Chapter XXV: Section 1754: applies to all branches of the service, in Washington, D (16)

He had been in the private practice of law for about five years and was not doing well. He concluded to get into the corporation counsel’s office and make municipal law his specialty. He was fortunate to get an appointment and soon developed into a first class lawyer for the city, and won a good reputation from his work done. The community in which he resided had a population of 350,000 to 400,000, and after about two years’ work for the city he went in practice for himself. He made a specialty of the municipal law. Any matter that was to come before the council, or any service that he might render people with reference to city affairs, was the kind of business he was after. He used none but creditable methods and he left no stone unturned which would bring him in touch with business of the best character.

There are many ways an attorney, who understands municipal law, can render service to the people in large cities. After five or six years of private practice all the attorneys in his community would not take a case involving city affairs unless they had his advice or he was put in on the case. In return he sent cases to his fellow attorneys and did not engage in any but municipal law practice.

Municipal law practice is very profitable, as the clients are invariably able to pay for the service rendered.

The medical men have their specialties, other kinds of work has its specialties and the lawyer is behind the times who does not consider this when he enters the practice of law.

PLAN No. 658. A LAWYER MAKES A SUCCESS IN A LARGE CITY

This young attorney located in a small town in Oregon and there, with the co-operation of one of the leading politicians of the state, was able to build up a good practice.

His acquaintanceship and connection established him in the community of 15,000, in which he made his initial step, and soon he had a small, but substantial practice. His plan was eventually to go into the city of Portland. He possessed one excellent ability, and that was to make friends. He was quiet in manner, a fair speaker and a good student. His friends were people of the best class and meant much to his ultimate success. In business he had good judgment.

After three years’ practice in the little town he went to the large city and made his beginning. He was able to keep some of his clients from the small town. He met people in the large city with whom his political friends were on very good terms, and was able to get into connection with a good law firm. He was not admitted in the partnership, but was allowed an office in the same suite, and used their library and had the privilege of their stenographer’s services. This association meant much to him. After twelve years of building, he now enjoys a big practice and is permanently established in the community, and counts many of the best people of the city as his friends.

No, he did not take up politics and has taken no part in it. He has aspirations in that direction, but he feels it is essential first to have a strong financial standing before he enters into any political campaign. “The average young lawyer does not realize how important it is,” he says, “to establish, cultivate and make the best kind of people their friends. They not only shape and mould the lawyer’s own life, but are, by reason of their standing, able to determine what his success shall be.” He believes that people are known by the friends. He says this is particularly true in a large city. Fifty friends of the right kind are worth a thousand that are not.

PLAN No. 659. THIS LAWYER WRITES FOR NEWSPAPERS

This lawyer says that one of the best ways of developing your abilities is to write, and he found time in the establishment of his early practice to write for the newspapers of his community. He lived in a large city, and certain columns of the newspapers were usually open for the discussion of public questions, and he took that opportunity to get acquainted with the community. However, he was very careful to see to it that he wrote only his own true convictions, and, when matters were thrown open for public discussion he endeavored to suggest through the columns some topic of general interest. He did not hesitate to write on this subject, and made it a point to put forth an article of sufficient strength and value which he could later support if it were attacked, and in this way he engaged in many controversies in the community which brought to him an increase of business. He also made arrangements with a farm paper to answer legal questions in its columns, such as queries on line fences, and the like, and made a nominal charge for the answers. He answered a column to a column and a half of questions each month, and made a certain charge for his opinion on other subjects which he could not answer in the paper. This was all done under the auspices of the farm paper. They were very glad to give him a certain amount per month for this service. This brought him during the year considerable business. He states that the income he can directly trace to this kind of writing, netted him not less than $1,500 to $1,800 per annum. Also from time to time, on certain matters of general interest, he would put out a little pamphlet under his own signature and sell for a small figure--10 or 15 cents. From this source he derived several hundred dollars a year, as well as bringing his name before the community in a novel and interesting manner.

During the first four or five years’ practice of any attorney, he can very well afford to do this kind of work and it will help establish him in his community. It will not only make him acquainted, but will at the same time develop his ability as a writer and a thinker.

PLAN No. 660. HIS INTEREST IN POLITICS MADE HIM MONEY

He was a young fellow full of ambition and energy and was interested in all subjects which came up for political discussion. He was especially interested in matters in which the temperance issue was involved. He was a “Progressive” and did not hesitate to tell people of his political convictions. He was a good speaker and had trained himself in this work. He could talk before any meeting or gathering and make a creditable impression.

