Even a few weeks' or months' drill of the rawest and roughest recruits in the late Civil War so straightened and dignified stooping and uncouth soldiers, and made them manly, erect, and courteous in their bearing, that their own friends scarcely knew them. If this change is so marked in the youth who has grown to maturity, what a miracle is possible in the lad who is taken early and put under a course of drill and systematic training, both physical, mental, and moral! How often a man who is in the penitentiary, in the poorhouse, or among the tramps, or living out a miserable existence in the slums of our cities, rough, slovenly, has slumbering within the rags possibilities which would have developed him into a magnificent man, an ornament to the human race instead of a foul blot and ugly scar, had he only been fortunate enough early in life to have enjoyed the benefits of efficient and systematic training!

Laziness begins in cobwebs and ends in iron chains. Edison described his repeated efforts to make the phonograph reproduce an aspirated sound, and added: "From eighteen to twenty hours a day for the last seven months I have worked on this single word 'specia.' I said into the phonograph 'specia, specia, specia,' but the instrument responded 'pecia, pecia, pecia.' It was enough to drive one mad. But I held firm, and I have succeeded."

The road to distinction must be paved with years of self-denial and hard work.

Horace Mann, the great author of the common school system of Massachusetts, was a remarkable example of that pluck and patience which can work and wait. His only inheritance was poverty and hard work. But he had an unquenchable thirst for knowledge and a determination to get on in the world. He braided straw to earn money to buy books for which his soul thirsted.

Gladstone was bound to win. Although he had spent many years of preparation for his life work, in spite of the consciousness of marvelous natural endowments which would have been deemed sufficient by many young men, and notwithstanding he had gained the coveted prize of a seat in Parliament, yet he decided to make himself master of the situation; and amid all his public and private duties, he not only spent eleven terms more in the study of the law, but also studied Greek constantly and read every well-written book or paper he could obtain, so determined was he that his life should be rounded out to its fullest measure, and that his mind should have broad and liberal culture.

Ole Bull said: "If I practise one day, I can see the result; if I practise two days, my friends can see it; if I practise three days, the great public can see it."

The habit of seizing every bit of knowledge, no matter how insignificant it may seem at the time, every opportunity, every occasion, and grinding them all up into experience, can not be overestimated. You will find use for all of it. Webster once repeated with effect an anecdote which he had heard fourteen years before, and which he had not thought of in the meantime. It exactly fitted the occasion. "It is an ill mason that rejects any stone."

Webster was once urged to speak on a subject of great importance, but refused, saying he was very busy and had no time to master the subject. "But," replied his friend, "a very few words from you would do much to awaken public attention to it." Webster replied, "If there be so much weight in my words, it is because I do not allow myself to speak on any subject until my mind is imbued with it." On one occasion Webster made a remarkable speech before the Phi Beta Kappa Society at Harvard, when a book was presented to him; but after he had gone, his "impromptu" speech, carefully written out, was found in the book which he had forgotten to take away.

Demosthenes was once asked to speak on a great and sudden emergency, but replied, "I am not prepared." In fact, it was thought by many that Demosthenes did not possess any genius whatever, because he never allowed himself to speak on any subject without thorough preparation. In any meeting or assembly, when called upon, he would never rise, even to make remarks, it was said, without previously preparing himself.

Alexander Hamilton said, "Men give me credit for genius. All the genius I have lies just in this: when I have a subject in hand I study it profoundly. Day and night it is before me. I explore it in all its bearings. My mind becomes pervaded with it. Then the effort which I make the people are pleased to call the fruit of genius; it is the fruit of labor and thought." The law of labor is equally binding on genius and mediocrity.

Nelaton, the great surgeon, said that if he had four minutes in which to perform an operation on which a life depended, he would take one minute to consider how best to do it.

"Many men," says Longfellow, "do not allow their principles to take root, but pull them up every now and then, as children do flowers they have planted, to see if they are growing." We must not only work, but also wait.

"The spruce young spark," says Sizer, "who thinks chiefly of his mustache and boots and shiny hat, of getting along nicely and easily during the day, and talking about the theater, the opera, or a fast horse, ridiculing the faithful young fellow who came to learn the business and make a man of himself because he will not join in wasting his time in dissipation, will see the day, if his useless life is not earlier blasted by vicious indulgences, when he will be glad to accept a situation from the fellow-clerk whom he now ridicules and affects to despise, when the latter shall stand in the firm, dispensing benefits and acquiring fortune."

"I have been watching the careers of young men by the thousand in this busy city of New York for over thirty years," said Dr. Cuyler, "and I find that the chief difference between the successful and the failures lies in the single element of staying power. Permanent success is oftener won by holding on than by sudden dash, however brilliant. The easily discouraged, who are pushed back by a straw, are all the time dropping to the rear—to perish or to be carried along on the stretcher of charity. They who understand and practise Abraham Lincoln's homely maxim of 'pegging away' have achieved the solidest success."

The Duke of Wellington became so discouraged because he did not advance in the army that he applied for a much inferior position in the customs department, but was refused. Napoleon had applied for every vacant position for seven years before he was recognized, but meanwhile he studied with all his might, supplementing what was considered a thorough military education by researches and reflections which in later years enabled him easily to teach the art of war to veterans who had never dreamed of his novel combinations.

Reserves which carry us through great emergencies are the result of long working and long waiting. Dr. Collyer declares that reserves mean to a man also achievement,—"the power to do the grandest thing possible to your nature when you feel you must, or some precious thing will be lost,—to do well always, but best in the crisis on which all things turn; to stand the strain of a long fight, and still find you have something left, and so to never know you are beaten, because you never are beaten."

He only is independent in action who has been earnest and thorough in preparation and self-culture. "Not for school, but for life, we learn"; and our habits—of promptness, earnestness, and thoroughness, or of tardiness, fickleness, and superficiality—are the things acquired most readily and longest retained.

To vary the language of another, the three great essentials to success in mental and physical labor are Practice, Patience, and Perseverance, but the greatest of these is Perseverance.

"Let us, then, be up and doing, With a heart for any fate; Still achieving, still pursuing, Learn to labor and to wait."



CHAPTER XLI

THE MIGHT OF LITTLE THINGS

Think naught a trifle, though it small appear; Small sands the mountain, moments make the year, And trifles, life. YOUNG.

It is but the littleness of man that sees no greatness in trifles.—WENDELL PHILLIPS.

He that despiseth small things shall fall by little and little.—ECCLESIASTICUS.

The creation of a thousand forests is in one acorn.—EMERSON.

Men are led by trifles.—NAPOLEON.

"A pebble on the streamlet scant Has turned the course of many a river."

"The bad thing about a little sin is that it won't stay little."

"Arletta's pretty feet, glistening in the brook, made her the mother of William the Conqueror," says Palgrave's "History of Normandy and England." "Had she not thus fascinated Duke Robert the Liberal, of Normandy, Harold would not have fallen at Hastings, no Anglo-Norman dynasty could have arisen, no British Empire."

We may tell which way the wind blew before the Deluge by marking the ripple and cupping of the rain in the petrified sand now preserved forever. We tell the very path by which gigantic creatures, whom man never saw, walked to the river's edge to find their food.

It was little Greece that rolled back the overflowing tide of Asiatic luxury and despotism, giving instead to Europe and America models of the highest political freedom yet attained, and germs of limitless mental growth. A different result at Plataea would have delayed the progress of the human race more than ten centuries.

Among the lofty Alps, it is said, the guides sometimes demand absolute silence, lest the vibration of the voice bring down an avalanche.

The power of observation in the American Indian would put many an educated man to shame. Returning home, an Indian discovered that his venison, which had been hanging up to dry, had been stolen. After careful observation he started to track the thief through the woods. Meeting a man on the route, he asked him if he had seen a little, old, white man, with a short gun, and with a small bobtailed dog. The man told him he had met such a man, but was surprised to find that the Indian had not even seen the one he described, and asked him how he could give such a minute description of the man he had never seen. "I knew the thief was a little man," said the Indian, "because he rolled up a stone to stand on in order to reach the venison; I knew he was an old man by his short steps; I knew he was a white man by his turning out his toes in walking, which an Indian never does; I knew he had a short gun by the mark it left on the tree where he had stood it up; I knew the dog was small by his tracks and short steps, and that he had a bob-tail by the mark it left in the dust where he sat."

Two drops of rain, falling side by side, were separated a few inches by a gentle breeze. Striking on opposite sides of the roof of a court-house in Wisconsin, one rolled southward through the Rock River and the Mississippi to the Gulf of Mexico; while the other entered successively the Fox River, Green Bay, Lake Michigan, the Straits of Mackinaw, Lake Huron, St. Clair River, Lake St. Clair, Detroit River, Lake Erie, Niagara River, Lake Ontario, the St. Lawrence River, and finally reached the Gulf of St. Lawrence. How slight the influence of the breeze, yet such was the formation of the continent that a trifling cause was multiplied almost beyond the power of figures to express its momentous effect upon the destinies of these companion raindrops. Who can calculate the future of the smallest trifle when a mud crack swells to an Amazon and the stealing of a penny may end on the scaffold? The act of a moment may cause a life's regret. A trigger may be pulled in an instant, but the soul returns never.

