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diff --git a/8581-h/8581-h.htm b/8581-h/8581-h.htm new file mode 100644 index 0000000..a921bee --- /dev/null +++ b/8581-h/8581-h.htm @@ -0,0 +1,2121 @@ +<?xml version="1.0" encoding="us-ascii"?> + +<!DOCTYPE html + PUBLIC "-//W3C//DTD XHTML 1.0 Strict//EN" + "http://www.w3.org/TR/xhtml1/DTD/xhtml1-strict.dtd" > + +<html xmlns="http://www.w3.org/1999/xhtml" lang="en"> + <head> + <title> + The Art of Money Getting, by P.T. Barnum + </title> + <style type="text/css" xml:space="preserve"> + + body { margin:5%; background:#faebd0; text-align:justify} + P { text-indent: 1em; margin-top: .25em; margin-bottom: .25em; } + H1,H2,H3,H4,H5,H6 { text-align: center; margin-left: 15%; margin-right: 15%; } + hr { width: 50%; text-align: center;} + .foot { margin-left: 20%; margin-right: 20%; text-align: justify; text-indent: -3em; font-size: 90%; } + blockquote {font-size: 97%; font-style: italic; margin-left: 10%; margin-right: 10%;} + .mynote {background-color: #DDE; color: #000; padding: .5em; margin-left: 10%; margin-right: 10%; font-family: sans-serif; font-size: 95%;} + .toc { margin-left: 10%; margin-bottom: .75em;} + .toc2 { margin-left: 20%;} + div.fig { display:block; margin:0 auto; text-align:center; } + div.middle { margin-left: 20%; margin-right: 20%; text-align: justify; } + .figleft {float: left; margin-left: 0%; margin-right: 1%;} + .figright {float: right; margin-right: 0%; margin-left: 1%;} + .pagenum {display:inline; font-size: 70%; font-style:normal; + margin: 0; padding: 0; position: absolute; right: 1%; + text-align: right;} + pre { font-style: italic; font-size: 90%; margin-left: 10%;} + +</style> + </head> + <body> +<pre xml:space="preserve"> + +The Project Gutenberg EBook of The Art of Money Getting, by P. T. Barnum + +This eBook is for the use of anyone anywhere at no cost and with +almost no restrictions whatsoever. You may copy it, give it away or +re-use it under the terms of the Project Gutenberg License included +with this eBook or online at www.gutenberg.org + + +Title: The Art of Money Getting + or, Golden Rules for Making Money + +Author: P. T. Barnum + +Release Date: July 30, 2009 [EBook #8581] +Last Updated: February 4, 2013 + +Language: English + +Character set encoding: ASCII + +*** START OF THIS PROJECT GUTENBERG EBOOK THE ART OF MONEY GETTING *** + + + + +Produced by Wayne N. Keyser in honor of his Parents, Clifton +B. and Esther N. Keyser; and David Widger + + + + + + +</pre> + <p> + <br /><br /> + </p> + <h1> + THE ART OF MONEY GETTING + </h1> + <h3> + or + </h3> + <h2> + GOLDEN RULES FOR MAKING MONEY + </h2> + <p> + <br /><br /> + </p> + <h2> + By P.T. Barnum + </h2> + <p> + <br /> <br /> + </p> + <hr /> + <p> + <br /> <br /> + </p> + <blockquote> + <p class="toc"> + <big><b>CONTENTS</b></big> + </p> + <p> + <br /> + </p> + <p class="toc"> + <a href="#link2H_4_0001"> DON'T MISTAKE YOUR VOCATION </a> + </p> + <p class="toc"> + <a href="#link2H_4_0002"> SELECT THE RIGHT LOCATION </a> + </p> + <p class="toc"> + <a href="#link2H_4_0003"> AVOID DEBT </a> + </p> + <p class="toc"> + <a href="#link2H_4_0004"> PERSEVERE </a> + </p> + <p class="toc"> + <a href="#link2H_4_0005"> WHATEVER YOU DO, DO IT WITH ALL YOUR MIGHT + </a> + </p> + <p class="toc"> + <a href="#link2H_4_0006"> USE THE BEST TOOLS </a> + </p> + <p class="toc"> + <a href="#link2H_4_0007"> DON'T GET ABOVE YOUR BUSINESS </a> + </p> + <p class="toc"> + <a href="#link2H_4_0008"> LEARN SOMETHING USEFUL </a> + </p> + <p class="toc"> + <a href="#link2H_4_0009"> LET HOPE PREDOMINATE, BUT BE NOT TOO VISIONARY + </a> + </p> + <p class="toc"> + <a href="#link2H_4_0010"> DO NOT SCATTER YOUR POWERS </a> + </p> + <p class="toc"> + <a href="#link2H_4_0011"> BE SYSTEMATIC </a> + </p> + <p class="toc"> + <a href="#link2H_4_0012"> READ THE NEWSPAPERS </a> + </p> + <p class="toc"> + <a href="#link2H_4_0013"> BEWARE OF "OUTSIDE OPERATIONS" </a> + </p> + <p class="toc"> + <a href="#link2H_4_0014"> DON'T INDORSE WITHOUT SECURITY </a> + </p> + <p class="toc"> + <a href="#link2H_4_0015"> ADVERTISE YOUR BUSINESS </a> + </p> + <p class="toc"> + <a href="#link2H_4_0016"> "DON'T READ THE OTHER SIDE" </a> + </p> + <p class="toc"> + <a href="#link2H_4_0017"> BE POLITE AND KIND TO YOUR CUSTOMERS </a> + </p> + <p class="toc"> + <a href="#link2H_4_0018"> BE CHARITABLE </a> + </p> + <p class="toc"> + <a href="#link2H_4_0019"> DON'T BLAB </a> + </p> + <p class="toc"> + <a href="#link2H_4_0020"> PRESERVE YOUR INTEGRITY </a> + </p> + </blockquote> + <p> + <br /> <br /> + </p> + <hr /> + <p> + <br /> <br /> + </p> + <p> + In the United States, where we have more land than people, it is not at + all difficult for persons in good health to make money. In this + comparatively new field there are so many avenues of success open, so many + vocations which are not crowded, that any person of either sex who is + willing, at least for the time being, to engage in any respectable + occupation that offers, may find lucrative employment. + </p> + <p> + Those who really desire to attain an independence, have only to set their + minds upon it, and adopt the proper means, as they do in regard to any + other object which they wish to accomplish, and the thing is easily done. + But however easy it may be found to make money, I have no doubt many of my + hearers will agree it is the most difficult thing in the world to keep it. + The road to wealth is, as Dr. Franklin truly says, "as plain as the road + to the mill." It consists simply in expending less than we earn; that + seems to be a very simple problem. Mr. Micawber, one of those happy + creations of the genial Dickens, puts the case in a strong light when he + says that to have annual income of twenty pounds per annum, and spend + twenty pounds and sixpence, is to be the most miserable of men; whereas, + to have an income of only twenty pounds, and spend but nineteen pounds and + sixpence is to be the happiest of mortals. Many of my readers may say, "we + understand this: this is economy, and we know economy is wealth; we know + we can't eat our cake and keep it also." Yet I beg to say that perhaps + more cases of failure arise from mistakes on this point than almost any + other. The fact is, many people think they understand economy when they + really do not. + </p> + <p> + True economy is misapprehended, and people go through life without + properly comprehending what that principle is. One says, "I have an income + of so much, and here is my neighbor who has the same; yet every year he + gets something ahead and I fall short; why is it? I know all about + economy." He thinks he does, but he does not. There are men who think that + economy consists in saving cheese-parings and candle-ends, in cutting off + two pence from the laundress' bill and doing all sorts of little, mean, + dirty things. Economy is not meanness. The misfortune is, also, that this + class of persons let their economy apply in only one direction. They fancy + they are so wonderfully economical in saving a half-penny where they ought + to spend twopence, that they think they can afford to squander in other + directions. A few years ago, before kerosene oil was discovered or thought + of, one might stop overnight at almost any farmer's house in the + agricultural districts and get a very good supper, but after supper he + might attempt to read in the sitting-room, and would find it impossible + with the inefficient light of one candle. The hostess, seeing his dilemma, + would say: "It is rather difficult to read here evenings; the proverb says + 'you must have a ship at sea in order to be able to burn two candles at + once;' we never have an extra candle except on extra occasions." These + extra occasions occur, perhaps, twice a year. In this way the good woman + saves five, six, or ten dollars in that time: but the information which + might be derived from having the extra light would, of course, far + outweigh a ton of candles. + </p> + <p> + But the trouble does not end here. Feeling that she is so economical in + tallow candies, she thinks she can afford to go frequently to the village + and spend twenty or thirty dollars for ribbons and furbelows, many of + which are not necessary. This false connote may frequently be seen in men + of business, and in those instances it often runs to writing-paper. You + find good businessmen who save all the old envelopes and scraps, and would + not tear a new sheet of paper, if they could avoid it, for the world. This + is all very well; they may in this way save five or ten dollars a year, + but being so economical (only in note paper), they think they can afford + to waste time; to have expensive parties, and to drive their carriages. + This is an illustration of Dr. Franklin's "saving at the spigot and + wasting at the bung-hole;" "penny wise and pound foolish." Punch in + speaking of this "one idea" class of people says "they are like the man + who bought a penny herring for his family's dinner and then hired a coach + and four to take it home." I never knew a man to succeed by practising + this kind of economy. + </p> + <p> + True economy consists in always making the income exceed the out-go. Wear + the old clothes a little longer if necessary; dispense with the new pair + of gloves; mend the old dress: live on plainer food if need be; so that, + under all circumstances, unless some unforeseen accident occurs, there + will be a margin in favor of the income. A penny here, and a dollar there, + placed at interest, goes on accumulating, and in this way the desired + result is attained. It requires some training, perhaps, to accomplish this + economy, but when once used to it, you will find there is more + satisfaction in rational saving than in irrational spending. Here is a + recipe which I recommend: I have found it to work an excellent cure for + extravagance, and especially for mistaken economy: When you find that you + have no surplus at the end of the year, and yet have a good income, I + advise you to take a few sheets of paper and form them into a book and + mark down every item of expenditure. Post it every day or week in two + columns, one headed "necessaries" or even "comforts", and the other headed + "luxuries," and you will find that the latter column will be double, + treble, and frequently ten times greater than the former. The real + comforts of life cost but a small portion of what most of us can earn. Dr. + Franklin says "it is the eyes of others and not our own eyes which ruin + us. If all the world were blind except myself I should not care for fine + clothes or furniture." It is the fear of what Mrs. Grundy may say that + keeps the noses of many worthy families to the grindstone. In America many + persons like to repeat "we are