Chapter XXIII: Section 1754: applies to all branches of the service, in Washington, D (14)

“_A good memory worth gold._ Helps you succeed--is better than education. MY HOME METHOD easily and quickly applied; easy as reading a book. Send 50 cents for it, prepaid, NOW. Address --------------”

“_How is your memory?_ If it is bad, better it; if it is good, perfect it. MY HOME METHOD gets results. Easiest thing in the world. Send 50 cents NOW; get it prepaid. Address --------------”

The copy for the course, or folder, is substantially as follows:

HOW TO CULTIVATE YOUR MEMORY

_Forgetfulness is not a disease_--_it is a habit_--and a bad and costly habit.

Perfect memory is necessary in all kinds of business. Why have to make notes of everything you wish to recall? Why “have a name or fact on the tip of your tongue,” unless you can speak it?

Your mind is just like your muscles, so far as training goes. If you wanted to become physically strong, you would not overdo your exercise the first day. You would start with simple things, and then do the more difficult feats. It is the same way with your mind, follow these directions carefully.

_How to Concentrate Your Mind_

Memory depends entirely upon concentration. If you have _riveted your mind_ on what you hear or see or read, the _impression is deep_. It is like talking into a phonograph. If you whisper, the record on the wax is shallow, and difficult to reproduce. If you speak in a clear voice, then the record of what you say is cut _deep_, and can always be reproduced clearly.

To learn how to _concentrate_, you must start with simple things. But the first lessons must be _useful_.

The best way to concentrate is to begin with things that _denote action_.

For example, go into a room _once a day_, with nobody around to disturb you. Take a sheet of plain paper, and with a heavy, black pencil write something on it like this:

“_I can make my mind travel into any fact or study._”

Place this before you on the table, and have nothing else on the table that will interfere. Set this paper on the edge, so that it is plainly visible when you sit in a chair about two feet away from the table.

Now, first of all, _relax_. Get your muscles _eased_. Sit back in the chair, breathe slowly, take a few long breaths, and close your eyes.

Sit in a comfortable position. Avoid all muscular strain.

Then _open your eyes and look at that paper_.

Look at it and ask yourself what it means. What is your mind supposed to do if it travels into any subject?

If you are going to run a race, you wear as little as possible. You must _feel like racing_. And so, your mind must not be weighed down with other thoughts.

Close your eyes and _think_ about your mind’s ability to _travel back into the past_.

What did you do a year ago today? What did you do a year ago yesterday? What did you do five years ago?

_Keep the idea before you of making your mind travel back into anything you wish to remember._

_Keep the Mind in a Definite Thought Channel._

Now, after a few minutes of this practice, take another sheet of paper and write on it:

“_I can dig up any fact in my mind._”

Again relax and close your eyes, and then study these words. If your mind is going to dig facts out of your memory, it must not have other things to do at the same time.

Try to _dig up_ the name of somebody you have forgotten, or something you have read.

Now, as you proceed from day to day, get relaxed and take some book or paper and read _some useful thing_. Try to _shut out_ every other thought, so that your mind can _wade into the facts_.

Then sit back in your chair, with your eyes closed, and _analyze_ what you have read. Ask yourself questions about it. The more interesting the subject, the more readily you will go into it.

After a few weeks you will begin to _look into things more carefully_, and make your _mind impressions deep_.

_Get into the habit of concentrating on what people tell you_, on what you _read_, or _see_, or _hear_.

Then you will soon learn how to _shut out everything that does not pertain to the subject_, and you will make your impressions stronger. Also, _you will begin to bring out truths that you have almost forgotten_.

Remember that the _subjective part of your mind never forgets_.

The more you get into the _habit_ of permitting your mind to _flit_, the less you will be able to remember. The best students are those who make their studies _interesting_. The best business men are the persons who take _interest_ in their business.

_Tie yourself down to everything you do._

And then, every once in a while, hold a _mind review_.

Think of the different places you have lived, what you did, the people you knew, what became of them.

_Exercise your memory regularly._

Unless it is exercised, it falls into disuse--like an unused muscle--and becomes weaker.

Within a few weeks, you will be able to concentrate your mind on anything you do or read or say. That is _practice_ of the _right_ kind. It is scientific practice that considers your _memory_ as a _necessary part of your entire being_.

And remember, that you should so _concentrate_ on these lessons that you can _repeat the thought_, the _ideas_ contained in them.

With this kind of practice, memory will become a strong _asset_ with you--and it is a valuable asset, too.

PLAN No. 574. CUSTODIAN FOR U. S. SEE PLAN No. 217

PLAN No. 575. PICTORIAL BUSINESS MAGAZINE

A western advertising man induced a talented local cartoonist to join him in the publication of a pictorial magazine of purely local events of interest, and together they soon made it the most talked-of publication in the city which had a population of about 100,000.

The magazine was well printed, on good paper, and contained items of interest to and concerning prominent people in all lines of business--merchants, lawyers, doctors, dentists, judges, politicians, and other well known people.

