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The Art of Money Getting or Golden Rules for Making Money

P. T. Barnum

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Title3 The Art of Money Getting or Gol"en ule for Making Money

Author3 P. T. Barnum

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The Art of Money Getting or Gol"en ule for Making Money

by P.T. Barnum

%n the @nite" tate, where we ha!e more lan" than people, it i not at

all "ifficult for peron in goo" health to make money. %n thicomparati!ely new fiel" there are o many a!enue of ucce open, omany !ocation which are not crow"e", that any peron of either e+ whoi willing, at leat for the time being, to engage in any repectableoccupation that offer, may fin" lucrati!e employment.

Thoe who really "eire to attain an in"epen"ence, ha!e only to ettheir min" upon it, an" a"opt the proper mean, a they "o in regar" toany other object which they wih to accomplih, an" the thing i eaily"one. But howe!er eay it may be foun" to make money, % ha!e no "oubtmany of my hearer will agree it i the mot "ifficult thing in theworl" to keep it. The roa" to wealth i, a #r. )ranklin truly ay, $a

plain a the roa" to the mill.$ %t conit imply in e+pen"ing lethan we earn that eem to be a !ery imple problem. Mr. Micawber, oneof thoe happy creation of the genial #icken, put the cae in atrong light when he ay that to ha!e annual income of twenty poun"per annum, an" pen" twenty poun" an" i+pence, i to be the motmierable of men wherea, to ha!e an income of only twenty poun", an"pen" but nineteen poun" an" i+pence i to be the happiet of mortal.Many of my rea"er may ay, $we un"ertan" thi3 thi i economy, an" weknow economy i wealth we know we canDt eat our cake an" keep it alo.$&et % beg to ay that perhap more cae of failure arie from mitakeon thi point than almot any other. The fact i, many people think theyun"ertan" economy when they really "o not.

True economy i miapprehen"e", an" people go through life withoutproperly comprehen"ing what that principle i. ?ne ay, $% ha!e anincome of o much, an" here i my neighbor who ha the ame yet e!eryyear he get omething ahea" an" % fall hort why i it % know allabout economy.$ -e think he "oe, but he "oe not. There are men whothink that economy conit in a!ing cheeeFparing an" can"leFen", incutting off two pence from the laun"reD bill an" "oing all ort oflittle, mean, "irty thing. Economy i not meanne. The mifortune i,alo, that thi cla of peron let their economy apply in only one"irection. They fancy they are o won"erfully economical in a!ing ahalfFpenny where they ought to pen" twopence, that they think they can

affor" to uan"er in other "irection. A few year ago, before keroeneoil wa "ico!ere" or thought of, one might top o!ernight at almot anyfarmerD houe in the agricultural "itrict an" get a !ery goo" upper,but after upper he might attempt to rea" in the ittingFroom, an" woul"fin" it impoible with the inefficient light of one can"le. Thehote, eeing hi "ilemma, woul" ay3 $%t i rather "ifficult to rea"here e!ening the pro!erb ay Dyou mut ha!e a hip at ea in or"er tobe able to burn two can"le at onceD we ne!er ha!e an e+tra can"lee+cept on e+tra occaion.$ Thee e+tra occaion occur, perhap, twicea year. %n thi way the goo" woman a!e fi!e, i+, or ten "ollar inthat time3 but the information which might be "eri!e" from ha!ing thee+tra light woul", of coure, far outweigh a ton of can"le.

But the trouble "oe not en" here. )eeling that he i o economical intallow can"ie, he think he can affor" to go freuently to the

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many of which are not neceary. Thi fale connote may freuently beeen in men of buine, an" in thoe intance it often run towritingFpaper. &ou fin" goo" buinemen who a!e all the ol" en!elopean" crap, an" woul" not tear a new heet of paper, if they coul" a!oi"it, for the worl". Thi i all !ery well they may in thi way a!e fi!eor ten "ollar a year, but being o economical Honly in note paperI,they think they can affor" to wate time to ha!e e+peni!e partie, an"

to "ri!e their carriage. Thi i an illutration of #r. )ranklinD$a!ing at the pigot an" wating at the bungFhole$ $penny wie an"poun" foolih.$ Punch in peaking of thi $one i"ea$ cla of peopleay $they are like the man who bought a penny herring for hi familyD"inner an" then hire" a coach an" four to take it home.$ % ne!er knew aman to uccee" by practiing thi kin" of economy.

True economy conit in alway making the income e+cee" the outFgo.(ear the ol" clothe a little longer if neceary "ipene with the newpair of glo!e men" the ol" "re3 li!e on plainer foo" if nee" be othat, un"er all circumtance, unle ome unforeeen acci"ent occur,there will be a margin in fa!or of the income. A penny here, an" a

"ollar there, place" at interet, goe on accumulating, an" in thi waythe "eire" reult i attaine". %t reuire ome training, perhap, toaccomplih thi economy, but when once ue" to it, you will fin" therei more atifaction in rational a!ing than in irrational pen"ing.-ere i a recipe which % recommen"3 % ha!e foun" it to work an e+cellentcure for e+tra!agance, an" epecially for mitaken economy3 (hen youfin" that you ha!e no urplu at the en" of the year, an" yet ha!e agoo" income, % a"!ie you to take a few heet of paper an" form theminto a book an" mark "own e!ery item of e+pen"iture. Pot it e!ery "ayor week in two column, one hea"e" $necearie$ or e!en $comfort$, an"the other hea"e" $lu+urie,$ an" you will fin" that the latter columnwill be "ouble, treble, an" freuently ten time greater than the

former. The real comfort of life cot but a mall portion of what motof u can earn. #r. )ranklin ay $it i the eye of other an" not ourown eye which ruin u. %f all the worl" were blin" e+cept myelf %houl" not care for fine clothe or furniture.$ %t i the fear of whatMr. Grun"y may ay that keep the noe of many worthy familie to thegrin"tone. %n America many peron like to repeat $we are all free an"eual,$ but it i a great mitake in more ene than one.

That we are born $free an" eual$ i a gloriou truth in one ene, yetwe are not all born eually rich, an" we ne!er hall be. ?ne may ay$there i a man who ha an income of fifty thouan" "ollar per annum,while % ha!e but one thouan" "ollar % knew that fellow when he wa

poor like myelf now he i rich an" think he i better than % am %will how him that % am a goo" a he i % will go an" buy a hore an"buggy no, % cannot "o that, but % will go an" hire one an" ri"e thiafternoon on the ame roa" that he "oe, an" thu pro!e to him that % ama goo" a he i.$

My frien", you nee" not take that trouble you can eaily pro!e that youare $a goo" a he i$ you ha!e only to beha!e a well a he "oe butyou cannot make anybo"y belie!e that you are rich a he i. Bei"e, ifyou put on thee $air,$ a"" wate your time an" pen" your money, yourpoor wife will be oblige" to crub her finger off at home, an" buy hertea two ounce at a time, an" e!erything ele in proportion, in or"er

that you may keep up $appearance,$ an", after all, "ecei!e nobo"y. ?nthe other han", Mr. mith may ay that her ne+tF"oor neighbor marrie"4ohnon for hi money, an" $e!erybo"y ay o.$ he ha a nice oneF

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imitation one, an" he will it in a pew right ne+t to her neighbor inchurch, in or"er to pro!e that he i her eual.

My goo" woman, you will not get ahea" in the worl", if your !anity an"en!y thu take the lea". %n thi country, where we belie!e the majorityought to rule, we ignore that principle in regar" to fahion, an" let ahan"ful of people, calling themel!e the aritocracy, run up a fale

tan"ar" of perfection, an" in en"ea!oring to rie to that tan"ar", wecontantly keep ourel!e poor all the time "igging away for the akeof outi"e appearance. -ow much wier to be a $law unto ourel!e$ an"ay, $we will regulate our outFgo by our income, an" lay up omethingfor a rainy "ay.$ People ought to be a enible on the ubject ofmoneyFgetting a on any other ubject. >ike caue pro"uce likeeffect. &ou cannot accumulate a fortune by taking the roa" that lea"to po!erty. %t nee" no prophet to tell u that thoe who li!e fully upto their mean, without any thought of a re!ere in thi life, can ne!erattain a pecuniary in"epen"ence.

Men an" women accutome" to gratify e!ery whim an" caprice, will fin" it

har", at firt, to cut "own their !ariou unneceary e+pene, an" willfeel it a great elfF"enial to li!e in a maller houe than they ha!ebeen accutome" to, with le e+peni!e furniture, le company, lecotly clothing, fewer er!ant, a le number of ball, partie,theaterFgoing, carriageFri"ing, pleaure e+curion, cigarFmoking,liuorF"rinking, an" other e+tra!agance but, after all, if they willtry the plan of laying by a $netFegg,$ or, in other wor", a mall umof money, at interet or ju"iciouly in!ete" in lan", they will beurprie" at the pleaure to be "eri!e" from contantly a""ing to theirlittle $pile,$ a well a from all the economical habit which areengen"ere" by thi coure.