all free and equal," but it is a great + mistake in more senses than one. + </p> + <p> + That we are born "free and equal" is a glorious truth in one sense, yet we + are not all born equally rich, and we never shall be. One may say; "there + is a man who has an income of fifty thousand dollars per annum, while I + have but one thousand dollars; I knew that fellow when he was poor like + myself; now he is rich and thinks he is better than I am; I will show him + that I am as good as he is; I will go and buy a horse and buggy; no, I + cannot do that, but I will go and hire one and ride this afternoon on the + same road that he does, and thus prove to him that I am as good as he is." + </p> + <p> + My friend, you need not take that trouble; you can easily prove that you + are "as good as he is;" you have only to behave as well as he does; but + you cannot make anybody believe that you are rich as he is. Besides, if + you put on these "airs," add waste your time and spend your money, your + poor wife will be obliged to scrub her fingers off at home, and buy her + tea two ounces at a time, and everything else in proportion, in order that + you may keep up "appearances," and, after all, deceive nobody. On the + other hand, Mrs. Smith may say that her next-door neighbor married Johnson + for his money, and "everybody says so." She has a nice one-thousand dollar + camel's hair shawl, and she will make Smith get her an imitation one, and + she will sit in a pew right next to her neighbor in church, in order to + prove that she is her equal. + </p> + <p> + My good woman, you will not get ahead in the world, if your vanity and + envy thus take the lead. In this country, where we believe the majority + ought to rule, we ignore that principle in regard to fashion, and let a + handful of people, calling themselves the aristocracy, run up a false + standard of perfection, and in endeavoring to rise to that standard, we + constantly keep ourselves poor; all the time digging away for the sake of + outside appearances. How much wiser to be a "law unto ourselves" and say, + "we will regulate our out-go by our income, and lay up something for a + rainy day." People ought to be as sensible on the subject of money-getting + as on any other subject. Like causes produces like effects. You cannot + accumulate a fortune by taking the road that leads to poverty. It needs no + prophet to tell us that those who live fully up to their means, without + any thought of a reverse in this life, can never attain a pecuniary + independence. + </p> + <p> + Men and women accustomed to gratify every whim and caprice, will find it + hard, at first, to cut down their various unnecessary expenses, and will + feel it a great self-denial to live in a smaller house than they have been + accustomed to, with less expensive furniture, less company, less costly + clothing, fewer servants, a less number of balls, parties, theater-goings, + carriage-ridings, pleasure excursions, cigar-smokings, liquor-drinkings, + and other extravagances; but, after all, if they will try the plan of + laying by a "nest-egg," or, in other words, a small sum of money, at + interest or judiciously invested in land, they will be surprised at the + pleasure to be derived from constantly adding to their little "pile," as + well as from all the economical habits which are engendered by this + course. + </p> + <p> + The old suit of clothes, and the old bonnet and dress, will answer for + another season; the Croton or spring water taste better than champagne; a + cold bath and a brisk walk will prove more exhilarating than a ride in the + finest coach; a social chat, an evening's reading in the family circle, or + an hour's play of "hunt the slipper" and "blind man's buff" will be far + more pleasant than a fifty or five hundred dollar party, when the + reflection on the difference in cost is indulged in by those who begin to + know the pleasures of saving. Thousands of men are kept poor, and tens of + thousands are made so after they have acquired quite sufficient to support + them well through life, in consequence of laying their plans of living on + too broad a platform. Some families expend twenty thousand dollars per + annum, and some much more, and would scarcely know how to live on less, + while others secure more solid enjoyment frequently on a twentieth part of + that amount. Prosperity is a more severe ordeal than adversity, especially + sudden prosperity. "Easy come, easy go," is an old and true proverb. A + spirit of pride and vanity, when permitted to have full sway, is the + undying canker-worm which gnaws the very vitals of a man's worldly + possessions, let them be small or great, hundreds, or millions. Many + persons, as they begin to prosper, immediately expand their ideas and + commence expending for luxuries, until in a short time their expenses + swallow up their income, and they become ruined in their ridiculous + attempts to keep up appearances, and make a "sensation." + </p> + <p> + I know a gentleman of fortune who says, that when he first began to + prosper, his wife would have a new and elegant sofa. "That sofa," he says, + "cost me thirty thousand dollars!" When the sofa reached the house, it was + found necessary to get chairs to match; then side-boards, carpets and + tables "to correspond" with them, and so on through the entire stock of + furniture; when at last it was found that the house itself was quite too + small and old-fashioned for the furniture, and a new one was built to + correspond with the new purchases; "thus," added my friend, "summing up an + outlay of thirty thousand dollars, caused by that single sofa, and + saddling on me, in the shape of servants, equipage, and the necessary + expenses attendant upon keeping up a fine 'establishment,' a yearly outlay + of eleven thousand dollars, and a tight pinch at that: whereas, ten years + ago, we lived with much more real comfort, because with much less care, on + as many hundreds. The truth is," he continued, "that sofa would have + brought me to inevitable bankruptcy, had not a most unexampled title to + prosperity kept me above it, and had I not checked the natural desire to + 'cut a dash'." + </p> + <p> + The foundation of success in life is good health: that is the substratum + fortune; it is also the basis of happiness. A person cannot accumulate a + fortune very well when he is sick. He has no ambition; no incentive; no + force. Of course, there are those who have bad health and cannot help it: + you cannot expect that such persons can accumulate wealth, but there are a + great many in poor health who need not be so. + </p> + <p> + If, then, sound health is the foundation of success and happiness in life, + how important it is that we should study the laws of health, which is but + another expression for the laws of nature! The nearer we keep to the laws + of nature, the nearer we are to good health, and yet how many persons + there are who pay no attention to natural laws, but absolutely transgress + them, even against their own natural inclination. We ought to know that + the "sin of ignorance" is never winked at in regard to the violation of + nature's laws; their infraction always brings the penalty. A child may + thrust its finger into the flames without knowing it will burn, and so + suffers, repentance, even, will not stop the smart. Many of our ancestors + knew very little about the principle of ventilation. They did not know + much about oxygen, whatever other "gin" they might have been acquainted + with; and consequently they built their houses with little seven-by-nine + feet bedrooms, and these good old pious Puritans would lock themselves up + in one of these cells, say their prayers and go to bed. In the morning + they would devoutly return thanks for the "preservation of their lives," + during the night, and nobody had better reason to be thankful. Probably + some big crack in the window, or in the door, let in a little fresh air, + and thus saved them. + </p> + <p> + Many persons knowingly violate the laws of nature against their better + impulses, for the sake of fashion. For instance, there is one thing that + nothing living except a vile worm ever naturally loved, and that is + tobacco; yet how many persons there are who deliberately train an + unnatural appetite, and overcome this implanted aversion for tobacco, to + such a degree that they get to love it. They have got hold of a poisonous, + filthy weed, or rather that takes a firm hold of them. Here are married + men who run about spitting tobacco juice on the carpet and floors, and + sometimes even upon their wives besides. They do not kick their wives out + of doors like drunken men, but their wives, I have no doubt, often wish + they were outside of the house. Another perilous feature is that this + artificial appetite, like jealousy, "grows by what it feeds on;" when you + love that which is unnatural, a stronger appetite is created for the + hurtful thing than the natural desire for what is harmless. There is an + old proverb which says that "habit is second nature," but an artificial + habit is stronger than nature. Take for instance, an old tobacco-chewer; + his love for the "quid" is stronger than his love for any particular kind + of food. He can give up roast beef easier than give up the weed. + </p> + <p> + Young lads regret that they are not men; they would like to go to bed boys + and wake up men; and to accomplish this they copy the bad habits of their + seniors. Little Tommy and Johnny see their fathers or uncles smoke a pipe, + and they say, "If I could only do that, I would be a man too; uncle John + has gone out and left his pipe of tobacco, let us try it." They take a + match and light it, and then puff away. "We will learn to smoke; do you + like it Johnny?" That lad dolefully replies: "Not very much; it tastes + bitter;" by and by he grows pale, but he persists and he soon offers up a + sacrifice on the altar of fashion; but the boys stick to it and persevere + until at last they conquer their natural appetites and become the victims + of acquired tastes. + </p> + <p> + I speak "by the book," for I have noticed its effects on myself, having + gone so far as to smoke ten or fifteen cigars a day; although I have not + used the weed during the last fourteen years, and never shall again. The + more a man smokes, the more he craves smoking; the last cigar smoked + simply excites the desire for another, and so on incessantly. + </p> + <p> + Take the tobacco-chewer. In the morning, when he gets up, he puts a quid + in his mouth and keeps it there all day, never taking it out except to + exchange it for a fresh one, or when he is going to eat; oh! yes, at + intervals during the day and evening, many