It is more precious than diamonds or rubies. The old miser said to his
sons: “Get money; get it honestly if you can, but get money:” This
advice was not only atrociously wicked, but it was the very essence of
stupidity: It was as much as to say, “if you find it difficult to obtain
money honestly, you can easily get it dishonestly. Get it in that way.”
Poor fool! Not to know that the most difficult thing in life is to make
money dishonestly! Not to know that our prisons are full of men who
attempted to follow this advice; not to understand that no man can be
dishonest, without soon being found out, and that when his lack of
principle is discovered, nearly every avenue to success is closed
against him forever. The public very properly shun all whose integrity
is doubted. No matter how polite and pleasant and accommodating a man
may be, none of us dare to deal with him if we suspect “false weights
and measures.” Strict honesty, not only lies at the foundation of all
success in life (financially), but in every other respect.
Uncompromising integrity of character is invaluable. It secures to its
possessor a peace and joy which cannot be attained without it–which no
amount of money, or houses and lands can purchase. A man who is known to
be strictly honest, may be ever so poor, but he has the purses of all
the community at his disposal–for all know that if he promises to
return what he borrows, he will never disappoint them. As a mere matter
of selfishness, therefore, if a man had no higher motive for being
honest, all will find that the maxim of Dr. Franklin can never fail to
be true, that “honesty is the best policy.”

To get rich, is not always equivalent to being successful. “There are
many rich poor men,” while there are many others, honest and devout men
and women, who have never possessed so much money as some rich persons
squander in a week, but who are nevertheless really richer and happier
than any man can ever be while he is a transgressor of the higher laws
of his being.

The inordinate love of money, no doubt, may be and is “the root of all
evil,” but money itself, when properly used, is not only a “handy thing
to have in the house,” but affords the gratification of blessing our
race by enabling its possessor to enlarge the scope of human happiness
and human influence. The desire for wealth is nearly universal, and none
can say it is not laudable, provided the possessor of it accepts its
responsibilities, and uses it as a friend to humanity.

The history of money-getting, which is commerce, is a history of
civilization, and wherever trade has flourished most, there, too, have
art and science produced the noblest fruits. In fact, as a general
thing, money-getters are the benefactors of our race. To them, in a
great measure, are we indebted for our institutions of learning and of
art, our academies, colleges and churches. It is no argument against the
desire for, or the possession of wealth, to say that there are sometimes
misers who hoard money only for the sake of hoarding and who have no
higher aspiration than to grasp everything which comes within their
reach. As we have sometimes hypocrites in religion, and demagogues in
politics, so there are occasionally misers among money-getters. These,
however, are only exceptions to the general rule. But when, in this
country, we find such a nuisance and stumbling block as a miser, we
remember with gratitude that in America we have no laws of
primogeniture, and that in the due course of nature the time will come
when the hoarded dust will be scattered for the benefit of mankind. To
all men and women, therefore, do I conscientiously say, make money
honestly, and not otherwise, for Shakespeare has truly said, “He that
wants money, means, and content, is without three good friends.”

Politeness and civility are the best capital ever invested in business.
Large stores, gilt signs, flaming advertisements, will all prove
unavailing if you or your employees treat your patrons abruptly. The
truth is, the more kind and liberal a man is, the more generous will be
the patronage bestowed upon him. “Like begets like.” The man who gives
the greatest amount of goods of a corresponding quality for the least
sum (still reserving for himself a profit) will generally succeed best
in the long run. This brings us to the golden rule, “As ye would that
men should do to you, do ye also to them” and they will do better by you
than if you always treated them as if you wanted to get the most you
could out of them for the least return. Men who drive sharp bargains
with their customers, acting as if they never expected to see them
again, will not be mistaken. They will never see them again as
customers. People don’t like to pay and get kicked also.

One of the ushers in my Museum once told me he intended to whip a man
who was in the lecture-room as soon as he came out.

“What for?” I inquired.

“Because he said I was no gentleman,” replied the usher.