The ol" uit of clothe, an" the ol" bonnet an" "re, will anwer foranother eaon the Croton or pring water tate better than champagnea col" bath an" a brik walk will pro!e more e+hilarating than a ri"e inthe finet coach a ocial chat, an e!eningD rea"ing in the familycircle, or an hourD play of $hunt the lipper$ an" $blin" manD buff$will be far more pleaant than a fifty or fi!e hun"re" "ollar party,when the reflection on the "ifference in cot i in"ulge" in by thoewho begin to know the pleaure of a!ing. Thouan" of men are keptpoor, an" ten of thouan" are ma"e o after they ha!e acuire" uiteufficient to upport them well through life, in coneuence of layingtheir plan of li!ing on too broa" a platform. ome familie e+pen"twenty thouan" "ollar per annum, an" ome much more, an" woul"

carcely know how to li!e on le, while other ecure more oli"enjoyment freuently on a twentieth part of that amount. Properity i amore e!ere or"eal than a"!erity, epecially u""en properity. $Eaycome, eay go,$ i an ol" an" true pro!erb. A pirit of pri"e an"!anity, when permitte" to ha!e full way, i the un"ying cankerFwormwhich gnaw the !ery !ital of a manD worl"ly poeion, let them bemall or great, hun"re", or million. Many peron, a they begin toproper, imme"iately e+pan" their i"ea an" commence e+pen"ing forlu+urie, until in a hort time their e+pene wallow up their income,an" they become ruine" in their ri"iculou attempt to keep upappearance, an" make a $enation.$

% know a gentleman of fortune who ay, that when he firt began toproper, hi wife woul" ha!e a new an" elegant ofa. $That ofa,$ heay, $cot me thirty thouan" "ollar2$ (hen the ofa reache" the

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carpet an" table $to correpon"$ with them, an" o on through theentire tock of furniture when at lat it wa foun" that the houeitelf wa uite too mall an" ol"Ffahione" for the furniture, an" anew one wa built to correpon" with the new purchae $thu,$ a""e" myfrien", $umming up an outlay of thirty thouan" "ollar, caue" by thatingle ofa, an" a""ling on me, in the hape of er!ant, euipage, an"the neceary e+pene atten"ant upon keeping up a fine Detablihment,D

a yearly outlay of ele!en thouan" "ollar, an" a tight pinch at that3wherea, ten year ago, we li!e" with much more real comfort, becauewith much le care, on a many hun"re". The truth i,$ he continue",$that ofa woul" ha!e brought me to ine!itable bankruptcy, ha" not amot une+ample" title to properity kept me abo!e it, an" ha" % notchecke" the natural "eire to Dcut a "ahD.$

The foun"ation of ucce in life i goo" health3 that i the ubtratumfortune it i alo the bai of happine. A peron cannot accumulate afortune !ery well when he i ick. -e ha no ambition no incenti!e noforce. ?f coure, there are thoe who ha!e ba" health an" cannot helpit3 you cannot e+pect that uch peron can accumulate wealth, but there

are a great many in poor health who nee" not be o.

%f, then, oun" health i the foun"ation of ucce an" happine inlife, how important it i that we houl" tu"y the law of health, whichi but another e+preion for the law of nature2 The nearer we keep tothe law of nature, the nearer we are to goo" health, an" yet how manyperon there are who pay no attention to natural law, but abolutelytrangre them, e!en againt their own natural inclination. (e ought toknow that the $in of ignorance$ i ne!er winke" at in regar" to the!iolation of natureD law their infraction alway bring the penalty.A chil" may thrut it finger into the flame without knowing it willburn, an" o uffer, repentance, e!en, will not top the mart. Many of

our ancetor knew !ery little about the principle of !entilation. They"i" not know much about o+ygen, whate!er other $gin$ they might ha!ebeen acuainte" with an" coneuently they built their houe withlittle e!enFbyFnine feet be"room, an" thee goo" ol" piou Puritanwoul" lock themel!e up in one of thee cell, ay their prayer an" goto be". %n the morning they woul" "e!outly return thank for the$preer!ation of their li!e,$ "uring the night, an" nobo"y ha" betterreaon to be thankful. Probably ome big crack in the win"ow, or in the"oor, let in a little freh air, an" thu a!e" them.

Many peron knowingly !iolate the law of nature againt their betterimpule, for the ake of fahion. )or intance, there i one thing that

nothing li!ing e+cept a !ile worm e!er naturally lo!e", an" that itobacco yet how many peron there are who "eliberately train anunnatural appetite, an" o!ercome thi implante" a!erion for tobacco, touch a "egree that they get to lo!e it. They ha!e got hol" of apoionou, filthy wee", or rather that take a firm hol" of them. -ereare marrie" men who run about pitting tobacco juice on the carpet an"floor, an" ometime e!en upon their wi!e bei"e. They "o not kicktheir wi!e out of "oor like "runken men, but their wi!e, % ha!e no"oubt, often wih they were outi"e of the houe. Another periloufeature i that thi artificial appetite, like jealouy, $grow by whatit fee" on$ when you lo!e that which i unnatural, a tronger appetitei create" for the hurtful thing than the natural "eire for what i

harmle. There i an ol" pro!erb which ay that $habit i econ"nature,$ but an artificial habit i tronger than nature. Take forintance, an ol" tobaccoFchewer hi lo!e for the $ui"$ i tronger

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eaier than gi!e up the wee".

&oung la" regret that they are not men they woul" like to go to be"boy an" wake up men an" to accomplih thi they copy the ba" habit oftheir enior. >ittle Tommy an" 4ohnny ee their father or uncle mokea pipe, an" they ay, $%f % coul" only "o that, % woul" be a man toouncle 4ohn ha gone out an" left hi pipe of tobacco, let u try it.$

They take a match an" light it, an" then puff away. $(e will learn tomoke "o you like it 4ohnny$ That la" "olefully replie3 $ot !erymuch it tate bitter$ by an" by he grow pale, but he perit an"he oon offer up a acrifice on the altar of fahion but the boytick to it an" pere!ere until at lat they conuer their naturalappetite an" become the !ictim of acuire" tate.

% peak $by the book,$ for % ha!e notice" it effect on myelf, ha!inggone o far a to moke ten or fifteen cigar a "ay although % ha!e notue" the wee" "uring the lat fourteen year, an" ne!er hall again. Themore a man moke, the more he cra!e moking the lat cigar moke"imply e+cite the "eire for another, an" o on inceantly.

Take the tobaccoFchewer. %n the morning, when he get up, he put a ui"in hi mouth an" keep it there all "ay, ne!er taking it out e+cept toe+change it for a freh one, or when he i going to eat oh2 ye, atinter!al "uring the "ay an" e!ening, many a chewer take out the ui"an" hol" it in hi han" long enough to take a "rink, an" then pop itgoe back again. Thi imply pro!e that the appetite for rum i e!entronger than that for tobacco. (hen the tobaccoFchewer goe to yourcountry eat an" you how him your grapery an" fruit houe, an" thebeautie of your gar"en, when you offer him ome freh, ripe fruit, an"ay, $My frien", % ha!e got here the mot "eliciou apple, an" pear,an" peache, an" apricot % ha!e importe" them from pain, )rance an"

%talyFFjut ee thoe luciou grape there i nothing more "eliciounor more healthy than ripe fruit, o help yourelf % want to ee you"elight yourelf with thee thing$ he will roll the "ear ui" un"erhi tongue an" anwer, $o, % thank you, % ha!e got tobacco in mymouth.$ -i palate ha become narcotiJe" by the no+iou wee", an" he halot, in a great meaure, the "elicate an" en!iable tate for fruit.Thi how what e+peni!e, uele an" injuriou habit men will getinto. % peak from e+perience. % ha!e moke" until % tremble" like anapen leaf, the bloo" ruhe" to my hea", an" % ha" a palpitation of theheart which % thought wa heart "ieae, till % wa almot kille" withfright. (hen % conulte" my phyician, he ai" $break off tobaccouing.$ % wa not only injuring my health an" pen"ing a great "eal of

money, but % wa etting a ba" e+ample. % obeye" hi counel. o youngman in the worl" e!er looke" o beautiful, a he thought he "i", behin"a fifteen cent cigar or a meerchaum2

Thee remark apply with tenfol" force to the ue of into+icating"rink. To make money, reuire a clear brain. A man ha got to ee thattwo an" two make four he mut lay all hi plan with reflection an"forethought, an" cloely e+amine all the "etail an" the in an" out ofbuine. A no man can uccee" in buine unle he ha a brain toenable him to lay hi plan, an" reaon to gui"e him in their e+ecution,o, no matter how bountifully a man may be blee" with intelligence, ifthe brain i mu""le", an" hi ju"gment warpe" by into+icating "rink, it

i impoible for him to carry on buine uccefully. -ow many goo"opportunitie ha!e pae", ne!er to return, while a man wa ipping a$ocial gla,$ with hi frien"2 -ow many foolih bargain ha!e been

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!ictim think he i rich. -ow many important chance ha!e been put offuntil toFmorrow, an" then fore!er, becaue the wine cup ha thrown theytem into a tate of laitu"e, neutraliJing the energie o eentialto ucce in buine. *erily, $wine i a mocker.$ The ue ofinto+icating "rink a a be!erage, i a much an infatuation, a i themoking of opium by the Chinee, an" the former i uite a "etructi!eto the ucce of the buine man a the latter. %t i an unmitigate"

e!il, utterly in"efenible in the light of philoophy religion or goo"ene. %t i the parent of nearly e!ery other e!il in our country.

