ers; but in the office your sentences should be the
shortest distance possible between periods. Cut out the introduction and
the peroration, and stop before you get to secondly. You've got to
preach short sermons to catch sinners; and deacons won't believe they
need long ones themselves. Give fools the first and women the last word.
The meat's always in the middle of the sandwich. Of course, a little
butter on either side of it doesn't do any harm if it's intended for a
man who likes butter.

Remember, too, that it's easier to look wise than to talk wisdom. Say
less than the other fellow and listen more than you talk; for when a
man's listening he isn't telling on himself and he's flattering the
fellow who is. Give most men a good listener and most women enough
note-paper and they'll tell all they know. Money talks--but not unless
its owner has a loose tongue, and then its remarks are always offensive.
Poverty talks, too, but nobody wants to hear what it has to say.

I simply mention these things in passing because I'm afraid you're apt
to be the fellow who's doing the talking; just as I'm a little afraid
that you're sometimes like the hungry drummer at the dollar-a-day
house--inclined to kill your appetite by eating the cake in the centre
of the table before the soup comes on.

Of course, I'm glad to see you swing into line and show the proper
spirit about coming on here and going to work; but you mustn't get
yourself all "het up" before you take the plunge, because you're bound
to find the water pretty cold at first. I've seen a good many young
fellows pass through and out of this office. The first week a lot of
them go to work they're in a sweat for fear they'll be fired; and the
second week for fear they won't be. By the third, a boy that's no good
has learned just how little work he can do and keep his job; while the
fellow who's got the right stuff in him is holding down his own place
with one hand and beginning to reach for the job just ahead of him with
the other. I don't mean that he's neglecting his work; but he's
beginning to take notice, and that's a mighty hopeful sign in either a
young clerk or a young widow.

You've got to handle the first year of your business life about the way
you would a trotting horse. Warm up a little before going to the
post--not enough to be in a sweat, but just enough to be limber and
eager. Never start off at a gait that you can't improve on, but move
along strong and well i