ten per cent. your way. Gradually increase that ten per cent.
until you swing him around so that he sees the truth. He then imagines
that he has made the deduction himself.

Remember, you can swing the biggest ship around by a steady, slow,
gentle pull. On the other hand a sudden strain on the hawser would
produce no effect whatever on the ship.

The man who wishes to convert another to his way of thinking must be a
diplomat if he is successful. Do not get excited, keep cool and
collected, be sure of your ground, be positive in your assertions, make
the whole matter clear, and use good judgment, sound reason and clear
logic.

Speculation

You are playing against odds when you speculate.

The only man who has a sure thing on the Board of Trade or Stock
Exchange or the race track is the man with the "Wienerwurst" privilege.

The successful business man some day wakes up to the fact that his
bills are paid, and that he has surplus money. This surplus money
should be used for investment purposes and not for speculation. Of
course, it is hard to draw the line where investment leaves off and
speculation begins.

When you speculate on margins you are like the fellow holding on a
bear's tail as it runs around a tree--if you lose your hold the bear
will get you.

The man who makes an investment, buying stocks or real estate and
paying cash for them does not have to worry about the market. Prices
may be up or down, but the man who has paid for what he has bought will
sleep well.

You can't beat the speculation game. The only ones who make a success,
and their success is ephemeral, are those who make speculation their
whole occupation. The professional speculator is merely a high grade
gambler, and he always winds up a loser.

Go to the Stock Exchange or the Board of Trade and you will see at
either place a half a dozen old fellows hanging around. They are all
men who have seen better days. A little inquiry and diplomacy on your
part will bring forth the fact that these men were once prominent
figures on 'Change.

When you have more money than you need in your business buy good farm
lands out west, or good timber lands. No man ever bought good farm land
or good timber land at the prevailing market price and lost money
eventually. Of course, at different seasons of the year the price of
land may go down a little temporarily, but the moment a good crop comes
in, the price goes up again.

With good clear far