clothes
many
243
few.
too
or
We
either
wear
clothing is
Our
always adapted to climatic conditions
or
to
not
tions.
voca-
our
Comparativelyfew of us are properlyfed. Most
much
of us eat too much, especially
too
meat, cake,
sands
Thouand pie,and too littleof real nourishment.
thousands
upon
are
stuflF
which
fed upon
is
unfit for the
of a dead goose, to say nothing
stuffing
about a live one.
Many a breakfast is made of a
too
piece of meat, altogether
largeand covered with
and bread improperlycooked.
grease, a griddle-cake,
Ninety per cent of us eat too fast. We may
not
feel it while
shall pay
we
are
but
young,
sooner
or
later we
the
penalty.
are
Comparativelyfew of our boys or young men
allowed to know
anything about themselves, except
what they may
pick up in the streets; and, ignorant
of their bodies, they subjectthemselves to every
kind of harmful
abuse.
.
The
refusal
learn about
to
one's
do so, is
an
to
tell the
boy
physicalself when
insult
to
eternal
enough
the physical
of
soul.
Neither
sensitiveness,has
excuse
himself
going
God
much
find
earlier than
most
to
is old
one
for
any
knowing
old enough
not
made, when the one is
comprehend it,and he is old enough to know
about
to
himself^ or
God, the maker
body as well as of the
reticence,nor
modesty, nor
right to be considered as an
what
about
people think.
about
He
is
something,and he will find it out
in the wrong
if not in the rightway.
He had
way
better be properlytold,that he may, at an earlyage,
know
enough about his physicalmake-up to care
to
out
TO
HOW
244
rightlyfor himself.
in
to
no
parent
instruct another
intelligently
is no
There
duty to God
and
vital than
more
JOB
can
tell his
boy
himself,and not one parent
enough about the human Jbody
knows
hundred
a
A
know
he does not
what
But
GET
that which
it.
about
and
to
man
the parent
greater
owes
to
the duty of properlybringing up, of
child,
and of giving to him a chance
properlyinstructing,
the
"
Any attempt to evade
is criminally
this responsibility
wrong.
cably
irrevothousands of boys are
Thousands
upon
damaged by improper care or by the lack of
to
what
use
God
gave
him.
care.
proper
the right to dictate
assumes
virtually
the physicaland mental policyof her childrep;
and she does it,whether or not she knows
anything
outside aid,
about the subject.She frequently
resents
which she, in her ignorance,considers interference.
Half
of our
boys are improperlydosed, and by
that when they are sick,or appear
dosed, I mean
to
be sick,they are
filledwith all sorts of concoctions,
from herb-tea to physic.
The
mother
The
enormous
that Americans
and
are
sale of patent medicines indicates
of self-doctors,
a race
self-dosers,
self-made fools.
of
unknown
Millions upon millions of gallons
fluids are
put into the universal
stomach, to the sacrifice of sense, health,and the
pocket-book. Patent medicines are, for the most
part, made
up of cheap physic,
poor alcohol,opiuni,
laudanum, or other narcotic. Their chief medicinal
quality,
assuming that they have any, is due to the
alcohol which they contain, alcohol
edged
being acknowlto
be
one
of the greatest of
quick tonics;that
HEALTH
Is
to
say,
alcohol
245
almost
will make
feel
one
any
better; but this apparentlybetter feelingis merely
transient.
For
patientit
takes
of health.
A
more
gives the
the result. The
thinks he
the
it
tone
blood
of the red
ounces
is seldom
less under
or
two
away
cure
feels better, and
of
ounce
every
patient
he
is cured, because
influence of
alcohol
is
of
or
which giveshim a pleasantfeeling
at
narcotic,
dangerous sacrificeof health and sense.
The buyer of a patent medicine, no matter
what
some
a
that medicine
is labelled
do, may
to
save
and
money
accomplishbetter results,If he would buy a few cents
worth
of physic and mix It with a pint of whiskey
and water.
I am
not
coction,
recommending any such conbut I am
simply saying that he who would
take patent medicines may
more
safelyswallow one
self-compoundedof alcohol and physic,if he would
have
better article and
a
I do
not
to
the
save
money.
of
question the genuineness of some
the patent medicine
testimonials. Probably most
of
them are
written in good faith,and the writers believe
that they are
tellingthe truth. They were
written probably shortlyafter the writers began to
take the medicine, and at a time when
they were
apparentlyfeelingbetter, a condition due, in most
cases,
few
of
alcohol.
Have
these testimonials
you
are
noticed
ever
how
by people from
the
of your
of them are
vicinity
from
home, that most
a
far-awayState,that those printedin the West date
from the East and those printedin the East date
from
the West, that
located in
towns
too
most
of the eminent
small
to
go
on
divines
the map,
are
and
246
that it is
a
HOW
TO
cousin
or
GET
A
JOB
gressman
distant relative of the Con-
Congressman himself
who signsthe printedtestimony?
cious,
Assuming that some
patent medicines are efficamade
from
of them
and probably some
are
of regularphysicians,
prescriptions
pure drugs and from
often than the
more
that it is unsafe
take any patent
other medicine,without the advice
I contend
to
medicine,or any
label on
the bottle cannot
of a physician. The
have the same
people may
diagnose. Two
toms,
sympdifferent
and yet each suffer from
an
entirely
different sort of
a
disease,and need, consequently,
That
treatment.
make
headache
your
digestionmay
No
of
medicine
Often
who
have
sense.
my
What
worse.
give me
cure
may
is
headache
may
good for
your
indigestion.
is safe
take without
to
the
advice
physician.
a
life
which
have
been
by
a
reads of the marvelous
one
been
given up by
from
brought almost
dozen
bottles.