“Never mind,” I replied, “he pays for that, and you will not convince
him you are a gentleman by whipping him. I cannot afford to lose a
customer. If you whip him, he will never visit the Museum again, and he
will induce friends to go with him to other places of amusement instead
of this, and thus you see, I should be a serious loser.”

“But he insulted me,” muttered the usher.

“Exactly,” I replied, “and if he owned the Museum, and you had paid him
for the privilege of visiting it, and he had then insulted you, there
might be some reason in your resenting it, but in this instance he is
the man who pays, while we receive, and you must, therefore, put up with
his bad manners.”

My usher laughingly remarked, that this was undoubtedly the true policy;
but he added that he should not object to an increase of salary if he
was expected to be abused in order to promote my interest.

BE CHARITABLE

Of course men should be charitable, because it is a duty and a pleasure.
But even as a matter of policy, if you possess no higher incentive, you
will find that the liberal man will command patronage, while the sordid,
uncharitable miser will be avoided.

Solomon says: “There is that scattereth and yet increaseth; and there is
that withholdeth more than meet, but it tendeth to poverty.” Of course
the only true charity is that which is from the heart.

The best kind of charity is to help those who are willing to help
themselves. Promiscuous almsgiving, without inquiring into the
worthiness of the applicant, is bad in every sense. But to search out
and quietly assist those who are struggling for themselves, is the kind
that “scattereth and yet increaseth.” But don’t fall into the idea that
some persons practice, of giving a prayer instead of a potato, and a
benediction instead of bread, to the hungry. It is easier to make
Christians with full stomachs than empty.

DON’T BLAB

Some men have a foolish habit of telling their business secrets. If they
make money they like to tell their neighbors how it was done. Nothing is
gained by this, and ofttimes much is lost. Say nothing about your
profits, your hopes, your expectations, your intentions. And this should
apply to letters as well as to conversation. Goethe makes Mephistophilles
say: “Never write a letter nor destroy one.” Business men must write
letters, but they should be careful what they put in them. If you are
losing money, be specially cautious and not tell of it, or you will lose
your reputation.

We all depend, more or less, upon the public for our support. We all
trade with the public–lawyers, doctors, shoemakers, artists,
blacksmiths, showmen, opera stagers, railroad presidents, and college
professors. Those who deal with the public must be careful that their
goods are valuable; that they are genuine, and will give satisfaction.
When you get an article which you know is going to please your
customers, and that when they have tried it, they will feel they have
got their money’s worth, then let the fact be known that you have got
it. Be careful to advertise it in some shape or other because it is
evident that if a man has ever so good an article for sale, and nobody
knows it, it will bring him no return. In a country like this, where
nearly everybody reads, and where newspapers are issued and circulated
in editions of five thousand to two hundred thousand, it would be very
unwise if this channel was not taken advantage of to reach the public in
advertising. A newspaper goes into the family, and is read by wife and
children, as well as the head of the home; hence hundreds and thousands
of people may read your advertisement, while you are attending to your
routine business. Many, perhaps, read it while you are asleep. The whole
philosophy of life is, first “sow,” then “reap.” That is the way the
farmer does; he plants his potatoes and corn, and sows his grain, and
then goes about something else, and the time comes when he reaps. But he
never reaps first and sows afterwards. This principle applies to all
kinds of business, and to nothing more eminently than to advertising. If
a man has a genuine article, there is no way in which he can reap more
advantageously than by “sowing” to the public in this way. He must, of
course, have a really good article, and one which will please his
customers; anything spurious will not succeed permanently because the
public is wiser than many imagine. Men and women are selfish, and we all
prefer purchasing where we can get the most for our money and we try to
find out where we can most surely do so.

You may advertise a spurious article, and induce many people to call and
buy it once, but they will denounce you as an impostor and swindler, and
your business will gradually die out and leave you poor. This is right.
Few people can safely depend upon chance custom. You all need to have
your customers return and purchase again. A man said to me, “I have
tried advertising and did not succeed; yet I have a good article.”

I replied, “My friend, there may be exceptions to a general rule. But
how do you advertise?”