When I first saw him he was introduced as the “Boy Speaker” of that community, and the speech he delivered was very good. He could excel most of his seniors. Soon his services became much sought after by all aspirants for office in his political party, and this won for him recognition.

Coupled with this ability he worked hard for his friends. If a man has friends, and they believe and have confidence in him, they will let everybody know it, and they let everybody know that this man was the right kind of fellow for public office. The result was that when his friends were successful he had a selection of some of the employment they had to offer, and as a result got an appointment as clerk to one of the courts which gave him an opportunity to study first hand--the law.

He now enjoys an income of $100 a month, as well as the privilege of studying and observing the way lawyers conduct their cases. He is planning to later take up the law. He is associated with the various judges of the superior court, and his friends are among the best people of the city.

What he has done, many young men can do if they only have the initiative to follow out the general plan which he has adopted.

PLAN No. 661. REPORTER LIVES FOUR YEARS IN WASHINGTON

This is undoubtedly a wonderful experience for any man. He was a reporter on one of the daily papers, and was acknowledged as one of the very best men in his profession. His income was small, but he counted among his friends many of the best men in the community. Some of these, of course, had ambition for public office. One in particular engaged his services, and to give him as much favorable publicity as he possibly could during his campaign for United States Congress.

This is an opportunity that is presented to many men who are on the staff of large daily newspapers. He proceeded at once to do everything he could. He advised the man running for office what things would make good news matter and what steps he should take to enable him to get the proper publicity in the paper. His advice was very good, as he was experienced in newspaper work. This service had much to do with the final success of the man winning the race for United States Congress. With his success the reporter was appointed secretary to the congressman and went to Washington and lived there for four years.

PLAN No. 662. CHEMIST FOR U. S. GOV. SEE PLAN No. 217

PLAN No. 663. THROUGH COLLEGE ON CLASS HISTORY

It is often supposed that a man who is not a good speaker and does not show much enthusiasm will find it almost impossible to earn his way through college but such is not the case.

This man was a good writer and a clear thinker. For each class that was about to graduate he prepared a class history. This volume became more valuable as the years went by, and he had no difficulty in placing it with each member at a reasonable profit. There are many classes graduating at a university and he derived sufficient income in this manner to pay all university expenses.

PLAN No. 664. BOOSTER FOR BOARDING HOUSE PAID BOARD

He always managed to have fifteen or twenty boys who wanted to eat where he ate. With this following alone any boarding-house was glad to give him his board free. His board was two-thirds of his college expense, so he arranged with a boarding-house each year to bring at least twenty boarders to the house and keep up that average. This was a valuable help to the man running the boarding-house. Every business must have its booster or business-getter, so why not a college boarding-house?

PLAN No. 665. ATHLETIC ASSISTANT PAID UNIVERSITY EXPENSES

A man who takes an active interest in athletics can become a great help by assisting the coach or manager. Two men defrayed all their expenses at the university by acting as assistants in athletics. They enjoyed the opportunity of many side-trips, and after their course was completed received good offers through the coach and general manager.

Often this field of service is overlooked by those who must earn their way through college. The opportunities for a good man to assist the coach are numerous in baseball, on the track and in football, and there is an opportunity to assist in the gymnasium.

PLAN No. 666. HE RAN A SALES COMPANY

About ten years ago I met a young man who was possessed of exceptional energy and push. With him something must be done and the time to do it was to-day. He ran a little collection company, and if he couldn’t get prompt results he lost no time in bringing suit. The profits of the business did not develop fast enough for him, so one day he quit this work.

He felt that selling was his life-work. He had experience as an auctioneer, but now he determined to become a real business doctor and give people such treatment that they would know of his company throughout the state. He made good, and last fall when I met him he was making $8,000 a year, owned a house in the most exclusive part of the city, had a fine car, and this is how he accomplished it:

He opened a cheap office, then had printed a post card with the picture of an old doctor on a hurry call, printed in red, with wording as follows “Let us head Old Doctor... your way. He is the original business Doctor... Sales Company, Phone and address.” He obtained from Dun & Company the names of the merchants in his city. With this card he got in touch with the business.

Most merchants know little about advertising, and know little about putting on a sale. Many merchants want to operate with less stock, others wish to sell but can not.

The young man makes a contract with the merchant for twenty days if possible. He receives 10 per cent of the gross sales. All advertising is to be arranged and paid for by the merchant, and the agent’s entire sales force is placed at his disposal.

A large sheet--24x36--is prepared and circulated by the local merchant. He prints about twenty-five of these circulars on muslin cloth so that the advertisement will remain in place on telephone poles, fences, etc., and the surrounding territory is circularized in this manner.

