Plan No. 620. The Early Tomato
This man was farming in the Palouse country, south of Spokane, Washington. You can see what he was doing before the war, and you can figure out for yourself what he made after the war began. Here are his figures:
“I raised 4,030 bushels of wheat this year from 130 acres, an average of thirty-one bushels per acre. It cost me $331.50 to raise the crop; $334 to harvest it, and $332.64 to thresh it. Sacks cost me an additional $175.
I figure the interest on my investment in horses, machinery, and land at $80 per acre would be $1,404 for two years. I have not sold my crop yet, but at 80 cents a bushel it would net me $647. I expect to get $1 per bushel and this would make a profit of $1,453.”
He made a living on a small piece of land in the following manner:
“I have six acres of ground on which I am making a specialty of growing cauliflower, celery and cabbage. I figure that I have cleared over $1,500 this year, above all expenses. From one little plot, about 14x20 feet, I have sold a crop of radishes, spinach and endive, bringing me a gross return of over $35.”
The following is a little side money for the farmer. His statement is as follows:
“On January 1, 1912, I owned ten head of beef cattle worth $500. During the year I fed $60 worth of pasture and $150 worth of feed, all of which was produced on my farm. During the year I sold $120 worth of cream and traded $90 worth of cattle for hogs. On December 31, 1912, I had nineteen head remaining worth $860. My profit for the year, exclusive of labor, was $360. While this is not a very large amount, yet at the same time I consider it velvet, and I gave but very little attention and time to that part of my farming.”
This farmer makes a good living on his small farm. Profit based on prices before the war.
“I have thirty-five acres of alfalfa from one to five years old. I cut two crops of hay each year, yielding from 21⁄2 to 3 tons per acre, and in addition pasture the third crop. I can sell all the hay I can raise at from $9 to $10 a ton unbaled. At this rate it is bringing big returns on $75 to $100 per acre land.”
This farmer does well with twenty-five acres based on prices before the war.
“I have twenty-five acres of 4-year-old alfalfa on sub-irrigated land. I cut two crops a year, averaging three tons per acre, and use the third crop for pasture. I can sell my hay for from $10 to $14 per ton unbaled. While there is not a great deal of alfalfa raised here I am sure that it will do well and bring very good returns on the investment.”
Farmers in the Northwest country usually summer fallow, and many put in alfalfa, which is a good crop for summer fallow and is profitable. Here is what one man’s experience was whose profit is based on 1914 prices for alfalfa:
“In 1913 I sowed sixty acres of non-irrigated land to alfalfa. I cut off of it the first year 11⁄4 tons per acre which I sold at $10 per ton, making $900 gross returns. Besides my hay crop I sowed a field for pasture during the fall, but cannot tell just what it was worth.”
Here is what a woman did in the State of Washington, and the following statement is in her own language. She must have made money on $2 wheat.
“Twelve years ago I started in owing $2,500 on 320 acres. Since then I have purchased two more sections in Lincoln county, Washington, and two sections in Canada and have never had a mortgage on my home place. The money has all come from the ranch in Lincoln County.
“This year I had 85 acres of barley, which yielded 50 bushels per acre, and 640 acres of wheat, which yielded 29 bushels per acre. I sold my barley at $1.20 per hundred and my wheat at $1 per bushel. My 1913 crop was still better, as part of my wheat made 52 bushels.”
Here is what he did with $3,000:
“I came to the State of Washington twelve years ago from Central Illinois with about $4,500. I purchased 160 acres at $50 per acre, paying $3,000 down. I bought fourteen head of cows at a cost of $700, sowed most of my land to grass, alfalfa, timothy and clover.
“The first five years I practiced dairying and mixed farming, selling the whole milk, hay, small grain and potatoes. I also have a one-acre orchard, which has produced an average of 200 boxes of apples per year, besides what we used. Four years ago I bought 120 acres more, paying $100 an acre. I now have a farm that is worth $30,000 and feel that I have done very well, but no better than any one else can do who will follow mixed farming and give it careful attention. I believe mixed farming will pay anywhere.”
He handled hogs as a side line, and his results run as follows:
“On October 1, 1913, I owned 11 sows, 90 gilts and barrows, 2 boars and 60 pigs, worth approximately $1,270. During the year following I purchased $60 worth of hogs and fed $1,310.21 of feed, all of which, with the exception of $310.90 was produced on my farm. During the same year my sale of hogs amounted to $2,316.33, and on October 1, 1914, I had 8 sows, 100 gilts and barrows, 2 boars and 8 pigs remaining, worth $856. I figure my net profit, exclusive of labor $532.33—not very bad for a side line.”
