qualities. And instead of paying for the
opportunity of unfolding and developing from a green, ignorant boy into
a strong, level-headed, efficient man, you are paid!

The youth who is always haggling over the question of how many dollars
and cents he will sell his services for, little realizes how he is
cheating himself by not looking at the larger salary he can pay himself
in increasing his skill, in expanding his experience, and in making
himself a better, stronger, more useful man.

The few dollars he finds in his pay envelope are to this larger salary
as the chips which fly from the sculptor's chisel are to the angel
which he is trying to call out of the marble.

You can draw from the faithfulness of your work, from the grand spirit
which you bring to it, the high purpose which emanates from you in its
performance, a recompense so munificent that what your employer pays
you will seem insignificant beside it. He pays you in dollars; you pay
yourself in valuable experience, in fine training, in increased
efficiency, in splendid discipline, in self-expression, in character
building.

Then, too, the ideal employer gives those who work for him a great deal
that is not found in the pay envelope. He gives them encouragement,
sympathy. He inspires them with the possibility of doing something
higher, better.

How small and narrow and really blind to his own interests must be the
youth who can weigh a question of salary against all those privileges
he receives in exchange for the meager services he is able to render
his employer.

Do not fear that your employer will not recognize your merit and
advance you as rapidly as you deserve. It he is looking for efficient
employees,--and what employer is not?--it will be to his own interest
to do so,--just as soon as it is profitable. W. Bourke Cockran,
himself a remarkable example of success, says: "The man who brings to
his occupation a loyal desire to do his best is certain to succeed. By
doing the thing at hand surpassingly well, he shows that it would be
profitable to employ him in some higher form of occupation, and, when
there is profit in his promotion, he is pretty sure to secure it."

Do you think that kings of business like Andrew Carnegie, John
Wanamaker, Robert C. Ogden, and other lesser powers in the commercial
world would have attained their present commanding success had they
hesitated and haggled about a dollar or two of salary when they began
their li