A page is bought in the local newspaper, and large cuts and vigorous copy is put in the ads.

It is essential that a large crowd be present the first four or five days, and here are a few of the many plans that bring them:

A prize of $10 to be given away, and those present Monday morning at 9 to 9:15 will receive tickets for the prize. Then he delivers the tickets. The free ticket requires holder, who has signed it, to return to the store at 2 o’clock Monday afternoon, when three judges, selected from the people, are to conduct the drawing and award the prize. The ticket holder must be there in person or the prize goes to someone else.

Just before the prize is awarded the agent makes the announcement that the person who makes the closest guess on his weight will receive $10 in gold. The people must call at the store and put their estimates in at 9 o’clock the next morning. At 2 o’clock the same day they must be present if they wish to win the prize.

Before this second prize is awarded, he announces that $10 will be given to the person who would make the best guess on the number of grains of wheat a rooster will eat in three minutes. Next morning at 9 o’clock the amount must be given at the store, and at 2 the prize is given out. This insures a large crowd at the store for three days.

If it is near Christmas he lets everyone know there will be a turkey chase in front of the store at ----. Six turkeys are placed on top of the store and he is perched up on a box in front. He announces that the first turkey that falls among them is anyone’s turkey that gets it. The second is for boys up to 18 and the third is for women, the fourth for the men, fifth for the girls, and the last for the old maids; he then changes it to everybody. But before the sixth is dropped down he makes the announcement that in on the cashier’s desk is a jar of beans and the one who makes the best guess on the correct number of beans will get a first-class rocking chair. This is important as it brings them into the store after the turkeys are all gone.

He was not a card-writer but soon developed some skill which was of great assistance in his work. He always arranges the stock so that it shows to the best advantage. This work is very important and usually takes three or four days. For this service he is paid 10 per cent of the gross receipts and this amount is paid at the end of each day. His busy season is from September to April 1.

In many cases after five days have passed, and he has made $500, the owner of the store makes him a proposition to allow him to finish the sale for the remaining fifteen days, which he usually settles for $300.

He not only handles merchandise, as above related, but auctions stock for farmers at 3 per cent commission. He makes a specialty of auctioneering hardware stores, and his success is extraordinary. He will take up a knife, make a sale at a certain figure, and at once, and at the same price, offers for sale all knives of the same kind. He sells a tub at a certain figure and the balance go at the same price.

He is now going into the business of auctioneering real estate. He has sold large tracts of land. He has on his staff six high-class salesmen and he devotes his entire time to directing the sales work. He is doing all in his power to educate those who think “sale” to connect that thought with the name of his company.

Three of his seven years were hard, but the last four he has been able to develop a net income of $8,000 per annum.

PLAN No. 667. ENTERTAINS CHILDREN.

A mother with a little 8-year-old girl was compelled to earn her own way. She had one asset--a home in a good neighborhood close to a school. She was a good entertainer and the idea came to her: “Why not give children’s parties four afternoons of the week?” She acted upon this idea and gave parties for children from 1 to 5 o’clock Tuesday, Wednesday, Thursday and Friday, when school was closed, and when school was in session she arranged for parties on Saturdays from 1 to 5 P. M.

She would entertain fifteen to twenty youngsters and give them a real wholesome time. She charged 50 cents for each child. This gave the mothers their Saturdays, and the way this lady conducted her parties was instructive to the children. She taught them how to play games and specialized in teaching good manners.

The mothers were very glad to take advantage of her parties. She arranged to have a different lot of children each day.

While school was in progress and a mother found it necessary to be gone all the afternoon, she arranged with her to have the child call at her house after school and she would look after it until the mother called. For this service she charged 25 cents. When the mother was to be gone all day she would tell the child to call at the hostess’ home at noon and eat her lunch, which her mother had prepared for her, and to stay there after school until the mother called for her. For this service our hostess charged 50 cents.

During the summer months her parties made her $30 a week, and while school was in progress she made about $20 a week.

PLAN No. 668. RAISED CHICKENS

He resolved that chickens could be raised on a large scale.

He devoted 80 acres to them in the following manner. He planted wheat, and immediately after doing so he put hundreds of young chickens on the eighty acres to make their own way. He arranged for water and made a large number of little houses on wheels wherein the chickens could roost and lay. Each day he collected his eggs. When it was necessary, he would move the houses about their length.

When fall came he sold all chickens that were over two years old and saved this money to buy pullets with the following spring. The chickens obtained plenty of food and the results were very profitable.

When winter came he had accommodations for their keep similar to that of other chicken raisers.