A spark falling upon some combustibles led to the invention of gunpowder. A few bits of seaweed and driftwood, floating on the waves, enabled Columbus to stay a mutiny of his sailors which threatened to prevent the discovery of a new world. There are moments in history which balance years of ordinary life. Dana could interest a class for hours on a grain of sand; and from a single bone, such as no one had ever seen before, Agassiz could deduce the entire structure and habits of an animal which no man had ever seen so accurately that subsequent discoveries of complete skeletons have not changed one of his conclusions.

A cricket once saved a military expedition from destruction. The commanding officer and hundreds of his men were going to South America on a great ship, and, through the carelessness of the watch, they would have been dashed upon a ledge of rock had it not been for a cricket which a soldier had brought on board. When the little insect scented the land, it broke its long silence by a shrill note, and thus warned them of their danger.

By gnawing through a dike, even a rat may drown a nation. A little boy in Holland saw water trickling from a small hole near the bottom of a dike. He realized that the leak would rapidly become larger if the water were not checked, so he held his hand over the hole for hours on a dark and dismal night until he could attract the attention of passers-by. His name is still held in grateful remembrance in Holland.

The beetling chalk cliffs of England were built by rhizopods, too small to be clearly seen without the aid of a magnifying-glass.

What was so unlikely as that throwing an empty wine-flask in the fire should furnish the first notion of a locomotive, or that the sickness of an Italian chemist's wife and her absurd craving for reptiles for food should begin the electric telegraph. Madame Galvani noticed the contraction of the muscles of a skinned frog which was accidentally touched at the moment her husband took a spark from an electrical machine. She gave the hint which led to the discovery of galvanic electricity, now so useful in the arts and in transmitting vocal or written language.

"The fate of a nation," says Gladstone, "has often depended upon the good or bad digestion of a fine dinner."

A stamp act to raise 60,000 pounds produced the American Revolution, a war that cost England 100,000,000 pounds. A war between France and England, costing more than a hundred thousand lives, grew out of a quarrel as to which of two vessels should first be served with water. The quarrel of two Indian boys over a grasshopper led to the "Grasshopper War." What mighty contests rise from trivial things!

A young man once went to India to seek his fortune, but, finding no opening, he went to his room, loaded his pistol, put the muzzle to his head, and pulled the trigger. But it did not go off. He went to the window to point it in another direction and try it again, resolved that if the weapon went off he would regard it as a Providence that he was spared. He pulled the trigger and it went off the first time. Trembling with excitement he resolved to hold his life sacred, to make the most of it, and never again to cheapen it. This young man became General Robert Clive, who, with but a handful of European soldiers, secured to the East India Company and afterwards to Great Britain a great and rich country with two hundred millions of people.

The cackling of a goose aroused the sentinels and saved Rome from the Gauls, and the pain from a thistle warned a Scottish army of the approach of the Danes.

Henry Ward Beecher came within one vote of being elected superintendent of a railway. If he had had that vote America would probably have lost its greatest preacher. What a little thing fixes destiny!

Trifles light as air often suggest to the thinking mind ideas which have revolutionized the world.

A famous ruby was offered to the English government. The report of the crown jeweler was that it was the finest he had ever seen or heard of, but that one of the "facets" was slightly fractured. That invisible fracture reduced the value of the ruby thousands of dollars, and it was rejected from the regalia of England.

It was a little thing for the janitor to leave a lamp swinging in the cathedral at Pisa, but in that steady swaying motion the boy Galileo saw the pendulum, and conceived the idea of thus measuring time.

"I was singing to the mouthpiece of a telephone," said Edison, "when the vibrations of my voice caused a fine steel point to pierce one of my fingers held just behind it. That set me to thinking. If I could record the motions of the point and send it over the same surface afterward, I saw no reason why the thing would not talk. I determined to make a machine that would work accurately, and gave my assistants the necessary instructions, telling them what I had discovered. That's the whole story. The phonograph is the result of the pricking of a finger."

It was a little thing for a cow to kick over a lantern left in a shanty, but it laid Chicago in ashes, and rendered homeless a hundred thousand people.

Some little weakness, some self-indulgence, a quick temper, want of decision, are little things, you say, when placed beside great abilities, but they have wrecked many a career.

The Parliament of Great Britain, the Congress of the United States, and representative governments all over the world have come from King John signing the Magna Charta.

Bentham says, "The turn of a sentence has decided many a friendship, and, for aught we know, the fate of many a kingdom." Perhaps you turned a cold shoulder but once, and made but one stinging remark, yet it may have cost you a friend forever.

The sight of a stranded cuttlefish led Cuvier to an investigation which made him one of the greatest natural historians in the world. The web of a spider suggested to Captain Brown the idea of a suspension bridge.

A missing marriage certificate kept the hod-carrier of Hugh Miller from establishing his claim to the Earldom of Crawford. The masons would call out, "John, Yearl of Crawford, bring us anither hod o' lime."

The absence of a comma in a bill which passed through Congress years ago cost our government a million dollars. A single misspelled word prevented a deserving young man from obtaining a situation as instructor in a New England college.

"I cannot see that you have made any progress since my last visit," said a gentleman to Michael Angelo. "But," said the sculptor, "I have retouched this part, polished that, softened that feature, brought out that muscle, given some expression to this lip, more energy to that limb, etc." "But they are trifles!" exclaimed the visitor. "It may be so," replied the great artist, "but trifles make perfection, and perfection is no trifle." That infinite patience which made Michael Angelo spend a week in bringing out a muscle in a statue, with more vital fidelity to truth, or Gerhard Dow a day in giving the right effect to a dewdrop on a cabbage leaf, makes all the difference between success and failure.

The cry of the infant Moses attracted the attention of Pharoah's daughter, and gave the Jews a lawgiver. A bird alighting on the bough of a tree at the mouth of the cave where Mahomet lay hid turned aside his pursuers, and gave a prophet to many nations. A flight of birds probably prevented Columbus from discovering this continent. When he was growing anxious, Martin Alonzo Pinzon persuaded him to follow a flight of parrots toward the southwest; for to the Spanish seamen of that day it was good luck to follow in the wake of a flock of birds when on a voyage of discovery. But for his change of course Columbus would have reached the coast of Florida. "Never," wrote Humboldt, "had the flight of birds more important consequences."

The children of a spectacle-maker placed two or more pairs of the spectacles before each other in play, and told their father that distant objects looked larger. From this hint came the telescope.

Every day is a little life; and our whole life but a day repeated. Those that dare lose a day are dangerously prodigal; those that dare misspend it, desperate. What is the happiness of your life made up of? Little courtesies, little kindnesses, pleasant words, genial smiles, a friendly letter, good wishes, and good deeds. One in a million—once in a lifetime—may do a heroic action.

Napoleon was a master of trifles. To details which his inferior officers thought too microscopic for their notice he gave the most exhaustive consideration. Nothing was too small for his attention. He must know all about the provisions, the horse fodder, the biscuits, the camp kettles, the shoes. When the bugle sounded for the march to battle, every officer had his orders as to the exact route which he should follow, the exact day he was to arrive at a certain station, and the exact hour he was to leave, and they were all to reach the point of destination at a precise moment. It is said that nothing could be more perfectly planned than his memorable march which led to the victory of Austerlitz, and which sealed the fate of Europe for many years. He would often charge his absent officers to send him perfectly accurate returns, even to the smallest detail. "When they are sent to me, I give up every occupation in order to read them in detail, and to observe the difference between one monthly return and another. No young girl enjoys her novel as much as I do these returns." Napoleon left nothing to chance, nothing to contingency, so far as he could possibly avoid it. Everything was planned to a nicety before he attempted to execute it.

Wellington, too, was "great in little things." He knew no such things as trifles. While other generals trusted to subordinates, he gave his personal attention to the minutest detail. The history of many a failure could be written in three words, "Lack of detail." How many a lawyer has failed from the lack of details in deeds and important papers, the lack of little words which seemed like surplusage, and which involved his clients in litigation, and often great losses! How many wills are contested from the carelessness of lawyers in the omission or shading of words, or ambiguous use of language!

Not even Helen of Troy, it is said, was beautiful enough to spare the tip of her nose; and if Cleopatra's had been an inch shorter Mark Antony might never have become infatuated with her wonderful charms, and the blemish would have changed the history of the world. Anne Boleyn's fascinating smile split the great Church of Rome in twain, and gave a nation an altered destiny. Napoleon, who feared not to attack the proudest monarchs in their capitols, shrank from the political influence of one independent woman in private life, Madame de Stael.

Cromwell was about to sail for America when a law was passed prohibiting emigration. At that time he was a profligate, having squandered all his property. But when he found that he could not leave England he reformed his life. Had he not been detained, who can tell what the history of Great Britain would have been?

From the careful and persistent accumulation of innumerable facts, each trivial in itself, but in the aggregate forming a mass of evidence, a Darwin extracts his law of evolution, and a Linnaeus constructs the science of botany. A pan of water and two thermometers were the tools by which Dr. Black discovered latent heat; and a prism, a lens, and a sheet of pasteboard enabled Newton to unfold the composition of light and the origin of colors. An eminent foreign savant called on Dr. Wollaston, and asked to be shown over those laboratories of his in which science had been enriched by so many great discoveries, when the doctor took him into a little study, and, pointing to an old tea tray on the table, on which stood a few watch glasses, test papers, a small balance, and a blow-pipe, said, "There is my laboratory." A burnt stick and a barn door served Wilkie in lieu of pencil and paper. A single potato, carried to England by Sir Walter Raleigh in the sixteenth century, has multiplied into food for millions, driving famine from Ireland again and again.