Is it logical
or
made
at
I
the entire land
and
do
the grave
appeal to
sensible
wholesale
of sons
perphysiciansand who
cures
to
your
back
to
common
believe that
a
coction
con-
distributed broadcast
what
the
regularphysician
fails to accomplish? True, there are incompetent
doctors,for the doctor is human, and occasionally
a physician
givesup a patientand the patientlives;
but for all that,I do not believe anything is more
absurd than to contend that a pator
more
illogical
ent
over
medicine
would
can
cure
where
a
doctor
fails. Even
assuming that this may be so in some
instances,
they
too
occur
to be worthy of consideration.
infrequently
HEALTH
24Y
Every regularphysician,
graduated from
medical
State,
National
or
bound
school, is a member
by the
along ethical
He
man.
but
the
and
He
not
He
only his
own
practice
is
a
posite
com-
learning,
world
of medicine
of
obtainingthe
is in the way
for the alleviation of
information
is
He
doctors.
lines.
of the whole
city,
town,
some
obligationsto
conscientious
knowledge
freshest
sacred
represents,
surgery.
of
association
most
and
of
nized
recog-
a
human
ability,
though he may sometimes lack adaptif he is a graduate, he cannot
help possessing
knowledge to which the patent medicine bottle
its label cannot
be compared. There
are
paratively
comligence
intelfew regularphysicians
without some
of them are
and learning,and even
the worst
Even
suffering.
a
with
much
safer
follow
to
commercial
lifeless,
the
than
the patent medicine bottle.
from some
Unless you are
suffering
label
on
and
a
doctor
are
sure
should
be
that
you
ness,
transient ill-
understand
your
case,
and
immediately summoned,
his
instructions followed.
I
health
it essential,both
consider
and. in that
of
economy,
in
to
the
policy of
invoke
the
aid
provocation.
physician at the slightest
The
is comparativelyslight,and by doing this
cost
cause
will be saved in the end, besystematically
money
be kept In
unless you are a weakling,you may
good health.
of
a
good
is better than
Prevention
Many
some
may
an
disease
a
cure
and
costs
less.
has
apparentlyhealthy boy or man
him, something which
growing upon
be checked
if taken
at
the
start.
TO
HOW
248
In the interest of health
regularvisits to
are
or
the
cost
and
is
one
It is worth
a
disease
life and
save
may
mend
recom-
those who
to
well, and if
timely visit
is discovered, the
I
economy,
even
physician,
a
that
know
to
JOB
be in excellent health.
to
appear
A
GET
money.
needs health of the
boy, particularly,
degree,that he may properly equip himself to
The
he
when
work
man's
when
for him
that is done
and
man,
a
he is
boy
a
do
thing
every-
in the
cally
maintaininghis health, to develop him physidividend
and mentally,
pays the highestpossible
of
way
to
becomes
first
the future.
for
life is the best for the
out-of-doors
An
people
most
The
orders otherwise.
better,upon
Athletics
of
all ages,
more
one
unless the
Is out
boy, and
physician
of doors, the
generalprinciples.
should be encouraged; that Is,reasonable
athletics;but
from
every
effort should
form
of exercise
be
made
to
of
physical
labor which
than ordinary training.
requiresmore
than good.
harm
Nearly all athletic contests do more
The contestant, to win, must
subjecthimself to long
and continuous
bitant
training. He Is victorious at exorIn these days of so called
cost.
strenuous
at sculling,
life,"
no
boy can hope to win at foot-ball,
keep
away
any
or
"
or
other of the
and
more
active sports, unless he is overtrained,
means
over-training
of the heart, which
of
years
In my
may
a
weakening, particularl
show
itself dozens
afterwards.
opinion,the athletic side of school life,
is diametrically
as
practicedby most of our colleges,
opposed to health, sense, and civilization. There
TO
HOW
250
A
GET
JOB
The
punishment by continuous torture.
cigaretteis bad. No boy should smoke cigarettes,
or
anythingelse ; and no boy, no matter how strong,
without injury;but the time has come,
smoke
can
the popular
attention upon
for us to turn
not
our
It is justas important
all wrongs.
wrongs, but upon
to sleepproperly,
to eat properly,
to bathe properly,
and to breathe properly,as it is not to smoke.
sufter
must
Great
has been
as
is
our
school
system, and
wonderful
as
pity,that the
its results,it is, indeed, a
school,upon which the nation rests, should not take
life more
up the physicallife as well as the mental
generallythan it does. It is the duty of the school
not
only to teach the mind, but to train the body. I
believe that it is in the provinceof the school to give
the boy all that he is not likelyto obtain outside,
to aid him to a more
completeand useful life. What
he should receive at home, he does not usuallyget
there. It is the bounden
duty of the school to supply
outside deficiencies.