“I put it in a weekly newspaper three times, and paid a dollar and a
half for it.” I replied: “Sir, advertising is like learning–’a little
is a dangerous thing!’”

A French writer says that “The reader of a newspaper does not see the
first mention of an ordinary advertisement; the second insertion he
sees, but does not read; the third insertion he reads; the fourth
insertion, he looks at the price; the fifth insertion, he speaks of it
to his wife; the sixth insertion, he is ready to purchase, and the
seventh insertion, he purchases.” Your object in advertising is to make
the public understand what you have got to sell, and if you have not the
pluck to keep advertising, until you have imparted that information, all
the money you have spent is lost. You are like the fellow who told the
gentleman if he would give him ten cents it would save him a dollar.
“How can I help you so much with so small a sum?” asked the gentleman in
surprise. “I started out this morning (hiccuped the fellow) with the
full determination to get drunk, and I have spent my only dollar to
accomplish the object, and it has not quite done it. Ten cents worth
more of whiskey would just do it, and in this manner I should save the
dollar already expended.”

So a man who advertises at all must keep it up until the public know who
and what he is, and what his business is, or else the money invested in
advertising is lost.

Some men have a peculiar genius for writing a striking advertisement,
one that will arrest the attention of the reader at first sight. This
fact, of course, gives the advertiser a great advantage. Sometimes a man
makes himself popular by an unique sign or a curious display in his
window, recently I observed a swing sign extending over the sidewalk in
front of a store, on which was the inscription in plain letters,

“DON’T READ THE OTHER SIDE”

Of course I did, and so did everybody else, and I learned that the man
had made all independence by first attracting the public to his business
in that way and then using his customers well afterwards.

Genin, the hatter, bought the first Jenny Lind ticket at auction for two
hundred and twenty-five dollars, because he knew it would be a good
advertisement for him. “Who is the bidder?” said the auctioneer, as he
knocked down that ticket at Castle Garden. “Genin, the hatter,” was the
response. Here were thousands of people from the Fifth avenue, and from
distant cities in the highest stations in life. “Who is ‘Genin,’ the
hatter?” they exclaimed. They had never heard of him before. The next
morning the newspapers and telegraph had circulated the facts from Maine
to Texas, and from five to ten millions off people had read that the
tickets sold at auction For Jenny Lind’s first concert amounted to about
twenty thousand dollars, and that a single ticket was sold at two
hundred and twenty-five dollars, to “Genin, the hatter.” Men throughout
the country involuntarily took off their hats to see if they had a
“Genin” hat on their heads. At a town in Iowa it was found that in the
crowd around the post office, there was one man who had a “Genin” hat,
and he showed it in triumph, although it was worn out and not worth two
cents. “Why,” one man exclaimed, “you have a real ‘Genin’ hat; what a
lucky fellow you are.” Another man said, “Hang on to that hat, it will
be a valuable heir-loom in your family.” Still another man in the crowd
who seemed to envy the possessor of this good fortune, said, “Come, give
us all a chance; put it up at auction!” He did so, and it was sold as a
keepsake for nine dollars and fifty cents! What was the consequence to
Mr. Genin? He sold ten thousand extra hats per annum, the first six
years. Nine-tenths of the purchasers bought of him, probably, out of
curiosity, and many of them, finding that he gave them an equivalent for
their money, became his regular customers. This novel advertisement
first struck their attention, and then, as he made a good article, they
came again.

Now I don’t say that everybody should advertise as Mr. Genin did. But I
say if a man has got goods for sale, and he don’t advertise them in
some way, the chances are that some day the sheriff will do it for him.
Nor do I say that everybody must advertise in a newspaper, or indeed use
“printers’ ink” at all. On the contrary, although that article is
indispensable in the majority of cases, yet doctors and clergymen, and
sometimes lawyers and some others, can more effectually reach the public
in some other manner. But it is obvious, they must be known in some way,
else how could they be supported?