It seemed a small thing to drive William Brewster, John Robinson, and the poor people of Austerfield and Scrooby into perpetual exile, but as Pilgrims they became the founders of a mighty people.

A few immortal sentences from Garrison and Phillips, a few poems from Lowell and Whittier, and the leaven is at work which will not cease its action until the whipping-post and bodily servitude are abolished forever.

"For want of a nail the shoe was lost, For want of a shoe the horse was lost; For want of a horse the rider was lost, and all,"

says Poor Richard, "for want of a horseshoe nail."

A single remark dropped by an unknown person in the street led to the successful story of "The Bread-winners." A hymn chanted by the barefooted friars in the temple of Jupiter at Rome led to the famous "Decline and Fall of the Roman Empire."

"Words are things" says Byron, "and a small drop of ink, falling like dew upon a thought, produces that which makes thousands, perhaps millions, think."

"I give these books for the founding of a college in this colony"; such were the words of ten ministers who in the year 1700 assembled at the village of Branford, a few miles east of New Haven. Each of the worthy fathers deposited a few books upon the table around which they were sitting; such was the founding of Yale College.

Great men are noted for their attention to trifles. Goethe once asked a monarch to excuse him, during an interview, while he went to an adjoining room to jot down a stray thought. Hogarth would make sketches of rare faces and characteristics upon his finger-nails upon the streets. Indeed, to a truly great mind there are no little things. Trifles light as air suggest to the keen observer the solution of mighty problems. Bits of glass arranged to amuse children led to the discovery of the kaleidoscope. Goodyear discovered how to vulcanize rubber by forgetting, until it became red hot, a skillet containing a compound which he had before considered worthless. A ship-worm boring a piece of wood suggested to Sir Isambard Brunel the idea of a tunnel under the Thames at London. Tracks of extinct animals in the old red sandstone led Hugh Miller on and on until he became the greatest geologist of his time. Sir Walter Scott once saw a shepherd boy plodding sturdily along, and asked him to ride. This boy was George Kemp, who became so enthusiastic in his study of sculpture that he walked fifty miles and back to see a beautiful statue. He did not forget the kindness of Sir Walter, and, when the latter died, threw his soul into the design of the magnificent monument erected in Edinburgh to the memory of the author of "Waverley."

A poor boy applied for a situation at a bank in Paris, but was refused. As he left the door, he picked up a pin. The bank president saw this, called the boy back, and gave him a situation from which he rose until he became the greatest banker of Paris,—Laffitte.

A Massachusetts soldier in the Civil War observed a bird hulling rice, and shot it; taking its bill for a model, he invented a hulling machine which has revolutionized the rice business.

The eye is a perpetual camera imprinting upon the sensitive mental plates and packing away in the brain for future use every face, every tree, every plant, flower, hill, stream, mountain, every scene upon the street, in fact, everything which comes within its range. There is a phonograph in our natures which catches, however thoughtless and transient, every syllable we utter, and registers forever the slightest enunciation, and renders it immortal. These notes may appear a thousand years hence, reproduced in our descendants, in all their beautiful or terrible detail.

"Least of all seeds, greatest of all harvests," seems to be one of the great laws of nature. All life comes from microscopic beginnings. In nature there is nothing small. The microscope reveals as great a world below as the telescope above. All of nature's laws govern the smallest atoms, and a single drop of water is a miniature ocean.

The strength of a chain lies in its weakest link, however large and strong all the others may be. We are all inclined to be proud of our strong points, while we are sensitive and neglectful of our weaknesses. Yet it is our greatest weakness which measures our real strength.

A soldier who escapes the bullets of a thousand battles may die from the scratch of a pin, and many a ship has survived the shocks of icebergs and the storms of ocean only to founder in a smooth sea from holes made by tiny insects.

Small things become great when a great soul sees them. A single noble or heroic act of one man has sometimes elevated a nation. Many an honorable career has resulted from a kind word spoken in season or the warm grasp of a friendly hand.

It is the little rift within the lute That by and by will make the music mute, And, ever widening, slowly silence all. TENNYSON.

"It was only a glad 'good-morning,' As she passed along the way, But it spread the morning's glory Over the livelong day."

"Only a thought in passing—a smile, or encouraging word, Has lifted many a burden no other gift could have stirred."



CHAPTER XLII

THE SALARY YOU DO NOT FIND IN YOUR PAY ENVELOPE

The quality which you put into your work will determine the quality of your life. The habit of insisting upon the best of which you are capable, of always demanding of yourself the highest, never accepting the lowest or second best, no matter how small your remuneration, will make all the difference to you between failure and success.

"If the laborer gets no more than the wages his employer offers him, he is cheated; he cheats himself."

A boy or a man who works simply for his salary, and is actuated by no higher motive, is dishonest, and the one whom he most defrauds is himself. He is cheating himself, in the quality of his daily work, of that which all the after years, try as he may, can never give him back.

If I were allowed but one utterance on this subject, so vital to every young man starting on the journey of life, I would say: "Don't think too much of the amount of salary your employer gives you at the start. Think, rather, of the possible salary you can give yourself, in increasing your skill, in expanding your experience, in enlarging and ennobling yourself." A man's or a boy's work is material with which to build character and manhood. It is life's school for practical training of the faculties, stretching the mind, and strengthening and developing the intellect, not a mere mill for grinding out a salary of dollars and cents.

Bismarck was said to have really founded the German Empire when working for a small salary as secretary to the German legation in Russia; for in that position he absorbed the secrets of strategy and diplomacy which later were used so effectively for his country. He worked so assiduously, so efficiently, that Germany prized his services more than those of the ambassador himself. If Bismarck had earned only his salary, he might have remained a perpetual clerk, and Germany a tangle of petty states.

I have never known an employee to rise rapidly, or even to get beyond mediocrity, whose pay envelope was his goal, who could not see infinitely more in his work than what he found in the envelope on Saturday night. That is necessity; but the larger part of the real pay of a real man's work is outside of the pay envelope.

One part of this outside salary is the opportunity of the employee to absorb the secrets of his employer's success, and to learn from his mistakes, while he is being paid for learning his trade or profession. The other part, and the best of all, is the opportunity for growth, for development, for mental expansion; the opportunity to become a larger, broader, more efficient man.

The opportunity for growth in a disciplinary institution, where the practical faculties, the executive faculties, are brought into systematic, vigorous exercise at a definite time and for a definite number of hours, is an advantage beyond computation. There is no estimating the value of such training. It is the opportunity, my employee friend, that will help you to make a large man of yourself, which, perhaps, you could not possibly do without being employed in some kind of an institution which has the motive, the machinery, the patronage to give you the disciplining and training you need to bring out your strongest qualities. And instead of paying for the opportunity of unfolding and developing from a green, ignorant boy into a strong, level-headed, efficient man, you are paid!

The youth who is always haggling over the question of how many dollars and cents he will sell his services for, little realizes how he is cheating himself by not looking at the larger salary he can pay himself in increasing his skill, in expanding his experience, and in making himself a better, stronger, more useful man.

The few dollars he finds in his pay envelope are to this larger salary as the chips which fly from the sculptor's chisel are to the angel which he is trying to call out of the marble.

You can draw from the faithfulness of your work, from the grand spirit which you bring to it, the high purpose which emanates from you in its performance, a recompense so munificent that what your employer pays you will seem insignificant beside it. He pays you in dollars; you pay yourself in valuable experience, in fine training, in increased efficiency, in splendid discipline, in self-expression, in character building.

Then, too, the ideal employer gives those who work for him a great deal that is not found in the pay envelope. He gives them encouragement, sympathy. He inspires them with the possibility of doing something higher, better.

How small and narrow and really blind to his own interests must be the youth who can weigh a question of salary against all those privileges he receives in exchange for the meager services he is able to render his employer.

Do not fear that your employer will not recognize your merit and advance you as rapidly as you deserve. It he is looking for efficient employees,—and what employer is not?—it will be to his own interest to do so,—just as soon as it is profitable. W. Bourke Cockran, himself a remarkable example of success, says: "The man who brings to his occupation a loyal desire to do his best is certain to succeed. By doing the thing at hand surpassingly well, he shows that it would be profitable to employ him in some higher form of occupation, and, when there is profit in his promotion, he is pretty sure to secure it."

Do you think that kings of business like Andrew Carnegie, John Wanamaker, Robert C. Ogden, and other lesser powers in the commercial world would have attained their present commanding success had they hesitated and haggled about a dollar or two of salary when they began their life-work? If they had, they would now probably be working on comparatively small salaries for other people. It was not salary, but opportunity, that each wanted,—a chance to show what was in him, to absorb the secrets of the business. They were satisfied with a dollar or two apiece a week, hardly enough to live on, while they were learning the lessons that made them what they are to-day. No, the boys who rise in the world are not those who, at the start, split hairs about salaries.

