n hand to the quarter. Let out a notch there, but
take it calm enough up to the half not to break, and hard enough not to
fall back into the ruck. At the three-quarters you ought to be going
fast enough to poke your nose out of the other fellow's dust, and
running like the Limited in the stretch. Keep your eyes to the front all
the time, and you won't be so apt to shy at the little things by the
side of the track. Head up, tail over the dashboard--that's the way the
winners look in the old pictures of Maud S. and Dexter and Jay-Eye-See.
And that's the way I want to see you swing by the old man at the end of
the year, when we hoist the numbers of the fellows who are good enough
to promote and pick out the salaries which need a little sweetening.

I've always taken a good deal of stock in what you call "Blood-will-tell"
if you're a Methodist, or "Heredity" if you're a Unitarian; and I don't
want you to come along at this late day and disturb my religious beliefs.
A man's love for his children and his pride are pretty badly snarled up
in this world, and he can't always pick them apart. I think a heap of you
and a heap of the house, and I want to see you get along well together.
To do that you must start right. It's just as necessary to make a good
first impression in business as in courting. You'll read a good deal about
"love at first sight" in novels, and there may be something in it for all
I know; but I'm dead certain there's no such thing as love at first sight
in business. A man's got to keep company a long time, and come early and
stay late and sit close, before he can get a girl or a job worth having.
There's nothing comes without calling in this world, and after you've
called you've generally got to go and fetch it yourself.

Our bright young men have discovered how to make a pretty good article
of potted chicken, and they don't need any help from hens, either; and
you can smell the clover in our butterine if you've developed the poetic
side of your nose; but none of the boys have been able to discover
anything that will pass as a substitute for work, even in a
boarding-house, though I'll give some of them credit for having tried
pretty hard.

[Illustration: "_Charlie Chase told me he was President of the Klondike
Exploring, Gold Prospecting and Immigration Company._"]

I remember when I was selling goods for old Josh Jennings, back in the
sixties, and had rounded up about a thousand in a savings-bank--a mighty