a chewer takes out the quid and + holds it in his hand long enough to take a drink, and then pop it goes + back again. This simply proves that the appetite for rum is even stronger + than that for tobacco. When the tobacco-chewer goes to your country seat + and you show him your grapery and fruit house, and the beauties of your + garden, when you offer him some fresh, ripe fruit, and say, "My friend, I + have got here the most delicious apples, and pears, and peaches, and + apricots; I have imported them from Spain, France and Italy—just see + those luscious grapes; there is nothing more delicious nor more healthy + than ripe fruit, so help yourself; I want to see you delight yourself with + these things;" he will roll the dear quid under his tongue and answer, + "No, I thank you, I have got tobacco in my mouth." His palate has become + narcotized by the noxious weed, and he has lost, in a great measure, the + delicate and enviable taste for fruits. This shows what expensive, useless + and injurious habits men will get into. I speak from experience. I have + smoked until I trembled like an aspen leaf, the blood rushed to my head, + and I had a palpitation of the heart which I thought was heart disease, + till I was almost killed with fright. When I consulted my physician, he + said "break off tobacco using." I was not only injuring my health and + spending a great deal of money, but I was setting a bad example. I obeyed + his counsel. No young man in the world ever looked so beautiful, as he + thought he did, behind a fifteen cent cigar or a meerschaum! + </p> + <p> + These remarks apply with tenfold force to the use of intoxicating drinks. + To make money, requires a clear brain. A man has got to see that two and + two make four; he must lay all his plans with reflection and forethought, + and closely examine all the details and the ins and outs of business. As + no man can succeed in business unless he has a brain to enable him to lay + his plans, and reason to guide him in their execution, so, no matter how + bountifully a man may be blessed with intelligence, if the brain is + muddled, and his judgment warped by intoxicating drinks, it is impossible + for him to carry on business successfully. How many good opportunities + have passed, never to return, while a man was sipping a "social glass," + with his friend! How many foolish bargains have been made under the + influence of the "nervine," which temporarily makes its victim think he is + rich. How many important chances have been put off until to-morrow, and + then forever, because the wine cup has thrown the system into a state of + lassitude, neutralizing the energies so essential to success in business. + Verily, "wine is a mocker." The use of intoxicating drinks as a beverage, + is as much an infatuation, as is the smoking of opium by the Chinese, and + the former is quite as destructive to the success of the business man as + the latter. It is an unmitigated evil, utterly indefensible in the light + of philosophy; religion or good sense. It is the parent of nearly every + other evil in our country. + </p> + <p> + <a name="link2H_4_0001" id="link2H_4_0001"> + <!-- H2 anchor --> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + DON'T MISTAKE YOUR VOCATION + </h2> + <p> + The safest plan, and the one most sure of success for the young man + starting in life, is to select the vocation which is most congenial to his + tastes. Parents and guardians are often quite too negligent in regard to + this. It very common for a father to say, for example: "I have five boys. + I will make Billy a clergyman; John a lawyer; Tom a doctor, and Dick a + farmer." He then goes into town and looks about to see what he will do + with Sammy. He returns home and says "Sammy, I see watch-making is a nice + genteel business; I think I will make you a goldsmith." He does this, + regardless of Sam's natural inclinations, or genius. + </p> + <p> + We are all, no doubt, born for a wise purpose. There is as much diversity + in our brains as in our countenances. Some are born natural mechanics, + while some have great aversion to machinery. Let a dozen boys of ten years + get together, and you will soon observe two or three are "whittling" out + some ingenious device; working with locks or complicated machinery. When + they were but five years old, their father could find no toy to please + them like a puzzle. They are natural mechanics; but the other eight or + nine boys have different aptitudes. I belong to the latter class; I never + had the slightest love for mechanism; on the contrary, I have a sort of + abhorrence for complicated machinery. I never had ingenuity enough to + whittle a cider tap so it would not leak. I never could make a pen that I + could write with, or understand the principle of a steam engine. If a man + was to take such a boy as I was, and attempt to make a watchmaker of him, + the boy might, after an apprenticeship of five or seven years, be able to + take apart and put together a watch; but all through life he would be + working up hill and seizing every excuse for leaving his work and idling + away his time. Watchmaking is repulsive to him. + </p> + <p> + Unless a man enters upon the vocation intended for him by nature, and best + suited to his peculiar genius, he cannot succeed. I am glad to believe + that the majority of persons do find their right vocation. Yet we see many + who have mistaken their calling, from the blacksmith up (or down) to the + clergyman. You will see, for instance, that extraordinary linguist the + "learned blacksmith," who ought to have been a teacher of languages; and + you may have seen lawyers, doctors and clergymen who were better fitted by + nature for the anvil or the lapstone. + </p> + <p> + <a name="link2H_4_0002" id="link2H_4_0002"> + <!-- H2 anchor --> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + SELECT THE RIGHT LOCATION + </h2> + <p> + After securing the right vocation, you must be careful to select the + proper location. You may have been cut out for a hotel keeper, and they + say it requires a genius to "know how to keep a hotel." You might conduct + a hotel like clock-work, and provide satisfactorily for five hundred + guests every day; yet, if you should locate your house in a small village + where there is no railroad communication or public travel, the location + would be your ruin. It is equally important that you do not commence + business where there are already enough to meet all demands in the same + occupation. I remember a case which illustrates this subject. When I was + in London in 1858, I was passing down Holborn with an English friend and + came to the "penny shows." They had immense cartoons outside, portraying + the wonderful curiosities to be seen "all for a penny." Being a little in + the "show line" myself, I said "let us go in here." We soon found + ourselves in the presence of the illustrious showman, and he proved to be + the sharpest man in that line I had ever met. He told us some + extraordinary stories in reference to his bearded ladies, his Albinos, and + his Armadillos, which we could hardly believe, but thought it "better to + believe it than look after the proof'." He finally begged to call our + attention to some wax statuary, and showed us a lot of the dirtiest and + filthiest wax figures imaginable. They looked as if they had not seen + water since the Deluge. + </p> + <p> + "What is there so wonderful about your statuary?" I asked. + </p> + <p> + "I beg you not to speak so satirically," he replied, "Sir, these are not + Madam Tussaud's wax figures, all covered with gilt and tinsel and + imitation diamonds, and copied from engravings and photographs. Mine, sir, + were taken from life. Whenever you look upon one of those figures, you may + consider that you are looking upon the living individual." + </p> + <p> + Glancing casually at them, I saw one labeled "Henry VIII," and feeling a + little curious upon seeing that it looked like Calvin Edson, the living + skeleton, I said: "Do you call that 'Henry the Eighth?'" He replied, + "Certainly; sir; it was taken from life at Hampton Court, by special order + of his majesty; on such a day." + </p> + <p> + He would have given the hour of the day if I had resisted; I said, + "Everybody knows that 'Henry VIII.' was a great stout old king, and that + figure is lean and lank; what do you say to that?" + </p> + <p> + "Why," he replied, "you would be lean and lank yourself if you sat there + as long as he has." + </p> + <p> + There was no resisting such arguments. I said to my English friend, "Let + us go out; do not tell him who I am; I show the white feather; he beats + me." + </p> + <p> + He followed us to the door, and seeing the rabble in the street, he called + out, "ladies and gentlemen, I beg to draw your attention to the + respectable character of my visitors," pointing to us as we walked away. I + called upon him a couple of days afterwards; told him who I was, and said: + </p> + <p> + "My friend, you are an excellent showman, but you have selected a bad + location." + </p> + <p> + He replied, "This is true, sir; I feel that all my talents are thrown + away; but what can I do?" + </p> + <p> + "You can go to America," I replied. "You can give full play to your + faculties over there; you will find plenty of elbowroom in America; I will + engage you for two years; after that you will be able to go on your own + account." + </p> + <p> + He accepted my offer and remained two years in my New York Museum. He then + went to New Orleans and carried on a traveling show business during the + summer. To-day he is worth sixty thousand dollars, simply because he + selected the right vocation and also secured the proper location. The old + proverb says, "Three removes are as bad as a fire," but when a man is in + the fire, it matters but little how soon or how often he removes. + </p> + <p> + <a name="link2H_4_0003" id="link2H_4_0003"> + <!