Often we see bright boys who have worked, perhaps for years, on small salaries, suddenly jumping, as if by magic, into high and responsible positions. Why? Simply because, while their employers were paying them but a few dollars a week, they were paying themselves vastly more in the fine quality of their work, in the enthusiasm, determination, and high purpose they brought to their tasks, and in increased insight into business methods.

Colonel Robert C. Clowry, president of the Western Union Telegraph Company, worked without pay as a messenger boy for months for experience, which he regarded as worth infinitely more than salary—and scores of our most successful men have cheerfully done the same thing.

A millionaire merchant of New York told me the story of his rise. "I walked from my home in New England to New York," he said, "where I secured a place to sweep out a store for three dollars and a half a week. At the end of a year, I accepted an offer from the firm to remain for five years at a salary of seven dollars and a half a week. Long before this time had expired, however, I had a proposition from another large concern in New York to act as its foreign representative at a salary of three thousand dollars a year. I told the manager that I was then under contract, but that, when my time should be completed, I should be glad to talk with him in regard to his proposition." When his contract was nearly up, he was called into the office of the head of the house, and a new contract with him for a term of years at three thousand dollars a year was proposed. The young man told his employers that the manager of another house had offered him that amount a year or more before, but that he did not accept it because he wouldn't break his contract. They told him they would think the matter over and see what they could do for him. Incredible as it may seem, they notified him, a little later, that they were prepared to enter into a ten-year contract with him at ten thousand dollars a year, and the contract was closed. He told me that he and his wife lived on eight dollars a week in New York, during a large part of this time, and that, by saving and investments, they laid up $117,000. At the end of his contract, he was taken into the firm as a partner, and became a millionaire.

Suppose that this boy had listened to his associates, who probably said to him, many times: "What a fool you are, George, to work here overtime to do the things which others neglect! Why should you stay here nights and help pack goods, and all that sort of thing, when it is not expected of you?" Would he then have risen above them, leaving them in the ranks of perpetual employees? No, but the boy who walked one hundred miles to New York to get a job saw in every opportunity a great occasion, for he could not tell when fate might be taking his measure for a larger place. The very first time he swept out the store, he felt within him the ability to become a great merchant, and he determined that he would be. He felt that the opportunity was the salary. The chance actually to do with his own hands the thing which he wanted to learn; to see the way in which princely merchants do business; to watch their methods; to absorb their processes; to make their secrets his own,—this was his salary, compared with which the three dollars and fifty cents looked contemptible. He put himself into training, always looking out for the main chance. He never allowed anything of importance to escape his attention. When he was not working, he was watching others, studying methods, and asking questions of everybody he came in contact with in the store, so eager was he to learn how everything was done. He told me that he did not go out of New York City for twelve years; that he preferred to study the store, and to absorb every bit of knowledge that he could, for he was bound some day to be a partner or to have a store of his own.

It is not difficult to see a proprietor in the boy who sweeps the store or waits on customers—if the qualities that make a proprietor are in him—by watching him work for a single day. You can tell by the spirit which he brings to his task whether there is in him the capacity for growth, expansion, enlargement; an ambition to rise, to be somebody, or an inclination to shirk, to do as little as possible for the largest amount of salary.

When you get a job, just think of yourself as actually starting out in business for yourself, as really working for yourself. Get as much salary as you can, but remember that that is a very small part of the consideration. You have actually gotten an opportunity to get right into the very heart of the great activities of a large concern, to get close to men who do things; an opportunity to absorb knowledge and valuable secrets on every hand; an opportunity to drink in, through your eyes and your ears, knowledge wherever you go in the establishment, knowledge that will be invaluable to you in the future.

Every hint and every suggestion which you can pick up, every bit of knowledge you can absorb, you should regard as a part of your future capital which will be worth more than money capital when you start out for yourself.

Just make up your mind that you are going to be a sponge in that institution and absorb every particle of information and knowledge possible.

Resolve that you will call upon all of your resourcefulness, your inventiveness, your ingenuity, to devise new and better ways of doing things; that you will be progressive, up-to-date; that you will enter into your work with a spirit of enthusiasm and a zest which know no bounds, and you will be surprised to see how quickly you will attract the attention of those above you.

This striving for excellence will make you grow. It will call out your resources, call out the best thing in you. The constant stretching of the mind over problems which interest you, which are to mean everything to you in the future, will help you expand into a broader, larger, more effective man.

If you work with this spirit, you will form a like habit of accuracy, of close observation; a habit of reading human nature; a habit of adjusting means to ends; a habit of thoroughness, of system; a habit of putting your best into everything you do, which means the ultimate attainment of your maximum efficiency. In other words, if you give your best to your employer, the best possible comes back to you in skill, training, shrewdness, acumen, and power.

Your employer may pinch you on salary, but he can not close your eyes and ears; he can not shut off your perceptive faculties; he can not keep you from absorbing the secrets of his business which may have been purchased by him at an enormous cost of toil and sacrifice and even of several failures.

On the other hand, it is impossible for you to rob your employer by clipping your hours, shirking your work, by carelessness or indifference, without robbing yourself of infinitely more, of capital which is worth vastly more than money capital—the chance to make a man of yourself, the chance to have a clean record behind you instead of a smirched one.

If you think you are being kept back, if you are working for too small a salary, if favoritism puts some one into a position above you which you have justly earned, never mind, no one can rob you of your greatest reward, the skill, the efficiency, the power you have gained, the consciousness of doing your level best, of giving the best thing in you to your employer, all of which advantages you will carry with you to your next position, whatever it may be.

Don't say to yourself, "I am not paid for doing this extra work; I do not get enough salary, anyway, and it is perfectly right for me to shirk when my employer is not in sight or to clip my hours when I can," for this means a loss of self-respect. You will never again have the same confidence in your ability to succeed; you will always be conscious that you have done a little, mean thing, and no amount of juggling with yourself can induce that inward monitor which says "right" to the well-done thing and "wrong" to the botched work, to alter its verdict in your favor. There is something within you that you cannot bribe; a divine sense of justice and right that can not be blindfolded. Nothing will ever compensate you for the loss of faith in yourself. You may still succeed when others have lost confidence in you, but never when you have lost confidence in yourself. If you do not respect yourself; if you do not believe in yourself, your career is at an end so far as its upward tendency is concerned.

Then again, an employee's reputation is his capital. In the absence of money capital, his reputation means everything. It not only follows him around from one employer to another, but it also follows him when he goes into business for himself, and is always either helping or hindering him, according to its nature.

Contrast the condition of a young man starting out for himself who has looked upon his position as a sacred trust, a great opportunity, backed, buttressed, and supported by a splendid past, an untarnished reputation—a reputation for being a dead-in-earnest hard worker, square, loyal, and true to his employer's interests—with that of another young man of equal ability starting out for himself, who has done just as little work for his salary as possible, and who has gone on the principle that the more he could get out of an employer—the more salary he could get with less effort—the shrewder, smarter man he was.

The very reputation of the first young man is splendid credit. He is backed up by the good opinion of everybody that knows him. People are afraid of the other: they can not trust him. He beat his employer, why should not he beat others? Everybody knows that he has not been honest at heart with his employer, not loyal or true. He must work all the harder to overcome the handicap of a bad reputation, a smirched record.

In other words, he is starting out in life with a heavy handicap, which, if it does not drag him down to failure, will make his burden infinitely greater, and success, even a purely commercial success, so much the harder to attain.

There is nothing like a good, solid, substantial reputation, a clean record, an untarnished past. It sticks to us through life, and is always helping us. We find it waiting at the bank when we try to borrow money, or at the jobber's when we ask for credit. It is always backing us up and helping us in all sorts of ways.

Young men are sometimes surprised at their rapid advancement. They can not understand it, because they do not realize the tremendous power of a clean name, of a good reputation which is backing them.

I know a young man who came to New York, got a position in a publishing house at fifteen dollars a week, and worked five years before he received thirty-five dollars a week.

The other employees and his friends called him a fool for staying at the office after hours and taking work home nights and holidays, for such a small salary; but he told them that the opportunity was what he was after, not the salary.

His work attracted the attention of a publisher who offered him sixty dollars a week, and very soon advanced him to seventy-five; but he carried with him to the new position the same habits of painstaking, hard work, never thinking of the salary, but regarding the opportunity as everything.

Employees sometimes think that they get no credit for trying to do more than they are paid for; but here is an instance of a young man who attracted the attention of others even outside of the firm he worked for, just because he was trying to earn a great deal more than he was paid for doing.

The result was, that in less than two years from the time he was receiving sixty dollars a week, he went to a third large publishing house at ten thousand dollars a year, and also with an interest in the business.

The salary is of very little importance to you in comparison with the reputation for integrity and efficiency you have left behind you and the experience you have gained while earning the salary. These are the great things.

In olden times boys had to give years of their time in order to learn a trade, and often would pay their employer for the opportunity. English boys used to think it was a great opportunity to be able to get into a good concern, with a chance to work without salary for years in order to learn their business or trade. Now the boy is paid for learning his trade.

Many employees may not think it is so very bad to clip their hours, to shirk at every opportunity, to sneak away and hide during business hours, to loiter when out on business for their employer, to go to their work in the morning all used up from dissipation; but often when they try to get another place their reputation has gone before them, and they are not wanted.

