The Washington herald. [volume] (Washington, D.C.) 1906-1939, 1913-06-29

was chill December Because Of my bua-
ness, I studied his acquaintance, for his
friendship and his esteem were invaluable.
One man. found. he always was glad
to see. 1t seems funny, but this was a shy.
quiet little man, who did nothing but SIT and
listen most of the time. When the man with
the whip of decision began to talk. the ex-
preston of the little mans face resembied
a collie dogs.
Listens and Says Little.
II took my cue. The one big weakness in
ter men OF both OF US. And he helped lift me
basis. sought his friendship Wherever in
his society. and he began to talk. borrowed
the personality Of his friend, Including the
collie dog look. never disagreed with any,
thing he said
Well, he Is one Of my best friends today
We often laugh over how I secured his friend
ship and regard. The experience made bet
ter men OF both-of as. And he helped LIT me
several pegs higher in life And do you
know borrowing that personality was the
best loan ever made2 liked Il % much
cultivated II. Previously looked d4sdafn
on the quset and retiring men In Life. Now
adays I am that way as much a possible.
and have a wholesome regard for such men.
Borrowing that personality taught me how
to get wisdom and advice without asking.
II acquired the habit of listening to the
conversation OF other people and saying
little. learned to absorb what heard
improved my own ideas and developed them.
I could sit and listen to another talk for an
hour without saying q word While he
talked I dissected his thought, took what
looked valuable. and made use when tho op-
portunity arrived
Since then I've noticed how many sue
ceesful men absorb much and give little
once surged with resentment at men that
listened and said nothing. I believed they
held my words on q par with the babble Of
a newsooy. Today IN gladly listen to q
newsboy, IN hope he might give me an idea
/ Listen TO every one. And as this is the long
est speech I've made in ten years. think
I'd better quit before my throat gives way."
He smiled and clipped the pass book In his
pocket
How about brains? inquired the teller.
Just what I've been telling you" said
the hardware man That IL TIE way I
borrow brains-by listening and keeping nv
mouth shut The best joke on me was /
learned so much from the salesman who
started me after the orders thought too
large for me to handle. that took him into
my business. When began to climb fast
he cane to see me often. He used to talk by
the hour. would listen by,thehour.
P1ucks Gold from Conversation.
One day he put me in the way Of cleaning
up 5000 on one Job. He said three words
that gave me an idea. After / banked the
5000 he gave me another idea / cleaned
up $1,000 on that Then my conscience began
to hurt me. l said:
Bill there is only one fault with YOU
You give away too much real money"
=" He gave me puzzled look When told
him made $4,000 by picking gold out Of hi.
conversation he went out of the store and
didn't return for a week When he did re-
turn there was letter in his pocket giving
him the $4,000 as an interest in my business.
So you will see there is also q chance for
the fellow who talks But, personally,
prefer TO listen. You've been doing that
stunt for the last fifteen minutes: hope you
make $4,000 out OF what you learned"
Its worth $4,000" said the receiving
teller
You've got the greatest opportunity Of
your life to learn more at thatwindow," said
the hardware man. moving away. II only
wish had had 1t twenty years ago.