Here is a man that made money during the war. This is what he says:
“In October, 1912, I owned three head of beef cows, worth $225. During the next two years I purchased $721 worth of cattle. I do not have a record of my feeding costs, but it would not be very much, as I pastured them on cheap pasture most of the year and fed only a small amount of hay for three months in the winter. During the same two years I sold $827 worth of butter and cattle, and on October 1, 1914, I had sixteen head remaining, worth $1,360. I figure my net profit, exclusive of labor and feed, $1,241. I am now satisfied that I can make the beef cattle business pay me a nice profit, and will go into it on a larger scale.”
Every mayor’s office needs a secretary to look after the office and make his dates and appointments for him, as this saves a great deal of time. This kind of work calls for a man who has a neat appearance and is genteel and makes a good impression; a man who understands all methods of putting off callers whom the mayor does not care to see; who knows how to find out whether the people calling on the mayor have come to raise money, etc., ascertain the full nature of their business and make proper arrangements for the mayor’s time. Such a person is a valuable asset to the mayor and can save him a great deal of time.
This young man knew that there would be few men who were capable of holding this position. He was a college graduate and stood well socially, had a great deal of natural ability, and supported the mayor in his election. He felt that if he was appointed secretary he could not only help the mayor, but would give him a distinct political advantage. He finally received the appointment and made good.
I knew two men, one a secretary to the County Commissioner, and the other in the auditor’s office. They each desired some day to be commissioners for their county. They served in their respective capacities for five to six years. This gave them a good income, a chance to establish their homes, properly educate their family, and finally they came to the conclusion that they were sufficiently well acquainted, and capable of handling the office of county commissioner, and proceeded to announce themselves as candidates for this office. They worked jointly, each supporting the other, and in this way they had all their friends in their joint support. They were not good speakers, but they were well liked in the community and the years that they had served the people, had proven of great value to them. Everybody knew them as deserving. They had served the county for years, and why could they not serve as commissioners in as good a manner as they had served in their other positions? The men who were contestants for the office had had no prior experience, and they used to good advantage the argument that being trained in the line of work which they had done, that they were better qualified than the other parties to serve the country’s needs, and they succeeded on that program.
To build up a political success one is invariably dependent upon his friends, and an aspirant for office will be very much surprised when he enters the race and finds how very few working friends he actually possesses. He may be well known in the community, and have a good reputation, but when he makes an attempt for public office, he will be fortunate if he finds ten men of the thousands of his friends who will come out and work conscientiously for him. This is especially true of the man who lives in a large city.
This young lawyer was fortunate in respect that he had a father who had won an enviable reputation before him, and with five or six friends who would put their entire time at his disposal, concluded to make the race for the judgeship. He put out the regular cards and allowed his friends to deliver them, and put out the necessary literature. He then obtained all the newspaper comments he could get, and he was fortunate in having one friend who was a reporter, who assisted him.
He was not regarded as a public speaker, but his friends came to his rescue on this point, and did everything they could to make up this deficiency. Two of his friends knew politics; knew who controlled votes and who did not. These two men worked unceasingly for his interests.
What I have stated is the general procedure of the man who intended to make a political career a success, but his main dependence rested upon his following the advice of his friends, who said: “Now judge make good on the bench.”
He started in with a very ordinary experience, but he was courteous to all. He made it a special point not to make a statement from the bench that would be injurious to the attorney or would prejudice him with his clients. He realized that when two attorneys stood before him arguing for their respective sides, that one was sure to be mistaken. But, too, he further realized that both sides of the question were serving to bring about a right and proper decision in the matter, which was to assist him in giving a right judgment.
No matter how tired he might be, or how put out with the arguing of cases, he made it a point to be patient. Especially was this true of young men who appeared before him, and in this manner he won high appreciation of all members of the bar. Any time he was criticised, he had hundreds of supporters of the bar to defend him.
Each time he comes up for election his success is assured. They know him to be patient and courteous and a gentleman on the bench and thoughtful of other people’s rights and interests, and also they know of his sincere desire to bring about justice between the litigants.
There is no doubt about the integrity of the court, but often times a word from the bench may be said in anger or impatience, which will greatly prejudice the attorney who stands before him with his client. And many times it is the cause of a loss of hundreds of dollars worth of business to the attorney.
When he first started to practice it was very discouraging, as he was limited in funds and had a family, and for that reason he took up work in the city clerk’s office. In that capacity he could serve, and soon he became the adviser of the city council. He was familiar with all of the details of the clerk’s office and the doings of the council, and could also advise them as well as the city attorney’s office. Often his suggestions to the corporation council’s office, were gratefully received. For seven or eight years, he met the public daily.
He determined to make the race for the office of commissioner, which paid $5,000 a year. His friends were loyal to him. He was familiar with politics from start to finish, and knew that he had thousands of votes; he also knew that he had the kind of friends who would support him. Assured of his friends’ support, he went about the city himself, making a direct canvass for votes. He realized that every effort meant that much more in his favor, even though he was quite sure of a certain percentage. He felt that if he was once elected he could make a showing that would keep him in office from year to year. He knew that he was far more familiar with the work than any other candidate.