Others excuse themselves for poor work on the ground that their employer does not appreciate their services and is mean to them. A youth might just as well excuse himself for his boorish manners and ungentlemanly conduct on the ground that other people were mean and ungentlemanly to him.

My young friends, you have nothing to do with your employer's character or his method of doing things. You may not be able to make him do what is right, but you can do right yourself. You may not be able to make him a gentleman, but you can be one yourself; and you can not afford to ruin yourself and your whole future just because your employer is not what he ought to be. No matter how mean and stingy he may be, your opportunity for the time is with him, and it rests with you whether you will use it or abuse it, whether you will make of it a stepping-stone or a stumbling-block.

The fact is that your present position, your way of doing your work, is the key that will unlock the door above you. Slighted work, botched work, will never make a key to unlock the door to anything but failure and disgrace.

There is nothing else so valuable to you as an opportunity to build a name for yourself. Your reputation is the foundation for your future success, and if you slip rotten hours, and slighted, botched work into the foundation, your superstructure will topple. The foundation must be clean, solid, and firm.

The quality which you put into your work will determine the quality of your life. The habit of insisting upon the best of which you are capable, of always demanding of yourself the highest, never accepting the lowest or second best, no matter how small your remuneration, will make all the difference to you between mediocrity or failure, and success. If you bring to your work the spirit of an artist instead of an artisan, a burning zeal, an absorbing enthusiasm, these will take the drudgery out of it and make it a delight.

Take no chances of marring your reputation by the picayune and unworthy endeavor "to get square" with a stingy or mean employer. Never mind what kind of a man he is, resolve that you will approach your task in the spirit of a master, that whether he is a man of high ideals or not, you will be one. Remember that you are a sculptor and that every act is a chisel blow upon life's marble block. You can not afford to strike false blows which may mar the angel that sleeps in the stone. Whether it is beautiful or hideous, divine or brutal, the image you evolve from the block must stand as an expression of yourself, of your ideals. Those who do not care how they do their work, if they can only get through with it and get their salary for it, pay very dearly for their trifling; they cut very sorry figures in life. Regard your work as a great life school for the broadening, deepening, rounding into symmetry, harmony, beauty, of your God-given faculties, which are uncut diamonds sacredly intrusted to you for the polishing and bringing out of their hidden wealth and beauty. Look upon it as a man-builder, a character-builder, and not as a mere living-getter. Regard the living-getting, money-making part of your career as a mere incidental as compared with the man-making part of it.

The smallest people in the world are those who work for salary alone. The little money you get in your pay envelope is a pretty small, low motive for which to work. It may be necessary to secure your bread and butter, but you have something infinitely higher to satisfy than that; that is, your sense of the right; the demand in you to do your level best, to be a man, to do the square thing, the fair thing. These should speak so loud in you that the mere bread-and-butter question will be insignificant in comparison.

Many young employees, just because they do not get quite as much salary as they think they should, deliberately throw away all of the other, larger, grander remuneration possible for them outside of their pay envelope, for the sake of "getting square" with their employer. They deliberately adopt a shirking, do-as-little-as-possible policy, and instead of getting this larger, more important salary, which they can pay themselves, they prefer the consequent arrested development, and become small, narrow, inefficient, rutty men and women, with nothing large or magnanimous, nothing broad, noble, progressive in their nature. Their leadership faculties, their initiative, their planning ability, their ingenuity and resourcefulness, inventiveness, and all the qualities which make the leader, the large, full, complete man, remain undeveloped. While trying to "get square" with their employer, by giving him pinched service, they blight their own growth, strangle their own prospects, and go through life half men instead of full men—small, narrow, weak men, instead of the strong, grand, complete men they might be.

I have known employees actually to work harder in scheming, shirking, trying to keep from working hard in the performance of their duties, than they would have worked if they had tried to do their best, and had given the largest, the most liberal service possible to their employers. The hardest work in the world is that which is grudgingly done.

Start out with a tacit understanding with yourself that you will be a man, that you will express in your work the highest thing in you, the best thing in you. You can not afford to debase or demoralize yourself by bringing out your mean side, the lowest and most despicable thing in you.

Never mind whether your employer appreciates the high quality of your work or not, or thinks more of you for your conscientiousness, you will certainly think more of yourself after getting the approval of that still small voice within you which says "right" to the noble act. The effort always to do your best will enlarge your capacity for doing things, and will encourage you to push ahead toward larger triumphs.

Everywhere we see people who are haunted by the ghosts of half-finished jobs, the dishonest work done away back in their youth. These covered-up defects are always coming back to humiliate them later, to trip them up, and to bar their progress. The great failure army is full of people who have tried to get square with their employers for the small salary and lack of appreciation.

No one can respect himself or have that sublime faith in himself which makes for high achievement while he puts half-hearted, mean service into his work. The man who has not learned to fling his whole soul into his task, who has not learned the secret of taking the drudgery out of his work by putting the best of himself into it, has not learned the first principles of success or happiness. Let other people do the poor jobs, the botched work, if they will. Keep your standard up. It is a lofty ideal that redeems the life from the curse of commonness and imparts a touch of nobility to the personality.

No matter how small your salary, or how unappreciative your employer, bring the entire man to your task; be all there; fling your life into it with all the energy and enthusiasm you can muster. Poor work injures your employer a little, but it may ruin you. Be proud of your work and go to it every morning superbly equipped; go to it in the spirit of a master, of a conqueror. Determine to do your level best and never to demoralize yourself by doing your second best.

Conduct yourself in such a way that you can always look yourself in the face without wincing; then you will have a courage born of conviction, of personal nobility and integrity which have never been tarnished.

What your employer thinks of you, what the world thinks of you, is not half as important as what you think of yourself. Others are with you comparatively little through life. You have to live with yourself day and night through your whole existence, and you can not afford to tie that divine thing in you to a scoundrel.



CHAPTER XLIII

EXPECT GREAT THINGS OF YOURSELF

"Why," asked Mirabeau, "should we call ourselves men, unless it be to succeed in everything everywhere?" Nothing else will so nerve you to accomplish great things as to believe in your own greatness, in your own marvelous possibilities. Count that man an enemy who shakes your faith in yourself, in your ability to do the thing you have set your heart upon doing, for when your confidence is gone, your power is gone. Your achievement will never rise higher than your self-faith. It would be as reasonable for Napoleon to have expected to get his army over the Alps by sitting down and declaring that the undertaking was too great for him, as for you to hope to achieve anything significant in life while harboring grave doubts and fears as to your ability.

The miracles of civilization have been performed by men and women of great self-confidence, who had unwavering faith in their power to accomplish the tasks they undertook. The race would have been centuries behind what it is to-day had it not been for their grit, their determination, their persistence in finding and making real the thing they believed in and which the world often denounced as chimerical or impossible.

There is no law by which you can achieve success in anything without expecting it, demanding it, assuming it. There must be a strong, firm self-faith first, or the thing will never come. There is no room for chance in God's world of system and supreme order. Everything must have not only a cause, but a sufficient cause—a cause as large as the result. A stream can not rise higher than its source. A great success must have a great source in expectation, in self-confidence, and in persistent endeavor to attain it. No matter how great the ability, how large the genius, or how splendid the education, the achievement will never rise higher than the confidence. He can who thinks he can, and he can't who thinks he can't. This is an inexorable, indisputable law.

It does not matter what other people think of you, of your plans, or of your aims. No matter if they call you a visionary, a crank, or a dreamer; you must believe in yourself. You forsake yourself when you lose your confidence. Never allow anybody or any misfortune to shake your belief in yourself. You may lose your property, your health, your reputation, other people's confidence, even; but there is always hope for you so long as you keep a firm faith in yourself. If you never lose that, but keep pushing on, the world will, sooner or later, make way for you.

A soldier once took a message to Napoleon in such great haste that the horse he rode dropped dead before he delivered the paper. Napoleon dictated his answer and, handing it to the messenger, ordered him to mount his own horse and deliver it with all possible speed.

The messenger looked at the magnificent animal, with its superb trappings, and said, "Nay, General, but this is too gorgeous, too magnificent for a common soldier."

Napoleon said, "Nothing is too good or too magnificent for a French soldier."

The world is full of people like this poor French soldier, who think that what others have is too good for them; that it does not fit their humble condition; that they are not expected to have as good things as those who are "more favored." They do not realize how they weaken themselves by this mental attitude of self-depreciation or self-effacement. They do not claim enough, expect enough, or demand enough of or for themselves.

You will never become a giant if you only make a pygmy's claim for yourself; if you only expect small things of yourself. There is no law which can cause a pygmy's thinking to produce a giant. The statue follows the model. The model is the inward vision.

Most people have been educated to think that it was not intended they should have the best there is in the world; that the good and the beautiful things of life were not designed for them, but were reserved for those especially favored by fortune. They have grown up under this conviction of their inferiority, and of course they will be inferior until they claim superiority as their birthright. A vast number of men and women who are really capable of doing great things, do small things, live mediocre lives, because they do not expect or demand enough of themselves. They do not know how to call out their best.

One reason why the human race as a whole has not measured up to its possibilities, to its promise; one reason why we see everywhere splendid ability doing the work of mediocrity; is because people do not think half enough of themselves. We do not realize our divinity; that we are a part of the great causation principle of the universe.