The eggs he gathered he put in storage until the prices raised, at which time he sold.

During the winter months he did not make any special effort to have the hens lay.

PLAN No. 669. ADVERTISING PLAN TO GET ACQUAINTED

I met a young man in the Middle west who made a specialty of introducing the men at the heads of business concerns to their customers. One at first thought, believes that the heads of a great store, lumber company or other business is known to all, but he is not known outside of fifty or sixty families.

This young man has a contract with all the local weeklies in a district that supplied purchases to the city he was working in.

He showed to merchants that he represented thirty or forty papers in the territory that he sold to, which papers had a combined circulation of 30,000 homes, and that but few persons in these 30,000 homes knew what he looked like or what his signature was like. So he suggested to Mr. Merchant that he run a picture of himself with an invitation to the people when they were in the city, to call at his store.

This plan netted our advertising salesman more than $150 a week. It not only embraced the merchants, but included the professional class as well.

PLAN No. 670. INFORMATION BUREAU

This man realized that the average merchant spends money in advertising to get customers, so he organized an information bureau to do all in his power to find customers for various merchants.

He employed girls to read several hundred newspapers, as the daily and weekly papers contain much information which leads directly to business advantages. He obtained from the county auditors a list of farmers in each county, their names and addresses, the kind of farming they were engaged in. In fact, anything from any source that could be put to the advertisers’ use was obtained. In two years this service paid him more than $500 a month.

A service of this character, intelligently used, is valuable, and almost any city is a great field for it. Along with it one should run some kind of a weekly publication in which he could carry advertisements and give his information free to his advertisers, and in this way would realize a higher rate for his information.

PLAN No. 671. ATTORNEYS BUILD LAW PRACTICE ON COLLECTION

These two attorneys realized that in starting in the law practice in a city of 100,000 was a very difficult matter, and this is the way they did it: They opened offices and started in the collection business. They did not make it on a commission basis, but on a certain amount per week, which would enable them to know just what their income would be.

They went among the cheaper stores of the community and secured their collections at very low rates. One took one side of the city in the morning and in the afternoon, the second took the other side of the city, thereby leaving one man in the office all the time. Their law office was a desk in a real estate man’s office. In this manner they finally built up a large collection business from which came a good many cases. In about a year they were able to have an office of their own. With reference to the other expenses, they were both single men, and so built a house outside of the city, somewhat removed from the business section. They lived over a year and a half in this manner; did their own cooking and so their living expenses were reduced to a minimum. They took more collections, and continued to work. A few cases began to come in; and they finally built a very good law practice. This took two or three years, but when once acquired the business was permanent.

During the war, when business was slack, they resorted to the same method of getting in touch with the public, and keeping a permanent income flowing into the firm. While this plan is not strewn with roses, yet if pursued with the same determination it will result in establishing a practice in the large city.

PLAN No. 672. WOMAN BECOMES ISOLATION HOSPITAL NURSE

This woman was thrown on her own resources and had to devise ways and means of making a living. The only field open to her at the time was to take care of “Flu” patients. She was not a trained nurse, but found that she could do this work very well. She worked hard for a few months, and word was brought to the health officer of the city concerning her work. They finally called upon her, and offered her a position in the Isolation Hospital, to take care of smallpox patients. She went into this work, not caring whether she got the small pox or not, and fortunately, even though she had never been vaccinated, she seemed to be immune, and for almost a year took care of the worst cases, and never contracted the disease.

For these services she received $75.00 a month, including room and board, and had a day off each week for herself. There was no night work in her service, because the people who came to the hospital did not pay any fee. Her salary was paid by the city.

In this hospital six or seven nurses are employed, so there is quite a field available for women in this work. Grateful patients gave her tips which ran as high as $25.00 to $30.00 a month.

PLAN No. 673. AN ATTORNEY REPRESENTS AN EXTREME POLITICAL PARTY

This man naturally was not content to follow the ordinary conservative lines of winning success. He thought it was for him to represent the extremest in politics, so immediately after graduation he associated with people of that kind. He was always present at their meetings and gave addresses. He championed their cause; and finally, when trouble arose, he was named as their attorney. He entered heart and soul into the fight, and made a reputation in this work.

His ambition was to make his office the headquarters of all labor organizations. In several of his actions he was very successful. He was especially good at gathering evidence, and was a good fighter when it came to court.

In a period of five to six years, he won a national reputation, where attorneys in the class he graduated were scarcely known outside of their own community. He was a man who could not sit still in his office--he had to have something doing all the time, and in his line of work he found opportunity for the true expression of his nature. As a matter of fact, the extreme element found it very hard to obtain the services of an attorney, and especially one who had his views.