In
our
foot-ball coaches
schools
we
do
not
want
gymnasium trainers,
although I would not dispensewith the gymnasiumbut what we need the most
is somebody and
master;
a
system that shall teach the boy how to be a boy,
that he may
from the proper boy become
a
proper
We
need in our
schools a compulsory study
man.
of our
physicalselves,not confined to the training
of our
muscles,but broad enough to cover
thing,
everyfrom the beds we
sleep in to the food we
so
many
from
eat,
the clothes
we
or
wear
to
the exercise
we
take.
Civilization will
something is done
to
never
make
rapidly until
the coming generation,
progress
HEALTH
which
is
of
will
begin
body
subjects
Nature.
rising
manhood;
not
physical
the
generation,
and
to
251
the
flush
approach
and
the
of
the
brain
King
fit for
and
their
are
of
the
glory
zenith
willing
ties
responsibiliof
manhood
until
and
the
gent
intelli-
health-trainers,
"
Employment
Agencies
tion.
employment agency Is an ancient instituOriginallyIts province did not extend
or
beyond obtaining situations for servants
other manual
laborers.
Subsequentlyit extended Its
work, and began to place every grade of employee,
clerks,salesmen, bookkeepers,stenographers,and
THE
-
"
other
clerical and
business
workers.
Some
the
of
agenciesare maintained by philanthropicassociations,
and
like the Young
Men's
Christian
Association
'
Industrial unions.
The
muneration
usually receives its refrom the employee, and, as a rule,makes
fee unless
no
charge other than a small registration
Some
It obtains a positionfor him.
agenciesrequire
the employee to pay the whole or a part of a week's
month's
or
a
salary. Usually the agency is a local
or
affair,its work not extendingbeyond the town
city
Of late, however, there has been
and its environs.
several
so-called
established
general agencies or
bureaus,which claim to be able to placeboys and men
at
any
commercial
agency
part of the country.
I think
fee
agenciesrequirea registration
or
five dollars
guarantee
otherwise.
agency
to
or
more,
which
that all of these
of two,
three,four,
fee carries with
it
no
place the position-seeker,
properly or
this fee, it is usual for the
Besides
of the firstyear'ssalary.
exact
a percentage
to
AGENCIES
EMPLOYMENT
253
The
tion,
employment agency has become an instituand it exists by rightof business convenience
and
but I would
advise the employmentnot
necessity;
it exclusively.Registration
seeker to depend upon
with
an
agency
should
not
be
an
for
excuse
not
using other methods, such as personal application,
by mail, and advertising.
application
Some
the employment
employers depend upon
pendenc
but comparatively few place exclusive deagency,
business men
it,and some
of any kind, preferringto
upon
an
agency
never
obtain
go
to
their
employees through Inquiryand by advertising.
I would
avoid
caution every
to
position-seeker
lished
all employment agencies which
of estabnot
are
character and reputationand which
not
are
recommended
by substantial business men.
mand
those which deMany agencies,and especially
fee payableIn advance, may
a largeregistration
for those
make little or no effort to obtain positions
who apply to them, unless the applicant's
experience
makes
it easy work
for the agency.
In other words,
likelyto obtain a position
In obtaininga
for one
who would have no difficulty
largely
positionfor himself. Some of these agencies
fees for their
depend upon the advance registration
profitand not upon the percentages accruingto them
from
obtaining positionsfor those who apply to
sands,
them.
By extensive advertisingthey obtain thouhundreds of thousands, of registraand even
tions,
and the applicants
to receive any
not likely
are
of having their names
return
beyond the privilege
entered in a big record book.
these
agenciesare
more
HOW
254
TO
A
GET
JOB
by good
departments maintained
commercial
schools
and
are
typewriter concerns
no
They make
usually worthy of recommendation.
charge. It is to their interest to properly place their
The
employment
graduates
For
this
render
by
or
purchasers
reason,
if for
or
first-class
They
The
employers.
their machines.
other, they
no
efficient service.
of
users
are
are
much
likely to
patronized
of
recommendation
a
school
towards
long way
good commercial
a
goes
aiding one to obtain an advantageous position. The
commercial
school
is
a
business
institution.
Its
of standing.
proprietor is likelyto be a business man
He
easilyplace any bright or intelligentstudent.
can
His opinion is respected by the business world.
I would
advise you
not
However,
to depend upon
should
You
thing or upon
one
one
any
person.
any
application in person,
applicationby letter,advertising,the intervention of
use
every
available
means,
friends, the commercial
it,the employment
"
school
if you
if you
know
have
of
attended
good one,
and
other legitimate and
progressive means.
every
the employment
from
But keep away
which
agency,
its money
makes
by registration fees and not
by
obtaining positionsfor its applicants; have nothing to
do with
which
assures
by mail, and
an
agency
you
without
that it can
knowing anything about
you,
fee,
properly place you, and yet requires an advance
it is under
which
to you
no
legalobligation to return
if it fails to make
good.
agency
a