The artist was quite gifted in reproducing the features of people, and the faces thus drawn were often attached to bodies of supposedly the same people in more or less grotesque positions there being an element of humor in most of the drawings. The humor, however, was of the clean, inoffensive kind, and was greatly enjoyed by the victim as well as by his acquaintances.

In a short time they had over 2,000 regular subscribers to the magazine, which was published weekly, and with the growth of the circulation the advertising space became more and more valuable, so that inside of three years their annual income was considerably in excess of $4,000.

PLAN No. 576. GEORGE MADE SOME TENTS

A young man and his girl were strolling on the beach, when a violent storm arose. He opened his umbrella, and spread his raincoat over it. Then he fastened a 5-foot stick into the umbrella frame, inserted the other end into the ground, and the raincoat provided the walls of a hastily-constructed tent which kept them dry as they sat on a log while the storm raged.

This evidently gave the young man an idea, for he had a tentmaker construct 200 little tents for use on the beach, which he sold the people at the resort for $5 each.

The tents were made of light duck, fifteen yards in each, with fourteen strong sticks made to fit into each other at the ends. Eight of them, fitted together, made an 8-foot pole to hold up the tent, while the other six, three on each side, held up the sides, and made a rain- and sun-proof tent six feet square, which served not only as a protection from the sun and storm, but made an excellent place in which to put on a bathing suit, as well.

This plan gave the inventor an income of more than $1,000 a year.

PLAN No. 577. BATHHOUSE CURTAINS FOR AUTOS

A lawyer living in a northern city, near which were a number of lakes, health resorts and bathing beaches, frequently took his family in an automobile to some of these places, and together they spent the day in bathing, playing golf, etc.

As the charges for the use of the bathhouses were rather exorbitant, and the bathhouses inconvenient, the attorney rigged up a set of water-proof curtains, enclosing the back portion of the machine, and attached to the frame above by means of hooks, thus giving all the privacy and protection of a regular bathhouse, which all the members of the family could use in turn, at no expense whatever.

Many other persons at the various bathing places noted the utility of the plan and asked the lawyer to make sets for their machines. So numerous were these requests that he at last decided to make the curtains in large quantities, and sell them at a profit of $2.50 per set.

He sold 200 sets that season, and 500 the following season. This was done with no advertising at all.

PLAN No. 578. PHOTOGRAPHED MINES

This photographer made himself familiar with photographing mines. For those who were operating mines and desired to sell stock and wanted pictures of the mines to interest investors, he had made a study of what kind of pictures would most interest prospective investors, and to those compiling prospectuses he made many valuable suggestions. He would make a fixed charge for the trip to the mine, and would spend several days at the property and do his work right or would not go at all.

After he finished his work the pictures were a real asset to the mine owners.

PLAN No. 579. DENTIST--INDIAN SERVICE--U. S. SEE PLAN No. 217

PLAN No. 580. THE FARMER WHO USED THE PARCEL POST

In many portions of the country not one farmer in a thousand realizes the importance of the parcel post in the marketing of his products at a profit, but allows untold quantities of the very choicest grades to go to waste. Some of these farmers don’t know, while thousands of others don’t care.

There was one Wisconsin farmer, however, who did know and did care, and he made himself wealthy by utilizing the products that others wasted, and for which city people gladly paid good prices.

He began by making a sausage that was so good and clean and of such fine flavor that people all over the United States began to ask for it. He used the parcel post in delivering this to his customers.

He put up smoked meats that were really smoked, with scented woods that imparted the most delicious flavor. He put up preserves, pickles, canned goods in glass jars, apple and peach butter, dried fruits and many other things, all of which he sent to the city by parcel post, where they commanded prices from 25 to 40 per cent higher than the products of canneries, packing houses, etc. Really fresh eggs, and pure, sweet farm-made butter, also formed a large item in his parcel post sales, while his fruits, all of the better grades, were always in demand. Everything he sold was recognized as honest goods, and these the public will always be glad to pay well for.

And just one little classified ad. in the Sunday edition of the city paper started the demand for his products, but it was an ad. that bore the imprint of honesty and real value, and by more than fulfilling his promises to supply the very choicest of nature’s products for what they were worth.

PLAN No. 581. PURE FRUIT PRESERVES AND JELLIES

The following ad. inserted just once in a Sunday paper published in a Michigan city, brought a near-by farmer’s wife so many orders that she was kept busy for months in filling them by parcel post, and brought her a profit of nearly $1,000.

Encouraged by her success, she enlarged her scope of operations the next season, and every season since then, until she is now in good circumstances. Here are the ads. which brought the business:

“_Pure_ Fruit Preserves--

“Guaranteed made from fresh picked fruit ripened on the branch and pure cane sugar in clean utensils made by clean people, in a clean kitchen, and free from adulterations and preservatives of any kind.

“All the delicious flavor of fresh fruit preserved by home recipes.”