Most of the candidates were business men, who had had no prior experience with the city government, and he argued that if he had served the city well for ten years, that he would be better qualified to serve the city than those who had had no prior experience.
To the surprise of a great many he was elected, and after receiving his office, he was given one of the most difficult tasks, which he handled with credit to himself.
A great number of men and women in your community and state are making their living entirely on politics.
If you are to choose this work for a living, it is necessary to bear in mind that you must be an adherent of some particular party and you must be enthusiastic for it from beginning to end, as leaving this party will be considered a breach of good faith on your part, and you will lose much of your friendship, which is essential to keep you in your position. Also bear in mind, you who hold positions in political work, that your previous work has a great deal to do with it. That is, you must serve as an assistant, say, in the clerk’s office, the treasurer’s office, the assessor’s office, and in this way you will acquire thousands of friends. And then, the newspaper must not be lost sight of, as a person may have thousands of friends in his community, and if for some reason or other he has awakened the antagonism of the newspaper men, he will find that it is one of his greatest difficulties, and may even lose to him victory which should be rightfully his. Another factor one must consider; he must have friends of the right sort. You may think you have hundreds of friends who will get out and put in much time in your behalf, but when once you depend upon them you will be surprised how few there are. If you are fortunate enough to have ten men who will get out and put in their time and really give you their support, you are very fortunate indeed.
Then there is the following to be considered; you must take yourself seriously—believe that you can be of real benefit to the community by serving in that capacity. You must not leave your friends to do it all; you must do everything you can to assist your friends. Get a car and drive out into the country and get acquainted with the farmers.
If you have it in mind to win success you must not figure in days, but you must figure in years, and build up slowly for the future.
Also have clear in mind that, once you are elected, the kind of service you desire to give. You will find if you are fortunate enough to be nominated and elected that the opportunities for real service in your city, county or state, are very great. You will find that the usual method followed by politicians is to work for the future, letting the mistakes of the past take care of themselves.
You will find in public service that there is great opportunity to build a reputation for doing things, and if you are in continual fear of injuring somebody’s feelings while rendering a real public service, you will not make a success.
He had no political standing but he knew the employes of the different departments of the city, and thus he became aware of what could be done for the city in the way of collecting back assessments, supposedly-outlawed claims etc.
He made a memorandum of these as best he could from a superficial examination, and took the matter up with the councilmen of the city. He had the support of the councilman of his district who furnished him a great deal of information. He then set about to become acquainted with the councilmen of other districts, and was successful in winning some of them to his support.
No sooner had he stirred up interest in this subject and got the matter squarely before the council, than he was advised that there were other attorneys who were seeking this appointment for the work to which he had called the council’s attention, and was advised not only to submit a commission proposition to the city council, but a salary proposition as well. Finally, through the activity of his friends in the council, he was named as special counsel for the city for a period of six months. It was up to the attorney to make good.
He made his own investigations, obtained his own material, and brought actions. He immediately got into contact with some of the newspaper reporters, and showed them the work he was accomplishing, and had proper attention directed to it.
At the end of six months he was able to make an excellent record, which continued his work another six months, and in that way he continued without any political standing, until he was appointed a regular assistant in corporation counsel’s office at a salary of $200 a month. This employment continued until new political lines were drawn and a new corporation counsel put into office, after which he was continued as special counsel. Each six months he made a showing, with the result that he stayed in the office for two years, based entirely upon the showing he was able to make at the end of each six-months’ period.
From this work he derived $175 to $200 a month, and won a good acquaintanceship in his work and an invaluable experience. He not only handled cases which brought him in contact with thousands of people in the community, but he also received experience in the police court, and in that way obtained an experience similar to that of an assistant in a prosecuting attorney’s office. This plan could be followed in many of the cities in our country, as there is always an opportunity to find something wrong in the average city government, in remedying which an attorney can render a good service. As a matter of fact, you can always depend upon it that the mistakes of former administrations are left alone, and to attempt to stir them up politicians of the city believe will make unnecessary enemies, besides the reformatory work can be done by a special counsel without injuring the future of the parties in office.
To win this position in twelve years would seem impossible but if you knew the man and the plan he pursued it would appear to you quite possible.
In the university he developed himself in public speaking. He became a good speaker, and before his term had expired had won a reputation as an excellent debater. He was not of the argumentative type, but more of the persuasive turn of mind. He endeavored to win people to his convictions rather than to compel them to follow his ideas. He took an extra year at the university and obtained a special degree. Before his school was over he concluded that the Philippine Islands offered the best opportunity for a young man in the law work, so he secured, through his connection at the university, a position to instruct in a law school in the islands, as the American law was to be followed there. From instructor he was soon advanced to the head of one of the law schools, and within twelve years after leaving the university he was appointed to the position of associate justice of the supreme court in the Philippine Islands. Being an American and familiar with the American laws, and having specially qualified himself while at the university for this work, he won, with little difficulty, the position which he now occupies.