We do not think highly enough of our superb birthright, nor comprehend to what heights of sublimity we were intended and expected to rise, nor to what extent we can really be masters of ourselves. We fail to see that we can control our own destiny: make ourselves do whatever is possible; make ourselves become whatever we long to be.

"If we choose to be no more than clods of clay," says Marie Corelli, "then we shall be used as clods of clay for braver feet to tread on."

The persistent thought that you are not as good as others, that you are a weak, ineffective being, will lower your whole standard of life and paralyze your ability.

A man who is self-reliant, positive, optimistic, and undertakes his work with the assurance of success, magnetizes conditions. He draws to himself the literal fulfilment of the promise, "For unto every one that hath shall be given, and he shall have abundance."

There is everything in assuming the part we wish to play, and playing it royally. If you are ambitious to do big things, you must make a large program for yourself, and assume the part it demands.

There is something in the atmosphere of the man who has a large and true estimate of himself, who believes that he is going to win out; something in his very appearance that wins half the battle before a blow is struck. Things get out of the way of the vigorous, affirmative man, which are always tripping the self-depreciating, negative man.

We often hear it said of a man, "Everything he undertakes succeeds," or "Everything he touches turns to gold." By the force of his character and the creative power of his thought, such a man wrings success from the most adverse circumstances. Confidence begets confidence. A man who carries in his very presence an air of victory, radiates assurance, and imparts to others confidence that he can do the thing he attempts. As time goes on, he is reenforced not only by the power of his own thought, but also by that of all who know him. His friends and acquaintances affirm and reaffirm his ability to succeed, and make each successive triumph easier of achievement than its predecessor. His self-poise, assurance, confidence, and ability increase in a direct ratio to the number of his achievements. As the savage Indian thought that the power of every enemy he conquered entered into himself, so in reality does every conquest in war, in peaceful industry, in commerce, in invention, in science, or in art add to the conqueror's power to do the next thing.

Set the mind toward the thing you would accomplish so resolutely, so definitely, and with such vigorous determination, and put so much grit into your resolution, that nothing on earth can turn you from your purpose until you attain it.

This very assertion of superiority, the assumption of power, the affirmation of belief in yourself, the mental attitude that claims success as an inalienable birthright, will strengthen the whole man and give power to a combination of faculties which doubt, fear, and a lack of confidence undermine.

Confidence is the Napoleon of the mental army. It doubles and trebles the power of all the other faculties. The whole mental army waits until confidence leads the way.

Even a race-horse can not win the prize after it has once lost confidence in itself. Courage, born of self-confidence, is the prod which brings out the last ounce of reserve force.

The reason why so many men fail is because they do not commit themselves with a determination to win at any cost. They do not have that superb confidence in themselves which never looks back; which burns all bridges behind it. There is just uncertainty enough as to whether they will succeed to take the edge off their effort, and it is just this little difference between doing pretty well and flinging all oneself, all his power, into his career, that makes the difference between mediocrity and a grand achievement.

If you doubt your ability to do what you set out to do; if you think that others are better fitted to do it than you; if you fear to let yourself out and take chances; if you lack boldness; if you have a timid, shrinking nature; if the negatives preponderate in your vocabulary; if you think that you lack positiveness, initiative, aggressiveness, ability; you can never win anything very great until you change your whole mental attitude and learn to have great faith in yourself. Fear, doubt, and timidity must be turned out of your mind.

Your own mental picture of yourself is a good measure of yourself and your possibilities. If there is no out-reach to your mind, no spirit of daring, no firm self-faith, you will never accomplish much.

A man's confidence measures the height of his possibilities. A stream can not rise higher than its fountain-head.

Power is largely a question of strong, vigorous, perpetual thinking along the line of the ambition, parallel with the aim—the great life purpose. Here is where power originates.

The deed must first live in the thought or it will never be a reality; and a strong, vigorous concept of the thing we want to do is a tremendous initial step. A thought that is timidly born will be timidly executed. There must be vigor of conception or an indifferent execution.

All the greatest achievements in the world began in longing—in dreamings and hopings which for a time were nursed in despair, with no light in sight. This longing kept the courage up and made self-sacrifice easier until the thing dreamed of—the mental vision—was realized.

"According to your faith be it unto you." Our faith is a very good measure of what we get out of life. The man of weak faith gets little; the man of mighty faith gets much.

The very intensity of your confidence in your ability to do the thing you attempt is definitely related to the degree of your achievement.

If we were to analyze the marvelous successes of many of our self-made men, we should find that when they first started out in active life they held the confident, vigorous, persistent thought of and belief in their ability to accomplish what they had undertaken. Their mental attitude was set so stubbornly toward their goal that the doubts and fears which dog and hinder and frighten the man who holds a low estimate of himself, who asks, demands, and expects but little, of or for himself, got out of their path, and the world made way for them.

We are very apt to think of men who have been unusually successful in any line as greatly favored by fortune; and we try to account for it in all sorts of ways but the right one. The fact is that their success represents their expectations of themselves—the sum of their creative, positive, habitual thinking. It is their mental attitude outpictured and made tangible in their environment. They have wrought—created—what they have and what they are out of their constructive thought and their unquenchable faith in themselves.

We must not only believe we can succeed, but we must believe it with all our hearts.

We must have a positive conviction that we can attain success.

No lukewarm energy or indifferent ambition ever accomplished anything. There must be vigor in our expectation, in our faith, in our determination, in our endeavor. We must resolve with the energy that does things.

Not only must the desire for the thing we long for be kept uppermost, but there must be strongly concentrated intensity of effort to attain our object.

As it is the fierceness of the heat that melts the iron ore and makes it possible to weld it or mold it into shape; as it is the intensity of the electrical force that dissolves the diamond—the hardest known substance; so it is the concentrated aim, the invincible purpose, that wins success. Nothing was ever accomplished by a half-hearted desire.

Many people make a very poor showing in life, because there is no vim, no vigor in their efforts. Their resolutions are spineless; there is no backbone in their endeavor—no grit in their ambition.

One must have that determination which never looks back and which knows no defeat; that resolution which burns all bridges behind it and is willing to risk everything upon the effort. When a man ceases to believe in himself—gives up the fight—you can not do much for him except to try to restore what he has lost—his self-faith—and to get out of his head the idea that there is a fate which tosses him hither and thither, a mysterious destiny which decides things whether he will or not. You can not do much with him until he comprehends that he is bigger than any fate; that he has within himself a power mightier than any force outside of him.

One reason why the careers of most of us are so pinched and narrow, is because we do not have a large faith in ourselves and in our power to accomplish. We are held back by too much caution. We are timid about venturing. We are not bold enough.

Whatever we long for, yearn for, struggle for, and hold persistently in the mind, we tend to become just in exact proportion to the intensity and persistence of the thought. We think ourselves into smallness, into inferiority by thinking downward. We ought to think upward, then we would reach the heights where superiority dwells. The man whose mind is set firmly toward achievement does not appropriate success, he is success.

Self-confidence is not egotism. It is knowledge, and it comes from the consciousness of possessing the ability requisite for what one undertakes. Civilization to-day rests upon self-confidence.

A firm self-faith helps a man to project himself with a force that is almost irresistible. A balancer, a doubter, has no projectile power. If he starts at all, he moves with uncertainty. There is no vigor in his initiative, no positiveness in his energy.

There is a great difference between a man who thinks that "perhaps" he can do, or who "will try" to do a thing, and a man who "knows" he can do it, who is "bound" to do it; who feels within himself a pulsating power, an irresistible force, equal to any emergency.

This difference between uncertainty and certainty, between vacillation and decision, between the man who wavers and the man who decides things, between "I hope to" and "I can," between "I'll try" and "I will"—this little difference measures the distance between weakness and power, between mediocrity and excellence, between commonness and superiority.

The man who does things must be able to project himself with a mighty force, to fling the whole weight of his being into his work, ever gathering momentum against the obstacles which confront him; every issue must be met wholly, unhesitatingly. He can not do this with a wavering, doubting, unstable mind.

The fact that a man believes implicitly that he can do what may seem impossible or very difficult to others, shows that there is something within him that makes him equal to the work he has undertaken.

Faith unites man with the Infinite, and no one can accomplish great things in life unless he works in oneness with the Infinite. When a man lives so near to the Supreme that the divine Presence is felt all the time, then he is in a position to express power.

There is nothing which will multiply one's ability like self-faith. It can make a one-talent man a success, while a ten-talent man without it would fail.

Faith walks on the mountain tops, hence its superior vision. It sees what is invisible to those who follow in the valleys.

It was the sustaining power of a mighty self-faith that enabled Columbus to bear the jeers and imputations of the Spanish cabinet; that sustained him when his sailors were in mutiny and he was at their mercy in a little vessel on an unknown sea; that enabled him to hold steadily to his purpose, entering in his diary day after day—"This day we sailed west, which was our course."

It was this self-faith which gave courage and determination to Fulton to attempt his first trip up the Hudson in the Clermont, before thousands of his fellow citizens, who had gathered to howl and jeer at his expected failure. He believed he could do the thing he attempted though the whole world was against him.