-- H2 anchor --> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + AVOID DEBT + </h2> + <p> + Young men starting in life should avoid running into debt. There is + scarcely anything that drags a person down like debt. It is a slavish + position to get in, yet we find many a young man, hardly out of his + "teens," running in debt. He meets a chum and says, "Look at this: I have + got trusted for a new suit of clothes." He seems to look upon the clothes + as so much given to him; well, it frequently is so, but, if he succeeds in + paying and then gets trusted again, he is adopting a habit which will keep + him in poverty through life. Debt robs a man of his self-respect, and + makes him almost despise himself. Grunting and groaning and working for + what he has eaten up or worn out, and now when he is called upon to pay + up, he has nothing to show for his money; this is properly termed "working + for a dead horse." I do not speak of merchants buying and selling on + credit, or of those who buy on credit in order to turn the purchase to a + profit. The old Quaker said to his farmer son, "John, never get trusted; + but if thee gets trusted for anything, let it be for 'manure,' because + that will help thee pay it back again." + </p> + <p> + Mr. Beecher advised young men to get in debt if they could to a small + amount in the purchase of land, in the country districts. "If a young + man," he says, "will only get in debt for some land and then get married, + these two things will keep him straight, or nothing will." This may be + safe to a limited extent, but getting in debt for what you eat and drink + and wear is to be avoided. Some families have a foolish habit of getting + credit at "the stores," and thus frequently purchase many things which + might have been dispensed with. + </p> + <p> + It is all very well to say; "I have got trusted for sixty days, and if I + don't have the money the creditor will think nothing about it." There is + no class of people in the world, who have such good memories as creditors. + When the sixty days run out, you will have to pay. If you do not pay, you + will break your promise, and probably resort to a falsehood. You may make + some excuse or get in debt elsewhere to pay it, but that only involves you + the deeper. + </p> + <p> + A good-looking, lazy young fellow, was the apprentice boy, Horatio. His + employer said, "Horatio, did you ever see a snail?" "I—think—I—have," + he drawled out. "You must have met him then, for I am sure you never + overtook one," said the "boss." Your creditor will meet you or overtake + you and say, "Now, my young friend, you agreed to pay me; you have not + done it, you must give me your note." You give the note on interest and it + commences working against you; "it is a dead horse." The creditor goes to + bed at night and wakes up in the morning better off than when he retired + to bed, because his interest has increased during the night, but you grow + poorer while you are sleeping, for the interest is accumulating against + you. + </p> + <p> + Money is in some respects like fire; it is a very excellent servant but a + terrible master. When you have it mastering you; when interest is + constantly piling up against you, it will keep you down in the worst kind + of slavery. But let money work for you, and you have the most devoted + servant in the world. It is no "eye-servant." There is nothing animate or + inanimate that will work so faithfully as money when placed at interest, + well secured. It works night and day, and in wet or dry weather. + </p> + <p> + I was born in the blue-law State of Connecticut, where the old Puritans + had laws so rigid that it was said, "they fined a man for kissing his wife + on Sunday." Yet these rich old Puritans would have thousands of dollars at + interest, and on Saturday night would be worth a certain amount; on Sunday + they would go to church and perform all the duties of a Christian. On + waking up on Monday morning, they would find themselves considerably + richer than the Saturday night previous, simply because their money placed + at interest had worked faithfully for them all day Sunday, according to + law! + </p> + <p> + Do not let it work against you; if you do there is no chance for success + in life so far as money is concerned. John Randolph, the eccentric + Virginian, once exclaimed in Congress, "Mr. Speaker, I have discovered the + philosopher's stone: pay as you go." This is, indeed, nearer to the + philosopher's stone than any alchemist has ever yet arrived. + </p> + <p> + <a name="link2H_4_0004" id="link2H_4_0004"> + <!-- H2 anchor --> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + PERSEVERE + </h2> + <p> + When a man is in the right path, he must persevere. I speak of this + because there are some persons who are "born tired;" naturally lazy and + possessing no self-reliance and no perseverance. But they can cultivate + these qualities, as Davy Crockett said: + </p> + <p> + "This thing remember, when I am dead: Be sure you are right, then go + ahead." + </p> + <p> + It is this go-aheaditiveness, this determination not to let the "horrors" + or the "blues" take possession of you, so as to make you relax your + energies in the struggle for independence, which you must cultivate. + </p> + <p> + How many have almost reached the goal of their ambition, but, losing faith + in themselves, have relaxed their energies, and the golden prize has been + lost forever. + </p> + <p> + It is, no doubt, often true, as Shakespeare says: + </p> + <p> + "There is a tide in the affairs of men, Which, taken at the flood, leads + on to fortune." + </p> + <p> + If you hesitate, some bolder hand will stretch out before you and get the + prize. Remember the proverb of Solomon: "He becometh poor that dealeth + with a slack hand; but the hand of the diligent maketh rich." + </p> + <p> + Perseverance is sometimes but another word for self-reliance. Many persons + naturally look on the dark side of life, and borrow trouble. They are born + so. Then they ask for advice, and they will be governed by one wind and + blown by another, and cannot rely upon themselves. Until you can get so + that you can rely upon yourself, you need not expect to succeed. + </p> + <p> + I have known men, personally, who have met with pecuniary reverses, and + absolutely committed suicide, because they thought they could never + overcome their misfortune. But I have known others who have met more + serious financial difficulties, and have bridged them over by simple + perseverance, aided by a firm belief that they were doing justly, and that + Providence would "overcome evil with good." You will see this illustrated + in any sphere of life. + </p> + <p> + Take two generals; both understand military tactics, both educated at West + Point, if you please, both equally gifted; yet one, having this principle + of perseverance, and the other lacking it, the former will succeed in his + profession, while the latter will fail. One may hear the cry, "the enemy + are coming, and they have got cannon." + </p> + <p> + "Got cannon?" says the hesitating general. + </p> + <p> + "Yes." + </p> + <p> + "Then halt every man." + </p> + <p> + He wants time to reflect; his hesitation is his ruin; the enemy passes + unmolested, or overwhelms him; while on the other hand, the general of + pluck, perseverance and self-reliance, goes into battle with a will, and, + amid the clash of arms, the booming of cannon, the shrieks of the wounded, + and the moans of the dying, you will see this man persevering, going on, + cutting and slashing his way through with unwavering determination, + inspiring his soldiers to deeds of fortitude, valor, and triumph. + </p> + <p> + <a name="link2H_4_0005" id="link2H_4_0005"> + <!-- H2 anchor --> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + WHATEVER YOU DO, DO IT WITH ALL YOUR MIGHT + </h2> + <p> + Work at it, if necessary, early and late, in season and out of season, not + leaving a stone unturned, and never deferring for a single hour that which + can be done just as well now. The old proverb is full of truth and + meaning, "Whatever is worth doing at all, is worth doing well." Many a man + acquires a fortune by doing his business thoroughly, while his neighbor + remains poor for life, because he only half does it. Ambition, energy, + industry, perseverance, are indispensable requisites for success in + business. + </p> + <p> + Fortune always favors the brave, and never helps a man who does not help + himself. It won't do to spend your time like Mr. Micawber, in waiting for + something to "turn up." To such men one of two things usually "turns up:" + the poorhouse or the jail; for idleness breeds bad habits, and clothes a + man in rags. The poor spendthrift vagabond says to a rich man: + </p> + <p> + "I have discovered there is enough money in the world for all of us, if it + was equally divided; this must be done, and we shall all be happy + together." + </p> + <p> + "But," was the response, "if everybody was like you, it would be spent in + two months, and what would you do then?" + </p> + <p> + "Oh! divide again; keep dividing, of course!" + </p> + <p> + I was recently reading in a London paper an account of a like philosophic + pauper who was kicked out of a cheap boarding-house because he could not + pay his bill, but he had a roll of papers sticking out of his coat pocket, + which, upon examination, proved to be his plan for paying off the national + debt of England without the aid of a penny. People have got to do as + Cromwell said: "not only trust in Providence, but keep the powder dry." Do + your part of the work, or you cannot succeed. Mahomet, one night, while + encamping in the desert, overheard one of his fatigued followers remark: + "I will loose my camel, and trust it to God!" "No, no, not so," said the + prophet, "tie thy camel, and trust it to God!" Do all you can for + yourselves, and then trust to Providence, or luck, or whatever you please + to call it, for the rest. + </p> + <p> + DEPEND UPON YOUR OWN PERSONAL EXERTIONS. + </p> + <p> + The eye of the employer is often worth more than the hands of a dozen + employees. In the nature of things, an agent cannot be so faithful to his + employer as to himself. Many who are employers will call to mind instances + where the best employees have overlooked important points which could not + have escaped their own observation as a proprietor. No man has a right to + expect to succeed in life unless he understands his business, and nobody + can understand his business thoroughly unless he learns it by personal + application and experience. A man may be a manufacturer: he has got to + learn the many details of his business personally; he will learn something + every day, and he will find he will make mistakes nearly every day. And + these very mistakes are helps to him in the way of experiences if he but + heeds them. He will be like the Yankee tin-peddler, who, having been + cheated as to quality in the purchase of his merchandise, said: "All + right, there's a little information to be gained every day; I will never + be cheated in that way again." Thus a man buys his experience, and it is + the best kind if not purchased at too dear a rate. + </p> + <p> + I hold that every man should, like Cuvier, the French naturalist, + thoroughly know his business. So proficient was he in the study of natural + history, that you might bring to him the bone, or even a section of a bone + of an animal which he had never seen described, and, reasoning