While at the university this young doctor learned something about politics. As soon as he got settled in the community he made investigations of the coroner’s office. When politics opened up he became a candidate and made an original campaign for the office. He could speak and tell stories far better than the average man, and he made a good impression in his addresses. The political party arranged dates for speakers, and being one of the best speakers he was called upon in a great many cases. He made a clean campaign, not calling attention to any weaknesses in the former holder of office and won the support of his fellow doctors. He had an automobile and made it a point to reach many of the farmers in his county. His campaign was successful. In this way he won a good acquaintanceship in the country and obtained an excellent experience. Usually the county records show that either the Republican or Democratic parties, for years, have dominated the situation, and it is a matter of getting the nomination on one of these tickets. Nomination in these cases means, virtually, an election.
When he first came to the town he made it known he could speak and would be an aggressive man in any campaign, and showed his strength by addressing the various meetings that he attended, and in this way, got recognition from the organization and everything was done to give him an opportunity to have the nomination with as little competition as possible.
I met this gentleman in connection with some old back taxes which the city claimed were against certain properties. He showed willingness to pay the back taxes at once without any argument, and after making his payment entered into a conversation with me relating how he had acquired this property and how much he had made. One rainy day, he said, he attended a sale at the courthouse, and there being no bidders present, for the property there offered for sale, except himself, that he acquired this piece of land for a $150, and two years later sold the same piece of land for $3,000. He said that for the last six years he had made his living by punctually attending these tax sales and, from time to time, making good purchases. He took a great deal of the property that, at the time of the purchase, he did not know what to do with, but later used it for trading purposes and profited on it very handsomely. He made more than $3,000 a year in that work alone. He found, in attending tax sales, that about the same crowd were always present, and soon he made arrangements with them for the purchases of different properties that each wanted to secure. In other words, he would not bid when another party wanted a piece of property, and the other party would not bid when he wanted a piece of property, and in this way, they obtained their property at a low price.
There is a Chicago corporation that follows this business entirely, however in the connection with it, they purchase tax certificates. They say that about 25 per cent of the property on which they purchase tax certificates, come to them, and out of this they make very good money.
When I was a boy about ten years of age, I well remember the new doctor coming to the city. He received his furniture and appliances for office use, and showed them to us with great pride. He started in and worked very hard. His office was in a very unpretentious building in a small Iowa town, and, naturally, the first year his practice was limited, but everything he did he kept strict account, made his charges, and rendered his bills. He was not very insistent on pay at once, but he was anxious to render anyone service. No matter how far out in the country the patient lived, he would make every effort to reach them. As a matter of fact everybody knew that when they called him, he was always available and would be there at the earliest moment possible. He followed this practice for years, and saw to it that none of his bills outlawed, and while he had to wait for his money, he made a charge sufficiently large so that he could very well wait until they were able to pay him.
Five years passed and he had the reputation of being one of the busiest doctors in the community. At a certain time each year he made it known he was going away to take further instructions in medical work, and gradually he became quite proficient in operating and started a small hospital of his own where he could give the rural people the proper treatment.
The farms in that vicinity began to increase in value. The people whom he served a few years before, whom most doctors thought would be unable to pay, became prosperous, and most all of the bills that this man had rendered became an asset.
He not only obtained the experience and pleasure of rendering his patients assistance, but he believed in the country as well, and to-day he is one of the wealthiest men in that part of the country. He put his fees into farm land which has increased in value from fifty dollars per acre to three hundred dollars per acre. Any doctor can succeed in following this plan in the community where he may be practicing.
He and I were working together on a city newspaper as advertising solicitors when one day he told me that he was studying nights to become a chiropractic doctor. He said very little about it, because his wife did not favor it. However, he had put his time to this study. He continued his studies for six or seven months until he felt that he was able to launch out for himself. The question then was, where should he start. He had only a little cash and to stay in the city where he was once an advertising solicitor, he felt it would be difficult for him to build up a reputation as a drugless doctor. Of course, he resigned his position as advertising solicitor and opened an office in conjunction with a dentist in his own city. He secured his equipment and started after the business. He made it a point first to see all of his friends and let them know that he was in the drugless practice. He kept at this work and got in touch with hundreds of people. He worked diligently with his patients, and they told others, and after six months of hard work holding the creditors back his business began to pay. Before the year was over he had a practice that was paying from $500 to $800 a month. After a couple of years of practice, he let it be known he was going east to take advance work as a chiropractic doctor. He wrote letters to all the people he had treated on his return.