I hold that no man ought ever to indorse a note or become security, for
any man, be it his father or brother, to a greater extent than he can
afford to lose and care nothing about, without taking good security.
Here is a man that is worth twenty thousand dollars; he is doing a
thriving manufacturing or mercantile trade; you are retired and living
on your money; he comes to you and says:

“You are aware that I am worth twenty thousand dollars, and don’t owe a
dollar; if I had five thousand dollars in cash, I could purchase a
particular lot of goods and double my money in a couple of months; will
you indorse my note for that amount?”

You reflect that he is worth twenty thousand dollars, and you incur no
risk by endorsing his note; you like to accommodate him, and you lend
your name without taking the precaution of getting security. Shortly
after, he shows you the note with your endorsement canceled, and tells
you, probably truly, “that he made the profit that he expected by the
operation,” you reflect that you have done a good action, and the
thought makes you feel happy. By and by, the same thing occurs again and
you do it again; you have already fixed the impression in your mind that
it is perfectly safe to indorse his notes without security.

But the trouble is, this man is getting money too easily. He has only to
take your note to the bank, get it discounted and take the cash. He gets
money for the time being without effort; without inconvenience to
himself. Now mark the result. He sees a chance for speculation outside
of his business. A temporary investment of only $10,000 is required. It
is sure to come back before a note at the bank would be due. He places a
note for that amount before you. You sign it almost mechanically. Being
firmly convinced that your friend is responsible and trustworthy; you
indorse his notes as a “matter of course.”

Unfortunately the speculation does not come to a head quite so soon as
was expected, and another $10,000 note must be discounted to take up the
last one when due. Before this note matures the speculation has proved
an utter failure and all the money is lost. Does the loser tell his
friend, the endorser, that he has lost half of his fortune? Not at all.
He don’t even mention that he has speculated at all. But he has got
excited; the spirit of speculation has seized him; he sees others making
large sums in this way (we seldom hear of the losers), and, like other
speculators, he “looks for his money where he loses it.” He tries again.
endorsing notes has become chronic with you, and at every loss he gets
your signature for whatever amount he wants. Finally you discover your
friend has lost all of his property and all of yours. You are
overwhelmed with astonishment and grief, and you say “it is a hard
thing; my friend here has ruined me,” but, you should add, “I have also
ruined him.” If you had said in the first place, “I will accommodate
you, but I never indorse without taking ample security,” he could not
have gone beyond the length of his tether, and he would never have been
tempted away from his legitimate business. It is a very dangerous thing,
therefore, at any time, to let people get possession of money too
easily; it tempts them to hazardous speculations, if nothing more.
Solomon truly said “he that hateth suretiship is sure.”

So with the young man starting in business; let him understand the value
of money by earning it. When he does understand its value, then grease
the wheels a little in helping him to start business, but remember, men
who get money with too great facility cannot usually succeed. You must
get the first dollars by hard knocks, and at some sacrifice, in order to
appreciate the value of those dollars.

Always take a trustworthy newspaper, and thus keep thoroughly posted in
regard to the transactions of the world. He who is without a newspaper
is cut off from his species. In these days of telegraphs and steam, many
important inventions and improvements in every branch of trade are being
made, and he who don’t consult the newspapers will soon find himself and
his business left out in the cold.

BEWARE OF “OUTSIDE OPERATIONS”

We sometimes see men who have obtained fortunes, suddenly become poor.
In many cases, this arises from intemperance, and often from gaming, and
other bad habits. Frequently it occurs because a man has been engaged in
“outside operations,” of some sort. When he gets rich in his legitimate
business, he is told of a grand speculation where he can make a score of
thousands. He is constantly flattered by his friends, who tell him that
he is born lucky, that everything he touches turns into gold. Now if he
forgets that his economical habits, his rectitude of conduct and a
personal attention to a business which he understood, caused his success
in life, he will listen to the siren voices. He says:

“I will put in twenty thousand dollars. I have been lucky, and my good
luck will soon bring me back sixty thousand dollars.”

A few days elapse and it is discovered he must put in ten thousand
dollars more: soon after he is told “it is all right,” but certain
matters not foreseen, require an advance of twenty thousand dollars
more, which will bring him a rich harvest; but before the time comes
around to realize, the bubble bursts, he loses all he is possessed of,
and then he learns what he ought to have known at the first, that
however successful a man may be in his own business, if he turns from
that and engages ill a business which he don’t understand, he is like
Samson when shorn of his locks his strength has departed, and he becomes
like other men.