PLAN No. 674. ATTORNEY RUNS FARM

This attorney was practicing in a city, but felt that, in order to be assured of a permanent success in that community, it was best for him to have a farm close to the city. He secured a farm and made it his home. It was on an electric line, and this made it easy for him to go to and from the city, to attend to his business. His farm guaranteed him a living each year, and during the time when wheat was up, he made big profits from the sale of it. His living expenses were defrayed by the farm, and, besides he was enabled to save some money each year, and everything that he made from the practice of law was clear profit. This enabled him to champion various causes that otherwise he could not have afforded to do. It placed him in the position of an attorney with a fixed income, and enlarged his field of activities, so that he could build for years along certain lines, which is essential to any professional man’s success. He did not have much capital in the beginning, but he secured the farm on easy terms and was able to pay for it in about five years, and had the farm clear of all debt. He understood well the science of farming, took all the government reports on farming and made himself proficient in that line. He secured many clients in the community where he was farming. This gave him a great advantage over his fellow-members at the bar.

The great trouble with the average lawyer is inactivity, and if he is not active, he is like any other dead man--nobody knows of his whereabouts and cares less, but if he is engaged in doing some collection work, coming in contact some way or other with the public generally, he will have business and it will continue to grow from year to year.

PLAN No. 675. MANUFACTURING, ADVERTISING PLAN

In a city of about 125,000 inhabitants, a complete list of the names of the manufacturers, their addresses and the names of business managers and the telephone numbers was made, each on a card. These cards were arranged alphabetically and a man was put on the ’phone for about ten days inquiring of each firm what articles they manufactured, the trade name of the article being put on the back of the card. The result was that over 1,200 different kinds of articles were made by some 300 manufacturers. Then a dummy, made up, giving a page to the matter, the size of a newspaper, and in the center was placed a cartoon favorable to the manufacturer. This was to be sent to the people in the surrounding towns. Each article made, was listed alphabetically with the name of the article appearing first and after this the name of the company. These 1,500 articles made about two pages of matter. After 2,000 of these were prepared by the printers the salesmen started calling on all manufacturers in the community, at the rate of eight to twelve a day, and presented his proposition to them, which was as follows:

To run in forty papers surrounding the town in which they were located, going to something like 45,000 homes of farmers and people living in small towns. For this they were to pay $10.00 a thousand. Most of the manufacturers, rather than run a line or two, desired to run display, putting in the picture of the article they made and a little statement concerning its virtue of same and giving their addresses.

Five weeks of this kind of soliciting resulted in more than $1,000 worth of contracts being signed up, and many thousands of dollars worth of business prospects for in the future. The salesmen were taken off and the general salesmen of the company followed up the prospects, with the result that over six thousand dollars was made from the plan. This meant a net saving on the part of the company of $3,500 to $4,000.

This is a good plan and a fair way to cover the people in the farm community for the manufacturer. He then covered other classes of advertising in the same way.

PLAN No. 676. HIGH-SCHOOL BOY EARNS WAY

He was a hard working young fellow, and he called upon the neighborhoods in different parts of the city after his high school was out, and sold brushes of different kinds to be used in the homes. He had a fair introduction, and showed up the advantages of his brushes in a fair way.

Night after night, week after week, he continued this work. Saturday was his best day, as he usually made three or four dollars on that day alone. He netted from this work something like $10 to $12 a week. It was hard work carrying a suitcase filled with brushes, from which he showed his wares, but it paid his expenses through his high school and enabled him to get his education. He stuck to his work and won out.

This is a plan that any young man of energy and push can follow at odd intervals to make his way through high school.

PLAN No. 677. LAWYER GETS ON SCHOOL BOARD

After getting out of the law school he did not have sufficient funds to open an office, so he became a teacher in one of the high schools in the city in which he desired to make his home. After teaching for about two years, he determined that he would go into practice for himself. This he did. He felt that it would be an advantage to him to hold some kind of public office, and so he ran for and secured a membership on the school board. This position he was well qualified to fill, having taught for several years preceding his study of the law. After that he joined an athletic association and ran for office in the association and was made one of its directors. In these two positions he enjoyed a good opportunity for coming in contact with the best people of the city, and when politics was alive, he was one of the main members of the political organization, and had much to say about who should be elected to office.

He served as assistant prosecuting attorney for some time, got the experience that he desired, and then continued with his practice. From these offices, which have been a great advantage to him, he has won an excellent reputation in the community.