He was always enthusiastic about his work and made a very careful study on the subject of anatomy, and could talk creditably with any doctor. He was very active in the welfare of the drugless doctor and did any and everything he could to assist their mutual cause. He started without any capital, the money for furniture was borrowed. He made up a card, giving a certain number of treatments for a certain amount of money, sold these to all of his patients, which gave him ready money. This was all done without a line of newspaper advertising and with the opposition of the medical fraternity.
As soon as he had graduated he went into one of the leading law offices of an insurance company and there made a two years’ study of insurance law from the insurance company’s standpoint. He was given little opportunity to progress in the business, and found himself at the end of three years without any business of his own to depend on, so to get recognition from the company seemed hopeless.
He did know “insurance law,” so he opened his law office. He saw the other attorneys and made it known that insurance law was his specialty, and that he would not infringe on any of their business, if they would give him an opportunity to work with them on that law. Of course, it is very difficult to get a lawyer to agree on any matter concerning business that may interfere with his own, but they soon realized when they received a case involving insurance they needed his services.
In a very short time the insurance companies became aware of this young man’s ability and finally, one by one, he obtained their business. As a matter of fact, you will find but a few lawyers who know anything about insurance law. They cannot know much about it unless they make several years’ study of the subject. However, when you once secure this business it is permanent and will guarantee you a very good income, and it is well worth a lawyer’s time and attention put to it to make himself competent in this work. It will pay any lawyer to look around him and see if there are any others in his community who are making a specialty of this law; and if they are not, prepare for this work.
No sooner had he graduated from law school, than he determined to become a “trial lawyer.”
He studied law for two years with one of the leading Law firms in the city. His income was small, but he was patient. He realized that he must know a great deal about briefing, and this was a good way to obtain the knowledge. After this he went into business for himself.
He had been in the practice only six months when an opportunity came to him to become an assistant to the corporation counsel. This he promptly availed himself of, and in a short time he was in receipt of an income of $150 a month, with his office paid for and a chance to do work on the side.
He retained this position for a year, and became acquainted with hundreds of people of the right sort. He practiced in the police court, and handled many matters before the council which required, on his part, good ability as a speaker. He was from the South and loved anything that had talk to it. After his experience with the city he went in for himself and worked patiently for a year with little results. A case came to him from the Italian section and he obtained such a favorable decision that this case brought him much business, and soon he was in receipt of a net income of $400 to $500 a month.
He made a specialty of evidence and mastered it so well that it required little thought on his part to conform with the ordinary rules. He understood cross-questioning, of which he made a very careful study. He worked for years with his speech until he was able to present a matter before the jury in a clear, concise and convincing manner.
This young man to-day, with the experience of twelve years, has made an unusual success as a “trial lawyer,” and is getting his share of the important cases.
Coupled with this ability he understands well the value of his services and renders his charges on the amount of time devoted to his clients. He keeps strict account in much the same manner as is set forth in another article in this book, and he sees to it that for all services he renders his clients are duly notified so they feel all along that their interests are properly taken care of. And when the client knows the amount of time the attorney has devoted to their interests they are willing to pay a reasonable charge.
This attorney thought it was important to first serve as clerk for the court, so he worked in this capacity for a year. In that manner he became familiar with all the abilities of the men at the bar in that community. He watched and observed how they conducted cases, and discerned what abilities each possessed. He also became familiar with their standing before the judges of the court, as well as their standing before the bar. In other words, he learned many tricks of the trade, and also became familiar with all the records of the court house, which in after years was to be of advantage to him. He also enjoyed the association of a judge who afterwards turned out to be a real leader in national affairs.
With this training he went in business for himself. He possessed high qualities as a business man, as well as those of a good lawyer. He was not anxious for the trial work, and settled his cases as best he could out of court if possible. He realized that being in court continually would net but little money for him and his client. He was not a trial lawyer, and did not care to make a reputation in that direction, but he was well liked by all of his friends and close acquaintances: in fact, they would do almost anything for him. He was a member of a church of his neighborhood, and when it was necessary to have a certain man from their district, he was selected by his friends to run for the office of state representative and won by a large majority, and each time the election came along he was re-elected representative, and finally state senator.
He has built up a good, substantial law practice, and he has succeeded financially in a way that is a surprise to all, however his fees were not invested until after he had made a careful study of the business into which he launched. Many lawyers believe that when they are in the practice that it is not credible to them to know about the rules of business, but this is a serious mistake. They should study those as well as the law and know what their business opportunities are. If a man is good enough to reach a right course in a lawsuit, there is no reason why that man should not be as successful in reaching out and securing for himself the right course in business.
For years he had been a very successful trial lawyer, and because of that success he had been approached by many lawyers to take up their cases and put it through to a final success. He finally put his entire time at the disposal of the lawyers of his city. He found in the city in which he was practicing, had a population of about 400,000, that young lawyers who have been in the practice for years have but little experience in the trial court, and often have had but few cases and for that reason make many mistakes. He was loyal to the attorney who employed him and saw to it that they were not placed in an embarrassing position. This brought him large and lucrative business.