“_Pure_ Fruit Jellies--

“Put up on the farm, by a farmer’s wife, from the best old-fashioned recipes, from fresh picked fruit and pure cane sugar, and free of all adulterations, artificial coloring matter or artificial preservatives. Absolutely delicious and wholesome jellies cheaper than you can buy them in town and better than you can put them up yourself because you can’t get fresh fruit in town like I can just off the branch. Made in clean utensils, in a clean kitchen, by clean, healthy people. Don’t poison yourself with factory-made jellies, compounded of chemicals and dyes and sold as fruit jellies. My jellies taste of the fresh fruit, because they are made of fresh, ripe and wholesome fruit. Write to me for my special offer and try these delicious jellies for yourself. Sent in small and large quantities to suit you.”

While most of her neighbors were allowing their fruit to rot on the ground, because they couldn’t find a market for them, this woman always had a good market for her products.

PLAN No. 582. HOW TO OBTAIN FULL INFORMATION OF PROPERTY FROM ADDRESS

The following plan netted better than $1,500 in 2¹⁄₂ hours. This would seem to be impossible but, like anything else when explained, is simple.

This man had moved from the country to live in the city, and having a large family it was important for him to obtain a house. He tried to find a place to rent but found that property was being purchased rapidly. Somewhat discouraged, he called upon his brother. One house in the most exclusive end of the city, appealed to him but this house the real estate man would not lease for less than $30 a month for a period of twelve months. The address of the property was 820, 25th st. They called the city engineer’s office by phone and requested the lot number, block and addition of the property. In possession of the legal description, they called the county assessor’s office where the following information was obtained:

Assessed Real Value
Value of lot $ 250 $ 500
Value of improvement 1400 2800
----- -----
$1650 $3300

House built in 1909. To build the house now would cost $3300. House consisted of 5 rooms 1st floor, 3 rooms 2nd floor. Fir finish. Plumbing. Stone foundation. ¹⁄₃ basement. Furnace. Brick fireplace. Oak floor, 5 rooms.

They next called on the county treasurer, who from the legal description gave the following information:

Taxes, 1917 $ 70.34
Taxes, 1918 77.55
-------
$147.89

Address given in 1916 of owner of property, Mary Jones, 2728, 16th Ave., San Francisco, Cal.

Next they called the abstract office and found the incumbrances against the property outside of the taxes and the following information was given:

Owner--Mary Jones; husband, John Jones.

No judgments against owner.

One first mortgage of $1,000 against property.

Second mortgage paid in 1918.

First mortgage made Jan. 1915, runs for 3 years to 1918, bears
int. at 8%, payable semi-annually and held by N. W. H. Bank.

Property purchased by Mr. Smith, 1917, on contract.

The next step taken was to call up the N. W. H. Bank and here the most recent address of the owner was given as “Jones Apt., San Francisco, Cal. Interest on money paid. Company stated that even though principal is due, company is willing to continue the loan.” The company also stated that Mr. Smith, holder of the contract, had given up his contract which had been paid down to $2,900.

Now we have the following situation: Two years taxes back; house empty and run down; mortgage due but can be extended if property is taken care of, and owner living in San Francisco, California, and a party ready to move in.

The next step to be taken was to talk with the owner by long-distance phone at San Francisco, California. All the preceding information was obtained in thirty minutes. In less than two hours a messenger had brought the owner and purchaser together. The purchaser was willing to continue the contract of $2,900 and pay 1917 taxes of $70.34. and pay $30 per month, 7 per cent interest on deferred payments, and must act at once. Owner told purchaser to move in at once, that contract would be signed immediately and forwarded for purchaser’s signature.

All this was done in two and one-half hours. The purchaser was able to buy a house on a rent basis and made on the transaction more than $1,500, as the place, with an expenditure of $150 in paint and repair work, will easily bring $5,000.

Few people realize what information is open to them.

If you are in possession of the legal description of city property or farm land anywhere in the United States all you have to do is to call or write the county assessor’s office and they will gladly tell you all about it, thus saving you many dollars. The city engineer’s office can usually give you from a given address the legal description of the property.

PLAN No. 583. CITY GARDENS

Very few people realize what can be done with their back yards. Many people who live in the city could solve the much-vexed question of the high cost of living if they would put their own lot of land to work.

A high school teacher living in Spokane used the vacant lot next to him and put it in potatoes. The soil was gravel formation. Most people in Spokane believed it necessary to water their potatoes daily, but he put some nitrogen in the soil and kept the potatoes carefully cultivated and irrigated them two or three times during the season. He obtained an excellent yield.

The back lot of his house was 30x30, and that was where he put in most of his time.

The space used for his tomatoes was 12x12. He made the soil in this place a sandy loam and mixed in ground limestone and some stable manure. He used a seed from Damascus, Syria, and treated the soil with nitrogen. He kept careful account of what he raised and it ran over fifty tons of tomatoes to the acre.

