he meaning is lost.

The man who writes long letters usually deals out high sounding phrases
and customary paragraphs such as he has picked up through his perusal
of others' letters.

The average business man seems to glory more in his ability to use
euphonious sentences than to talk to the point.

Letters should be like telegrams, they should be short and to the
point, so there will be no misunderstanding on the part of the
recipient.

There is one business man that we have been in close touch with for
over fifteen years. We have heard from him an average of once a week,
and in all that time he has never written a letter of over twenty-five
lines. Our records show there is no customer with whom we had so much
business dealings and so little misunderstanding as this one.

Write short letters. Use small words. Don't be blunt, but be short.

Perspiration

No matter what one's aspirations may be, success will not come without
perspiration. It is well this is so, otherwise success would not be
appreciated. That which a man earns by perspiration he appreciates and
knows how to enjoy.

If success were something that could be drawn by chance, like a prize,
success would not be worth anything.

The measure of any valuable thing, or condition, or relationship is the
amount of work, energy, trouble and sacrifice that has been expended to
obtain it.

None is to be more pitied than the rich idle-born, who have every
comfort around them. They do not know that perspiration must be added
to aspiration before they get success.

Friends

How little the average business man understands this word "friends."

In everyday conversation we hear one man say to another "Mr. Blank is a
friend of mine."

As a matter of fact the word acquaintance could be substituted in
ninety-nine cases out of a hundred where the word friend is used.

Real friends are few and far between. A real friend is never determined
until a test has been made, and this test is usually troublous times,
adversity or the loss of a loved one.

When afflictions come to our families, or reverses come to our
business, when the dark clouds hang over us, when stormy seas are about
to swamp us, when we need help, then is the time we find who are our
true friends. When such calls for friendship arrive it is surprising to
see how we have been mistaken in individuals. Those upon whom we
counted most shrug their shoulders, draw their skirts about them