opportunities--depend not only upon the friends we make, but _the
enemies we do not make_.

Remember names and faces. Do something, say something that will
bring home to those who do business with us the fact that the
Blank Trust Company is a very human institution--that it wants
the good will of every man and woman in the country.

That is the kind of courtesy which has builded this particular
organization. It is a pleasure to visit it to-day because of the spirit
of cooeperation which animates it. They have done away with the elaborate
spy systems in use in so many banks, although they keep the management
well enough in hand to be able to fasten the blame for mistakes upon the
right person. The employees work with one another and with the
president, whom they adore. It is, as a matter of fact, largely the
influence of the personality of the president filtering down through the
ranks which has made possible the phenomenal success which the
institution has enjoyed during the past few years, another proof of the
fact that every institution--and Emerson was speaking of great
institutions when he said it--"is the lengthened shadow of one man."

Banks have almost a peculiar problem. Money is a mighty power, and to
the average person there is something very awesome about the place where
it is kept. Mr. Stephen Leacock is not the only man who ever went into a
bank with a funny little guilty feeling even when he had money in it.
When one is in this frame of mind it takes very little on the part of
the clerk to make him believe that he has been treated rudely. Bank
clerks are notoriously haughty, but the fault is often as much in the
person on the outside as in the one on the inside of the bars,
especially when he has come in to draw out money which he knows he
should not, such as his savings bank account, for instance. The other
day a young man went into a savings bank to draw out all of his money
for a purpose which he knew was extravagant although he had persuaded
himself that it was not. Throughout the whole time he was in the bank he
was treated with perfect courtesy, but in spite of it he came out
growling about "the dirty look the paying teller gave him!"

It is not only in the first contact that civility is important. Eternal
vigilance is the price of success as well as of liberty. Another
incident from the banking business illustrates this. Several years ago a
bank which had been steadily