He built a grape arbor 8 feet high, 6x6 which took up but little room in his back yard. He used the Worden grape as it is a little earlier than the Concord. This furnished all the grapes that his family of four could consume, and gave him sufficient grape juice for the balance of the year. He had a good cider press with which he used to produce grape juice.

In his side yard he had eight or ten fruit trees. These produced all the pears and crab apples he could use the year round. When the apple crop came on he took his automobile and bought many boxes for 75 cents per box, and in this way he had all the apples and cider he wished for the year. He also made a drier, which is but an hour’s work, and dried considerable fruit for winter use.

He raised in a space 10x12 a “Progress” everbearing strawberry which gave his family all they could use from June to November and all they wanted to can for winter.

He was especially proud of his bean patch, 10x15--variety used was the Kentucky Wonder.

Beet patch, 2x8, variety planted--Egyptian.
Onions, 4x8, variety planted--Yellow Globe.
Carrots, 2x8, „ „ --Chantenary.
Lettuce, 2x8.

Radishes, he covered with a muslin cloth to keep them free from maggots--caused by the fly laying its eggs about the radish.

There were many berry bushes which formed a pretty fence for his back yard which produced all the berries the family could use. In addition to the above he had one hill of rhubarb, two hills of melons (cantaloupe) and two hills of cucumbers, which furnished all they could use.

In addition to the above space he made at the back end of the house a hotbed 5x10 which produced vegetables for him until winter and early in the spring. He made the soil in this as follows: Sod for the bottom, which is rich in nitrogen and on top of this put in about six inches of sand and leaf mould. This made a most excellent soil.

The above plan carried out by a man who is far more busy than the average during his spare time, not only made a living for one year for his family but increased his knowledge of out-door life and enjoyed the best of healthful exercise.

PLAN No. 584. LECTURES PREPARED AND SOLD EARNED WAY THROUGH COLLEGE

He was an excellent stenographer and owned a mimeograph outfit. He heard all the lectures in his course, and all other lectures he fancied in the college, and had many copies of these made up and sold to the students at a very low price.

You will find many students in departments who are interested in lectures that take place in other departments, and when unable to attend such lectures, are very glad to buy them from one who has attended.

This student also prepared questions that had been asked for a number of years in examinations, so that the students could get an idea of the kind of questions they would be asked to answer. He also took any kind of special work submitted to him and was able each year to easily defray all the expenses of his college course. A large school offers the best field for this class of work.

PLAN No. 585. RUNS BOARDING HOUSE--PAYS WAY THROUGH COLLEGE

Many young men who have had some experience in running a boarding house, put themselves through college, and often have a saving above their expenses at the end of their work.

I remember particularly two young men who did this. One ran his house on a cheap plan. He furnished board at a very low price, with no style, while the other gave more service, a little more dessert and charged a higher price.

These men employed students only who wished to earn their board in exchange for their services.

PLAN No. 586. SHAVED HIS WAY THROUGH COLLEGE

There is no reason why a man who understands the barber trade should not have a university training. There is always a great demand for his services at the university. Six hours out of the twenty-four will enable him to pay his expenses.

If he cannot get employment in a shop, he can run a student-shop of his own and employ only student barbers--each putting in a certain amount of time in the shop each day. The student body will patronize him in preference to anyone else.

PLAN No. 587. OREGON MAN EARNS WAY THROUGH COLLEGE

He was known by all as “Bill” and he was from the West. Bill, from the very first was a politician and would not take a back seat. He was an excellent talker and possessed lots of courage and self confidence. He had a few dollars to run on the first year, but after that it was up to him. He made himself well known to all in the university. Anything that required talk or scheming--he was there.

There was a big fair going on at St. Louis and Bill arranged to show the Oregon exhibit. He obtained this through letter-writing and friends. When Bill planned on going home he made arrangements with the railroad company to represent them and sell tickets to the other students. He showed them how cheap it was to see the West, and made it so attractive he was able to sell a large number of tickets in that way. Each year Bill was the popular man and got the orders for railroad tickets from the students.

If there was any place where his state should be represented in the East Bill was the one who obtained the appointment. He was wide awake at all times and never missed a chance to make money. In this way he more than paid all his university expenses.

PLAN No. 588. ASSISTANT TO TEACHER OF ELOCUTION

This young man was particularly interested in becoming a political speaker, so the first year of his university work he applied himself to the elocution course. He was studying law and saw its importance to the practicing lawyer. His interest was so marked that the professor became interested in him. The young man’s means were limited, so the professor made him a member of his own household, which settled the board and room question. He secured a small salary for his services, and soon the classes in elocution became more popular and he was made an assistant and a good salary was advanced by the university. In this way he not only earned his way through the university but won an excellent reputation in elocution, and the fact that he was one of the faculty in a large university meant much to him in later years.

One must bear in mind that a young man in this way wins the respect of the faculty, and their friendship means a great deal when he starts out for himself. A letter or good word from one of the faculty of a large university will establish anywhere the ability of a man.

