Genre Business & Economics. Page - 2

must be, in the nature of things, a latent capacity greater than has yet been discovered. And one discovery must lead to another until the man finds the deep wealth of his own possibilities. History is full of the acts of men who discovered somewhat of their own capacity; but history has yet to record the man who fully discovered all that he might have been."

[Sidenote: "Acres of Diamonds"]

You who are a bit vain of your visits to other lands, your wide reading, your experience of men and things; you who secretly lament that so little of what you have seen and read remains with you, behold, your "acres of diamonds" are within you, needing but the mystic formula that shall reveal the treasure!

THE MECHANISM OF RECALL

[Illustration: Decorative Header]

CHAPTER III

THE MECHANISM OF RECALL

[Sidenote: The Right Stimulus]

Somehow, somewhere, all experiences, whether subject to voluntary recall or not, are pre

F A LETTER

The mechanical construction of a letter, whether social, friendly, or business, falls into six or seven parts. This arrangement has become established by the best custom. The divisions are as follows:

1. Heading 2. Inside address (Always used in business letters but omitted in social and friendly letters) 3. Salutation 4. Body 5. Complimentary close 6. Signature 7. Superscription

1. THE HEADING

The heading of a letter contains the street address, city, state, and the date. The examples below will illustrate:

2018 Calumet Street or 1429 Eighth Avenue Chicago, Ill. New York, N.Y. May 12, 1921 March 8, 1922

[Illustration: In the business letterhead appear the name of the firm, its address, and the kind of business engaged in]

When the heading is typewritten or written by hand, it is placed at the top of the first letter sheet close to the right-hand margin. It should begin about in the center, that is, it should extend no farther to the left than the ce

the wife of the grantor is to sign, her name should follow thatof her husband.

If one or both cannot write, the signature can be made in thisway:

HisGeorge X Jones.Mark.

Witness..............

In some states one or more witnesses are required to the signatureof the grantor; in others, witnesses are not necessary, exceptwhere a "mark" is made.

An important part of a deed is the Acknowledgment. This is the actof acknowledging before a notary public, justice or other officialproperly qualified to administer an oath, that the signatures aregenuine and made voluntarily.

The acknowledgment having been taken, the official stamps thepaper with his seal and signs it.

In some states the law requires that a wax or paper seal beattached to the paper, while in others a circular scroll, madewith the pen, with the letters "L.S." in the center answer thepurpose.

When the foregoing essentials are complied with the deed must bedelivered to the grantee. The del

fety. Their inherent qualities have changed in no respect except that their prospect of appreciation in quoted price has become decidedly brighter. Their fall in price has been due to two factors, one general and the other special--first, the absorption of liquid capital and consequent rise in interest rates, occasioned by the unprecedented business activity of the country, and, second, to the unfavorable technical position of the bonds, due to an increased supply in the face of a decreased demand.

It will be seen that the question of maintaining the integrity of the money invested is a matter of great importance and deserves to rank as a fifth factor in determining the selection of investments, altho it is not an inherent quality of each investment, but is dependent for its effect upon general conditions. If it is essential to the investor that his security should not shrink in quoted price, his best investment is a real-estate mortgage, which is not quoted and consequently does not fluctate. For the

ent wrote to other agents along the line about a watch that he could sell them at a low price. When an order came in he bought a watch, sent it to the customer and used his profit to buy stamps for more letters. After a while he put in each letter a folder advertising charms, fobs and chains; then rings, cuff buttons and a general line of jewelry was added. It soon became necessary to give up his position on the railroad and devote all his time to the business and one line after another was added to the stock he carried.

Today the house that started in this way has customers in the farthermost parts of civilization; it sells every conceivable product from toothpicks to automobiles and knockdown houses. Two thousand people do nothing but handle mail; over 22,000 orders are received and filled every day; 36,000 men and women are on the payroll.

It has all been done by mail. Postage stamps bring to the house every year business in excess of $65,000,000.

One day the head correspondent in an o

24 hours and it is ready for use. Dose, internally, one teaspoonful for adults. Bathe the affected parts well. This is a great remedy for aches and pains, Rheumatism, Neuralgia, and all nervous and inflammatory diseases.

