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meagre results. This doesn't mean that a man should quit until he finds something he likes; it means he should like the thing he is doing.

Cultivate a cheerful, hopeful, confident mental attitude. It's the natural way to live. A man is nearly always in the right mental attitude when he goes into a new business. He has convinced himself that it can be made a success. He has thought about the bright side of it until he is enthusiastic, and he goes at that business full of vim and fire and makes a brilliant success of it for a few days, then concludes that it isn't what he thought it was, and fails. He fails because he has changed his mind concerning the business, and nine times out of ten, he changes his mind because he is worn out. When he commences he is stimulated with enthusiasm beyond his normal capacity. His hopes are so high and his interest in his business so keen that he feels he can do two men's work-and he does. He isn't able to build up nerve energy and enthusiasm so rapidly as it is being used, so he becomes exhausted. He doesn't realize it at first, but it tells on his business. Things don't go quite so well, and he doesn't know what is the matter. He begins to

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fear the business isn't what he had thought it to be, that after all, there are a good many unpleasant things about it that he hadn't anticipated; and because of his overworked condition, be becomes a ready subject for the "blues.' He makes a failure of the business simply because he doesn't know what is the matter. What he needs is shorter hours for a few days and a little more sleep. It doesn't take a man long to be able to generate all the nerve energy and enthusiasm he needs, if his business has merit and he understands it. A man may not have made the preparation necessary, and when his enthusiasm plays out he has nothing to fall back upon.

In the canvassing business (and that is really one of the most important enterprises we have, because everyone is a salesman more or less), the salesman, as a rule, does more business the first week than the second. He does business on his enthusiasm the first week, and it's a pretty good thing to do business on. No salesman can be so inferior or so unintelligent but that he can sell goods if he is enthusiastic; but the more enthusiastic he is the more likely he is to wear himself out, and if he doesn't know his business

pretty thoroughly, he has no foundation. Even if he does know his business, he needs to cut his hours a little shorter for a few days until he can regulate his enthusiasm and concentrate his energies and keep himself in better condition, both mentally and physically. What is true of the salesman is true of others.


"JOSH WISE" says: "There's two kinds uv men always in hard luck: Them th't did it, but never thought, an' them th't thought, but never did it." The latter is the more humiliating. "To think a thing and then wait until someone else does it, is the most harassing of all thoughts," says Emerson. "I thought of that myself, but I didn't say it," is what too many people are obliged to say after the idea. has made a hit. Do the thing as soon as you think of it. Putting it off until a more convenient time is dangerous. "Putting off an easy thing makes it hard, and putting off a hard thing makes it impossible." Make the move without waiting to know whether or not someone else would do it. If it is the right thing to do, do it against the world. If you wait to see what other people will think of it, someone else will do it. Stand alone. The world takes off its hat to the man who can stand alone. The man who goes ahead and does business without

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