PLAN No. 589. STUDIOUS MAN’S WAY OF EARNING HIS WAY THROUGH COLLEGE

He was a young man of few words, but always hit the mark when called upon in class. His strength lay in his scholarship. He was not a success as a salesman and had no ability as a speaker. So the ordinary methods for earning his way through college were closed.

However, he followed his natural bent as a student, securing work as a briefer for one of the college professors who was working on a book on corporations. His first year’s work was so satisfactory that his whole college course was spent on briefing for this professor. This gave him the best kind of board and room, besides giving him a wonderful knowledge of corporation law. He received also sufficient cash to defray all his college expenses and had his summer vacations to himself.

Many young men enjoy a wonderful companionship with the college professors in this manner, as well as earn their way through college. In a large college or university there is opportunity for young men to apply almost any talent they may possess and thereby pay for their living and education.

PLAN No. 590. HOW A WESTERN MAN EARNED HIS WAY THROUGH A UNIVERSITY

I well remember a young man from Salt Lake City, Utah, who arrived at the university filled with high hope for the future, but who possessed little money to accomplish it with. He was able by waiting on table to get through the first year, but was without money at the beginning of the first summer. He had a taste of one year’s life at the university and nothing could prevent his return the next year. He had never sold anything but he had precedent before him of what other men had done the year before, and found that hundreds of these men made enough to put them through their year’s course from one summer’s work. Possessing a somewhat philosophical vein he selected a Topical Bible to sell. I met him many times that summer. His troubles were many--trudging through the dust and mud of Illinois--but at the end of the summer he was back in his old place at class with a net profit of $250 saved as the result of his summer’s work.

The second year he did not wait on table, but with a friend of his opened up a little office; sold stationery and did some typewriting work and turned many dollars of profit to himself and friend. His stationery store provided a very good income and he continued the business to the end of his course. What he did, you can do.

PLAN No. 591. PAINTED AUTOMOBILES IN WINTER

He was a good painter, but during the winter he had very little work; yet by the following plan it became the most profitable and busy season of the year.

During the early fall he saw some of the auto owners and made an arrangement to re-paint their cars during the winter. He made a study of auto painting and was able to furnish as high class a job as the auto owner desired. If the upholstering of the car was worn or of poor taste he made suggestions for adding greatly to the beauty of the car. His wife did the upholstering and acquired great skill in that work and the profit from it went to her.

Cars painted and upholstered by him soon brought to him an excellent reputation which brought him a very profitable business from year to year.

PLAN No. 592. SUIT ORDERS PUT MAN THROUGH UNIVERSITY

He was one of the best dressed men in the university and knew what kind of clothes a man could wear. There is no time in a man’s life when he more desires to be well dressed than when he is in college.

This young man was popular in the school, and a very good mixer. He took measurements for suits, and let every one know it. He not only put a good suit on one but gave good style. If the hat, shirt and shoes did not go with the suit, he did everything he could in a tactful way to show what should be worn.

He worked for the business and secured it. His friends were very loyal to him as through his advice their appearance was improved greatly.

Many young men represent laundries from near-by cities and earn their way in that manner. Others make it a side line.

A good side line which will net many dollars during the school year is making up posters or post cards.

PLAN No. 593. Y. M. C. A.--Y. W. C. A. PUT THEM THROUGH UNIVERSITY

I knew a young fellow who worked at the Y. M. C. A. at the university. He was taking law. For his work in the association he was furnished with a good room and board and his work there did not conflict with his classes. He was an able assistant to the secretary and proved a very valuable man.

This work qualified him to become a first-class secretary, after he completed his course, which work enabled him to make a saving before going into the practice and also made a host of friends, which is essential to any man who would achieve success in the practice of the law.

The Y. W. C. A. is represented in every large university, and there is work for a few women who may in exchange for their services receive room and board.

The above plans are a great advantage, as they not only qualify one to earn an education but also prepare for a profession after their college course is finished.

PLAN No. 594. WENT THROUGH UNIVERSITY BY APPOINTING AGENTS

Before his arrival John had married and was the head of a nice family of three. He possessed a bright mind but had his own way to earn as well as that of his family. This to most people is a barrier, but to John it was not, and here is the way he did it:

Previous to entering the university he had sold books for a Chicago book company. He requested the company to finance him for one year by advancing $100 a month, for which he would secure and train agents during this period. The offer was accepted and John went to work.

He soon developed into one of the most active men there. He was the political head of the law department and had a voice in all of the student activities. If anyone wanted anything he always saw John. In the debating society he was also active.

The lively interest he took in important matters enabled him to secure the services of many agents for summer work. He put out something like 100 men selling books during the summer. They all made sales, but fifty of the number came back successful. John watched them all summer--was out in the field with the men--encouraging them. When he found a man failing he changed his territory and put him on his feet. He rendered a great service to those fifty by enabling them to go through the university as well as rolling up a nice profit for himself and the company.