If a man has plenty of money, he ought to invest something in everything
that appears to promise success, and that will probably benefit mankind;
but let the sums thus invested be moderate in amount, and never let a
man foolishly jeopardize a fortune that he has earned in a legitimate
way, by investing it in things in which he has had no experience.

Men should be systematic in their business. A person who does business
by rule, having a time and place for everything, doing his work
promptly, will accomplish twice as much and with half the trouble of him
who does it carelessly and slipshod. By introducing system into all your
transactions, doing one thing at a time, always meeting appointments
with punctuality, you find leisure for pastime and recreation; whereas
the man who only half does one thing, and then turns to something else,
and half does that, will have his business at loose ends, and will never
know when his day’s work is done, for it never will be done. Of course,
there is a limit to all these rules. We must try to preserve the happy
medium, for there is such a thing as being too systematic. There are men
and women, for instance, who put away things so carefully that they can
never find them again. It is too much like the “red tape” formality at
Washington, and Mr. Dickens’ “Circumlocution Office,”–all theory and
no result.

When the “Astor House” was first started in New York city, it was
undoubtedly the best hotel in the country. The proprietors had learned a
good deal in Europe regarding hotels, and the landlords were proud of
the rigid system which pervaded every department of their great
establishment. When twelve o’clock at night had arrived, and there were
a number of guests around, one of the proprietors would say, “Touch that
bell, John;” and in two minutes sixty servants, with a water-bucket in
each hand, would present themselves in the hall. “This,” said the
landlord, addressing his guests, “is our fire-bell; it will show you we
are quite safe here; we do everything systematically.” This was before
the Croton water was introduced into the city. But they sometimes
carried their system too far. On one occasion, when the hotel was
thronged with guests, one of the waiters was suddenly indisposed, and
although there were fifty waiters in the hotel, the landlord thought he
must have his full complement, or his “system” would be interfered with.
Just before dinner-time, he rushed down stairs and said, “There must be
another waiter, I am one waiter short, what can I do?” He happened to
see “Boots,” the Irishman. “Pat,” said he, “wash your hands and face;
take that white apron and come into the dining-room in five minutes.”
Presently Pat appeared as required, and the proprietor said: “Now Pat,
you must stand behind these two chairs, and wait on the gentlemen who
will occupy them; did you ever act as a waiter?”

“I know all about it, sure, but I never did it.”

Like the Irish pilot, on one occasion when the captain, thinking he was
considerably out of his course, asked, “Are you certain you understand
what you are doing?”

Pat replied, “Sure and I knows every rock in the channel.”

That moment, “bang” thumped the vessel against a rock.

“Ah! be-jabers, and that is one of ‘em,” continued the pilot. But to
return to the dining-room. “Pat,” said the landlord, “here we do
everything systematically. You must first give the gentlemen each a
plate of soup, and when they finish that, ask them what they will have
next.”

Pat replied, “Ah! an’ I understand parfectly the vartues of shystem.”

Very soon in came the guests. The plates of soup were placed before
them. One of Pat’s two gentlemen ate his soup; the other did not care
for it. He said: “Waiter, take this plate away and bring me some fish.”
Pat looked at the untasted plate of soup, and remembering the
instructions of the landlord in regard to “system,” replied: “Not till
ye have ate yer supe!”

Of course that was carrying “system” entirely too far.

Every man should make his son or daughter learn some useful trade or
profession, so that in these days of changing fortunes of being rich
to-day and poor tomorrow they may have something tangible to fall back
upon. This provision might save many persons from misery, who by some
unexpected turn of fortune have lost all their means.

LET HOPE PREDOMINATE, BUT BE NOT TOO VISIONARY

Many persons are always kept poor, because they are too visionary. Every
project looks to them like certain success, and therefore they keep
changing from one business to another, always in hot water, always
“under the harrow.” The plan of “counting the chickens before they are
hatched” is an error of ancient date, but it does not seem to improve by
age.

