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+The Project Gutenberg EBook of The Art of Money Getting, by P. T. Barnum
+
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+
+Title: The Art of Money Getting
+       or Golden Rules for Making Money
+
+Author: P. T. Barnum
+
+Release Date: July, 2005 [EBook #8581]
+[Yes, we are more than one year ahead of schedule]
+[This file was first posted on July 25, 2003]
+[Date last updated: August 29, 2006]
+
+Edition: 10
+
+Language: English
+
+Character set encoding: ASCII
+
+*** START OF THE PROJECT GUTENBERG EBOOK THE ART OF MONEY GETTING ***
+
+
+
+
+Produced by Wayne N. Keyser in honor of his Parents,
+Clifton B. and Esther N. Keyser
+
+
+
+
+The Art of Money Getting or Golden Rules for Making Money
+
+by P.T. Barnum
+
+
+
+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.
+
+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.
+
+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.
+
+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.
+
+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.
+
+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."
+
+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.
+
+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.
+
+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.
+
+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."
+
+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'."
+
+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.
+
+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.
+
+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.
+
+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.
+
+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.
+
+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!
+
+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.
+
+DON'T MISTAKE YOUR VOCATION
+
+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.
+
+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.
+
+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.
+
+SELECT THE RIGHT LOCATION
+
+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.
+
+"What is there so wonderful about your statuary?" I asked.
+
+"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."
+
+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."
+
+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?"
+
+"Why," he replied, "you would be lean and lank yourself if you sat there
+as long as he has."
+
+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."
+
+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:
+
+"My friend, you are an excellent showman, but you have selected a bad
+location."
+
+He replied, "This is true, sir; I feel that all my talents are thrown
+away; but what can I do?"
+
+"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."
+
+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.
+
+AVOID DEBT
+
+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."
+
+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.
+
+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.
+
+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.
+
+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.
+
+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!
+
+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.
+
+PERSEVERE
+
+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:
+
+"This thing remember, when I am dead: Be sure you are right, then go
+ahead."
+
+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.
+
+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.
+
+It is, no doubt, often true, as Shakespeare says:
+
+"There is a tide in the affairs of men, Which, taken at the flood, leads
+on to fortune."
+
+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."
+
+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.
+
+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.
+
+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."
+
+"Got cannon?" says the hesitating general.
+
+"Yes."
+
+"Then halt every man."
+
+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.
+
+WHATEVER YOU DO, DO IT WITH ALL YOUR MIGHT
+
+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.
+
+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:
+
+"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."
+
+"But," was the response, "if everybody was like you, it would be spent
+in two months, and what would you do then?"
+
+"Oh! divide again; keep dividing, of course!"
+
+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.
+
+DEPEND UPON YOUR OWN PERSONAL EXERTIONS.
+
+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.
+
+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:
+
+"Divided hoof; graminivorous! It cannot be done."
+
+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.
+
+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.
+
+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.
+
+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.
+
+USE THE BEST TOOLS
+
+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.
+
+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:
+
+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.
+
+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.
+
+DON'T GET ABOVE YOUR BUSINESS
+
+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?'"
+
+"Have you capital to start with?"
+
+"No, but I am going to have it."
+
+"How are you going to get it?"
+
+"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."
+
+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.
+
+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.
+
+"Ah! my boys," he cries, "what is the use of being rich, if you can't
+enjoy yourself?"
+
+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.
+
+"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.
+
+"His father is a carpenter," I replied.
+
+"Oh! I had heard he was a gentleman," was the response of His Grace.
+
+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.
+
+The great ambition should be to excel all others engaged in the same
+occupation.
+
+The college-student who was about graduating, said to an old lawyer:
+
+"I have not yet decided which profession I will follow. Is your
+profession full?"
+
+"The basement is much crowded, but there is plenty of room up-stairs,"
+was the witty and truthful reply.
+
+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.
+
+LEARN SOMETHING USEFUL
+
+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.
+
+LET HOPE PREDOMINATE, BUT BE NOT TOO VISIONARY
+
+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.
+
+DO NOT SCATTER YOUR POWERS
+
+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.
+
+BE SYSTEMATIC
+
+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.
+
+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?"
+
+"I know all about it, sure, but I never did it."
+
+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?"
+
+Pat replied, "Sure and I knows every rock in the channel."
+
+That moment, "bang" thumped the vessel against a rock.
+
+"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."
+
+Pat replied, "Ah! an' I understand parfectly the vartues of shystem."
+
+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!"
+
+Of course that was carrying "system" entirely too far.
+
+READ THE NEWSPAPERS
+
+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.
+
+BEWARE OF "OUTSIDE OPERATIONS"
+
+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:
+
+"I will put in twenty thousand dollars. I have been lucky, and my good
+luck will soon bring me back sixty thousand dollars."
+
+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.
+
+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.
+
+DON'T INDORSE WITHOUT SECURITY
+
+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:
+
+"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?"
+
+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.
+
+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."
+
+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."
+
+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.
+
+ADVERTISE YOUR BUSINESS
+
+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.
+
+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."
+
+I replied, "My friend, there may be exceptions to a general rule. But
+how do you advertise?"
+
+"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!'"
+
+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."
+
+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.
+
+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,
+
+"DON'T READ THE OTHER SIDE"
+
+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.
+
+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.
+
+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?
+
+BE POLITE AND KIND TO YOUR CUSTOMERS
+
+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.
+
+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.
+
+"What for?" I inquired.
+
+"Because he said I was no gentleman," replied the usher.
+
+"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."
+
+"But he insulted me," muttered the usher.
+
+"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."
+
+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.
+
+BE CHARITABLE
+
+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.
+
+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.
+
+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.
+
+DON'T BLAB
+
+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.
+
+PRESERVE YOUR INTEGRITY
+
+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."
+
+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.
+
+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.
+
+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."
+
+
+
+
+
+End of Project Gutenberg's The Art of Money Getting, by P. T. Barnum
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