This man to-day is the head of that Chicago book company and has won for himself a good success.

PLAN No. 595. WESTERN MAN’S WAY OF GOING THROUGH UNIVERSITY

This man was about thirty-two before any opportunity presented itself for him to have a university education. He had finished high school, and from that time became a worker. His hobby was speaking and writing, and he had soon become the spokesman for the men he worked with. He was sincere and earnest and won a good reputation among his fellow-workmen. Several occasions presented themselves for him to champion their cause. The members of his association, knowing his desire to go through the law school, managed to finance him and he repaid them by assisting them in whatever way he could. He finished his law course and began practice with a large number of clients which guaranteed his future.

Many young men, while I was at the university, made it a point during the summer to give addresses on temperance or some political subject, or by public speaking assisted men who were either preparing or running for public office.

PLAN No. 596. BIBLES PUT HIM THROUGH UNIVERSITY

He was a man past middle age, had never had any special advantages, but had a remarkable will and was open and above board in his religious faith. He believed the Bible was one of the best books ever printed and he had a good understanding of it. So he met all students who were inclined toward religion and obtained as many agents as possible to go out with him to sell Topical Bibles. He put out a considerable number of agents, worked with them, and encouraged them, and at the end of each summer he put away $400 or $500 net.

As a salesman he was not above the ordinary, but believed in his book and worked with it from summer to summer. The Topical Bible, he claimed, not only put him through the university but in placing it among the people he felt that he was doing a work worth while.

PLAN No. 597. INSURANCE PUTS MAN THROUGH UNIVERSITY

The second year of my course at the university I almost decided to sell insurance. Several of the boys, the summer before, had piled up profits as high as $800 net in that work.

Some of my friends went out and received training for two months before the summer vacation. They sold insurance in communities where they were well known. One of the boys, for his summer’s work, netted more than $500. He sold exclusively to the farmers of Illinois.

A man who goes out during the summer from the university and makes a good record, brings himself to the attention of the insurance company and oftentimes secures some excellent opportunities after his college course is finished.

PLAN No. 598. SANG THEIR WAY THROUGH UNIVERSITY

Four young men made their way through the university in about as pleasant a way as possible--by singing their way through. This quartet was excellent. On Sundays they sang for the church, and at any college meeting they were always called upon. They put on several concerts during the year and on several occasions they organized entertainments in the near-by towns and were well rewarded by the receipts.

During their third year they organized a number of singers and arranged for a trip to occupy several weeks and to cover many large cities. This effort was very successful, and not only profitable to them but a very good advertisement for the university.

These four singers not only defrayed all university expenses, but secured an excellent opportunity to see different parts of the country and had a saving to start with when their course was completed.

PLAN No. 599. ENTERTAINER PAYS WAY THROUGH UNIVERSITY

He could do sleight-of-hand tricks and was able to do some good hypnotic work. He understood how to arrange for and advertise his plays.

He made it a point to give several entertainments each year in the near-by cities. During Christmas time, spring vacation and summer he was busy. The entertainments given at the university and the Saturday-night performances in some of the adjacent towns were sufficient to defray all his expenses.

PLAN No. 600. SOLD ALUMINUM WARE SUMMERS AND PAID UNIVERSITY EXPENSES

A tall, slender chap, whom I at first thought to be a rich man’s son, told me that he had that summer made $550. On inquiring I found he sold aluminum ware during the summer in Illinois. He not only worked in the cities but in the country as well. He would find some housewife in the city who would permit him to give a demonstration of his aluminum ware cooking utensils. He would then get this lady to invite in a number of her friends to see the demonstration. For this he would make a gift of some one of his wares to the one who had favored him. He was enabled to show the value of his wares and made many sales. A series of such demonstrations in the various homes soon established the reputation of his goods and created a good demand for them.

Through this plan he paid all college expenses, and had a small sum to start in business with at the close of his college course.

PLAN No. 601. CHAMPIONING RELIGIOUS DOCTRINE PUT HIM THROUGH THE UNIVERSITY

There are a great many different religious sects in our country, and from our colleges and universities these sects obtain material that will assist their causes.

Two of my friends at the university took a law and literary course covering a period of six years. They were good speakers and had very strong leaning toward certain religious beliefs. They made a very close study of same until they became very valuable exponents for their denominations. They were sent out on special lecturing trips and all the time they could spare was put in at active work along that line. The compensation they received from this work more than financed their university course.

They obtained unusual experience in public speaking, which was later to prove a great asset to them in legal work.

A man who is an able speaker on matters concerning the law, and who is a champion of certain religious ideals can go into any community and in a few weeks will be better known and more highly regarded than men who have passed a life time there.

PLAN No. 602. COLLEGE ON STEREOSCOPIC VIEWS

Stereoscopic views are simple, but very important when one considers that by their aid a student may defray the expenses to his coveted goal the completing of his college course.