DO NOT SCATTER YOUR POWERS

Engage in one kind of business only, and stick to it faithfully until
you succeed, or until your experience shows that you should abandon it.
A constant hammering on one nail will generally drive it home at last,
so that it can be clinched. When a man’s undivided attention is centered
on one object, his mind will constantly be suggesting improvements of
value, which would escape him if his brain was occupied by a dozen
different subjects at once. Many a fortune has slipped through a man’s
fingers because he was engaged in too many occupations at a time. There
is good sense in the old caution against having too many irons in the
fire at once.

Young men after they get through their business training, or
apprenticeship, instead of pursuing their avocation and rising in their
business, will often lie about doing nothing. They say; “I have learned
my business, but I am not going to be a hireling; what is the object of
learning my trade or profession, unless I establish myself?’”

“Have you capital to start with?”

“No, but I am going to have it.”

“How are you going to get it?”

“I will tell you confidentially; I have a wealthy old aunt, and she will
die pretty soon; but if she does not, I expect to find some rich old man
who will lend me a few thousands to give me a start. If I only get the
money to start with I will do well.”

There is no greater mistake than when a young man believes he will
succeed with borrowed money. Why? Because every man’s experience
coincides with that of Mr. Astor, who said, “it was more difficult for
him to accumulate his first thousand dollars, than all the succeeding
millions that made up his colossal fortune.” Money is good for nothing
unless you know the value of it by experience. Give a boy twenty
thousand dollars and put him in business, and the chances are that he
will lose every dollar of it before he is a year older. Like buying a
ticket in the lottery; and drawing a prize, it is “easy come, easy go.”
He does not know the value of it; nothing is worth anything, unless it
costs effort. Without self-denial and economy; patience and
perseverance, and commencing with capital which you have not earned, you
are not sure to succeed in accumulating. Young men, instead of “waiting
for dead men’s shoes,” should be up and doing, for there is no class of
persons who are so unaccommodating in regard to dying as these rich old
people, and it is fortunate for the expectant heirs that it is so. Nine
out of ten of the rich men of our country to-day, started out in life as
poor boys, with determined wills, industry, perseverance, economy and
good habits. They went on gradually, made their own money and saved it;
and this is the best way to acquire a fortune. Stephen Girard started
life as a poor cabin boy, and died worth nine million dollars. A.T.
Stewart was a poor Irish boy; and he paid taxes on a million and a half
dollars of income, per year. John Jacob Astor was a poor farmer boy, and
died worth twenty millions. Cornelius Vanderbilt began life rowing a
boat from Staten Island to New York; he presented our government with a
steamship worth a million of dollars, and died worth fifty million.
“There is no royal road to learning,” says the proverb, and I may say it
is equally true, “there is no royal road to wealth.” But I think there
is a royal road to both. The road to learning is a royal one; the road
that enables the student to expand his intellect and add every day to
his stock of knowledge, until, in the pleasant process of intellectual
growth, he is able to solve the most profound problems, to count the
stars, to analyze every atom of the globe, and to measure the firmament
this is a regal highway, and it is the only road worth traveling.

So in regard to wealth. Go on in confidence, study the rules, and above
all things, study human nature; for “the proper study of mankind is
man,” and you will find that while expanding the intellect and the
muscles, your enlarged experience will enable you every day to
accumulate more and more principal, which will increase itself by
interest and otherwise, until you arrive at a state of independence. You
will find, as a general thing, that the poor boys get rich and the rich
boys get poor. For instance, a rich man at his decease, leaves a large
estate to his family. His eldest sons, who have helped him earn his
fortune, know by experience the value of money; and they take their
inheritance and add to it. The separate portions of the young children
are placed at interest, and the little fellows are patted on the head,
and told a dozen times a day, “you are rich; you will never have to
work, you can always have whatever you wish, for you were born with a
golden spoon in your mouth.” The young heir soon finds out what that
means; he has the finest dresses and playthings; he is crammed with
sugar candies and almost “killed with kindness,” and he passes from
school to school, petted and flattered. He becomes arrogant and
self-conceited, abuses his teachers, and carries everything with a high
hand. He knows nothing of the real value of money, having never earned
any; but he knows all about the “golden spoon” business. At college, he
invites his poor fellow-students to his room, where he “wines and dines”
them. He is cajoled and caressed, and called a glorious good follow,
because he is so lavish of his money. He gives his game suppers, drives
his fast horses, invites his chums to fetes and parties, determined to
have lots of “good times.” He spends the night in frolics and
debauchery, and leads off his companions with the familiar song, “we
won’t go home till morning.” He gets them to join him in pulling down
signs, taking gates from their hinges and throwing them into back yards
and horse-ponds. If the police arrest them, he knocks them down, is
taken to the lockup, and joyfully foots the bills.