PLAN No. 678. HE WANTED TO BE A LAWYER

He went into a railway office as stenographer and studied law as he worked. He was a man of excellent appearance and untiring energy, and he worked until he had passed the bar examination for his state. He prepared to make himself a specialist on railway law, and continued study for three or four years. During that time he acted as assistant to the railway attorney, but instead of staying with the railway company for years, as most attorneys do, he identified himself with one of the best trial lawyers in his part of the state, who made a specialty of damage suits. He was a valuable adjunct to this firm as he was familiar with railway law.

By reason of the fact that he had a knowledge of railway law, from the railway standpoint, he was very successful in his work.

PLAN No. 679. LAWYER BECOMES RAILWAY COUNSEL

After finishing at a law school, he obtained an appointment as assistant to the counsel for a railway. He studied for two or three years, in this capacity, and worked with the counsel of the railway until finally he won recognition for his services from the company. The railway counsel was changed, or left the service, and he became counsel for the railway at that point.

This kind of work pays well, and he has an assistant or two under him, and enjoys a good reputation in his community.

PLAN No. 680. NEWSPAPER MAN MAKES EXTRA MONEY

Reporters on newspapers make extra money by following the career of men who are public spirited. They become familiar with their aspirations and try to help them make good, by giving them all the newspaper support they possibly can. Of course, this cannot be done without compensation, and the reporter is paid extra for this work. It is valuable aid, for the man who desires to attain political prominence. The reporter, as a rule, is under-paid, and this enables him to increase his income considerably.

The reporter’s advice alone is worth a great deal, as the average aspirant for office does not understand what is, and what is not, a good news article. The reporter can be absolutely fair with the paper and render this service.

PLAN No. 681. HE BECOMES CHAMBER OF COMMERCE SECRETARY

There is a large field for any man who has ambition for public work, in the chambers of commerce of the various cities of our country. He can identify himself as an assistant, or in some other capacity and win a good reputation as a man of value in this work.

From time to time there are inquiries from this source for the right kind of men for the work. The salaries are good, ranging from $5,000 to $10,000 a year, and the work, itself, is extremely interesting.

This really is a first-class advertising man’s job. If a man understands advertising, and understands the advertising of communities, there is no reason why he should not be a capable man for this position, and such a man usually knows what is good news value, and what articles can be put in the paper, and what effect these various articles will have for the benefit of his community. It is usually a business proposition and supported by business men, exclusively; professional men and politicians having little to do with this work and the young man who can make good will soon find a position awaiting him.

I know a few men who have made excellent records in this direction and are now the recipients of $8,000 to $10,000 a year. It took them at least five to six years before they were qualified to hold a large position. One started in as a newspaper reporter, and the other started in as an editor of a paper, and finally developed into an advertising man.

PLAN No. 682. LAWYER BECAME STATE REPRESENTATIVE

He was always the champion of the issues that arose in his particular neighborhood club, and he finally decided that if he were a state representative, it would be a beneficial experience for him, as well as an avenue through which to become known in the state generally. So he went about increasing his friendship, becoming acquainted with everybody in his district, and finally announced himself as candidate for the state legislature, and he was very much surprised at the ease with which he won the election.

He was repeatedly returned to the legislature and has almost become a permanent fixture in this capacity. He has always seen to it that the newspapers give him proper mention, on any matter in which he is engaged. He makes it a point to call the attention of the reporters to it if it has any news value at all. By this studied effort and work on his part he has made himself good timber for the United States Congress. Not only that, but he has won a large friendship among the people of the various states, which has brought him a good deal of valuable practice, and has given him business opportunities.

A young lawyer makes a very serious mistake when he does not pay attention to his opportunities in this direction.

PLAN No. 683. HE BECAME POLICE JUDGE

After winning an election as justice of the peace, it is always the ambition of the justice to become police judge of the city. To win this position does not only mean the increase of one hundred or more dollars a month in salary, but also gives a good opportunity for a lawyer to build up a reputation, which may lead to a judgeship in the superior court. Of course, the mayor and city council of a city determine which justice will be the police court judge, and a friendly standing with them will aid in determining whether or not a candidate will be police judge.

Most of the people of a city and the county know more about the police judge than they do about the superior court judge. As a matter of fact, the newspapers of the community give far more publicity to the doings of the police court than do those of the superior court. Every little matter that comes up before the police court, serious or otherwise, is printed in the local daily, and all questions of any consequence that are to come up will first take place before the police court. So a lawyer, who occupies this position, and has good judgment, and takes his cases seriously, has an opportunity to make a good record for himself, and if he handles his opportunities in this position properly, he can become judge of the superior court.