#?DT M%TAE &?@ *?CAT%?

The afet plan, an" the one mot ure of ucce for the young mantarting in life, i to elect the !ocation which i mot congenial tohi tate. Parent an" guar"ian are often uite too negligent inregar" to thi. %t !ery common for a father to ay, for e+ample3 $% ha!efi!e boy. % will make Billy a clergyman 4ohn a lawyer Tom a "octor,an" #ick a farmer.$ -e then goe into town an" look about to ee whathe will "o with ammy. -e return home an" ay $ammy, % ee watchF

making i a nice genteel buine % think % will make you a gol"mith.$-e "oe thi, regar"le of amD natural inclination, or geniu.

(e are all, no "oubt, born for a wie purpoe. There i a much"i!erity in our brain a in our countenance. ome are born naturalmechanic, while ome ha!e great a!erion to machinery. >et a "oJen boyof ten year get together, an" you will oon ober!e two or three are$whittling$ out ome ingeniou "e!ice working with lock or complicate"machinery. (hen they were but fi!e year ol", their father coul" fin" notoy to pleae them like a puJJle. They are natural mechanic but theother eight or nine boy ha!e "ifferent aptitu"e. % belong to thelatter cla % ne!er ha" the lightet lo!e for mechanim on the

contrary, % ha!e a ort of abhorrence for complicate" machinery. % ne!erha" ingenuity enough to whittle a ci"er tap o it woul" not leak. %ne!er coul" make a pen that % coul" write with, or un"ertan" theprinciple of a team engine. %f a man wa to take uch a boy a % wa,an" attempt to make a watchmaker of him, the boy might, after anapprenticehip of fi!e or e!en year, be able to take apart an" puttogether a watch but all through life he woul" be working up hill an"eiJing e!ery e+cue for lea!ing hi work an" i"ling away hi time.(atchmaking i repuli!e to him.

@nle a man enter upon the !ocation inten"e" for him by nature, an"bet uite" to hi peculiar geniu, he cannot uccee". % am gla" to

belie!e that the majority of peron "o fin" their right !ocation. &etwe ee many who ha!e mitaken their calling, from the blackmith up Hor"ownI to the clergyman. &ou will ee, for intance, that e+traor"inarylinguit the $learne" blackmith,$ who ought to ha!e been a teacher oflanguage an" you may ha!e een lawyer, "octor an" clergymen who werebetter fitte" by nature for the an!il or the laptone.

E>ECT T-E %G-T >?CAT%?

After ecuring the right !ocation, you mut be careful to elect theproper location. &ou may ha!e been cut out for a hotel keeper, an" theyay it reuire a geniu to $know how to keep a hotel.$ &ou might

con"uct a hotel like clockFwork, an" pro!i"e atifactorily for fi!ehun"re" guet e!ery "ay yet, if you houl" locate your houe in amall !illage where there i no railroa" communication or public tra!el,

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commence buine where there are alrea"y enough to meet all "eman" inthe ame occupation. % remember a cae which illutrate thi ubject.(hen % wa in >on"on in /:7:, % wa paing "own -olborn with an Englihfrien" an" came to the $penny how.$ They ha" immene cartoon outi"e,portraying the won"erful curioitie to be een $all for a penny.$ Beinga little in the $how line$ myelf, % ai" $let u go in here.$ (e oonfoun" ourel!e in the preence of the illutriou howman, an" he

pro!e" to be the harpet man in that line % ha" e!er met. -e tol" uome e+traor"inary torie in reference to hi bear"e" la"ie, hiAlbino, an" hi Arma"illo, which we coul" har"ly belie!e, but thoughtit $better to belie!e it than look after the proofD.$ -e finally begge"to call our attention to ome wa+ tatuary, an" howe" u a lot of the"irtiet an" filthiet wa+ figure imaginable. They looke" a if theyha" not een water ince the #eluge.

$(hat i there o won"erful about your tatuary$ % ake".

$% beg you not to peak o atirically,$ he replie", $ir, thee arenot Ma"am Tuau"D wa+ figure, all co!ere" with gilt an" tinel an"

imitation "iamon", an" copie" from engra!ing an" photograph. Mine,ir, were taken from life. (hene!er you look upon one of thoe figure,you may coni"er that you are looking upon the li!ing in"i!i"ual.$

Glancing caually at them, % aw one labele" $-enry *%%%,$ an" feeling alittle curiou upon eeing that it looke" like Cal!in E"on, the li!ingkeleton, % ai"3 $#o you call that D-enry the EighthD$ -e replie",$Certainly ir it wa taken from life at -ampton Court, by pecialor"er of hi majety on uch a "ay.$

-e woul" ha!e gi!en the hour of the "ay if % ha" reite" % ai",$E!erybo"y know that D-enry *%%%.D wa a great tout ol" king, an" that

figure i lean an" lank what "o you ay to that$

$(hy,$ he replie", $you woul" be lean an" lank yourelf if you at therea long a he ha.$

There wa no reiting uch argument. % ai" to my Englih frien", $>etu go out "o not tell him who % am % how the white feather he beatme.$

-e followe" u to the "oor, an" eeing the rabble in the treet, hecalle" out, $la"ie an" gentlemen, % beg to "raw your attention to therepectable character of my !iitor,$ pointing to u a we walke" away.

% calle" upon him a couple of "ay afterwar" tol" him who % wa, an"ai"3

$My frien", you are an e+cellent howman, but you ha!e electe" a ba"location.$

-e replie", $Thi i true, ir % feel that all my talent are thrownaway but what can % "o$

$&ou can go to America,$ % replie". $&ou can gi!e full play to yourfacultie o!er there you will fin" plenty of elbowroom in America %will engage you for two year after that you will be able to go on your

own account.$

-e accepte" my offer an" remaine" two year in my ew &ork Mueum. -e

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the ummer. ToF"ay he i worth i+ty thouan" "ollar, imply becaue heelecte" the right !ocation an" alo ecure" the proper location. Theol" pro!erb ay, $Three remo!e are a ba" a a fire,$ but when a mani in the fire, it matter but little how oon or how often he remo!e.

A*?%# #EBT

&oung men tarting in life houl" a!oi" running into "ebt. There icarcely anything that "rag a peron "own like "ebt. %t i a la!ihpoition to get in, yet we fin" many a young man, har"ly out of hi$teen,$ running in "ebt. -e meet a chum an" ay, $>ook at thi3 %ha!e got trute" for a new uit of clothe.$ -e eem to look upon theclothe a o much gi!en to him well, it freuently i o, but, if heuccee" in paying an" then get trute" again, he i a"opting a habitwhich will keep him in po!erty through life. #ebt rob a man of hielfFrepect, an" make him almot "epie himelf. Grunting an"groaning an" working for what he ha eaten up or worn out, an" now whenhe i calle" upon to pay up, he ha nothing to how for hi money thii properly terme" $working for a "ea" hore.$ % "o not peak of

merchant buying an" elling on cre"it, or of thoe who buy on cre"it inor"er to turn the purchae to a profit. The ol" Kuaker ai" to hifarmer on, $4ohn, ne!er get trute" but if thee get trute" foranything, let it be for Dmanure,D becaue that will help thee pay itback again.$

Mr. Beecher a"!ie" young men to get in "ebt if they coul" to a mallamount in the purchae of lan", in the country "itrict. $%f a youngman,$ he ay, $will only get in "ebt for ome lan" an" then getmarrie", thee two thing will keep him traight, or nothing will.$ Thimay be afe to a limite" e+tent, but getting in "ebt for what you eatan" "rink an" wear i to be a!oi"e". ome familie ha!e a foolih habit

of getting cre"it at $the tore,$ an" thu freuently purchae manything which might ha!e been "ipene" with.

%t i all !ery well to ay $% ha!e got trute" for i+ty "ay, an" if %"onDt ha!e the money the cre"itor will think nothing about it.$ There ino cla of people in the worl", who ha!e uch goo" memorie acre"itor. (hen the i+ty "ay run out, you will ha!e to pay. %f you "onot pay, you will break your promie, an" probably reort to afalehoo". &ou may make ome e+cue or get in "ebt elewhere to pay it,but that only in!ol!e you the "eeper.

A goo"Flooking, laJy young fellow, wa the apprentice boy, -oratio. -i

employer ai", $-oratio, "i" you e!er ee a nail$ $% F think F % Fha!e,$ he "rawle" out. $&ou mut ha!e met him then, for % am ure youne!er o!ertook one,$ ai" the $bo.$ &our cre"itor will meet you oro!ertake you an" ay, $ow, my young frien", you agree" to pay me youha!e not "one it, you mut gi!e me your note.$ &ou gi!e the note oninteret an" it commence working againt you $it i a "ea" hore.$ Thecre"itor goe to be" at night an" wake up in the morning better offthan when he retire" to be", becaue hi interet ha increae" "uringthe night, but you grow poorer while you are leeping, for the intereti accumulating againt you.