“Ah! my boys,” he cries, “what is the use of being rich, if you can’t
enjoy yourself?”

He might more truly say, “if you can’t make a fool of yourself;” but he
is “fast,” hates slow things, and doesn’t “see it.” Young men loaded
down with other people’s money are almost sure to lose all they inherit,
and they acquire all sorts of bad habits which, in the majority of
cases, ruin them in health, purse and character. In this country, one
generation follows another, and the poor of to-day are rich in the next
generation, or the third. Their experience leads them on, and they
become rich, and they leave vast riches to their young children. These
children, having been reared in luxury, are inexperienced and get poor;
and after long experience another generation comes on and gathers up
riches again in turn. And thus “history repeats itself,” and happy is he
who by listening to the experience of others avoids the rocks and shoals
on which so many have been wrecked.

“In England, the business makes the man.” If a man in that country is a
mechanic or working-man, he is not recognized as a gentleman. On the
occasion of my first appearance before Queen Victoria, the Duke of
Wellington asked me what sphere in life General Tom Thumb’s parents were
in.

“His father is a carpenter,” I replied.

“Oh! I had heard he was a gentleman,” was the response of His Grace.

In this Republican country, the man makes the business. No matter
whether he is a blacksmith, a shoemaker, a farmer, banker or lawyer, so
long as his business is legitimate, he may be a gentleman. So any
“legitimate” business is a double blessing it helps the man engaged in
it, and also helps others. The Farmer supports his own family, but he
also benefits the merchant or mechanic who needs the products of his
farm. The tailor not only makes a living by his trade, but he also
benefits the farmer, the clergyman and others who cannot make their own
clothing. But all these classes often may be gentlemen.

The great ambition should be to excel all others engaged in the same
occupation.

The college-student who was about graduating, said to an old lawyer:

“I have not yet decided which profession I will follow. Is your
profession full?”

“The basement is much crowded, but there is plenty of room up-stairs,”
was the witty and truthful reply.

No profession, trade, or calling, is overcrowded in the upper story.
Wherever you find the most honest and intelligent merchant or banker, or
the best lawyer, the best doctor, the best clergyman, the best
shoemaker, carpenter, or anything else, that man is most sought for, and
has always enough to do. As a nation, Americans are too superficial–
they are striving to get rich quickly, and do not generally do their
business as substantially and thoroughly as they should, but whoever
excels all others in his own line, if his habits are good and his
integrity undoubted, cannot fail to secure abundant patronage, and the
wealth that naturally follows. Let your motto then always be
“Excelsior,” for by living up to it there is no such word as fail.

Men in engaging employees should be careful to get the best. Understand,
you cannot have too good tools to work with, and there is no tool you
should be so particular about as living tools. If you get a good one, it
is better to keep him, than keep changing. He learns something every
day; and you are benefited by the experience he acquires. He is worth
more to you this year than last, and he is the last man to part with,
provided his habits are good, and he continues faithful. If, as he gets
more valuable, he demands an exorbitant increase of salary; on the
supposition that you can’t do without him, let him go. Whenever I have
such an employee, I always discharge him; first, to convince him that
his place may be supplied, and second, because he is good for nothing if
he thinks he is invaluable and cannot be spared.

