The Pensacola journal. (Pensacola, Fla.) 1898-1985, 1916-07-02

JOCK because I'm double-barrel-
ed, eorn-fed, hand-picked cbumn
and"
That's one reason" drawI.d -.
Old Man grimly. But it's no. tbs
chief one. The real reason WHY vor
didn't land that account was because
you're too darned charming"
Charming Jock stared.
Just that. Personality's one Of ~.
biggest factors in business TO-DAY n,
there are some men who are so likabta
that It actually counts against then,
The client he's trying to convince Is
SO taken with him that he actually
forgets the business he represents. We
say of man like that thar he is Der
sonality plus. Personality is like cleo
tricity, McChesney. It's got to be
tanned to be useful"
But ! thought" said Jock, miser-
ably, that the idea was not to talk
business all he time"
You've got it" agreed Berg. aBut
you must think it all the time. Every
minute. It's got to be working away
in the back of your head. You know
It isn't always the biggest noise that
gets the biggest result. The great
American hen yields bigger income
than the Steel Trust. Look at Miss
Gait. When we have a job that needs
woman's eye do we send her? No.
Whyf Because she's too blame charm
ing. Too much personality. A man
Just naturally refuses to talk business
to a pretty woman unless she's so
smart that"
My mother" interrupted Jock.
suddenly, and then stopped, surprised
at himself.
Your mother" said Bartholomew
Berg slowly, rs one woman in a mil
lion. Don't ever forget that. They
don't turn out models like Emma Nc
Chesney more than once every blue
moon"
! Jock got to his feet slowly. He
felt heavy, old. Il suppose" he be-
gan, that this ends my-my adver-
Using career"
Ends itl' The Old man stood up
and put heavy hand on the boys
shoulder. 1T only begins it. Unless
you want to lie down and quit. Do
your"
I Quit" cried Jock McChesney.
Quit Not on your white spacep
Good" said Bartholomew Berg,
and took Jock McChesney's hand il
his own great friendly grasp.
An instinct as strong as that which
had made him blatant in his hour of
triumph now caused him to avoid,
his hour Of defeat, the women for
before whom he would fain be herd
lie avoided Grace Gait all that long
dreary afternoon. He thought vii
, ly of staying downtown for the
ing, of putting off the meeting
his mother, of avoiding, the Dire.
explanations, excuses, confessiony
But when he let himself into
; fiat at hve-thirty the place was
z quiet, except for Annie, hummine
t a sort Of nasal singsong of cont
in the kitchen.
He hicked on the light in the /
ing-room. A new magazine had cor
E 1t lay on the table, its bright GOV
staring up invitingly. He ran throu
its pages. By force of habit he turn.
] to the back. pages. Ads stared bal
: at him-clothing ads, PART ads, me-
r tor ads, ads of portable houses, an
9 vacuum cleaners-and toilette pref
arations. He shut the magazine wit
, vicious slap.
He flicled off the light again, fol
= no reason except that he seemed I'd
: like the dusk. In his own bedroom il
was very quiet.
He turned on the light there, too
d then turned it off, He sat down at the
edge of his bed. How was it in til,
stories? Oh, yesl The cub Away,
started out on an impossibly difficult
business stunt and came back tri
umphant, to be made a member o.
the firm at once.
A vision of his own roseate hope,
and dreams rose up before him
grew very dark in the little room, ther
altogether dark. Then an impuden
square of yellow from light tIrneC
on IN the apartment next door fiunf
itself on the bedroom floor. Joel
stared at it moodily.
A key turned in the lock. A doc
opened and shut "A quick step. Then
"JockP A light flashed in the living
room.
Jock sat up suddenly. He opened hi
mouth to answer. There issued iron
his threat strange and absurd littl
croak.
"Jockl Homer"
Eyes" answered Jock, and straight
enedaup. But before he could flick o.
his own light his mother stood in I'll
doorway, tall, straight, buoyant fig
ure.
81 got your wire and Why, dear
In the dark What
Must have fallen asleep, / guess,
muttered Jock. Somehow he dreade
to turn on the lights.
And then, very quietly, Emma NJ
Chesney came in. She found hin
there in the dark, as surely as
mother bear finds her cubs in a cav
She sat down beside him at she edg