This work brings him in touch with all the police branches and their work, and the county prosecutor’s office as well. As a matter of fact, many persons in the profession believe that it is best for a man who desires to become a superior court judge, to first become justice of peace.

PLAN No. 684. ILLUSTRATOR FOR U. S. GOV. SEE PLAN No. 217

PLAN No. 685. HE WANTED TO BECOME CITY COMMISSIONER

There were at least thirty persons aspiring for the $5,000-a-year job and he was but little known. Although he felt that he was strong enough to get the nomination, yet most of his friends advised him that they did not think that he could succeed, but they would do their best for him. He went in for all there was in it; he worked both night and day; he obtained the support of many young men in the city. He had stalwart friends in the police department and with their support and the support of their friends he gained the nomination.

With the nomination secured, he felt sure of election. However, he did not give up his personal efforts but worked both night and day until the night of the election, and then he did not give up until all of the votes were cast. The way he had worked for himself was an inspiration to his friends. However, it might be said that he had three or four friends who were especially valuable to him, and knew the political situation far better than he, and they did not hesitate to support him to the limit, as they believed in him and felt sure that if once elected he would make a good record. When the votes were counted, he had won by a large majority.

Many men believe that it is unbecoming for them to work for themselves, but this man did not think so. He felt that the enthusiasm of his friends would lag if the man who was running for the office did not believe enough in himself to work with them.

PLAN No. 686. HE RAN FOR JUSTICE OF THE PEACE

When he came into the community he was little known; in fact, up to the time he ran for the nomination on the Republican ticket, he was scarcely heard of, but prior to his nomination he billed the entire town. He had small boards placed at the various bridges and public places in the community with a large picture of himself, naming the office he desired to secure. He also had the telegraph poles tacked with large posters, bearing the same announcement. This publicity was so striking that it caused a great deal of comment all over the city, and when the nomination came up he secured it easily, and nomination in that county meant--the election!

PLAN No. 687. HE FIRST BECAME COUNTY ASSESSOR

This attorney, from a financial standpoint, was not prepared to go into the practice of law, so he became an aspirant for the office of county assessor. He was not a good speaker, but he made up his mind to work strenuously for this office, and so he obtained the support of ten or twelve of his friends who worked for him, and, finally, he secured the office.

Many of his friends could not understand why he wanted such an office, but when once nominated and elected he had many people to appoint who make the assessment of the property in the county. These men were naturally people who supported him, and this enabled him to build up very strong political support throughout the county with this support as a nucleus which re-elected him many times.

PLAN No. 688. A MIDDLE-AGED LADY’S WAY OF MAKING A LIVING

The following is a plan that represents lots of hard work.

This woman believed she could sell goods direct and obtain higher-class and better-grade goods by directly representing the factory. She made arrangements with a certain factory, and started in to sell. She made a specialty of women’s and children’s underwear, stockings, etc., and sold large quantities.

In this house-to-house selling of these goods, she netted more than $70.00 a month. In her travels she also found opportunity to sell other products, such as honey and other household articles which she carried as side lines. If there was a demand by her customers for goods she did not carry she made it a point to get the desired articles for them.

PLAN No. 689. A LAUNDRY PLAN THAT PAID

This man ran a laundry in a city of upwards of 150,000 inhabitants, and the population was increasing daily. He figured that if he could see the newcomers before the other laundries did that they would just as soon patronize him as the others, and yet he would like to know something about their reputations as to payment before obtaining their business.

Therefore he got in touch with a first-class information bureau in his city and secured all the names of people who came from the smaller towns into the city, and as soon as he got their names and the town they left he directed a letter to the editor of the paper in the town from which they had come inquiring as to their present address and their reputation for paying. After securing their address and statement as to their reputation for payment of their bills, and if he ascertained that they were good, he immediately called upon them at their new address in the city, and obtained their business. He had no competition in his work and this plan alone made his laundry a prosperous business.

It might be stated that if there is no information or clipping bureau in your community, it would be well for you to take all of the newspapers of the surrounding towns, which could be secured by direct subscription or by going to the local newspaper where, undoubtedly, all of these papers are sent in as exchanges, and by an arrangement with your local newspaper, they would be glad to allow you to read and go over these papers. The items in these papers will show the names of people who are leaving the small towns and the communities to which they go; then find out through the transfer men and companies where they are.

PLAN No. 690. HOW HE BECAME A BANKER

When I knew him at college he was a man of wonderful and unusual strength and good nature. He was as democratic as a person could be, and was liked by all who knew him.