from + analogy, he would be able to draw a picture of the object from which the + bone had been taken. On one occasion his students attempted to deceive + him. They rolled one of their number in a cow skin and put him under the + professor's table as a new specimen. When the philosopher came into the + room, some of the students asked him what animal it was. Suddenly the + animal said "I am the devil and I am going to eat you." It was but natural + that Cuvier should desire to classify this creature, and examining it + intently, he said: + </p> + <p> + "Divided hoof; graminivorous! It cannot be done." + </p> + <p> + He knew that an animal with a split hoof must live upon grass and grain, + or other kind of vegetation, and would not be inclined to eat flesh, dead + or alive, so he considered himself perfectly safe. The possession of a + perfect knowledge of your business is an absolute necessity in order to + insure success. + </p> + <p> + Among the maxims of the elder Rothschild was one, all apparent paradox: + "Be cautious and bold." This seems to be a contradiction in terms, but it + is not, and there is great wisdom in the maxim. It is, in fact, a + condensed statement of what I have already said. It is to say; "you must + exercise your caution in laying your plans, but be bold in carrying them + out." A man who is all caution, will never dare to take hold and be + successful; and a man who is all boldness, is merely reckless, and must + eventually fail. A man may go on "'change" and make fifty, or one hundred + thousand dollars in speculating in stocks, at a single operation. But if + he has simple boldness without caution, it is mere chance, and what he + gains to-day he will lose to-morrow. You must have both the caution and + the boldness, to insure success. + </p> + <p> + The Rothschilds have another maxim: "Never have anything to do with an + unlucky man or place." That is to say, never have anything to do with a + man or place which never succeeds, because, although a man may appear to + be honest and intelligent, yet if he tries this or that thing and always + fails, it is on account of some fault or infirmity that you may not be + able to discover but nevertheless which must exist. + </p> + <p> + There is no such thing in the world as luck. There never was a man who + could go out in the morning and find a purse full of gold in the street + to-day, and another to-morrow, and so on, day after day: He may do so once + in his life; but so far as mere luck is concerned, he is as liable to lose + it as to find it. "Like causes produce like effects." If a man adopts the + proper methods to be successful, "luck" will not prevent him. If he does + not succeed, there are reasons for it, although, perhaps, he may not be + able to see them. + </p> + <p> + <a name="link2H_4_0006" id="link2H_4_0006"> + <!-- H2 anchor --> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + USE THE BEST TOOLS + </h2> + <p> + Men in engaging employees should be careful to get the best. Understand, + you cannot have too good tools to work with, and there is no tool you + should be so particular about as living tools. If you get a good one, it + is better to keep him, than keep changing. He learns something every day; + and you are benefited by the experience he acquires. He is worth more to + you this year than last, and he is the last man to part with, provided his + habits are good, and he continues faithful. If, as he gets more valuable, + he demands an exorbitant increase of salary; on the supposition that you + can't do without him, let him go. Whenever I have such an employee, I + always discharge him; first, to convince him that his place may be + supplied, and second, because he is good for nothing if he thinks he is + invaluable and cannot be spared. + </p> + <p> + But I would keep him, if possible, in order to profit from the result of + his experience. An important element in an employee is the brain. You can + see bills up, "Hands Wanted," but "hands" are not worth a great deal + without "heads." Mr. Beecher illustrates this, in this wise: + </p> + <p> + An employee offers his services by saving, "I have a pair of hands and one + of my fingers thinks." "That is very good," says the employer. Another man + comes along, and says "he has two fingers that think." "Ah! that is + better." But a third calls in and says that "all his fingers and thumbs + think." That is better still. Finally another steps in and says, "I have a + brain that thinks; I think all over; I am a thinking as well as a working + man!" "You are the man I want," says the delighted employer. + </p> + <p> + Those men who have brains and experience are therefore the most valuable + and not to be readily parted with; it is better for them, as well as + yourself, to keep them, at reasonable advances in their salaries from time + to time. + </p> + <p> + <a name="link2H_4_0007" id="link2H_4_0007"> + <!-- H2 anchor --> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + DON'T GET ABOVE YOUR BUSINESS + </h2> + <p> + Young men after they get through their business training, or + apprenticeship, instead of pursuing their avocation and rising in their + business, will often lie about doing nothing. They say; "I have learned my + business, but I am not going to be a hireling; what is the object of + learning my trade or profession, unless I establish myself?'" + </p> + <p> + "Have you capital to start with?" + </p> + <p> + "No, but I am going to have it." + </p> + <p> + "How are you going to get it?" + </p> + <p> + "I will tell you confidentially; I have a wealthy old aunt, and she will + die pretty soon; but if she does not, I expect to find some rich old man + who will lend me a few thousands to give me a start. If I only get the + money to start with I will do well." + </p> + <p> + There is no greater mistake than when a young man believes he will succeed + with borrowed money. Why? Because every man's experience coincides with + that of Mr. Astor, who said, "it was more difficult for him to accumulate + his first thousand dollars, than all the succeeding millions that made up + his colossal fortune." Money is good for nothing unless you know the value + of it by experience. Give a boy twenty thousand dollars and put him in + business, and the chances are that he will lose every dollar of it before + he is a year older. Like buying a ticket in the lottery; and drawing a + prize, it is "easy come, easy go." He does not know the value of it; + nothing is worth anything, unless it costs effort. Without self-denial and + economy; patience and perseverance, and commencing with capital which you + have not earned, you are not sure to succeed in accumulating. Young men, + instead of "waiting for dead men's shoes," should be up and doing, for + there is no class of persons who are so unaccommodating in regard to dying + as these rich old people, and it is fortunate for the expectant heirs that + it is so. Nine out of ten of the rich men of our country to-day, started + out in life as poor boys, with determined wills, industry, perseverance, + economy and good habits. They went on gradually, made their own money and + saved it; and this is the best way to acquire a fortune. Stephen Girard + started life as a poor cabin boy, and died worth nine million dollars. + A.T. Stewart was a poor Irish boy; and he paid taxes on a million and a + half dollars of income, per year. John Jacob Astor was a poor farmer boy, + and died worth twenty millions. Cornelius Vanderbilt began life rowing a + boat from Staten Island to New York; he presented our government with a + steamship worth a million of dollars, and died worth fifty million. "There + is no royal road to learning," says the proverb, and I may say it is + equally true, "there is no royal road to wealth." But I think there is a + royal road to both. The road to learning is a royal one; the road that + enables the student to expand his intellect and add every day to his stock + of knowledge, until, in the pleasant process of intellectual growth, he is + able to solve the most profound problems, to count the stars, to analyze + every atom of the globe, and to measure the firmament this is a regal + highway, and it is the only road worth traveling. + </p> + <p> + So in regard to wealth. Go on in confidence, study the rules, and above + all things, study human nature; for "the proper study of mankind is man," + and you will find that while expanding the intellect and the muscles, your + enlarged experience will enable you every day to accumulate more and more + principal, which will increase itself by interest and otherwise, until you + arrive at a state of independence. You will find, as a general thing, that + the poor boys get rich and the rich boys get poor. For instance, a rich + man at his decease, leaves a large estate to his family. His eldest sons, + who have helped him earn his fortune, know by experience the value of + money; and they take their inheritance and add to it. The separate + portions of the young children are placed at interest, and the little + fellows are patted on the head, and told a dozen times a day, "you are + rich; you will never have to work, you can always have whatever you wish, + for you were born with a golden spoon in your mouth." The young heir soon + finds out what that means; he has the finest dresses and playthings; he is + crammed with sugar candies and almost "killed with kindness," and he + passes from school to school, petted and flattered. He becomes arrogant + and self-conceited, abuses his teachers, and carries everything with a + high hand. He knows nothing of the real value of money, having never + earned any; but he knows all about the "golden spoon" business. At + college, he invites his poor fellow-students to his room, where he "wines + and dines" them. He is cajoled and caressed, and called a glorious good + follow, because he is so lavish of his money. He gives his game suppers, + drives his fast horses, invites his chums to fetes and parties, determined + to have lots of "good times." He spends the night in frolics and + debauchery, and leads off his companions with the familiar song, "we won't + go home till morning." He gets them to join him in pulling down signs, + taking gates from their hinges and throwing them into back yards and + horse-ponds. If the police arrest them, he knocks them down, is taken to + the lockup, and joyfully foots the bills. + </p> + <p> + "Ah! my boys," he cries, "what is the use of being rich, if you can't + enjoy yourself?" + </p> + <p> + He might more truly say, "if you can't make a fool of yourself;" but he is + "fast," hates slow things, and doesn't "see it." Young men loaded down + with other people's money are almost sure