ffort to try to see how much they can remember
and bring back is a splendid drill. Children often become passionately
fond of this exercise, and it becomes of inestimable value in their
lives.

Other things equal, it is the keen observer who gets ahead. Go into a
place of business with the eye of an eagle. Let nothing escape you.
Ask yourself why it is that the proprietor at fifty or sixty years of
age is conducting a business which a boy of eighteen or twenty ought to
be able to handle better. Study his employees; analyze the situation.
You will find perhaps that he never knew the value of good manners in
clerks. He thought a boy, if honest, would make a good salesman; but,
perhaps, by gruff, uncouth manners, he is driving out of the door
customers the proprietor is trying to bring in by advertisements. You
will see by his show windows, perhaps, before you go into his store,
that there is no business insight, no detection of the wants of
possible buyers. If you keep your eyes open, you can, in a little
while, find out why this man is not a greater success. You can see
that a little more knowledge of human nature would have revolutionized
his whole business, multiplied the receipts tenfold in a few years.
You will see that this man has not studied men. He does not know them.

No matter where you go, study the situation. Think why the man does
not do better if he is not doing well, why he remains in mediocrity all
his life. If he is making a remarkable success, try to find out why.
Keep your eyes open, your ears open. Make deductions from what you see
and hear. Trace difficulties; look up evidences of success or failure
everywhere. It will be one of the greatest factors in your own success.

CHAPTER XXX

SELF-HELP

I learned that no man in God's wide earth is either willing or able to
help any other man.--PESTALOZZI.

What I am I have made myself.--HUMPHRY DAVY.

Be sure, my son, and remember that the best men always make
themselves.--PATRICK HENRY.

Hereditary bondsmen, know ye not
Who would be free themselves must strike the blow?
BYRON.

Who waits to have his task marked out,
Shall die and leave his errand unfulfilled.
LOWELL.

"Colonel Crockett makes room for himself!" exclaimed a backwoods
congressman in answer to the exclamation of the White House usher to
"Make room for Colonel Crockett!" This remarkable man was not afraid
to oppose the head of a great