Jim was a big raw-boned fellow from Indiana. He was a man of wonderful energy and enthusiasm. Life was new to him every minute. It seemed his difficulty was lack of new opportunities for him to show what he could do.

He had no money after paying for his books, but by waiting on table and making himself generally useful he managed the first four or five months, and then he became associated with a fellow-student who sold views and thus made his way. Jim liked pictures of travel and felt that he could easily sell such views, so he immediately obtained an outfit and started after orders--and he got them. If anyone was a friend of his they would soon hear about the views.

The following summer he went out into the farm country in Indiana. Lots of views had been sold years before in that country but that was no obstacle to him; people, he thought, must have more. His views were lit up with his own imagination. He showed the religious people views of the holy lands. Anyone who had any religion at all would yield him an order. He came back that year having cleared more than $600.

PLAN No. 603. SMALL TOWN WEEKLY AND REAL ESTATE

He left his home in Iowa and dropped into a little western town of some 1,800 inhabitants. He had about $500 but that would not go very far. He liked newspaper work as a profession, so he started a weekly publication at which he worked hard and soon made it pay enough to provide himself and family with a living. But that did not give him a future, so he decided he would specialize in farm sales. He knew what a good farm was for he had made a study of farming. He obtained everything the government had to give on this subject, and advertised in his own paper. In that way he soon became very well known by all the farmers in his district and also had good connections with the farm banks.

He finally found a farm at a very low figure on which he obtained an option for two years to purchase, and then decided what kind of a crop should be put in. He did not have the capital himself so he went to some people with money and explained to them the deal he had and how he was to work it and told them that he needed capital and was willing to give one-half the profits for the cash advanced on the crops, or, in case of sale, one-half the amount made on the deal. His proposition was so good he had no trouble getting the cash and said he never had any trouble in financing his farm deals in that way. After obtaining the money, he boosted the farm in his paper.

He claims he makes his sale when he buys the farm. If he is to sell the farm on commission, he refuses to sell unless he is paid 5 per cent, and the land must be priced right or he will not try to sell it. But he claims the money is made when he buys. After the farm is bought he hires all the work done and pays liberal wages and expects results. He secures men who are trustworthy. The farm is cleaned up and put in order before it is offered for sale.

Last year, for example, land that was being summer-fallowed he put in peas which brought 60 cents a pound and produced 15 pounds per acre which was a low yield yet it paid the following amount per acre:

$ .50 to drill
3.00 seed
.50 cut peas $9.00
.05 thrash $4.05
---- -----
$4.05 $4.95 net profit per acre.

He has two salesmen who average the year round nearly $400 a month, and they find it easy to sell where they are the owners and operating their own farms. This year they have three farms totaling 700 acres which will net them more than $20,000.

Here is a man who started out with $500 in cash and now has an income of not less than $15,000 a year. He says if he was without money to-morrow he would work the local weekly and real estate business together.

PLAN No. 604. THIS LAWYER MADE MONEY BY KEEPING A DAILY RECORD

It is safe to say that nine-tenths of the members of the bar do not keep daily records. This often determines whether or not the lawyer is a success or failure.

When an estate is put into an attorney’s hands he should in these matters have a daily record, and his charge should be based on this record. But most attorneys go before the court, state generally how much time has been consumed, and ask for say, $500; but instead of such an allowance they usually get $100. The attorney might be entitled to the $500 but he has nothing definite to show. In all probability the heir and executor of the estate consumed much of his time, and had an account of his time been kept and even a plumber scale of wages applied, he might be entitled to $1,000.

The following is the kind of record one attorney used with profit to himself. He had a loose leaf 8¹⁄₂x11, punched for filing away.

ATTORNEY

_Daily Record_

Month.............. Year, 191.. Posted............

Hours Name of person or Subject matter Who charge
work done

8.30 A.M.
to
6.00 P.M.
Memorandum.

If attorneys would keep records of this kind it would do away with loafers, etc. in his office. At the end of each month do as the doctor does--render a bill for services. In no event should a charge be made for less than $5.00

If the bar of your community has no minimum fee get busy and have one established and after this understanding is reached tell your clients what the bar association requires and see that the newspapers give proper publicity to your minimum fees. This kind of work will bring about a better and more intelligent bar in your community as it makes their work more profitable and they would put more time on reading law and less on thinking about where the next dollar is coming from.

PLAN No. 605. LAWYER’S PLAN TO SAVE ON TYPEWRITING

A lawyer must have an office and a stenographer. Usually he can afford his office, and as far as books are concerned he can obtain them on time. But his stenographic help is always a problem as most of the time he cannot afford to have a stenographer.

He may find that a large part of the time his stenographer is more of a nuisance than a help. He is compelled to pay her $80 a month when over half of the time she is without work.