If you were to pick out a banker in the crowd at school, he would be the last man, perhaps, that you would think would follow the banking business. After his college course he went into the stock business. He was well liked by all of the stockmen in the district in which he lived, and he had an acquaintance extending through the entire Northwest. But the stock business did not particularly appeal to him. He then entered into other lines of work and finally became closely associated with a man engaged in the banking business. This man had taken over a bank in one of the farming communities and asked this party whether he would like to spend a part of his time in this little bank and see what he could do in the way of assisting it. This work interested him from the beginning. He immediately took possession of the bank as though it were his own and began to build it up. In a short time he had doubled its deposits. His record was so unusual that the head of the bank in the city became interested, and as his showing continued the president of the bank became convinced that he should be in the city bank, so he made arrangements for him to come. He went at things with the same untiring energy in the city bank, as he had in the country bank, with the results that the deposits were greatly increased.

I remember one day going into this large bank and I was somewhat surprised at seeing him as one of the managing officers of the bank. I asked him how it came that he was there, and he told me that he had been associated in the banking business for a number of years. The position which he had obtained did not in the least effect his pride and he possessed the same spirit, which manifested itself so agreeably in his school days. He said he had been helped, and that it was his desire to help others as he had been helped--that was his attitude in the banking business. Instead of possessing the ordinary cold and distant attitude of the average banker, he was the opposite. In his former work among the stockmen of the Northwest he acquired a large acquaintance, and they all thought a great deal of him, and had confidence in the institution with which he was connected. They rather preferred to deal with a bank with which he was connected.

Your friends often determine whether you are to be a success or a failure.

PLAN No. 691. WONDER COVERS

“Wonder covers” for rolling-pin and bread-board are the invention of a Maine woman, but anybody can make them. For the rolling-pin, the cover is of stockinette or any elastic knitted textile fabric, made to pull over the pin in a stretched-tight way, like a jersey sleeve, and tied at the open end. The other part of the equipment is a mere square of canvas (sailcloth), to lay upon the bread-board.

Provided with these covers the housewife can manipulate the softest dough without any danger of its sticking to pin or board. But before using nearly a quart of flour must be rubbed into the pin-cover the first time it is slipped over the rolling-pin, and a little flour must be rubbed into it the same way each time it is used. With careful use the covers will stay clean a long time. When necessary to wash them, it should be done with cool water and a small scrubbing brush. Then they may be ironed. But the flour should be thoroughly washed out of them before they are ironed.

PLAN No. 692. CHICKEN CANNED

Down in Alabama a woman makes a living by taking orders for canned chicken and chicken by-products.

She puts one pound of meat in a number 2 can, and the gravy adds from 4 to 8 ounces, and she receives 80 cents a can for it. She claims that at this price she makes good money and she does so by using the best of soup meat in soups and gumbo. One rooster by this method brought her $3.50.

The above price might be increased, and a little advertising and personal sales work would develop a good business in any town.

PLAN No. 693. A GOOD FARMER USES OTHER PEOPLE’S FARMS

A young farmer was limited in capital and could not buy a good farm, so he purchased a few acres in a good district and went to work.

He soon found that the farmers in his neighborhood did not understand their business.

He took over a large neglected orchard for a crop arrangement and in a short time had contracted for land for two to three years that the farmers were neglecting, which gave him a large farm.

He went to work and in several years not only made a good saving but was able to finance himself for a farm of his own.

PLAN No. 694. STARTED A CLOTHING STORE

This young fellow was, from a business standpoint, about helpless. He was born and raised in the Old Country. When he made application to relatives who ran a department store for employment, he did not possess any qualities that they could use. They gave him work for two weeks, during which time he must find a position elsewhere. At the end of two weeks he managed to stay another four weeks. He realized he must do something. He had no capital, but he decided to rent a store building in the poor end of town. After hours he went about getting all the old clothes he could collect from door to door.

He cleaned the old suits as best he could and offered them for sale at a low price. He worked night and day, taking but little time for sleep, and he soon began to make sales from his stock of old suits.

He obtained the assistance of another poor fellow who wanted to help him. In a few months he was able to pay his help a regular salary. Twelve months from the time started in business he had a fine stock of clothing on hand and was employing four salesmen and making a good profit.

Thrift coupled, with a good plan, will make a success every time. The young man I have mentioned above had a very poor appearance, was not educated, and had much to overcome, but his willingness to sacrifice clothes, amusements and even food and sleep for a good plan brought him permanent business in a remarkably short time.

PLAN No. 695. CLOTHES CLINIC

She had a family of six and she was the sole support of the home. All six children were too young to work. The mother was ambitious for their education and determined to do all that was possible to give them all the educational advantages of other children.