But I would keep him, if possible, in order to profit from the result of
his experience. An important element in an employee is the brain. You
can see bills up, “Hands Wanted,” but “hands” are not worth a great deal
without “heads.” Mr. Beecher illustrates this, in this wise:

An employee offers his services by saving, “I have a pair of hands and
one of my fingers thinks.” “That is very good,” says the employer.
Another man comes along, and says “he has two fingers that think.” “Ah!
that is better.” But a third calls in and says that “all his fingers and
thumbs think.” That is better still. Finally another steps in and says,
“I have a brain that thinks; I think all over; I am a thinking as well
as a working man!” “You are the man I want,” says the delighted
employer.

Those men who have brains and experience are therefore the most valuable
and not to be readily parted with; it is better for them, as well as
yourself, to keep them, at reasonable advances in their salaries from
time to time.

The eye of the employer is often worth more than the hands of a dozen
employees. In the nature of things, an agent cannot be so faithful to
his employer as to himself. Many who are employers will call to mind
instances where the best employees have overlooked important points
which could not have escaped their own observation as a proprietor. No
man has a right to expect to succeed in life unless he understands his
business, and nobody can understand his business thoroughly unless he
learns it by personal application and experience. A man may be a
manufacturer: he has got to learn the many details of his business
personally; he will learn something every day, and he will find he will
make mistakes nearly every day. And these very mistakes are helps to him
in the way of experiences if he but heeds them. He will be like the
Yankee tin-peddler, who, having been cheated as to quality in the
purchase of his merchandise, said: “All right, there’s a little
information to be gained every day; I will never be cheated in that way
again.” Thus a man buys his experience, and it is the best kind if not
purchased at too dear a rate.

I hold that every man should, like Cuvier, the French naturalist,
thoroughly know his business. So proficient was he in the study of
natural history, that you might bring to him the bone, or even a section
of a bone of an animal which he had never seen described, and, reasoning
from analogy, he would be able to draw a picture of the object from
which the bone had been taken. On one occasion his students attempted to
deceive him. They rolled one of their number in a cow skin and put him
under the professor’s table as a new specimen. When the philosopher came
into the room, some of the students asked him what animal it was.
Suddenly the animal said “I am the devil and I am going to eat you.” It
was but natural that Cuvier should desire to classify this creature, and
examining it intently, he said:

“Divided hoof; graminivorous! It cannot be done.”

He knew that an animal with a split hoof must live upon grass and grain,
or other kind of vegetation, and would not be inclined to eat flesh,
dead or alive, so he considered himself perfectly safe. The possession
of a perfect knowledge of your business is an absolute necessity in
order to insure success.

Among the maxims of the elder Rothschild was one, all apparent paradox:
“Be cautious and bold.” This seems to be a contradiction in terms, but
it is not, and there is great wisdom in the maxim. It is, in fact, a
condensed statement of what I have already said. It is to say; “you must
exercise your caution in laying your plans, but be bold in carrying them
out.” A man who is all caution, will never dare to take hold and be
successful; and a man who is all boldness, is merely reckless, and must
eventually fail. A man may go on “‘change” and make fifty, or one
hundred thousand dollars in speculating in stocks, at a single
operation. But if he has simple boldness without caution, it is mere
chance, and what he gains to-day he will lose to-morrow. You must have
both the caution and the boldness, to insure success.

The Rothschilds have another maxim: “Never have anything to do with an
unlucky man or place.” That is to say, never have anything to do with a
man or place which never succeeds, because, although a man may appear to
be honest and intelligent, yet if he tries this or that thing and always
fails, it is on account of some fault or infirmity that you may not be
able to discover but nevertheless which must exist.

There is no such thing in the world as luck. There never was a man who
could go out in the morning and find a purse full of gold in the street
to-day, and another to-morrow, and so on, day after day: He may do so
once in his life; but so far as mere luck is concerned, he is as liable
to lose it as to find it. “Like causes produce like effects.” If a man
adopts the proper methods to be successful, “luck” will not prevent him.
If he does not succeed, there are reasons for it, although, perhaps, he
may not be able to see them.