to lose all they inherit, and + they acquire all sorts of bad habits which, in the majority of cases, ruin + them in health, purse and character. In this country, one generation + follows another, and the poor of to-day are rich in the next generation, + or the third. Their experience leads them on, and they become rich, and + they leave vast riches to their young children. These children, having + been reared in luxury, are inexperienced and get poor; and after long + experience another generation comes on and gathers up riches again in + turn. And thus "history repeats itself," and happy is he who by listening + to the experience of others avoids the rocks and shoals on which so many + have been wrecked. + </p> + <p> + "In England, the business makes the man." If a man in that country is a + mechanic or working-man, he is not recognized as a gentleman. On the + occasion of my first appearance before Queen Victoria, the Duke of + Wellington asked me what sphere in life General Tom Thumb's parents were + in. + </p> + <p> + "His father is a carpenter," I replied. + </p> + <p> + "Oh! I had heard he was a gentleman," was the response of His Grace. + </p> + <p> + In this Republican country, the man makes the business. No matter whether + he is a blacksmith, a shoemaker, a farmer, banker or lawyer, so long as + his business is legitimate, he may be a gentleman. So any "legitimate" + business is a double blessing it helps the man engaged in it, and also + helps others. The Farmer supports his own family, but he also benefits the + merchant or mechanic who needs the products of his farm. The tailor not + only makes a living by his trade, but he also benefits the farmer, the + clergyman and others who cannot make their own clothing. But all these + classes often may be gentlemen. + </p> + <p> + The great ambition should be to excel all others engaged in the same + occupation. + </p> + <p> + The college-student who was about graduating, said to an old lawyer: + </p> + <p> + "I have not yet decided which profession I will follow. Is your profession + full?" + </p> + <p> + "The basement is much crowded, but there is plenty of room up-stairs," was + the witty and truthful reply. + </p> + <p> + No profession, trade, or calling, is overcrowded in the upper story. + Wherever you find the most honest and intelligent merchant or banker, or + the best lawyer, the best doctor, the best clergyman, the best shoemaker, + carpenter, or anything else, that man is most sought for, and has always + enough to do. As a nation, Americans are too superficial—they are + striving to get rich quickly, and do not generally do their business as + substantially and thoroughly as they should, but whoever excels all others + in his own line, if his habits are good and his integrity undoubted, + cannot fail to secure abundant patronage, and the wealth that naturally + follows. Let your motto then always be "Excelsior," for by living up to it + there is no such word as fail. + </p> + <p> + <a name="link2H_4_0008" id="link2H_4_0008"> + <!-- H2 anchor --> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + LEARN SOMETHING USEFUL + </h2> + <p> + Every man should make his son or daughter learn some useful trade or + profession, so that in these days of changing fortunes of being rich + to-day and poor tomorrow they may have something tangible to fall back + upon. This provision might save many persons from misery, who by some + unexpected turn of fortune have lost all their means. + </p> + <p> + <a name="link2H_4_0009" id="link2H_4_0009"> + <!-- H2 anchor --> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + LET HOPE PREDOMINATE, BUT BE NOT TOO VISIONARY + </h2> + <p> + Many persons are always kept poor, because they are too visionary. Every + project looks to them like certain success, and therefore they keep + changing from one business to another, always in hot water, always "under + the harrow." The plan of "counting the chickens before they are hatched" + is an error of ancient date, but it does not seem to improve by age. + </p> + <p> + <a name="link2H_4_0010" id="link2H_4_0010"> + <!-- H2 anchor --> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + DO NOT SCATTER YOUR POWERS + </h2> + <p> + Engage in one kind of business only, and stick to it faithfully until you + succeed, or until your experience shows that you should abandon it. A + constant hammering on one nail will generally drive it home at last, so + that it can be clinched. When a man's undivided attention is centered on + one object, his mind will constantly be suggesting improvements of value, + which would escape him if his brain was occupied by a dozen different + subjects at once. Many a fortune has slipped through a man's fingers + because he was engaged in too many occupations at a time. There is good + sense in the old caution against having too many irons in the fire at + once. + </p> + <p> + <a name="link2H_4_0011" id="link2H_4_0011"> + <!-- H2 anchor --> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + BE SYSTEMATIC + </h2> + <p> + Men should be systematic in their business. A person who does business by + rule, having a time and place for everything, doing his work promptly, + will accomplish twice as much and with half the trouble of him who does it + carelessly and slipshod. By introducing system into all your transactions, + doing one thing at a time, always meeting appointments with punctuality, + you find leisure for pastime and recreation; whereas the man who only half + does one thing, and then turns to something else, and half does that, will + have his business at loose ends, and will never know when his day's work + is done, for it never will be done. Of course, there is a limit to all + these rules. We must try to preserve the happy medium, for there is such a + thing as being too systematic. There are men and women, for instance, who + put away things so carefully that they can never find them again. It is + too much like the "red tape" formality at Washington, and Mr. Dickens' + "Circumlocution Office,"—all theory and no result. + </p> + <p> + When the "Astor House" was first started in New York city, it was + undoubtedly the best hotel in the country. The proprietors had learned a + good deal in Europe regarding hotels, and the landlords were proud of the + rigid system which pervaded every department of their great establishment. + When twelve o'clock at night had arrived, and there were a number of + guests around, one of the proprietors would say, "Touch that bell, John;" + and in two minutes sixty servants, with a water-bucket in each hand, would + present themselves in the hall. "This," said the landlord, addressing his + guests, "is our fire-bell; it will show you we are quite safe here; we do + everything systematically." This was before the Croton water was + introduced into the city. But they sometimes carried their system too far. + On one occasion, when the hotel was thronged with guests, one of the + waiters was suddenly indisposed, and although there were fifty waiters in + the hotel, the landlord thought he must have his full complement, or his + "system" would be interfered with. Just before dinner-time, he rushed down + stairs and said, "There must be another waiter, I am one waiter short, + what can I do?" He happened to see "Boots," the Irishman. "Pat," said he, + "wash your hands and face; take that white apron and come into the + dining-room in five minutes." Presently Pat appeared as required, and the + proprietor said: "Now Pat, you must stand behind these two chairs, and + wait on the gentlemen who will occupy them; did you ever act as a waiter?" + </p> + <p> + "I know all about it, sure, but I never did it." + </p> + <p> + Like the Irish pilot, on one occasion when the captain, thinking he was + considerably out of his course, asked, "Are you certain you understand + what you are doing?" + </p> + <p> + Pat replied, "Sure and I knows every rock in the channel." + </p> + <p> + That moment, "bang" thumped the vessel against a rock. + </p> + <p> + "Ah! be-jabers, and that is one of 'em," continued the pilot. But to + return to the dining-room. "Pat," said the landlord, "here we do + everything systematically. You must first give the gentlemen each a plate + of soup, and when they finish that, ask them what they will have next." + </p> + <p> + Pat replied, "Ah! an' I understand parfectly the vartues of shystem." + </p> + <p> + Very soon in came the guests. The plates of soup were placed before them. + One of Pat's two gentlemen ate his soup; the other did not care for it. He + said: "Waiter, take this plate away and bring me some fish." Pat looked at + the untasted plate of soup, and remembering the instructions of the + landlord in regard to "system," replied: "Not till ye have ate yer supe!" + </p> + <p> + Of course that was carrying "system" entirely too far. + </p> + <p> + <a name="link2H_4_0012" id="link2H_4_0012"> + <!-- H2 anchor --> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + READ THE NEWSPAPERS + </h2> + <p> + Always take a trustworthy newspaper, and thus keep thoroughly posted in + regard to the transactions of the world. He who is without a newspaper is + cut off from his species. In these days of telegraphs and steam, many + important inventions and improvements in every branch of trade are being + made, and he who don't consult the newspapers will soon find himself and + his business left out in the cold. + </p> + <p> + <a name="link2H_4_0013" id="link2H_4_0013"> + <!-- H2 anchor --> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + BEWARE OF "OUTSIDE OPERATIONS" + </h2> + <p> + We sometimes see men who have obtained fortunes, suddenly become poor. In + many cases, this arises from intemperance, and often from gaming, and + other bad habits. Frequently it occurs because a man has been engaged in + "outside operations," of some sort. When he gets rich in his legitimate + business, he is told of a grand speculation where he can make a score of + thousands. He is constantly flattered by his friends, who tell him that he + is born lucky, that everything he touches turns into gold. Now if he + forgets that his economical habits, his rectitude of conduct and a + personal attention to a business which he understood, caused his success + in life, he will listen to the siren voices. He says: + </p> + <p> + "I will put in twenty thousand dollars. I have been lucky, and my good + luck will soon bring me back sixty thousand dollars." + </p> + <p> + A few days elapse and it is discovered he must put in ten thousand dollars + more: soon after he is told "it is all right," but certain matters not + foreseen, require an advance of twenty thousand dollars more, which will + bring him a rich harvest; but before the time comes around to realize, the + bubble bursts, he loses all he is possessed of, and then he learns what he + ought to have known at the first, that however successful a man may be in + his own business, if he turns from that and engages ill a business which + he don't understand, he is like Samson when shorn of his locks his + strength has departed, and he becomes like other men. + </p> + <p> + If a man has plenty of money, he ought to invest something in everything + that appears to promise success, and that will probably benefit mankind; + but let the sums thus invested be moderate in amount, and never let a man + foolishly jeopardize a fortune that he has earned in a legitimate way, by + investing it in things in which he has had no experience. + </p> + <p> + <a name="link2H_4_0014" id="link2H_4_0014"> + <!