What miracles self-confidence has wrought! What impossible deeds it has helped to perform! It took Dewey past cannons, torpedoes, and mines to victory at Manila Bay; it carried Farragut, lashed to the rigging, past the defenses of the enemy in Mobile Bay; it led Nelson and Grant to victory; it has been the great tonic in the world of invention, discovery, and art; it has won a thousand triumphs in war and science which were deemed impossible by doubters and the faint-hearted.

Self-faith has been the miracle-worker of the ages. It has enabled the inventor and the discoverer to go on and on amidst troubles and trials which otherwise would have utterly disheartened them. It has held innumerable heroes to their tasks until the glorious deeds were accomplished.

The only inferiority in us is what we put into ourselves. If only we better understood our divinity we should all have this larger faith which is the distinction of the brave soul. We think ourselves into smallness. Were we to think upward we should reach the heights where superiority dwells.

Perhaps there is no other one thing which keeps so many people back as their low estimate of themselves. They are more handicapped by their limiting thought, by their foolish convictions of inefficiency, than by almost anything else, for there is no power in the universe that can help a man do a thing when he thinks he can not do it. Self-faith must lead the way. You can not go beyond the limits you set for yourself.

It is one of the most difficult things to a mortal to really believe in his own bigness, in his own grandeur; to believe that his yearnings and hungerings and aspirations for higher, nobler things have any basis in reality or any real, ultimate end. But they are, in fact, the signs of ability to match them, of power to make them real. They are the stirrings of the divinity within us; the call to something better, to go higher.

No man gets very far in the world or expresses great power until self-faith is born in him; until he catches a glimpse of his higher, nobler self; until he realizes that his ambition, his aspiration, are proofs of his ability to reach the ideal which haunts him. The Creator would not have mocked us with the yearning for infinite achievement without giving us the ability and the opportunity for realizing it, any more than he would have mocked the wild birds with an instinct to fly south in the winter without giving them a sunny South to match the instinct.

The cause of whatever comes to you in life is within you. There is where it is created. The thing you long for and work for comes to you because your thought has created it; because there is something inside you that attracts it. It comes because there is an affinity within you for it. Your own comes to you; is always seeking you.

Whenever you see a person who has been unusually successful in any field, remember that he has usually thought himself into his position; his mental attitude and energy have created it; what he stands for in his community has come from his attitude toward life, toward his fellow men, toward his vocation, toward himself. Above all else, it is the outcome of his self-faith, of his inward vision of himself; the result of his estimate of his powers and possibilities.

The men who have done the great things in the world have been profound believers in themselves.

If I could give the young people of America but one word of advice, it would be this—"Believe in yourself with all your might." That is, believe that your destiny is inside of you, that there is a power within you which, if awakened, aroused, developed, and matched with honest effort, will not only make a noble man or woman of you, but will also make you successful and happy.

All through the Bible we find emphasized the miracle-working power of faith. Faith in himself indicates that a man has a glimpse of forces within him which either annihilate the obstacles in the way, or make them seem insignificant in comparison with his ability to overcome them.

Faith opens the door that enables us to look into the soul's limitless possibilities and reveals such powers there, such unconquerable forces, that we are not only encouraged to go on, but feel a great consciousness of added power because we have touched omnipotence, and gotten a glimpse of the great source of things.

Faith is that something within us which does not guess, but knows. It knows because it sees what our coarser selves, our animal natures can not see. It is the prophet within us, the divine messenger appointed to accompany man through life to guide and direct and encourage him. It gives him a glimpse of his possibilities to keep him from losing heart, from quitting his upward life struggle.

Our faith knows because it sees what we can not see. It sees resources, powers, potencies which our doubts and fears veil from us. Faith is assured, is never afraid, because it sees the way out; sees the solution of its problem. It has dipped in the realms of our finer life our higher and diviner kingdom. All things are possible to him who has faith, because faith sees, recognizes the power that means accomplishment. If we had faith in God and in ourselves we could remove all mountains of difficulty, and our lives would be one triumphal march to the goal of our ambition.

If we had faith enough we could cure all our ills and accomplish the maximum of our possibilities.

Faith never fails; it is a miracle worker. It looks beyond all boundaries, transcends all limitations, penetrates all obstacles and sees the goal.

It is doubt and fear, timidity and cowardice, that hold us down and keep us in mediocrity—doing petty things when we are capable of sublime deeds.

If we had faith enough we should travel Godward infinitely faster than we do.

The time will come when every human being will have unbounded faith and will live the life triumphant. Then there will be no poverty in the world, no failures, and the discords of life will all vanish.



CHAPTER XLIV

THE NEXT TIME YOU THINK YOU ARE A FAILURE

If you made a botch of last year, if you feel that it was a failure, that you floundered and blundered and did a lot of foolish things; if you were gullible, made imprudent investments, wasted your time and money, don't drag these ghosts along with you to handicap you and destroy your happiness all through the future.

Haven't you wasted enough energy worrying over what can not be helped? Don't let these things sap any more of your vitality, waste any more of your time or destroy any more of your happiness.

There is only one thing to do with bitter experiences, blunders and unfortunate mistakes, or with memories that worry us and which kill our efficiency, and that is to forget them, bury them!

To-day is a good time to "leave the low-vaulted past," to drop the yesterdays, to forget bitter memories.

Resolve that you will close the door on everything in the past that pains and can not help you. Free yourself from everything which handicaps you, keeps you back and makes you unhappy. Throw away all useless baggage, drop everything that is a drag, that hinders your progress.

Enter upon to-morrow with a clean slate and a free mind. Don't be mortgaged to the past, and never look back.

There is no use in castigating yourself for not having done better.

Form a habit of expelling from your mind thoughts or suggestions which call up unpleasant subjects or bitter memories, and which have a bad influence upon you.

Every one ought to make it a life-rule to wipe out from his memory everything that has been unpleasant, unfortunate. We ought to forget everything that has kept us back, has made us suffer, has been disagreeable, and never allow the hideous pictures of distressing conditions to enter our minds again. There is only one thing to do with a disagreeable, harmful experience, and that is—forget it!

There are many times in the life of a person who does things that are worth while when he gets terribly discouraged and thinks it easier to go back than to push on. But there is no victory in retreating. We should never leave any bridges unburned behind us, any way open for retreat to tempt our weakness, indecision or discouragement. If there is anything we ever feel grateful for, it is that we have had courage and pluck enough to push on, to keep going when things looked dark and when seemingly insurmountable obstacles confronted us.

Most people are their own worst enemies. We are all the time "queering" our life game by our vicious, tearing-down thoughts and unfortunate moods. Everything depends upon our courage, our faith in ourselves, in our holding a hopeful, optimistic outlook; and yet, whenever things go wrong with us, whenever we have a discouraging day or an unfortunate experience, a loss or any misfortune, we let the tearing-down thought, doubt, fear, despondency, like a bull in a china shop, tear through our mentalities, perhaps breaking up and destroying the work of years of building up, and we have to start all over again. We work and live like the frog in the well; we climb up only to fall back, and often lose all we gain.

One of the worst things that can ever happen to a person is to get it into his head that he was born unlucky and that the Fates are against him. There are no Fates, outside of our own mentality. We are our own Fates. We control our own destiny.

There is no fate or destiny which puts one man down and another up. "It is not in our stars, but in ourselves, that we are underlings." He only is beaten who admits it. The man is inferior who admits that he is inferior, who voluntarily takes an inferior position because he thinks the best things were intended for somebody else.

You will find that just in proportion as you increase your confidence in yourself by the affirmation of what you wish to be and to do, your ability will increase.

No matter what other people may think about your ability, never allow yourself to doubt that you can do or become what you long to. Increase your self-confidence in every possible way, and you can do this to a remarkable degree by the power of self-suggestion.

This form of suggestion—talking to oneself vigorously, earnestly—seems to arouse the sleeping forces in the subconscious self more effectually than thinking the same thing.

There is a force in words spoken aloud which is not stirred by going over the same words mentally. They sometimes arouse slumbering energies within us which thinking does not stir up—especially if we have not been trained to think deeply, to focus the mind closely. They make a more lasting impression upon the mind, just as words which pass through the eye from the printed page make a greater impression on the brain than we get by thinking the same words; as seeing objects of nature makes a more lasting impression upon the mind than thinking about them. A vividness, a certain force, accompanies the spoken word—especially if earnestly, vehemently uttered—which is not apparent to many in merely thinking about what the words express. If you repeat a firm resolve to yourself aloud, vigorously, even vehemently, you are more likely to carry it to reality than if you merely resolve in silence.

We become so accustomed to our silent thoughts that the voicing of them, the giving audible expression to our yearnings, makes a much deeper impression upon us.

The audible self-encouragement treatment may be used with marvelous results in correcting our weaknesses; overcoming our deficiencies.

Never allow yourself to think meanly, narrowly, poorly of yourself. Never regard yourself as weak, inefficient, diseased, but as perfect, complete, capable. Never even think of the possibility of going through life a failure or a partial failure. Failure and misery are not for the man who has seen the God-side of himself, who has been in touch with divinity. They are for those who have never discovered themselves and their God-like qualities.

Stoutly assert that there is a place for you in the world, and that you are going to fill it like a man. Train yourself to expect great things of yourself. Never admit, even by your manner, that you think you are destined to do little things all your life.

It is marvelous what mental strength can be developed by the perpetual affirmation of vigorous fitness, strength, power, efficiency; these are thoughts and ideals that make a strong man.