Money i in ome repect like fire it i a !ery e+cellent er!ant but

a terrible mater. (hen you ha!e it matering you when interet icontantly piling up againt you, it will keep you "own in the wortkin" of la!ery. But let money work for you, an" you ha!e the mot

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animate or inanimate that will work o faithfully a money when place"at interet, well ecure". %t work night an" "ay, an" in wet or "ryweather.

% wa born in the blueFlaw tate of Connecticut, where the ol" Puritanha" law o rigi" that it wa ai", $they fine" a man for kiing hiwife on un"ay.$ &et thee rich ol" Puritan woul" ha!e thouan" of

"ollar at interet, an" on atur"ay night woul" be worth a certainamount on un"ay they woul" go to church an" perform all the "utie ofa Chritian. ?n waking up on Mon"ay morning, they woul" fin" themel!econi"erably richer than the atur"ay night pre!iou, imply becauetheir money place" at interet ha" worke" faithfully for them all "ayun"ay, accor"ing to law2

#o not let it work againt you if you "o there i no chance for uccein life o far a money i concerne". 4ohn an"olph, the eccentric*irginian, once e+claime" in Congre, $Mr. peaker, % ha!e "ico!ere"the philoopherD tone3 pay a you go.$ Thi i, in"ee", nearer to thephiloopherD tone than any alchemit ha e!er yet arri!e".

PEE*EE

(hen a man i in the right path, he mut pere!ere. % peak of thibecaue there are ome peron who are $born tire"$ naturally laJy an"poeing no elfFreliance an" no pere!erance. But they can culti!atethee ualitie, a #a!y Crockett ai"3

$Thi thing remember, when % am "ea"3 Be ure you are right, then goahea".$

%t i thi goFahea"iti!ene, thi "etermination not to let the

$horror$ or the $blue$ take poeion of you, o a to make you rela+your energie in the truggle for in"epen"ence, which you mutculti!ate.

-ow many ha!e almot reache" the goal of their ambition, but, loingfaith in themel!e, ha!e rela+e" their energie, an" the gol"en priJeha been lot fore!er.

%t i, no "oubt, often true, a hakepeare ay3

$There i a ti"e in the affair of men, (hich, taken at the floo", lea"on to fortune.$

%f you heitate, ome bol"er han" will tretch out before you an" getthe priJe. emember the pro!erb of olomon3 $-e becometh poor that"ealeth with a lack han" but the han" of the "iligent maketh rich.$

Pere!erance i ometime but another wor" for elfFreliance. Manyperon naturally look on the "ark i"e of life, an" borrow trouble.They are born o. Then they ak for a"!ice, an" they will be go!erne" byone win" an" blown by another, an" cannot rely upon themel!e. @ntilyou can get o that you can rely upon yourelf, you nee" not e+pect touccee".

% ha!e known men, peronally, who ha!e met with pecuniary re!ere, an"abolutely committe" uici"e, becaue they thought they coul" ne!ero!ercome their mifortune. But % ha!e known other who ha!e met more

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pere!erance, ai"e" by a firm belief that they were "oing jutly, an"that Pro!i"ence woul" $o!ercome e!il with goo".$ &ou will ee thiillutrate" in any phere of life.

Take two general both un"ertan" military tactic, both e"ucate" at(et Point, if you pleae, both eually gifte" yet one, ha!ing thiprinciple of pere!erance, an" the other lacking it, the former will

uccee" in hi profeion, while the latter will fail. ?ne may hear thecry, $the enemy are coming, an" they ha!e got cannon.$

$Got cannon$ ay the heitating general.

$&e.$

$Then halt e!ery man.$

-e want time to reflect hi heitation i hi ruin the enemy paeunmolete", or o!erwhelm him while on the other han", the general ofpluck, pere!erance an" elfFreliance, goe into battle with a will,

an", ami" the clah of arm, the booming of cannon, the hriek of thewoun"e", an" the moan of the "ying, you will ee thi man pere!ering,going on, cutting an" lahing hi way through with unwa!ering"etermination, inpiring hi ol"ier to "ee" of fortitu"e, !alor, an"triumph.

(-ATE*E &?@ #?, #? %T (%T- A>> &?@ M%G-T

(ork at it, if neceary, early an" late, in eaon an" out of eaon,not lea!ing a tone unturne", an" ne!er "eferring for a ingle hour thatwhich can be "one jut a well now. The ol" pro!erb i full of truth an"meaning, $(hate!er i worth "oing at all, i worth "oing well.$ Many a

man acuire a fortune by "oing hi buine thoroughly, while hineighbor remain poor for life, becaue he only half "oe it. Ambition,energy, in"utry, pere!erance, are in"ipenable reuiite for uccein buine.

)ortune alway fa!or the bra!e, an" ne!er help a man who "oe not helphimelf. %t wonDt "o to pen" your time like Mr. Micawber, in waitingfor omething to $turn up.$ To uch men one of two thing uually $turnup3$ the poorhoue or the jail for i"lene bree" ba" habit, an"clothe a man in rag. The poor pen"thrift !agabon" ay to a rich man3

$% ha!e "ico!ere" there i enough money in the worl" for all of u, if

it wa eually "i!i"e" thi mut be "one, an" we hall all be happytogether.$

$But,$ wa the repone, $if e!erybo"y wa like you, it woul" be pentin two month, an" what woul" you "o then$

$?h2 "i!i"e again keep "i!i"ing, of coure2$

% wa recently rea"ing in a >on"on paper an account of a likephiloophic pauper who wa kicke" out of a cheap boar"ingFhoue becauehe coul" not pay hi bill, but he ha" a roll of paper ticking out ofhi coat pocket, which, upon e+amination, pro!e" to be hi plan for

paying off the national "ebt of Englan" without the ai" of a penny.People ha!e got to "o a Cromwell ai"3 $not only trut in Pro!i"ence,but keep the pow"er "ry.$ #o your part of the work, or you cannot

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one of hi fatigue" follower remark3 $% will looe my camel, an" trutit to Go"2$ $o, no, not o,$ ai" the prophet, $tie thy camel, an"trut it to Go"2$ #o all you can for yourel!e, an" then trut toPro!i"ence, or luck, or whate!er you pleae to call it, for the ret.

#EPE# @P? &?@ ?( PE?A> ELET%?.

The eye of the employer i often worth more than the han" of a "oJenemployee. %n the nature of thing, an agent cannot be o faithful tohi employer a to himelf. Many who are employer will call to min"intance where the bet employee ha!e o!erlooke" important pointwhich coul" not ha!e ecape" their own ober!ation a a proprietor. oman ha a right to e+pect to uccee" in life unle he un"ertan" hibuine, an" nobo"y can un"ertan" hi buine thoroughly unle helearn it by peronal application an" e+perience. A man may be amanufacturer3 he ha got to learn the many "etail of hi buineperonally he will learn omething e!ery "ay, an" he will fin" he willmake mitake nearly e!ery "ay. An" thee !ery mitake are help to himin the way of e+perience if he but hee" them. -e will be like the

&ankee tinFpe""ler, who, ha!ing been cheate" a to uality in thepurchae of hi merchan"ie, ai"3 $All right, thereD a littleinformation to be gaine" e!ery "ay % will ne!er be cheate" in that wayagain.$ Thu a man buy hi e+perience, an" it i the bet kin" if notpurchae" at too "ear a rate.

% hol" that e!ery man houl", like Cu!ier, the )rench naturalit,thoroughly know hi buine. o proficient wa he in the tu"y ofnatural hitory, that you might bring to him the bone, or e!en a ectionof a bone of an animal which he ha" ne!er een "ecribe", an", reaoningfrom analogy, he woul" be able to "raw a picture of the object fromwhich the bone ha" been taken. ?n one occaion hi tu"ent attempte" to

"ecei!e him. They rolle" one of their number in a cow kin an" put himun"er the profeorD table a a new pecimen. (hen the philoopher cameinto the room, ome of the tu"ent ake" him what animal it wa.u""enly the animal ai" $% am the "e!il an" % am going to eat you.$ %twa but natural that Cu!ier houl" "eire to claify thi creature, an"e+amining it intently, he ai"3

$#i!i"e" hoof gramini!orou2 %t cannot be "one.$

-e knew that an animal with a plit hoof mut li!e upon gra an" grain,or other kin" of !egetation, an" woul" not be incline" to eat fleh,"ea" or ali!e, o he coni"ere" himelf perfectly afe. The poeion

of a perfect knowle"ge of your buine i an abolute neceity inor"er to inure ucce.