I well remember his advice when in the university, how to prepare a statement of facts. He first had the client make his statement, and after it was made would ask the client to go home and prepare it in his own hand-writing and submit it to him. He would have this typewritten and later examine and question the client concerning it, and then he would have him wait a few days and re-state the entire case again to him. After this he would go over and make a statement of facts of the case himself, and would repeat this from three to four times and have it typewritten until he had an accurate statement of the facts, upon which he built his theory of the law. He felt that no attorney had done his duty until he had gone over the statement of facts in this manner.
From this plan alone, he realized more than $500,000.
There is an opportunity in many communities for attorneys of good standing to render this kind of service to his fellow attorneys, and there are always young men in the community who will avail themselves of such services if you render this to them in a way that will not discredit them before the bar and the court.
Soon after his college course was completed he settled in a little town of about 2,500 population in the state of Iowa, in the midst of a great farming district. He liked the practice of medicine. At first he took up general practice in the town and made it a point to respond to all calls given him. He was business-like and gave people to understand that he was to receive pay for his calls and rendered bills accordingly. His genial manner won people’s confidence in his sincerity. Each year he devoted about two months to preparing himself for surgery work, which he intended later to make his specialty. Securing a dwelling house in a town he started a small hospital. This gave him an opportunity to render the proper service to the people of that community. Soon people found that, instead of going to the large city, they could get as good if not better service in their own home town from the local surgeon.
Throughout that part of the country he won a very high reputation, with the result that he had more work than he could perform in his small hospital, and later he bought an old business-college site and converted it into an up-to-date hospital. After the establishment of this hospital it occupied all of his time.
This was not done in a day, but by slow and careful building he attained enviable success in his practice. His brother, who settled in the same community, possessed greater ability as a surgeon, but because of his lack of knowledge of business methods and the following out of a good plan was not able to acquire the same degree of success.
He came from the West to the university and as soon as his course there was completed he at once returned, to one of the small towns, having a population not exceeding 1,000. In this town there was one attorney, and for that reason many men would not consider the place sufficiently large for two lawyers. However, he made up his mind that this was his opportunity. The town had a farming community around it which later proved to be good.
The people of that community were very glad to have another attorney and gave him a chance. The first year he netted more than $2,500; the second year $3,500, and in the third year he sold out his business and went to the county seat.
He favored prohibition, and went into the campaign as a prohibition candidate for the office of prosecuting attorney, and won. That office he held for two years, and enjoyed a good private practice at the same time. Later he devoted his entire time to private practice, at which time I visited with him. He averaged then $6,000 a year.
The opportunities to the lawyer are far greater in the small town than in the larger cities. Out of my class of about 500 students, all of the men who went into the small towns in the Northwest met with success. Usually their incomes ran from $2,500 to $3,000 the first year.
The young attorney who bought my friend’s law business saw a possibility of organizing a little trust company and formed a corporation, interested parties in the town in the project and some outside capital. After three or four years he is rated as worth not less than $75,000. He was not only a good lawyer, but a good business man as well. These facts are not exaggerated, but are plain truths, and there are many opportunities for men to make the same success in many small communities throughout the country.
A lawyer who has back of him a farmer’s bank or trust company is very fortunate, as this is a leader to a large business.
He had been in the private practice of law for about five years and was not doing well. He concluded to get into the corporation counsel’s office and make municipal law his specialty. He was fortunate to get an appointment and soon developed into a first class lawyer for the city, and won a good reputation from his work done. The community in which he resided had a population of 350,000 to 400,000, and after about two years’ work for the city he went in practice for himself. He made a specialty of the municipal law. Any matter that was to come before the council, or any service that he might render people with reference to city affairs, was the kind of business he was after. He used none but creditable methods and he left no stone unturned which would bring him in touch with business of the best character.
There are many ways an attorney, who understands municipal law, can render service to the people in large cities. After five or six years of private practice all the attorneys in his community would not take a case involving city affairs unless they had his advice or he was put in on the case. In return he sent cases to his fellow attorneys and did not engage in any but municipal law practice.
Municipal law practice is very profitable, as the clients are invariably able to pay for the service rendered.
The medical men have their specialties, other kinds of work has its specialties and the lawyer is behind the times who does not consider this when he enters the practice of law.
This young attorney located in a small town in Oregon and there, with the co-operation of one of the leading politicians of the state, was able to build up a good practice.
His acquaintanceship and connection established him in the community of 15,000, in which he made his initial step, and soon he had a small, but substantial practice. His plan was eventually to go into the city of Portland. He possessed one excellent ability, and that was to make friends. He was quiet in manner, a fair speaker and a good student. His friends were people of the best class and meant much to his ultimate success. In business he had good judgment.
