The times dispatch. [volume] (Richmond, Va.) 1903-1914, 1910-10-19
EXPERT TALKS TO
BUSINESS PEOPLE
President Of Sheldon School
Gives Sound Advice in Clear
cut Lecture.

The first Of a series Of three adj
dresses was given by A. B. Sheldon.
president Of the Sheldon School, Chi
cago, under the auspices OF the Y. M. c.
A. Yesterday afternoon at O'CLOCK.
and was we'll attended, considering ,he
hour, by many of the representative
business men of Richmond
This first lecture aside from being
tho general introduction to the series
| OF three, dwelt at some length upon the
problem OF man building.
| success in life commercially, no
matter what one is doing. hinges upon
| business building-the art of securing
profitable and permanent patronage.
| ne said. This Is true in the sale OF
services or merchandise, and is Just as
true of professional life as Of bus
mess life. Every one has something
10 sell-services or otherwise. Every
business builder is necessarily sales
man. nut every salesman is not bus
1 mess builder. Business is money
power plus man power. The success
of any institution from the man power
standpoint is In proportion to the sum
! of the power possessed by each lndl-
!yidual connected with the institution.
Make the man right and his work as a
/ builder Of business takes care OF 1t
self.
Business Building.
"scienca is organized knowledge or
/ classified common sense. There is much
knowledge in the world pertaining 10
the how of successfully building
business. no matter what the business
lis. II that knowledge can he organized
we have science, the science OF BUS :
i mess building. Blackstone did not
make any new laws: he merely classl-
| tbo 1a1 nf
He organized thcm around four rae
tors: First, he rights of persons: sec
ond. rights of things: third. puolic
wrongs; fourth, private wrongs
"All of the Knowledge in the world
which mastered and applied will help
,, one to become a letter builder of hus-
Illness can be grouped around four fac
tors: First the party of the first part,
or the one VINO initiates the transac.
lion: second, the party of the second
part, the one with whom the party Of
the fist part deals; third, the thing
concerning which the two parties are
; negotiating, and fourth, the abstract
thing, the meeting CT the minds of
the two parties in common agreement.
. This IL basis for classification, there
!; fore. the basis for science.
Success commercially; as we'll as y,
l the broader sense-the attainment and
/, preservation of a practicable and legf
innate ideals not n ma tier CT luck.
? but Is governed by eternal law BY
!. the term law Is meant a rule of ac-
ton or conduct The four basic laws
2 of success n business building Gre:
First, man. know thycelf; second. know
the other fellow, or how to read human
nature; third, know thy business:
fourth. apply that knowledge.
Mr.. Sheldon's first lecture, aside from
general introduction. dwelt upon the
natural laws pertaining to the party
of the first part and treated them from,
tho viewpoint of this first injunction
Just NEUTRALITY-SUSPICIOUS. thyself
} He emphasized the, fact that the road
, to the knowledge of anything, includ-
) ing SELF is analysis, and if man is real
n ly to obey that Injunction he must
4 analyze self.
He analysed man physiologically and
, psychologically, making it plan that
, from physiological and psycholoEfca]
} standpoint man equals a body plus a
mind, and that of the mind there are
three phases or manifestat ions-1rst
his intellect with which he knows. sec
lond. his sensibssstses through which he
B eXperience feelings, and third, the viii
the function of which Is action.
watch Mind and nody.
B He dwelt upon the necessity OF
s proper care OF the body as n means
& iof developing physical power. the
power to endure the stress and
strain of business. His philosophy
D of physical development Is based pri-
marily upon four in1unctions namely
eat right, think right breathe right
Z and exercise right Ps
He dwelt particularly. however upor
. mental development, or the develop,
. ment of the power to know. to fee
5 and to will He pointed out the fac,
4 that all knowing Is summed M in the
{ power to think, remember and imagine
he analyzed the processes involved
s. in thinking, and maintains 1t is Jus
I as possible to develop the power I,
think better. remember. better ane
Imagine better Imagination heing con
structtve thinking) as it Is to de-
2 velop the muscle In the arm.
q The success Of any one commercial,
D Is In proportion to his area, or In othe
& words, In proportionsto how much h
knows about his business, plus his re
liability, plus his powers of physica
4 endurance. plus his action or his powe
\ to do things right right now,
MI Sheldon will give two lecture
4 Ito7daG IN the y. NJ, G. a. Hall--one a
q O'clock, in which he will take hi
the following questions: sThe Read
Ing of Human Nature; How. to stud.
Ones BUSINESS" and 1.-THE Sale Or tn