Among the ma+im of the el"er othchil" wa one, all apparent para"o+3$Be cautiou an" bol".$ Thi eem to be a contra"iction in term, butit i not, an" there i great wi"om in the ma+im. %t i, in fact, acon"ene" tatement of what % ha!e alrea"y ai". %t i to ay $you mute+ercie your caution in laying your plan, but be bol" in carrying themout.$ A man who i all caution, will ne!er "are to take hol" an" beucceful an" a man who i all bol"ne, i merely reckle, an" mute!entually fail. A man may go on $Dchange$ an" make fifty, or onehun"re" thouan" "ollar in peculating in tock, at a ingle

operation. But if he ha imple bol"ne without caution, it i merechance, an" what he gain toF"ay he will loe toFmorrow. &ou mut ha!eboth the caution an" the bol"ne, to inure ucce.

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The othchil" ha!e another ma+im3 $e!er ha!e anything to "o with anunlucky man or place.$ That i to ay, ne!er ha!e anything to "o with aman or place which ne!er uccee", becaue, although a man may appear tobe honet an" intelligent, yet if he trie thi or that thing an" alwayfail, it i on account of ome fault or infirmity that you may not beable to "ico!er but ne!erthele which mut e+it.

There i no uch thing in the worl" a luck. There ne!er wa a man whocoul" go out in the morning an" fin" a pure full of gol" in the treettoF"ay, an" another toFmorrow, an" o on, "ay after "ay3 -e may "o oonce in hi life but o far a mere luck i concerne", he i a liableto loe it a to fin" it. $>ike caue pro"uce like effect.$ %f a mana"opt the proper metho" to be ucceful, $luck$ will not pre!ent him.%f he "oe not uccee", there are reaon for it, although, perhap, hemay not be able to ee them.

@E T-E BET T??>

Men in engaging employee houl" be careful to get the bet. @n"ertan",

you cannot ha!e too goo" tool to work with, an" there i no tool youhoul" be o particular about a li!ing tool. %f you get a goo" one, iti better to keep him, than keep changing. -e learn omething e!ery"ay an" you are benefite" by the e+perience he acuire. -e i worthmore to you thi year than lat, an" he i the lat man to part with,pro!i"e" hi habit are goo", an" he continue faithful. %f, a he getmore !aluable, he "eman" an e+orbitant increae of alary on theuppoition that you canDt "o without him, let him go. (hene!er % ha!euch an employee, % alway "icharge him firt, to con!ince him thathi place may be upplie", an" econ", becaue he i goo" for nothing ifhe think he i in!aluable an" cannot be pare".

But % woul" keep him, if poible, in or"er to profit from the reult ofhi e+perience. An important element in an employee i the brain. &oucan ee bill up, $-an" (ante",$ but $han"$ are not worth a great "ealwithout $hea".$ Mr. Beecher illutrate thi, in thi wie3

An employee offer hi er!ice by a!ing, $% ha!e a pair of han" an"one of my finger think.$ $That i !ery goo",$ ay the employer.Another man come along, an" ay $he ha two finger that think.$ $Ah2that i better.$ But a thir" call in an" ay that $all hi finger an"thumb think.$ That i better till. )inally another tep in an" ay,$% ha!e a brain that think % think all o!er % am a thinking a wella a working man2$ $&ou are the man % want,$ ay the "elighte"

employer.

Thoe men who ha!e brain an" e+perience are therefore the mot !aluablean" not to be rea"ily parte" with it i better for them, a well ayourelf, to keep them, at reaonable a"!ance in their alarie fromtime to time.

#?DT GET AB?*E &?@ B@%E

&oung men after they get through their buine training, orapprenticehip, intea" of puruing their a!ocation an" riing in theirbuine, will often lie about "oing nothing. They ay $% ha!e learne"

my buine, but % am not going to be a hireling what i the object oflearning my tra"e or profeion, unle % etablih myelfD$

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$o, but % am going to ha!e it.$

$-ow are you going to get it$

$% will tell you confi"entially % ha!e a wealthy ol" aunt, an" he will"ie pretty oon but if he "oe not, % e+pect to fin" ome rich ol" man

who will len" me a few thouan" to gi!e me a tart. %f % only get themoney to tart with % will "o well.$

There i no greater mitake than when a young man belie!e he willuccee" with borrowe" money. (hy Becaue e!ery manD e+periencecoinci"e with that of Mr. Ator, who ai", $it wa more "ifficult forhim to accumulate hi firt thouan" "ollar, than all the uccee"ingmillion that ma"e up hi coloal fortune.$ Money i goo" for nothingunle you know the !alue of it by e+perience. Gi!e a boy twentythouan" "ollar an" put him in buine, an" the chance are that hewill loe e!ery "ollar of it before he i a year ol"er. >ike buying aticket in the lottery an" "rawing a priJe, it i $eay come, eay go.$

-e "oe not know the !alue of it nothing i worth anything, unle itcot effort. (ithout elfF"enial an" economy patience an"pere!erance, an" commencing with capital which you ha!e not earne", youare not ure to uccee" in accumulating. &oung men, intea" of $waitingfor "ea" menD hoe,$ houl" be up an" "oing, for there i no cla ofperon who are o unaccommo"ating in regar" to "ying a thee rich ol"people, an" it i fortunate for the e+pectant heir that it i o. ineout of ten of the rich men of our country toF"ay, tarte" out in life apoor boy, with "etermine" will, in"utry, pere!erance, economy an"goo" habit. They went on gra"ually, ma"e their own money an" a!e" itan" thi i the bet way to acuire a fortune. tephen Girar" tarte"life a a poor cabin boy, an" "ie" worth nine million "ollar. A.T.

tewart wa a poor %rih boy an" he pai" ta+e on a million an" a half"ollar of income, per year. 4ohn 4acob Ator wa a poor farmer boy, an""ie" worth twenty million. Corneliu *an"erbilt began life rowing aboat from taten %lan" to ew &ork he preente" our go!ernment with ateamhip worth a million of "ollar, an" "ie" worth fifty million.$There i no royal roa" to learning,$ ay the pro!erb, an" % may ay iti eually true, $there i no royal roa" to wealth.$ But % think therei a royal roa" to both. The roa" to learning i a royal one the roa"that enable the tu"ent to e+pan" hi intellect an" a"" e!ery "ay tohi tock of knowle"ge, until, in the pleaant proce of intellectualgrowth, he i able to ol!e the mot profoun" problem, to count thetar, to analyJe e!ery atom of the globe, an" to meaure the firmament

thi i a regal highway, an" it i the only roa" worth tra!eling.

o in regar" to wealth. Go on in confi"ence, tu"y the rule, an" abo!eall thing, tu"y human nature for $the proper tu"y of mankin" iman,$ an" you will fin" that while e+pan"ing the intellect an" themucle, your enlarge" e+perience will enable you e!ery "ay toaccumulate more an" more principal, which will increae itelf byinteret an" otherwie, until you arri!e at a tate of in"epen"ence. &ouwill fin", a a general thing, that the poor boy get rich an" the richboy get poor. )or intance, a rich man at hi "eceae, lea!e a largeetate to hi family. -i el"et on, who ha!e helpe" him earn hifortune, know by e+perience the !alue of money an" they take their

inheritance an" a"" to it. The eparate portion of the young chil"renare place" at interet, an" the little fellow are patte" on the hea",an" tol" a "oJen time a "ay, $you are rich you will ne!er ha!e to

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gol"en poon in your mouth.$ The young heir oon fin" out what thatmean he ha the finet "ree an" plaything he i cramme" withugar can"ie an" almot $kille" with kin"ne,$ an" he pae fromchool to chool, pette" an" flattere". -e become arrogant an"elfFconceite", abue hi teacher, an" carrie e!erything with a highhan". -e know nothing of the real !alue of money, ha!ing ne!er earne"any but he know all about the $gol"en poon$ buine. At college, he

in!ite hi poor fellowFtu"ent to hi room, where he $wine an" "ine$them. -e i cajole" an" caree", an" calle" a gloriou goo" follow,becaue he i o la!ih of hi money. -e gi!e hi game upper, "ri!ehi fat hore, in!ite hi chum to fete an" partie, "etermine" toha!e lot of $goo" time.$ -e pen" the night in frolic an""ebauchery, an" lea" off hi companion with the familiar ong, $wewonDt go home till morning.$ -e get them to join him in pulling "ownign, taking gate from their hinge an" throwing them into back yar"an" horeFpon". %f the police arret them, he knock them "own, itaken to the lockup, an" joyfully foot the bill.

$Ah2 my boy,$ he crie, $what i the ue of being rich, if you canDt

enjoy yourelf$

-e might more truly ay, $if you canDt make a fool of yourelf$ but hei $fat,$ hate low thing, an" "oenDt $ee it.$ &oung men loa"e""own with other peopleD money are almot ure to loe all they inherit,an" they acuire all ort of ba" habit which, in the majority ofcae, ruin them in health, pure an" character. %n thi country, onegeneration follow another, an" the poor of toF"ay are rich in the ne+tgeneration, or the thir". Their e+perience lea" them on, an" theybecome rich, an" they lea!e !at riche to their young chil"ren. Theechil"ren, ha!ing been reare" in lu+ury, are ine+perience" an" get pooran" after long e+perience another generation come on an" gather up

riche again in turn. An" thu $hitory repeat itelf,$ an" happy i hewho by litening to the e+perience of other a!oi" the rock an" hoalon which o many ha!e been wrecke".