After three years’ practice in the little town he went to the large city and made his beginning. He was able to keep some of his clients from the small town. He met people in the large city with whom his political friends were on very good terms, and was able to get into connection with a good law firm. He was not admitted in the partnership, but was allowed an office in the same suite, and used their library and had the privilege of their stenographer’s services. This association meant much to him. After twelve years of building, he now enjoys a big practice and is permanently established in the community, and counts many of the best people of the city as his friends.
No, he did not take up politics and has taken no part in it. He has aspirations in that direction, but he feels it is essential first to have a strong financial standing before he enters into any political campaign. “The average young lawyer does not realize how important it is,” he says, “to establish, cultivate and make the best kind of people their friends. They not only shape and mould the lawyer’s own life, but are, by reason of their standing, able to determine what his success shall be.” He believes that people are known by the friends. He says this is particularly true in a large city. Fifty friends of the right kind are worth a thousand that are not.
This lawyer says that one of the best ways of developing your abilities is to write, and he found time in the establishment of his early practice to write for the newspapers of his community. He lived in a large city, and certain columns of the newspapers were usually open for the discussion of public questions, and he took that opportunity to get acquainted with the community. However, he was very careful to see to it that he wrote only his own true convictions, and, when matters were thrown open for public discussion he endeavored to suggest through the columns some topic of general interest. He did not hesitate to write on this subject, and made it a point to put forth an article of sufficient strength and value which he could later support if it were attacked, and in this way he engaged in many controversies in the community which brought to him an increase of business. He also made arrangements with a farm paper to answer legal questions in its columns, such as queries on line fences, and the like, and made a nominal charge for the answers. He answered a column to a column and a half of questions each month, and made a certain charge for his opinion on other subjects which he could not answer in the paper. This was all done under the auspices of the farm paper. They were very glad to give him a certain amount per month for this service. This brought him during the year considerable business. He states that the income he can directly trace to this kind of writing, netted him not less than $1,500 to $1,800 per annum. Also from time to time, on certain matters of general interest, he would put out a little pamphlet under his own signature and sell for a small figure—10 or 15 cents. From this source he derived several hundred dollars a year, as well as bringing his name before the community in a novel and interesting manner.
During the first four or five years’ practice of any attorney, he can very well afford to do this kind of work and it will help establish him in his community. It will not only make him acquainted, but will at the same time develop his ability as a writer and a thinker.
He was a young fellow full of ambition and energy and was interested in all subjects which came up for political discussion. He was especially interested in matters in which the temperance issue was involved. He was a “Progressive” and did not hesitate to tell people of his political convictions. He was a good speaker and had trained himself in this work. He could talk before any meeting or gathering and make a creditable impression.
When I first saw him he was introduced as the “Boy Speaker” of that community, and the speech he delivered was very good. He could excel most of his seniors. Soon his services became much sought after by all aspirants for office in his political party, and this won for him recognition.
Coupled with this ability he worked hard for his friends. If a man has friends, and they believe and have confidence in him, they will let everybody know it, and they let everybody know that this man was the right kind of fellow for public office. The result was that when his friends were successful he had a selection of some of the employment they had to offer, and as a result got an appointment as clerk to one of the courts which gave him an opportunity to study first hand—the law.
He now enjoys an income of $100 a month, as well as the privilege of studying and observing the way lawyers conduct their cases. He is planning to later take up the law. He is associated with the various judges of the superior court, and his friends are among the best people of the city.
What he has done, many young men can do if they only have the initiative to follow out the general plan which he has adopted.
This is undoubtedly a wonderful experience for any man. He was a reporter on one of the daily papers, and was acknowledged as one of the very best men in his profession. His income was small, but he counted among his friends many of the best men in the community. Some of these, of course, had ambition for public office. One in particular engaged his services, and to give him as much favorable publicity as he possibly could during his campaign for United States Congress.
This is an opportunity that is presented to many men who are on the staff of large daily newspapers. He proceeded at once to do everything he could. He advised the man running for office what things would make good news matter and what steps he should take to enable him to get the proper publicity in the paper. His advice was very good, as he was experienced in newspaper work. This service had much to do with the final success of the man winning the race for United States Congress. With his success the reporter was appointed secretary to the congressman and went to Washington and lived there for four years.
It is often supposed that a man who is not a good speaker and does not show much enthusiasm will find it almost impossible to earn his way through college but such is not the case.
This man was a good writer and a clear thinker. For each class that was about to graduate he prepared a class history. This volume became more valuable as the years went by, and he had no difficulty in placing it with each member at a reasonable profit. There are many classes graduating at a university and he derived sufficient income in this manner to pay all university expenses.
