doesn't know for what he is fitted, and gets work for which he is not adapted. In other words, he makes a failure and justifies himself by saying he was not "cut out" for the business. "I am not cut out for it" is a cowardly makeshift of an excuse. The man who teaches that you may expect to make a failure of everything until you find your calling-the work that was intended for you (the work you were born for, as some say), ought to be stamped the biggest fake in the country. It is nothing less than a calamity for a man to believe that he was not cut out for what he happens to be doing. It puts him in the wrong mental attitude; it gives him a decidedly erroneous idea of things. He thinks he is not cut out for his work, and so putters along for years without getting his head high enough to see the sun, all the time waiting for Providence to bring him the job he was cut out for. Sometimes a person becomes so confirmed in his belief that he finds fault with Providence if it doesn't make good. I don't believe Providence has anything very special for such a man to do, and if there is a job on earth that was intended for him it is hiding for fear he will find it and make a botch of

it. If a man isn't doing well and is under the impression that he hasn't found what he is cut out for, why doesn't he cut himself out over again for the work that he has found? That is one thing for which a man's will-power was given him.

How foolish to waste your life because you think you haven't found your work. It would be just as wise to say, "I haven't found the kind of food that was intended for me so I won't eat." There are a good many eatables which people can quite conveniently adapt themselves to after a twenty-four hour fast. A person can adapt himself to just as many different kinds of work and make a glorious success of any of them. A man who can do well at one thing can do well at a good many other things, because he has a good, level head and common sense, and is determined to succeed, and that is what does most of the "cutting out." A man who spends much time fretting because he hasn't found what he was cut out for, hasn't been "cut out" at all, and never will be until he gets rid of such nonsense and puts his whole heart and soul into whatever he undertakes. The chances are, the man is above the

average, but has been looking in the wrong direction. What he needs is to develop enough will-power to adapt himself to circumstances, then work up energy and go after things. The only place to which a person can actually be an ornament or credit is the one he makes for himself by sheer force of character, by energy and enthusiasm, and by a "sink-or-swim, surviveor-perish" determination.

One trouble with too many men is lack of thorough preparation. They haven't gone into their business clear to the centre and back to the circumference, and dug up every foot of it for points. A man who only half prepares finds that all the profits are in the other half. He goes into a certain business and expects to make a success of it simply because some one else has made a great success of the same business. He thinks he is just as capable as the other man, and that, therefore, he will make as great a success. The chances are that he is just as capable often times more so-but he has not made the preparation that the other did; he has not done the things that the other man did to learn the business. Knowing your business means success; not knowing it means failure.

If a man wants to be a hardware merchant, why shouldn't he go into a hardware store and work there at any kind of work until he understands the hardware business? Then, if he has executive ability and a sufficient amount of capital, he can go into business for himself and make the success he deserves to make.

Aren't many men too impatient to get to the money-making part of their business? They don't want to spend time learning; they want to jump right into the swim, but usually find that the swim is too much for them. It takes patience at the start, and it takes patience all the way through. The "get-rich-quick" schemes are not durable, yet a man must not jump to the other extreme and think he has to plod along all his life to make a scant living. He should make it a point to know more about his business than is found right on the surface. Men work hard enough, but oftentimes their work doesn't count, simply because they haven't taken advantage of the hidden possibilities which could be discovered in their own business, if they would get right down to bed-rock and work the thing out. To know your business thoroughly, means that you can talk it

intelligently and present the many good points to your customers or to anyone with whom you are dealing, and it means that you know what to do and what not to do-that you can see your business from all sides. But that is not all. A real, thorough knowledge of your business shows you so many good points about it that it enthuses you, and when a man becomes enthusiastic over his business he is all right. However, knowing your business is not all the preparation that is necessary. If it were there would not be so many failures. A man can't succeed unless he knows his business; yet he may know his business and not be able to succeed. To make the success he deserves he must know himself; and that is often a more difficult problem than to know his business, and it is harder to learn; but most important of all, he must know people, know human nature, and know how to handle men. He isn't doing his best if he doesn't learn this, and he isn't doing himself or any one else justice.

Cultivate the art of seeing possibilities in others. This is an age in which a man can't succeed alone. He must be associated with men, and must know how to judge men and