-- H2 anchor --> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + DON'T INDORSE WITHOUT SECURITY + </h2> + <p> + I hold that no man ought ever to indorse a note or become security, for + any man, be it his father or brother, to a greater extent than he can + afford to lose and care nothing about, without taking good security. Here + is a man that is worth twenty thousand dollars; he is doing a thriving + manufacturing or mercantile trade; you are retired and living on your + money; he comes to you and says: + </p> + <p> + "You are aware that I am worth twenty thousand dollars, and don't owe a + dollar; if I had five thousand dollars in cash, I could purchase a + particular lot of goods and double my money in a couple of months; will + you indorse my note for that amount?" + </p> + <p> + You reflect that he is worth twenty thousand dollars, and you incur no + risk by endorsing his note; you like to accommodate him, and you lend your + name without taking the precaution of getting security. Shortly after, he + shows you the note with your endorsement canceled, and tells you, probably + truly, "that he made the profit that he expected by the operation," you + reflect that you have done a good action, and the thought makes you feel + happy. By and by, the same thing occurs again and you do it again; you + have already fixed the impression in your mind that it is perfectly safe + to indorse his notes without security. + </p> + <p> + But the trouble is, this man is getting money too easily. He has only to + take your note to the bank, get it discounted and take the cash. He gets + money for the time being without effort; without inconvenience to himself. + Now mark the result. He sees a chance for speculation outside of his + business. A temporary investment of only $10,000 is required. It is sure + to come back before a note at the bank would be due. He places a note for + that amount before you. You sign it almost mechanically. Being firmly + convinced that your friend is responsible and trustworthy; you indorse his + notes as a "matter of course." + </p> + <p> + Unfortunately the speculation does not come to a head quite so soon as was + expected, and another $10,000 note must be discounted to take up the last + one when due. Before this note matures the speculation has proved an utter + failure and all the money is lost. Does the loser tell his friend, the + endorser, that he has lost half of his fortune? Not at all. He don't even + mention that he has speculated at all. But he has got excited; the spirit + of speculation has seized him; he sees others making large sums in this + way (we seldom hear of the losers), and, like other speculators, he "looks + for his money where he loses it." He tries again. endorsing notes has + become chronic with you, and at every loss he gets your signature for + whatever amount he wants. Finally you discover your friend has lost all of + his property and all of yours. You are overwhelmed with astonishment and + grief, and you say "it is a hard thing; my friend here has ruined me," + but, you should add, "I have also ruined him." If you had said in the + first place, "I will accommodate you, but I never indorse without taking + ample security," he could not have gone beyond the length of his tether, + and he would never have been tempted away from his legitimate business. It + is a very dangerous thing, therefore, at any time, to let people get + possession of money too easily; it tempts them to hazardous speculations, + if nothing more. Solomon truly said "he that hateth suretiship is sure." + </p> + <p> + So with the young man starting in business; let him understand the value + of money by earning it. When he does understand its value, then grease the + wheels a little in helping him to start business, but remember, men who + get money with too great facility cannot usually succeed. You must get the + first dollars by hard knocks, and at some sacrifice, in order to + appreciate the value of those dollars. + </p> + <p> + <a name="link2H_4_0015" id="link2H_4_0015"> + <!-- H2 anchor --> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + ADVERTISE YOUR BUSINESS + </h2> + <p> + We all depend, more or less, upon the public for our support. We all trade + with the public—lawyers, doctors, shoemakers, artists, blacksmiths, + showmen, opera stagers, railroad presidents, and college professors. Those + who deal with the public must be careful that their goods are valuable; + that they are genuine, and will give satisfaction. When you get an article + which you know is going to please your customers, and that when they have + tried it, they will feel they have got their money's worth, then let the + fact be known that you have got it. Be careful to advertise it in some + shape or other because it is evident that if a man has ever so good an + article for sale, and nobody knows it, it will bring him no return. In a + country like this, where nearly everybody reads, and where newspapers are + issued and circulated in editions of five thousand to two hundred + thousand, it would be very unwise if this channel was not taken advantage + of to reach the public in advertising. A newspaper goes into the family, + and is read by wife and children, as well as the head of the home; hence + hundreds and thousands of people may read your advertisement, while you + are attending to your routine business. Many, perhaps, read it while you + are asleep. The whole philosophy of life is, first "sow," then "reap." + That is the way the farmer does; he plants his potatoes and corn, and sows + his grain, and then goes about something else, and the time comes when he + reaps. But he never reaps first and sows afterwards. This principle + applies to all kinds of business, and to nothing more eminently than to + advertising. If a man has a genuine article, there is no way in which he + can reap more advantageously than by "sowing" to the public in this way. + He must, of course, have a really good article, and one which will please + his customers; anything spurious will not succeed permanently because the + public is wiser than many imagine. Men and women are selfish, and we all + prefer purchasing where we can get the most for our money and we try to + find out where we can most surely do so. + </p> + <p> + You may advertise a spurious article, and induce many people to call and + buy it once, but they will denounce you as an impostor and swindler, and + your business will gradually die out and leave you poor. This is right. + Few people can safely depend upon chance custom. You all need to have your + customers return and purchase again. A man said to me, "I have tried + advertising and did not succeed; yet I have a good article." + </p> + <p> + I replied, "My friend, there may be exceptions to a general rule. But how + do you advertise?" + </p> + <p> + "I put it in a weekly newspaper three times, and paid a dollar and a half + for it." I replied: "Sir, advertising is like learning—'a little is + a dangerous thing!'" + </p> + <p> + A French writer says that "The reader of a newspaper does not see the + first mention of an ordinary advertisement; the second insertion he sees, + but does not read; the third insertion he reads; the fourth insertion, he + looks at the price; the fifth insertion, he speaks of it to his wife; the + sixth insertion, he is ready to purchase, and the seventh insertion, he + purchases." Your object in advertising is to make the public understand + what you have got to sell, and if you have not the pluck to keep + advertising, until you have imparted that information, all the money you + have spent is lost. You are like the fellow who told the gentleman if he + would give him ten cents it would save him a dollar. "How can I help you + so much with so small a sum?" asked the gentleman in surprise. "I started + out this morning (hiccuped the fellow) with the full determination to get + drunk, and I have spent my only dollar to accomplish the object, and it + has not quite done it. Ten cents worth more of whiskey would just do it, + and in this manner I should save the dollar already expended." + </p> + <p> + So a man who advertises at all must keep it up until the public know who + and what he is, and what his business is, or else the money invested in + advertising is lost. + </p> + <p> + Some men have a peculiar genius for writing a striking advertisement, one + that will arrest the attention of the reader at first sight. This fact, of + course, gives the advertiser a great advantage. Sometimes a man makes + himself popular by an unique sign or a curious display in his window, + recently I observed a swing sign extending over the sidewalk in front of a + store, on which was the inscription in plain letters, + </p> + <p> + <a name="link2H_4_0016" id="link2H_4_0016"> + <!