He always managed to have fifteen or twenty boys who wanted to eat where he ate. With this following alone any boarding-house was glad to give him his board free. His board was two-thirds of his college expense, so he arranged with a boarding-house each year to bring at least twenty boarders to the house and keep up that average. This was a valuable help to the man running the boarding-house. Every business must have its booster or business-getter, so why not a college boarding-house?
A man who takes an active interest in athletics can become a great help by assisting the coach or manager. Two men defrayed all their expenses at the university by acting as assistants in athletics. They enjoyed the opportunity of many side-trips, and after their course was completed received good offers through the coach and general manager.
Often this field of service is overlooked by those who must earn their way through college. The opportunities for a good man to assist the coach are numerous in baseball, on the track and in football, and there is an opportunity to assist in the gymnasium.
About ten years ago I met a young man who was possessed of exceptional energy and push. With him something must be done and the time to do it was to-day. He ran a little collection company, and if he couldn’t get prompt results he lost no time in bringing suit. The profits of the business did not develop fast enough for him, so one day he quit this work.
He felt that selling was his life-work. He had experience as an auctioneer, but now he determined to become a real business doctor and give people such treatment that they would know of his company throughout the state. He made good, and last fall when I met him he was making $8,000 a year, owned a house in the most exclusive part of the city, had a fine car, and this is how he accomplished it:
He opened a cheap office, then had printed a post card with the picture of an old doctor on a hurry call, printed in red, with wording as follows “Let us head Old Doctor... your way. He is the original business Doctor... Sales Company, Phone and address.” He obtained from Dun & Company the names of the merchants in his city. With this card he got in touch with the business.
Most merchants know little about advertising, and know little about putting on a sale. Many merchants want to operate with less stock, others wish to sell but can not.
The young man makes a contract with the merchant for twenty days if possible. He receives 10 per cent of the gross sales. All advertising is to be arranged and paid for by the merchant, and the agent’s entire sales force is placed at his disposal.
A large sheet—24x36—is prepared and circulated by the local merchant. He prints about twenty-five of these circulars on muslin cloth so that the advertisement will remain in place on telephone poles, fences, etc., and the surrounding territory is circularized in this manner.
A page is bought in the local newspaper, and large cuts and vigorous copy is put in the ads.
It is essential that a large crowd be present the first four or five days, and here are a few of the many plans that bring them:
A prize of $10 to be given away, and those present Monday morning at 9 to 9:15 will receive tickets for the prize. Then he delivers the tickets. The free ticket requires holder, who has signed it, to return to the store at 2 o’clock Monday afternoon, when three judges, selected from the people, are to conduct the drawing and award the prize. The ticket holder must be there in person or the prize goes to someone else.
Just before the prize is awarded the agent makes the announcement that the person who makes the closest guess on his weight will receive $10 in gold. The people must call at the store and put their estimates in at 9 o’clock the next morning. At 2 o’clock the same day they must be present if they wish to win the prize.
Before this second prize is awarded, he announces that $10 will be given to the person who would make the best guess on the number of grains of wheat a rooster will eat in three minutes. Next morning at 9 o’clock the amount must be given at the store, and at 2 the prize is given out. This insures a large crowd at the store for three days.
If it is near Christmas he lets everyone know there will be a turkey chase in front of the store at ——. Six turkeys are placed on top of the store and he is perched up on a box in front. He announces that the first turkey that falls among them is anyone’s turkey that gets it. The second is for boys up to 18 and the third is for women, the fourth for the men, fifth for the girls, and the last for the old maids; he then changes it to everybody. But before the sixth is dropped down he makes the announcement that in on the cashier’s desk is a jar of beans and the one who makes the best guess on the correct number of beans will get a first-class rocking chair. This is important as it brings them into the store after the turkeys are all gone.
He was not a card-writer but soon developed some skill which was of great assistance in his work. He always arranges the stock so that it shows to the best advantage. This work is very important and usually takes three or four days. For this service he is paid 10 per cent of the gross receipts and this amount is paid at the end of each day. His busy season is from September to April 1.
In many cases after five days have passed, and he has made $500, the owner of the store makes him a proposition to allow him to finish the sale for the remaining fifteen days, which he usually settles for $300.
He not only handles merchandise, as above related, but auctions stock for farmers at 3 per cent commission. He makes a specialty of auctioneering hardware stores, and his success is extraordinary. He will take up a knife, make a sale at a certain figure, and at once, and at the same price, offers for sale all knives of the same kind. He sells a tub at a certain figure and the balance go at the same price.
He is now going into the business of auctioneering real estate. He has sold large tracts of land. He has on his staff six high-class salesmen and he devotes his entire time to directing the sales work. He is doing all in his power to educate those who think “sale” to connect that thought with the name of his company.
Three of his seven years were hard, but the last four he has been able to develop a net income of $8,000 per annum.