$%n Englan", the buine make the man.$ %f a man in that country i amechanic or workingFman, he i not recogniJe" a a gentleman. ?n theoccaion of my firt appearance before Kueen *ictoria, the #uke of(ellington ake" me what phere in life General Tom ThumbD parent werein.

$-i father i a carpenter,$ % replie".

$?h2 % ha" hear" he wa a gentleman,$ wa the repone of -i Grace.

%n thi epublican country, the man make the buine. o matterwhether he i a blackmith, a hoemaker, a farmer, banker or lawyer, olong a hi buine i legitimate, he may be a gentleman. o any$legitimate$ buine i a "ouble bleing it help the man engage" init, an" alo help other. The )armer upport hi own family, but healo benefit the merchant or mechanic who nee" the pro"uct of hifarm. The tailor not only make a li!ing by hi tra"e, but he alobenefit the farmer, the clergyman an" other who cannot make their ownclothing. But all thee clae often may be gentlemen.

The great ambition houl" be to e+cel all other engage" in the ameoccupation.

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$% ha!e not yet "eci"e" which profeion % will follow. % yourprofeion full$

$The baement i much crow"e", but there i plenty of room upFtair,$wa the witty an" truthful reply.

o profeion, tra"e, or calling, i o!ercrow"e" in the upper tory.(here!er you fin" the mot honet an" intelligent merchant or banker, orthe bet lawyer, the bet "octor, the bet clergyman, the bethoemaker, carpenter, or anything ele, that man i mot ought for, an"ha alway enough to "o. A a nation, American are too uperficialFFthey are tri!ing to get rich uickly, an" "o not generally "o theirbuine a ubtantially an" thoroughly a they houl", but whoe!ere+cel all other in hi own line, if hi habit are goo" an" hiintegrity un"oubte", cannot fail to ecure abun"ant patronage, an" thewealth that naturally follow. >et your motto then alway be$E+celior,$ for by li!ing up to it there i no uch wor" a fail.

>EA ?MET-%G @E)@>

E!ery man houl" make hi on or "aughter learn ome ueful tra"e orprofeion, o that in thee "ay of changing fortune of being richtoF"ay an" poor tomorrow they may ha!e omething tangible to fall backupon. Thi pro!iion might a!e many peron from miery, who by omeune+pecte" turn of fortune ha!e lot all their mean.

>ET -?PE PE#?M%ATE, B@T BE ?T T?? *%%?A&

Many peron are alway kept poor, becaue they are too !iionary. E!eryproject look to them like certain ucce, an" therefore they keep

changing from one buine to another, alway in hot water, alway$un"er the harrow.$ The plan of $counting the chicken before they arehatche"$ i an error of ancient "ate, but it "oe not eem to impro!e byage.

#? ?T CATTE &?@ P?(E

Engage in one kin" of buine only, an" tick to it faithfully untilyou uccee", or until your e+perience how that you houl" aban"on it.A contant hammering on one nail will generally "ri!e it home at lat,o that it can be clinche". (hen a manD un"i!i"e" attention i centere"on one object, hi min" will contantly be uggeting impro!ement of

!alue, which woul" ecape him if hi brain wa occupie" by a "oJen"ifferent ubject at once. Many a fortune ha lippe" through a manDfinger becaue he wa engage" in too many occupation at a time. Therei goo" ene in the ol" caution againt ha!ing too many iron in thefire at once.

BE &TEMAT%C

Men houl" be ytematic in their buine. A peron who "oe buineby rule, ha!ing a time an" place for e!erything, "oing hi workpromptly, will accomplih twice a much an" with half the trouble of himwho "oe it carelely an" lipho". By intro"ucing ytem into all your

tranaction, "oing one thing at a time, alway meeting appointmentwith punctuality, you fin" leiure for patime an" recreation whereathe man who only half "oe one thing, an" then turn to omething ele,

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know when hi "ayD work i "one, for it ne!er will be "one. ?f coure,there i a limit to all thee rule. (e mut try to preer!e the happyme"ium, for there i uch a thing a being too ytematic. There are menan" women, for intance, who put away thing o carefully that they canne!er fin" them again. %t i too much like the $re" tape$ formality at(ahington, an" Mr. #ickenD $Circumlocution ?ffice,$FFall theory an"no reult.

(hen the $Ator -oue$ wa firt tarte" in ew &ork city, it waun"oubte"ly the bet hotel in the country. The proprietor ha" learne" agoo" "eal in Europe regar"ing hotel, an" the lan"lor" were prou" ofthe rigi" ytem which per!a"e" e!ery "epartment of their greatetablihment. (hen twel!e oDclock at night ha" arri!e", an" there werea number of guet aroun", one of the proprietor woul" ay, $Touch thatbell, 4ohn$ an" in two minute i+ty er!ant, with a waterFbucket ineach han", woul" preent themel!e in the hall. $Thi,$ ai" thelan"lor", a""reing hi guet, $i our fireFbell it will how you weare uite afe here we "o e!erything ytematically.$ Thi wa beforethe Croton water wa intro"uce" into the city. But they ometime

carrie" their ytem too far. ?n one occaion, when the hotel wathronge" with guet, one of the waiter wa u""enly in"ipoe", an"although there were fifty waiter in the hotel, the lan"lor" thought hemut ha!e hi full complement, or hi $ytem$ woul" be interfere" with.4ut before "innerFtime, he ruhe" "own tair an" ai", $There mut beanother waiter, % am one waiter hort, what can % "o$ -e happene" toee $Boot,$ the %rihman. $Pat,$ ai" he, $wah your han" an" facetake that white apron an" come into the "iningFroom in fi!e minute.$Preently Pat appeare" a reuire", an" the proprietor ai"3 $ow Pat,you mut tan" behin" thee two chair, an" wait on the gentlemen whowill occupy them "i" you e!er act a a waiter$

$% know all about it, ure, but % ne!er "i" it.$

>ike the %rih pilot, on one occaion when the captain, thinking he waconi"erably out of hi coure, ake", $Are you certain you un"ertan"what you are "oing$

Pat replie", $ure an" % know e!ery rock in the channel.$

That moment, $bang$ thumpe" the !eel againt a rock.

$Ah2 beFjaber, an" that i one of Dem,$ continue" the pilot. But toreturn to the "iningFroom. $Pat,$ ai" the lan"lor", $here we "o

e!erything ytematically. &ou mut firt gi!e the gentlemen each aplate of oup, an" when they finih that, ak them what they will ha!ene+t.$

Pat replie", $Ah2 anD % un"ertan" parfectly the !artue of hytem.$

*ery oon in came the guet. The plate of oup were place" beforethem. ?ne of PatD two gentlemen ate hi oup the other "i" not carefor it. -e ai"3 $(aiter, take thi plate away an" bring me ome fih.$Pat looke" at the untate" plate of oup, an" remembering theintruction of the lan"lor" in regar" to $ytem,$ replie"3 $ot tillye ha!e ate yer upe2$

?f coure that wa carrying $ytem$ entirely too far.

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Alway take a trutworthy newpaper, an" thu keep thoroughly pote" inregar" to the tranaction of the worl". -e who i without a newpaperi cut off from hi pecie. %n thee "ay of telegraph an" team, manyimportant in!ention an" impro!ement in e!ery branch of tra"e are beingma"e, an" he who "onDt conult the newpaper will oon fin" himelf an"hi buine left out in the col".

BE(AE ?) $?@T%#E ?PEAT%?$

(e ometime ee men who ha!e obtaine" fortune, u""enly become poor.%n many cae, thi arie from intemperance, an" often from gaming, an"other ba" habit. )reuently it occur becaue a man ha been engage" in$outi"e operation,$ of ome ort. (hen he get rich in hi legitimatebuine, he i tol" of a gran" peculation where he can make a core ofthouan". -e i contantly flattere" by hi frien", who tell him thathe i born lucky, that e!erything he touche turn into gol". ow if heforget that hi economical habit, hi rectitu"e of con"uct an" aperonal attention to a buine which he un"ertoo", caue" hi ucce

in life, he will liten to the iren !oice. -e ay3

$% will put in twenty thouan" "ollar. % ha!e been lucky, an" my goo"luck will oon bring me back i+ty thouan" "ollar.$

A few "ay elape an" it i "ico!ere" he mut put in ten thouan""ollar more3 oon after he i tol" $it i all right,$ but certainmatter not foreeen, reuire an a"!ance of twenty thouan" "ollarmore, which will bring him a rich har!et but before the time comearoun" to realiJe, the bubble burt, he loe all he i poee" of,an" then he learn what he ought to ha!e known at the firt, thathowe!er ucceful a man may be in hi own buine, if he turn from

that an" engage ill a buine which he "onDt un"ertan", he i likeamon when horn of hi lock hi trength ha "eparte", an" he becomelike other men.

%f a man ha plenty of money, he ought to in!et omething in e!erythingthat appear to promie ucce, an" that will probably benefit mankin"but let the um thu in!ete" be mo"erate in amount, an" ne!er let aman foolihly jeopar"iJe a fortune that he ha earne" in a legitimateway, by in!eting it in thing in which he ha ha" no e+perience.