CURE FOR SORE THROAT IN ALL ITS DIFFERENT FORMS.--Two ozs. Cayenne Pepper, one oz. common Salt, one-half pint of Vinegar. Warm over a slow fire and gargle the throat and mouth every hour. Garlic and Onion poultice applied to the outside. Castor Oil, one spoonful to keep the bowels open.

DROPS OF LIFE.--One oz. Gum Opium, one drm. Gum Kino, forty grs. Gum Camphor, one-half ounce Nutmeg powdered, one pint French Brandy. Let stand from one to ten days. Dose, from 30 to 40 drops for an adult; children, half doses. This is one of the most valuable preparations in the Materia Medica, and will in some dangerous hours, when all hope is fled, and the system is racked with pain, be the soothing balm which cures the most dangerous disease to which the human body is liable--flux, dysentery

ng fallow, and even undiscovered in many instances. Americans had begun, it is true, to exploit their more obvious, external wealth, their forests and their land; the first had made them one of the world's two greatest shipbuilding nations, while the second had furnished a large part of the resources that had enabled the Federal Government to fight what was, up to that time, the greatest war in history. But the extensive prairie plains whose settlement was to follow the railroad extensions of the sixties and the seventies--Kansas, Nebraska, Iowa, Oklahoma, Minnesota, the Dakotas--had been only slightly penetrated. This region, with a rainfall not too abundant and not too scanty, with a cultivable soil extending from eight inches to twenty feet under the ground, with hardly a rock in its whole extent, with scarcely a tree, except where it bordered on the streams, has been pronounced by competent scientists the finest farming country to which man has ever set the plow. Our mineral wealth was likewise lying ever

their respect for the ladies, whom it was their duty to serve. And nearly every other ceremony which has lasted was based on common sense. "Etiquette," as Dr. Brown has said, "with all its littlenesses and niceties, is founded upon a central idea of right and wrong."

The word "courtesy" itself did not come into the language until late (etiquette came even later) and then it was used to describe the polite practices at court. It was wholly divorced from any idea of character, and the most fastidious gentlemen were sometimes the most complete scoundrels. Even the authors of books of etiquette were men of great superficial elegance whose moral standards were scandalously low. One of them, an Italian, was banished from court for having published an indecent poem and wrote his treatise on polite behavior while he was living in enforced retirement in his villa outside the city. It was translated for the edification of the young men of England and France and served as a standard for several generations. Anot

tion Process]

The other aspect of the Sense-Perceptive Process has to do with the mental interpretation of environment.

Both these aspects are distinctly practical.

You should know something of the weaknesses and deficiencies of the sense-perceptive organs, because all your efforts at influencing other men are directed at their organs of sense.

You should understand the relationship between your mind and your environment, since they are the two principal factors in your working life.

CHAPTER III

SENSORY ILLUSIONS AND SUGGESTIONS FOR THEIR USE

[Sidenote: Unreliability of Sense-Organs]

Figure 1 shows two lines of equal length, yet the vertical line will to most persons seem longer than the horizontal one.

[Illustration: FIG. 1.]

In Figure 2 the lines A and B are of the same length, yet the lower seems much longer.

[Illustration: FIG. 2.]

Those things lo

p>The most important of these laws is the Law of Habit. In obedience to this law, the next idea to enter the mind will be the one that has been most frequently associated with the interesting part of the subject you are now thinking of.

The sight of a pile of manuscript on your desk ready for the printer, the thought of a printer, the word "printer," spoken or printed, calls to mind the particular printer with whom you have been dealing for some years.

The word "cocoa," the thought of a cup of cocoa, the mental picture of a cup of cocoa, may conjure with it not merely a steaming cup before the mind's eye and the flavor of the contents, but also a daintily clad figure in apron and cap bearing the brand of some well-known cocoa manufacturer.

If a typist or pianist has learned one system of fingering, it is almost impossible to change, because each letter, each note on the keyboard is associated with the idea of movement in a particular finger. Constant use has so welded th