-- H2 anchor --> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + "DON'T READ THE OTHER SIDE" + </h2> + <p> + Of course I did, and so did everybody else, and I learned that the man had + made all independence by first attracting the public to his business in + that way and then using his customers well afterwards. + </p> + <p> + Genin, the hatter, bought the first Jenny Lind ticket at auction for two + hundred and twenty-five dollars, because he knew it would be a good + advertisement for him. "Who is the bidder?" said the auctioneer, as he + knocked down that ticket at Castle Garden. "Genin, the hatter," was the + response. Here were thousands of people from the Fifth avenue, and from + distant cities in the highest stations in life. "Who is 'Genin,' the + hatter?" they exclaimed. They had never heard of him before. The next + morning the newspapers and telegraph had circulated the facts from Maine + to Texas, and from five to ten millions off people had read that the + tickets sold at auction For Jenny Lind's first concert amounted to about + twenty thousand dollars, and that a single ticket was sold at two hundred + and twenty-five dollars, to "Genin, the hatter." Men throughout the + country involuntarily took off their hats to see if they had a "Genin" hat + on their heads. At a town in Iowa it was found that in the crowd around + the post office, there was one man who had a "Genin" hat, and he showed it + in triumph, although it was worn out and not worth two cents. "Why," one + man exclaimed, "you have a real 'Genin' hat; what a lucky fellow you are." + Another man said, "Hang on to that hat, it will be a valuable heir-loom in + your family." Still another man in the crowd who seemed to envy the + possessor of this good fortune, said, "Come, give us all a chance; put it + up at auction!" He did so, and it was sold as a keepsake for nine dollars + and fifty cents! What was the consequence to Mr. Genin? He sold ten + thousand extra hats per annum, the first six years. Nine-tenths of the + purchasers bought of him, probably, out of curiosity, and many of them, + finding that he gave them an equivalent for their money, became his + regular customers. This novel advertisement first struck their attention, + and then, as he made a good article, they came again. + </p> + <p> + Now I don't say that everybody should advertise as Mr. Genin did. But I + say if a man has got goods for sale, and he don't advertise them in some + way, the chances are that some day the sheriff will do it for him. Nor do + I say that everybody must advertise in a newspaper, or indeed use + "printers' ink" at all. On the contrary, although that article is + indispensable in the majority of cases, yet doctors and clergymen, and + sometimes lawyers and some others, can more effectually reach the public + in some other manner. But it is obvious, they must be known in some way, + else how could they be supported? + </p> + <p> + <a name="link2H_4_0017" id="link2H_4_0017"> + <!-- H2 anchor --> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + BE POLITE AND KIND TO YOUR CUSTOMERS + </h2> + <p> + Politeness and civility are the best capital ever invested in business. + Large stores, gilt signs, flaming advertisements, will all prove + unavailing if you or your employees treat your patrons abruptly. The truth + is, the more kind and liberal a man is, the more generous will be the + patronage bestowed upon him. "Like begets like." The man who gives the + greatest amount of goods of a corresponding quality for the least sum + (still reserving for himself a profit) will generally succeed best in the + long run. This brings us to the golden rule, "As ye would that men should + do to you, do ye also to them" and they will do better by you than if you + always treated them as if you wanted to get the most you could out of them + for the least return. Men who drive sharp bargains with their customers, + acting as if they never expected to see them again, will not be mistaken. + They will never see them again as customers. People don't like to pay and + get kicked also. + </p> + <p> + One of the ushers in my Museum once told me he intended to whip a man who + was in the lecture-room as soon as he came out. + </p> + <p> + "What for?" I inquired. + </p> + <p> + "Because he said I was no gentleman," replied the usher. + </p> + <p> + "Never mind," I replied, "he pays for that, and you will not convince him + you are a gentleman by whipping him. I cannot afford to lose a customer. + If you whip him, he will never visit the Museum again, and he will induce + friends to go with him to other places of amusement instead of this, and + thus you see, I should be a serious loser." + </p> + <p> + "But he insulted me," muttered the usher. + </p> + <p> + "Exactly," I replied, "and if he owned the Museum, and you had paid him + for the privilege of visiting it, and he had then insulted you, there + might be some reason in your resenting it, but in this instance he is the + man who pays, while we receive, and you must, therefore, put up with his + bad manners." + </p> + <p> + My usher laughingly remarked, that this was undoubtedly the true policy; + but he added that he should not object to an increase of salary if he was + expected to be abused in order to promote my interest. + </p> + <p> + <a name="link2H_4_0018" id="link2H_4_0018"> + <!-- H2 anchor --> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + BE CHARITABLE + </h2> + <p> + Of course men should be charitable, because it is a duty and a pleasure. + But even as a matter of policy, if you possess no higher incentive, you + will find that the liberal man will command patronage, while the sordid, + uncharitable miser will be avoided. + </p> + <p> + Solomon says: "There is that scattereth and yet increaseth; and there is + that withholdeth more than meet, but it tendeth to poverty." Of course the + only true charity is that which is from the heart. + </p> + <p> + The best kind of charity is to help those who are willing to help + themselves. Promiscuous almsgiving, without inquiring into the worthiness + of the applicant, is bad in every sense. But to search out and quietly + assist those who are struggling for themselves, is the kind that + "scattereth and yet increaseth." But don't fall into the idea that some + persons practice, of giving a prayer instead of a potato, and a + benediction instead of bread, to the hungry. It is easier to make + Christians with full stomachs than empty. + </p> + <p> + <a name="link2H_4_0019" id="link2H_4_0019"> + <!-- H2 anchor --> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + DON'T BLAB + </h2> + <p> + Some men have a foolish habit of telling their business secrets. If they + make money they like to tell their neighbors how it was done. Nothing is + gained by this, and ofttimes much is lost. Say nothing about your profits, + your hopes, your expectations, your intentions. And this should apply to + letters as well as to conversation. Goethe makes Mephistophilles say: + "Never write a letter nor destroy one." Business men must write letters, + but they should be careful what they put in them. If you are losing money, + be specially cautious and not tell of it, or you will lose your + reputation. + </p> + <p> + <a name="link2H_4_0020" id="link2H_4_0020"> + <!-- H2 anchor --> </a> + </p> + <div style="height: 4em;"> + <br /><br /><br /><br /> + </div> + <h2> + PRESERVE YOUR INTEGRITY + </h2> + <p> + It is more precious than diamonds or rubies. The old miser said to his + sons: "Get money; get it honestly if you can, but get money:" This advice + was not only atrociously wicked, but it was the very essence of stupidity: + It was as much as to say, "if you find it difficult to obtain money + honestly, you can easily get it dishonestly. Get it in that way." Poor + fool! Not to know that the most difficult thing in life is to make money + dishonestly! Not to know that our prisons are full of men who attempted to + follow this advice; not to understand that no man can be dishonest, + without soon being found out, and that when his lack of principle is + discovered, nearly every avenue to success is closed against him forever. + The public very properly shun all whose integrity is doubted. No matter + how polite and pleasant and accommodating a man may be, none of us dare to + deal with him if we suspect "false weights and measures." Strict honesty, + not only lies at the foundation of all success in life (financially), but + in every other respect. Uncompromising integrity of character is + invaluable. It secures to its possessor a peace and joy which cannot be + attained without it—which no amount of money, or houses and lands + can purchase. A man who is known to be strictly honest, may be ever so + poor, but he has the purses of all the community at his disposal—for + all know that if he promises to return what he borrows, he will never + disappoint them. As a mere matter of selfishness, therefore, if a man had + no higher motive for being honest, all will find that the maxim of Dr. + Franklin can never fail to be true, that "honesty is the best policy." + </p> + <p> + To get rich, is not always equivalent to being successful. "There are many + rich poor men," while there are many others, honest and devout men and + women, who have never possessed so much money as some rich persons + squander in a week, but who are nevertheless really richer and happier + than any man can ever be while he is a transgressor of the higher laws of + his being. + </p> + <p> + The inordinate love of money, no doubt, may be and is "the root of all + evil," but money itself, when properly used, is not only a "handy thing to + have in the house," but affords the gratification of blessing our race by + enabling its possessor to enlarge the scope of human happiness and human + influence. The desire for wealth is nearly universal, and none can say it + is not laudable, provided the possessor of it accepts its + responsibilities, and uses it as a friend to humanity. + </p> + <p> + The history of money-getting, which is commerce, is a history of + civilization, and wherever trade has flourished most, there, too, have art + and science produced the noblest fruits. In fact, as a general thing, + money-getters are the benefactors of our race. To them, in a great + measure, are we indebted for our institutions of learning and of art, our + academies, colleges and churches. It is no argument against the desire + for, or the possession of wealth, to say that there are sometimes misers + who hoard money only for the sake of hoarding and who have no higher + aspiration than to grasp everything which comes within their reach. As we + have sometimes hypocrites in religion, and demagogues in politics, so + there are occasionally misers among money-getters. These, however, are + only exceptions to the general rule. But when, in this country, we find + such a nuisance and stumbling block as a miser, we remember with gratitude + that in America we have no laws of primogeniture, and that in the due + course of nature the time will come when the hoarded dust will be + scattered for the benefit of mankind. To all men and women, therefore, do + I conscientiously say, make money honestly, and not otherwise, for + Shakespeare has truly said, "He that wants money, means, and content, is + without three good friends." + </p> + <p> + <br /><br /><br /><br /> + </p> +<pre xml:space="preserve"> + + + + + +End of Project Gutenberg's The Art of Money Getting, by P. T. Barnum + +*** END OF THIS PROJECT GUTENBERG EBOOK THE ART OF MONEY GETTING *** + +***** This file should be named 8581-h.htm or 8581-h.zip ***** +This and all associated files of various formats will be found in: + http://www.gutenberg.org/8/5/8/8581/ + +Produced by Wayne N. 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