#?DT %#?E (%T-?@T EC@%T&

% hol" that no man ought e!er to in"ore a note or become ecurity, forany man, be it hi father or brother, to a greater e+tent than he canaffor" to loe an" care nothing about, without taking goo" ecurity.-ere i a man that i worth twenty thouan" "ollar he i "oing athri!ing manufacturing or mercantile tra"e you are retire" an" li!ingon your money he come to you an" ay3

$&ou are aware that % am worth twenty thouan" "ollar, an" "onDt owe a"ollar if % ha" fi!e thouan" "ollar in cah, % coul" purchae aparticular lot of goo" an" "ouble my money in a couple of month willyou in"ore my note for that amount$

&ou reflect that he i worth twenty thouan" "ollar, an" you incur norik by en"oring hi note you like to accommo"ate him, an" you len"your name without taking the precaution of getting ecurity. hortly

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you, probably truly, $that he ma"e the profit that he e+pecte" by theoperation,$ you reflect that you ha!e "one a goo" action, an" thethought make you feel happy. By an" by, the ame thing occur again an"you "o it again you ha!e alrea"y fi+e" the impreion in your min" thatit i perfectly afe to in"ore hi note without ecurity.

But the trouble i, thi man i getting money too eaily. -e ha only to

take your note to the bank, get it "icounte" an" take the cah. -e getmoney for the time being without effort without incon!enience tohimelf. ow mark the reult. -e ee a chance for peculation outi"eof hi buine. A temporary in!etment of only /6,666 i reuire". %ti ure to come back before a note at the bank woul" be "ue. -e place anote for that amount before you. &ou ign it almot mechanically. Beingfirmly con!ince" that your frien" i reponible an" trutworthy youin"ore hi note a a $matter of coure.$

@nfortunately the peculation "oe not come to a hea" uite o oon awa e+pecte", an" another /6,666 note mut be "icounte" to take up thelat one when "ue. Before thi note mature the peculation ha pro!e"

an utter failure an" all the money i lot. #oe the loer tell hifrien", the en"orer, that he ha lot half of hi fortune ot at all.-e "onDt e!en mention that he ha peculate" at all. But he ha gote+cite" the pirit of peculation ha eiJe" him he ee other makinglarge um in thi way Hwe el"om hear of the loerI, an", like otherpeculator, he $look for hi money where he loe it.$ -e trie again.en"oring note ha become chronic with you, an" at e!ery lo he getyour ignature for whate!er amount he want. )inally you "ico!er yourfrien" ha lot all of hi property an" all of your. &ou areo!erwhelme" with atonihment an" grief, an" you ay $it i a har"thing my frien" here ha ruine" me,$ but, you houl" a"", $% ha!e aloruine" him.$ %f you ha" ai" in the firt place, $% will accommo"ate

you, but % ne!er in"ore without taking ample ecurity,$ he coul" notha!e gone beyon" the length of hi tether, an" he woul" ne!er ha!e beentempte" away from hi legitimate buine. %t i a !ery "angerou thing,therefore, at any time, to let people get poeion of money tooeaily it tempt them to haJar"ou peculation, if nothing more.olomon truly ai" $he that hateth uretihip i ure.$

o with the young man tarting in buine let him un"ertan" the !alueof money by earning it. (hen he "oe un"ertan" it !alue, then greaethe wheel a little in helping him to tart buine, but remember, menwho get money with too great facility cannot uually uccee". &ou mutget the firt "ollar by har" knock, an" at ome acrifice, in or"er to

appreciate the !alue of thoe "ollar.

A#*ET%E &?@ B@%E

(e all "epen", more or le, upon the public for our upport. (e alltra"e with the publicFFlawyer, "octor, hoemaker, artit,blackmith, howmen, opera tager, railroa" prei"ent, an" collegeprofeor. Thoe who "eal with the public mut be careful that theirgoo" are !aluable that they are genuine, an" will gi!e atifaction.(hen you get an article which you know i going to pleae yourcutomer, an" that when they ha!e trie" it, they will feel they ha!egot their moneyD worth, then let the fact be known that you ha!e got

it. Be careful to a"!ertie it in ome hape or other becaue it ie!i"ent that if a man ha e!er o goo" an article for ale, an" nobo"yknow it, it will bring him no return. %n a country like thi, where

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in e"ition of fi!e thouan" to two hun"re" thouan", it woul" be !eryunwie if thi channel wa not taken a"!antage of to reach the public ina"!ertiing. A newpaper goe into the family, an" i rea" by wife an"chil"ren, a well a the hea" of the home hence hun"re" an" thouan"of people may rea" your a"!ertiement, while you are atten"ing to yourroutine buine. Many, perhap, rea" it while you are aleep. The wholephiloophy of life i, firt $ow,$ then $reap.$ That i the way the

farmer "oe he plant hi potatoe an" corn, an" ow hi grain, an"then goe about omething ele, an" the time come when he reap. But hene!er reap firt an" ow afterwar". Thi principle applie to allkin" of buine, an" to nothing more eminently than to a"!ertiing. %fa man ha a genuine article, there i no way in which he can reap morea"!antageouly than by $owing$ to the public in thi way. -e mut, ofcoure, ha!e a really goo" article, an" one which will pleae hicutomer anything puriou will not uccee" permanently becaue thepublic i wier than many imagine. Men an" women are elfih, an" we allprefer purchaing where we can get the mot for our money an" we try tofin" out where we can mot urely "o o.

&ou may a"!ertie a puriou article, an" in"uce many people to call an"buy it once, but they will "enounce you a an impotor an" win"ler, an"your buine will gra"ually "ie out an" lea!e you poor. Thi i right.)ew people can afely "epen" upon chance cutom. &ou all nee" to ha!eyour cutomer return an" purchae again. A man ai" to me, $% ha!etrie" a"!ertiing an" "i" not uccee" yet % ha!e a goo" article.$

% replie", $My frien", there may be e+ception to a general rule. Buthow "o you a"!ertie$

$% put it in a weekly newpaper three time, an" pai" a "ollar an" ahalf for it.$ % replie"3 $ir, a"!ertiing i like learningFFDa little

i a "angerou thing2D$

A )rench writer ay that $The rea"er of a newpaper "oe not ee thefirt mention of an or"inary a"!ertiement the econ" inertion heee, but "oe not rea" the thir" inertion he rea" the fourthinertion, he look at the price the fifth inertion, he peak of itto hi wife the i+th inertion, he i rea"y to purchae, an" thee!enth inertion, he purchae.$ &our object in a"!ertiing i to makethe public un"ertan" what you ha!e got to ell, an" if you ha!e not thepluck to keep a"!ertiing, until you ha!e imparte" that information, allthe money you ha!e pent i lot. &ou are like the fellow who tol" thegentleman if he woul" gi!e him ten cent it woul" a!e him a "ollar.

$-ow can % help you o much with o mall a um$ ake" the gentleman inurprie. $% tarte" out thi morning Hhiccupe" the fellowI with thefull "etermination to get "runk, an" % ha!e pent my only "ollar toaccomplih the object, an" it ha not uite "one it. Ten cent worthmore of whikey woul" jut "o it, an" in thi manner % houl" a!e the"ollar alrea"y e+pen"e".$

o a man who a"!ertie at all mut keep it up until the public know whoan" what he i, an" what hi buine i, or ele the money in!ete" ina"!ertiing i lot.

ome men ha!e a peculiar geniu for writing a triking a"!ertiement,

one that will arret the attention of the rea"er at firt ight. Thifact, of coure, gi!e the a"!ertier a great a"!antage. ometime a manmake himelf popular by an uniue ign or a curiou "iplay in hi

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front of a tore, on which wa the incription in plain letter,

$#?DT EA# T-E ?T-E %#E$

?f coure % "i", an" o "i" e!erybo"y ele, an" % learne" that the manha" ma"e all in"epen"ence by firt attracting the public to hi buinein that way an" then uing hi cutomer well afterwar".