This attorney obtained a dictaphone and experimented with it for about a month. He accustomed himself to the use of it. When he kept the receiver of the dictaphone against his upper lip his voice took very clearly, but the stenographer who did his writing was not very familiar with the dictaphone, so he found the names of offices that had dictaphones, which information the companies selling dictaphones were glad to furnish. He then got in touch with their stenographers to ascertain if they had time to do extra work and found several willing to work for him. In this way he was able to get a price of 12 cents per roll--which contains 800 to 900 words. The stenographer figured she could do about four rolls an hour, which would give her about $4 a day.

The attorney dictated his work in his spare time. She called for the records, did the work and returned the rolls, shaven and ready for new dictation. It was a great advantage to the lawyer as he was only charged for the time she was actually writing his work. As a matter of fact, in using her extra time he could do twice as much as any other lawyer and stenographer could do under the ordinary method of dictation at one-third the cost. In that way all his work was done, when he had business to pay for, and there was no overhead expense when he did not have the business. This easily saved him $60 a month.

PLAN No. 606. LAWYER SELLS LAW BOOKS

This lawyer found that while our country was at war with Germany his practice dwindled down to almost nothing. He loved his profession and he had a professional pride that riveted him to his chair in the office. He loved his wife and family too, and when they had to do without any of the necessaries he felt it was up to him to move and move fast. He shook himself until he had a real circulation and determined he would take a trip into the northwest “for his health”--the real purpose being to sell law books.

He started the first of the year and by May 1st had sold over $50,000 worth of law books. He was a man not afraid of a jury, and he was one lawyer who knew business. Of the $50,000 worth of books he sold at least $10,000 was his--all made within four months.

This young lawyer was allowed a trading privilege of $30, in the event that it was necessary to make a sale. The point was that, so far as the old books were concerned, it made little difference, but in this manner he was sure to make a sale.

This plan was good and it took. There are many lawyers to-day out of business and do not know it. A little adventure into the selling game outside of their community would not only prove very profitable but would act as a tonic and would enable them to find their real selves, and they could come back to their practice with renewed energy and perhaps a new viewpoint which would put them where they belong.

PLAN No. 607. SHEEP ON SUMMER FALLOW

Here is what one farmer accomplished:

“On September 1, 1913, I owned 123 head of sheep worth approximately $613. During the following year I fed them $50 worth of feed and pastured them on summer fallow. I figure they saved me $150 worth of labor in eating off the weeds. During the year I sold $375 worth of sheep and $125.80 worth of wool, and at the end of the year I still had 135 head worth $675. I therefore figure my net profit, exclusive of labor, $660.80. I cannot understand why more farmers do not run sheep on their summer fallow.”

PLAN No. 608. LIKES HOGS AND SHEEP

He made a living from stock, and here is his statement of what he did:

“Recognizing the necessity for more modern methods in farming, I started in four years ago by fencing my 500-acre ranch with hog-tight woven-wire fence. I also purchased a bunch of hogs and went in debt for both the hogs and the fence. The first year I sold $1,400 worth of hogs and have averaged $2,000 per year since. I also purchased some sheep and found that by running them between harvest and summer fallow I was able to keep down the mustard and weeds. In this way I made a profit on my sheep from both wool and mutton. I am now out of debt and am satisfied that stock farming pays. I believe that if diversified farming methods are followed, sixty to eighty acres is enough for one family.”

PLAN No. 609. GOOD MONEY IN COWS

Here is what a farmer did with a few head of stock in Western Wisconsin, and he gives an account of his work as follows:

“On October 1st, 1913, I owned eighteen cows, eight heifers, four calves and one bull. The following year I fed $312 worth of pasture and $415 worth of feed, all of which, with the exception of $160 worth, was produced on my farm. During the year my sales of cattle and dairy products amounted to $1,200. At the end of the year I had remaining twenty-two cows, eight heifers, three calves, one steer and one bull, worth $2,040. I figured that I cleared $753, exclusive of labor.”

PLAN No. 610. HOGS ARE MONEY MAKERS

You will note that the following profit was made before we were thinking of war. Hogs are always profitable. Here is Mr. Farmer’s statement of what he did with a few hogs in Washington state.

“On September 30th, 1913, I owned twenty cows, thirty barrows and gilts, and one boar, worth approximately $610. During the following year I fed $704 worth of pasture and grain, all of which were produced on my farm. On September 30th, 1914, I owned twenty cows, eighty gilts and barrows, two boars and 120 pigs, which I figure worth $2,090, making a net profit of $750, exclusive of labor.”

Why will people insist on living in the heart of the city, with poor living conditions for their families, and work like slaves without a ray of hope for their future, when the country is only a few miles outside with good schools, plenty of fresh air, sunshine, hills, pastures, woods and streams and always a good environment for the family, and the best kind of a living and an easy possibility of plenty? Answer the question if you can.

PLAN No. 611. INTERESTING POULTRY FIGURES

To show what a hen paid before the war, here are a few figures which show the possibilities of the hen in the city.

“According to your request, you will find below data on my poultry business: From Nov. 1, 1912 to Nov. 1, 1913: