Pine Bluff daily graphic., 1903-03-31

ltd bN PIHN lttS @Hbpl tIitttt''@+ Iitf Ell
ternncd TO act ON This advice.
I'D advice You, my good man" said
johnson, not to be too impcrtiuent
lere's cigar Eve got work to do.
He went into the next Office and be
gan all over again
No" said the man al the desk
''yGu can't interest me It's no use try
ing haven't got time to read any
thing but the newspapers. No, | say.
haven't got time to listen to you"
As johnson turned away he saw the
stenegrapher at the opposite desk
looking at him With a show Of inter
est, He walked over that direction.
mo young American can afford to
he without this Johnson was going
on, when the man al the big desk turn
eG on him savagely
Hero now" said the head of the
firm I cant have you talking to my
stenographer. I'm paying or the time
you waste in that way. and Eve got
no money to lose I'll thank you to
close the door on the outside"
"Sfhe successful solicitor is not easily
rebuffed. He must be persistent even
IN the face of ridicule and opposition
He must remember not only the fl
naneial benefit that will come to him
but also the intellectual benefit which
the sale of a book will bring to a
customer
johnson read over that clause in
the book of instruction before he
tackled the next office He found al
the desk of the chief inside a short lit
tie man who looked up at his first
word with a smile. With every mo-
ment the smile broadened Present
~ the short little man interrupted
him-but it was only to call over two
young men from adjoining desks
Johnson was really greatly encour-
aged. He had reason to be The lit
tie man let him get started again and
did not interrupt bin until Johnson
got to the point where he produced
from the capacious pocket the blank
contract, all filled up ready for sign
ing
And" Johnson was concluding. elf
you'll write your name right here FL
see'-when the little short man broke
in again.
What did say? he asked the
young men who were leaning over his
shoulders on either side 81 used to
be book agent myself" he explain
ed to Johnson, "and just wanted to
show these boys how smooth we us
ed to work. You're all right. But
| couldn't use that book OF yours in
a thousand years
The last encounter had taken half
hour of JOhnson's time, and when he
saw the name of life insurance com
pany on the next door he decided that
it would be hardly worth while to go
in.
professional courtesy ought to keep
me out of there" he thought
But when, in the hall, he took out
the book of instruction to solicitors,
it opened by itself to a paragraph
which seemed almost prophetic.
"The successful solicitor" it said,
knows that it is foolish to be dis
couraged by appearances. He has
learned that he is likely to pick up
the best sales where everything seems
to be most against him.
After reading that Johnson braced
up and stalked into the insurance Of
fee He found young man at desk
in a small room by himself, and i'm.
mediately started in on him. Inside of
twenty minutes he had repeated his
lecture, sold a copy of the book bound
in calf full, collected the first pay
ment and carried away the signed
contract.
Then it was time to eat luncheon.
In the afternoon Johnson worked"
the next three floors OF the building
and got one more order. But he is
still inclined to think that a book
agent has an easier time and much
more fruitful field in Indiana than in