Genin, the hatter, bought the firt 4enny >in" ticket at auction for twohun"re" an" twentyFfi!e "ollar, becaue he knew it woul" be a goo"a"!ertiement for him. $(ho i the bi""er$ ai" the auctioneer, a heknocke" "own that ticket at Catle Gar"en. $Genin, the hatter,$ wa therepone. -ere were thouan" of people from the )ifth a!enue, an" from"itant citie in the highet tation in life. $(ho i DGenin,D thehatter$ they e+claime". They ha" ne!er hear" of him before. The ne+tmorning the newpaper an" telegraph ha" circulate" the fact from Maineto Te+a, an" from fi!e to ten million off people ha" rea" that theticket ol" at auction )or 4enny >in"D firt concert amounte" to abouttwenty thouan" "ollar, an" that a ingle ticket wa ol" at two

hun"re" an" twentyFfi!e "ollar, to $Genin, the hatter.$ Men throughoutthe country in!oluntarily took off their hat to ee if they ha" a$Genin$ hat on their hea". At a town in %owa it wa foun" that in thecrow" aroun" the pot office, there wa one man who ha" a $Genin$ hat,an" he howe" it in triumph, although it wa worn out an" not worth twocent. $(hy,$ one man e+claime", $you ha!e a real DGeninD hat what alucky fellow you are.$ Another man ai", $-ang on to that hat, it willbe a !aluable heirFloom in your family.$ till another man in the crow"who eeme" to en!y the poeor of thi goo" fortune, ai", $Come, gi!eu all a chance put it up at auction2$ -e "i" o, an" it wa ol" a akeepake for nine "ollar an" fifty cent2 (hat wa the coneuence toMr. Genin -e ol" ten thouan" e+tra hat per annum, the firt i+

year. ineFtenth of the purchaer bought of him, probably, out ofcurioity, an" many of them, fin"ing that he ga!e them an eui!alent fortheir money, became hi regular cutomer. Thi no!el a"!ertiementfirt truck their attention, an" then, a he ma"e a goo" article, theycame again.

ow % "onDt ay that e!erybo"y houl" a"!ertie a Mr. Genin "i". But %ay if a man ha got goo" for ale, an" he "onDt a"!ertie them inome way, the chance are that ome "ay the heriff will "o it for him.or "o % ay that e!erybo"y mut a"!ertie in a newpaper, or in"ee" ue$printerD ink$ at all. ?n the contrary, although that article iin"ipenable in the majority of cae, yet "octor an" clergymen, an"

ometime lawyer an" ome other, can more effectually reach the publicin ome other manner. But it i ob!iou, they mut be known in ome way,ele how coul" they be upporte"

BE P?>%TE A# %# T? &?@ C@T?ME

Politene an" ci!ility are the bet capital e!er in!ete" in buine.>arge tore, gilt ign, flaming a"!ertiement, will all pro!euna!ailing if you or your employee treat your patron abruptly. Thetruth i, the more kin" an" liberal a man i, the more generou will bethe patronage betowe" upon him. $>ike beget like.$ The man who gi!ethe greatet amount of goo" of a correpon"ing uality for the leat

um Htill reer!ing for himelf a profitI will generally uccee" betin the long run. Thi bring u to the gol"en rule, $A ye woul" thatmen houl" "o to you, "o ye alo to them$ an" they will "o better by you

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coul" out of them for the leat return. Men who "ri!e harp bargainwith their cutomer, acting a if they ne!er e+pecte" to ee themagain, will not be mitaken. They will ne!er ee them again acutomer. People "onDt like to pay an" get kicke" alo.

?ne of the uher in my Mueum once tol" me he inten"e" to whip a manwho wa in the lectureFroom a oon a he came out.

$(hat for$ % inuire".

$Becaue he ai" % wa no gentleman,$ replie" the uher.

$e!er min",$ % replie", $he pay for that, an" you will not con!incehim you are a gentleman by whipping him. % cannot affor" to loe acutomer. %f you whip him, he will ne!er !iit the Mueum again, an" hewill in"uce frien" to go with him to other place of amuement intea"of thi, an" thu you ee, % houl" be a eriou loer.$

$But he inulte" me,$ muttere" the uher.

$E+actly,$ % replie", $an" if he owne" the Mueum, an" you ha" pai" himfor the pri!ilege of !iiting it, an" he ha" then inulte" you, theremight be ome reaon in your reenting it, but in thi intance he ithe man who pay, while we recei!e, an" you mut, therefore, put up withhi ba" manner.$

My uher laughingly remarke", that thi wa un"oubte"ly the true policybut he a""e" that he houl" not object to an increae of alary if hewa e+pecte" to be abue" in or"er to promote my interet.

BE C-A%TAB>E

?f coure men houl" be charitable, becaue it i a "uty an" a pleaure.But e!en a a matter of policy, if you poe no higher incenti!e, youwill fin" that the liberal man will comman" patronage, while the or"i",uncharitable mier will be a!oi"e".

olomon ay3 $There i that cattereth an" yet increaeth an" there ithat withhol"eth more than meet, but it ten"eth to po!erty.$ ?f courethe only true charity i that which i from the heart.

The bet kin" of charity i to help thoe who are willing to helpthemel!e. Promicuou almgi!ing, without inuiring into the

worthine of the applicant, i ba" in e!ery ene. But to earch outan" uietly ait thoe who are truggling for themel!e, i the kin"that $cattereth an" yet increaeth.$ But "onDt fall into the i"ea thatome peron practice, of gi!ing a prayer intea" of a potato, an" abene"iction intea" of brea", to the hungry. %t i eaier to makeChritian with full tomach than empty.

#?DT B>AB

ome men ha!e a foolih habit of telling their buine ecret. %f theymake money they like to tell their neighbor how it wa "one. othing igaine" by thi, an" ofttime much i lot. ay nothing about your

profit, your hope, your e+pectation, your intention. An" thi houl"apply to letter a well a to con!eration. Goethe make Mephitophilleay3 $e!er write a letter nor "etroy one.$ Buine men mut write

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loing money, be pecially cautiou an" not tell of it, or you will loeyour reputation.

PEE*E &?@ %TEG%T&

%t i more preciou than "iamon" or rubie. The ol" mier ai" to hion3 $Get money get it honetly if you can, but get money3$ Thi

a"!ice wa not only atrociouly wicke", but it wa the !ery eence oftupi"ity3 %t wa a much a to ay, $if you fin" it "ifficult to obtainmoney honetly, you can eaily get it "ihonetly. Get it in that way.$Poor fool2 ot to know that the mot "ifficult thing in life i to makemoney "ihonetly2 ot to know that our prion are full of men whoattempte" to follow thi a"!ice not to un"ertan" that no man can be"ihonet, without oon being foun" out, an" that when hi lack ofprinciple i "ico!ere", nearly e!ery a!enue to ucce i cloe"againt him fore!er. The public !ery properly hun all whoe integrityi "oubte". o matter how polite an" pleaant an" accommo"ating a manmay be, none of u "are to "eal with him if we upect $fale weightan" meaure.$ trict honety, not only lie at the foun"ation of all

ucce in life HfinanciallyI, but in e!ery other repect.@ncompromiing integrity of character i in!aluable. %t ecure to itpoeor a peace an" joy which cannot be attaine" without itFFwhich noamount of money, or houe an" lan" can purchae. A man who i known tobe trictly honet, may be e!er o poor, but he ha the pure of allthe community at hi "ipoalFFfor all know that if he promie toreturn what he borrow, he will ne!er "iappoint them. A a mere matterof elfihne, therefore, if a man ha" no higher moti!e for beinghonet, all will fin" that the ma+im of #r. )ranklin can ne!er fail tobe true, that $honety i the bet policy.$

To get rich, i not alway eui!alent to being ucceful. $There are

many rich poor men,$ while there are many other, honet an" "e!out menan" women, who ha!e ne!er poee" o much money a ome rich peronuan"er in a week, but who are ne!erthele really richer an" happierthan any man can e!er be while he i a trangreor of the higher lawof hi being.

The inor"inate lo!e of money, no "oubt, may be an" i $the root of alle!il,$ but money itelf, when properly ue", i not only a $han"y thingto ha!e in the houe,$ but affor" the gratification of bleing ourrace by enabling it poeor to enlarge the cope of human happinean" human influence. The "eire for wealth i nearly uni!eral, an" nonecan ay it i not lau"able, pro!i"e" the poeor of it accept it

reponibilitie, an" ue it a a frien" to humanity.

The hitory of moneyFgetting, which i commerce, i a hitory ofci!iliJation, an" where!er tra"e ha flourihe" mot, there, too, ha!eart an" cience pro"uce" the noblet fruit. %n fact, a a generalthing, moneyFgetter are the benefactor of our race. To them, in agreat meaure, are we in"ebte" for our intitution of learning an" ofart, our aca"emie, college an" churche. %t i no argument againt the"eire for, or the poeion of wealth, to ay that there are ometimemier who hoar" money only for the ake of hoar"ing an" who ha!e nohigher apiration than to grap e!erything which come within theirreach. A we ha!e ometime hypocrite in religion, an" "emagogue in

politic, o there are occaionally mier among moneyFgetter. Thee,howe!er, are only e+ception to the general rule. But when, in thicountry, we fin" uch a nuiance an" tumbling block a a mier, we

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primogeniture, an" that in the "ue coure of nature the time will comewhen the hoar"e" "ut will be cattere" for the benefit of mankin". Toall men an" women, therefore, "o % concientiouly ay, make moneyhonetly, an" not otherwie, for hakepeare ha truly ai", $-e thatwant money, mean, an" content, i without three goo" frien".$

En" of Project GutenbergD The Art of Money Getting, by P. T. Barnum

''' E# ?) T-E P?4ECT G@TEBEG EB?? T-E AT ?) M?E& GETT%G '''

Thi file houl" be name" barnm/6.t+t or barnm/6.JipCorrecte" E#%T%? of our eBook get a new @MBE, barnm//.t+t*E%? bae" on eparate ource get new >ETTE, barnm/6a.t+t

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