The way to get the best out of yourself is to put things right up to yourself, handle yourself without gloves, and talk to yourself as you would to a son of yours who has great ability but who is not using half of it.

When you go into an undertaking just say to yourself, "Now, this thing is right up to me. I've got to make good, to show the man in me or the coward. There is no backing out."

You will be surprised to see how quickly this sort of self-suggestion will brace you up and put new spirit in you.

I have a friend who has helped himself wonderfully by talking to himself about his conduct. When he feels that he is not doing all that he ought to, that he has made some foolish mistake or has failed to use good sense and good judgment in any transaction, when he feels that his stamina and ambition are deteriorating, he goes off alone to the country, to the woods if possible, and has a good heart-to-heart talk with himself something after this fashion:

"Now young man, you need a good talking-to, a bracing-up all along the line. You are going stale, your standards are dropping, your ideals are getting dull, and the worst of it all is that when you do a poor job, or are careless about your dress and indifferent in your manner, you do not feel as troubled as you used to. You are not making good. This lethargy, this inertia, this indifference will seriously cripple your career if you're not very careful. You are letting a lot of good chances slip by you, because you are not as progressive and up-to-date as you ought to be.

"In short, you are becoming lazy. You like to take things easy. Nobody ever amounts to much who lets his energies flag, his standards droop and his ambition ooze out. Now, I am going to keep right after you, young man, until you are doing yourself justice. This take-it-easy sort of policy will never land you at the goal you started for. You will have to watch yourself very closely or you will be left behind.

"You are capable of something much better than what you are doing. You must start out to-day with a firm resolution to make the returns from your work greater to-night than ever before. You must make this a red-letter day. Bestir yourself; get the cobwebs out of your head; brush off the brain ash. Think, think, think to some purpose! Do not mull and mope like this. You are only half-alive, man; get a move on you!"

This young man says that every morning when he finds his standards are down and he feels lazy and indifferent he "hauls himself over the coals," as he calls it, in order to force himself up to a higher standard and put himself in tune for the day. It is the very first thing he attends to.

He forces himself to do the most disagreeable tasks first, and does not allow himself to skip hard problems. "Now, don't be a coward," he says to himself. "If others have done this, you can do it."

By years of stern discipline of this kind he has done wonders with himself. He began as a poor boy living in the slums of New York with no one to take an interest in him, encourage or push him. Though he had little opportunity for schooling when he was a small boy, he has given himself a splendid education, mainly since he was twenty-one. I have never known any one else who carried on such a vigorous campaign in self-victory, self-development, self-training, self-culture as this young man has.

At first it may seem silly to you to be talking to yourself, but you will derive so much benefit from it that you will have recourse to it in remedying all your defects. There is no fault, however great or small, which will not succumb to persistent audible suggestion. For example, you may be naturally timid and shrink from meeting people; and you may distrust your own ability. If so, you will be greatly helped by assuring yourself in your daily self-talks that you are not timid; that, on the contrary, you are the embodiment of courage and bravery. Assure yourself that there is no reason why you should be timid, because there is nothing inferior or peculiar about you; that you are attractive and that you know how to act in the presence of others. Say to yourself that you are never again going to allow yourself to harbor any thoughts of self-depreciation or timidity or inferiority; that you are going to hold your head up and go about as though you were a king, a conqueror, instead of crawling about like a whipped cur; you are going to assert your manhood, your individuality.

If you lack initiative, stoutly affirm your ability to begin things, and to push them to a finish. And always put your resolve into action at the first opportunity.

You will be surprised to see how you can increase your courage, your confidence, and your ability, if you will be sincere with yourself and strong and persistent in your affirmations.

I know of nothing so helpful for the timid, those who lack faith in themselves, as the habit of constantly affirming their own importance, their own power, their own divinity. The trouble is that we do not think half enough of ourselves; do not accurately measure our ability; do not put the right estimate upon our possibilities. We berate ourselves, belittle, efface ourselves, because we do not see the larger, diviner man in us.

Try this experiment the very next time you get discouraged or think that you are a failure, that your work does not amount to much—turn about face. Resolve that you will go no further in that direction. Stop and face the other way, and go the other way. Every time you think you are a failure, it helps you to become one, for your thought is your life pattern and you can not get away from it. You can not get away from your ideals, the standard which you hold for yourself, and if you acknowledge in your thought that you are a failure, that you can't do anything worth while, that luck is against you, that you don't have the same opportunity that other people have—-your convictions will control the result.

There are thousands of people who have lost everything they valued in the world, all the material results of their lives' endeavor, and yet, because they possess stout hearts, unconquerable spirits, a determination to push ahead which knows no retreat, they are just as far from real failure as before their loss; and with such wealth they can never be poor.

A great many people fail to reach a success which matches their ability because they are victims of their moods, which repel people and repel business.

We avoid morose, gloomy people just as we avoid a picture which makes a disagreeable impression upon us.

Everywhere we see people with great ambitions doing very ordinary things, simply because there are so many days when they do not "feel like it" or when they are discouraged or "blue."

A man who is at the mercy of a capricious disposition can never be a leader, a power among men.

It is perfectly possible for a well-trained mind to completely rout the worst case of the "blues" in a few minutes; but the trouble with most of us is that instead of flinging open the mental blinds and letting in the sun of cheerfulness, hope, and optimism, we keep them closed and try to eject the darkness by main force.

The art of arts is learning how to clear the mind of its enemies—enemies of our comfort, happiness, and success. It is a great thing to learn to focus the mind upon the beautiful instead of the ugly, the true instead of the false, upon harmony instead of discord, life instead of death, health instead of disease. This is not always easy, but it is possible to everybody. It requires only skilful thinking, the forming of the right thought habits.

The best way to keep out darkness is to keep the life filled with light; to keep out discord, keep it filled with harmony; to shut out error, keep the mind filled with truth; to shut out ugliness, contemplate beauty and loveliness; to get rid of all that is sour and unwholesome, contemplate all that is sweet and wholesome. Opposite thoughts can not occupy the mind at the same time.

No matter whether you feel like it or not, just affirm that you must feel like it, that you will feel like it, that you do feel like it, that you are normal and that you are in a position to do your best. Say it deliberately, affirm it vigorously and it will come true.

The next time you get into trouble, or are discouraged and think you are a failure, just try the experiment of affirming vigorously, persistently, that all that is real must be good, for God made all that is, and whatever doesn't seem to be good is not like its creator and therefore can not be real. Persist in this affirmation. You will be surprised to see how unfortunate suggestions and adverse conditions will melt away before it.

The next time you feel the "blues" or a fit of depression coming on, just get by yourself—if possible after taking a good bath and dressing yourself becomingly—and give yourself a good talking-to. Talk to yourself in the same dead-in-earnest way that you would talk to your own child or a dear friend who was deep in the mire of despondency, suffering tortures from melancholy. Drive out the black, hideous pictures which haunt your mind. Sweep away all depressing thoughts, suggestions, all the rubbish that is troubling you. Let go of everything that is unpleasant; all the mistakes, all the disagreeable past; just rise up in arms against the enemies of your peace and happiness; summon all the force you can muster and drive them out. Resolve that no matter what happens you are going to be happy; that you are going to enjoy yourself.

When you look at it squarely, it is very foolish—almost criminal—to go about this beautiful world, crowded with splendid opportunities, and things to delight and cheer us, with a sad, dejected face, as though life had been a disappointment instead of a priceless boon. Just say to yourself, "I am a man and I am going to do the work of a man. It's right up to me and I am going to face the situation."

Do not let anybody or anything shake your faith that you can conquer all the enemies of your peace and happiness, and that you inherit an abundance of all that is good.

We should early form the habit of erasing from the mind all disagreeable, unhealthy, death-dealing thoughts. We should start out every morning with a clean slate. We should blot out from our mental gallery all discordant pictures and replace them with the harmonious, uplifting, life-giving ones.

The next time you feel jaded, discouraged, completely played out and "blue," you will probably find, if you look for the reason, that your condition is largely due to exhausted vitality, either from overwork, overeating, or violating in some way the laws of digestion, or from vicious habits of some kind.

The "blues" are often caused by exhausted nerve cells, due to overstraining work, long-continued excitement, or over-stimulated nerves from dissipation. This condition is caused by the clamoring of exhausted nerve cells for nourishment, rest, or recreation. Multitudes of people suffer from despondency and melancholy, as a result of a run-down condition physically, due to their irregular, vicious habits and a lack of refreshing sleep.

When you are feeling "blue" or discouraged, get as complete a change of environment as possible. Whatever you do, do not brood over your troubles or dwell upon the things which happen to annoy you at the time. Think the pleasantest, happiest things possible. Hold the most charitable, loving thoughts toward others. Make a strenuous effort to radiate joy and gladness to everybody about you. Say the kindest, pleasantest things. You will soon begin to feel a wonderful uplift; the shadows which darkened your mind will flee away, and the sun of joy will light up your whole being.

Stoutly, constantly, everlastingly affirm that you will become what your ambitions indicate as fitting and possible. Do not say, "I shall be a success sometime"; say, "I am a success. Success is my birthright." Do not say that you are going to be happy in the future. Say to yourself, "I was intended for happiness, made for it, and I am happy now."