Evening star. [volume] (Washington, D.C.) 1854-1972, 1912-06-16

pists. "What have you to substantiate the
story YOU tell me?" | was once asked by a
man high in the councils of the Sugar Trust.
My finance committee had not supplied me
| with any printed matter; so there was
nothing to do but return to the office and
dictate lengthy prospectus. There is no
doubt that clearly written letter will often
make an appeal through the eye where words
are lost on the nearer. At any rate, the sugar
magnate forwarded his check without delay.
One soon learns to depend on ones own
initiative and to adapt every situation that
arises to the advantage of the work in hand.
Because | happened to call on the youthful
head of a great metropolitan daily at the
time when the Carl Schurz memorial fund
was being promoted by him, he did not see
that he could spare any money for peace
congresses. | asked how the expenses were
to be met if our millionares did not help;
then he contributed twenty-five dollars.
Incidents like this teach one to be on the
lookout for rich men who have become "un-
derwriters" for pet educational or charitable
projects Because of situation of this kind
the head of famous banking house once ex-
cused himself for giving only one hundred
dollars He said that the federation in
which he was interested made heavy de-
mands on him. and he was obliged to curtail
his gifts in other directions.
60 many conditions arise to make complex
~ the work of money raising that it is i'm
possible to make sure of ones quarry. Cir
cumstances can completely change the out
look in the twinkling of an eve. Thus went
by appointment to confer with the head of
great drygoods house, whose business
reaches out to half dozen cities He was
in the act of sitting down to be shaved by
10 har IN a6 hi
office, and there was no time to talk.
Get hundred dollars from the cashier,
please he snapped, as he glanced up at me.
I'm making ready for an unexpected board
meeting.
The check seemed woefully disappointing,
and | speculated as to whether the meeting
SO suddenly called had not been the means
of my losing thousand dollars That
would have been more in keeping with the
giver's means and probable inclination.
AS passed along the street, musing on
the ups and downs of the money raiser's
work, my eye was attracted by the sign of
was the senior partner of the firm and some
thing impelled me to call on him. | rapidly
sketched the plan and scope of the project
as we walked toward his desk.
Gall right, I'll subscribe hundred, and
he reached for his checkbook.
With this encouragement | Strolled on to
the financial district A former Mayor of
New York came out of one of the insurance
offices on Cedar-st., and turned and walked
with him to the subway. As he was man
of the most disinterested and unse1fsh type,
l found him receptive. And when he sent
in his check, after had telephoned him the
following morning, felt that the previous
days work had in measure turned out
better than seemed likely at the outset.
Many other instances could be related of
the satisfactory results attained by logged
persistence. Soon afterward | started out
on an Individual canvass of some retired
merchants and bankers, and happened to
run across one whose departure from the
city had been delayed until May. On the
morning of my call he was coming out of the
house with his golf clubs slung over his Shout
der. His automobile was waiting; SO had
to make haste with my story.
"I1l send you a check he said as he
climbed into the car. "And if necessary sug-
gest that you notify each of the subscribers
that a doubling up of their donations will
be in order. | shall duplicate my subscrip-
ton in that event" And he was off.
The same kind of persistence will be found
helpful in the case of letters of appeal sent
out by a solicitor 1t is necessary, in order
to keep up the readers interest, to try to
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