tionately in paying you your profit. If anyone
doesn't pay his share, the others have to make up for it Give everybody a
square, equal deal. That will build confidence and increase trade. And
then you can leave your salespeople to wait on all customers, giving you
more time for real management--generalship.

The sixth is Courage. It's easy enough to see obstacles, to make excuses,
to procrastinate. When a hard task has to be done, you will find it no
help to begin to catalog the difficulties. Just fear not, and do it.

Now, you are going to cultivate these virtues, Brainerd, because you see
that I am right and because, after all, you are a man of good judgment and
reason.

"Never mind the contract. When you think my advice has proved its value,
send me what you think it is worth."

And he walked out, leaving Brainerd purple in the face with a number of
varied emotions, chief among which were outraged dignity and warm
gratitude.

While you and we know many Brainerds, there are men capable of handling
large affairs who, through lack of training, lack of opportunity, or a
choice of a wrong vocation, are sentenced to sit, year after year, working
away in an inefficient, fumbling manner, with a mass of details which they
hate and which they are not fitted to take care of properly. Such people
are often conscientious; they have a great desire to do their work
thoroughly and well, and the fact that they so frequently neglect little
details, forget things that they ought to do, overlook necessary
precautions, and otherwise fail to perform their duties, is a matter not
only of supreme regret and humiliation to them, but of great distress to
those who depend upon them.

CAREFULNESS AND RECKLESSNESS

Carefulness and prudence are natural aptitudes. The careless man is not
wilfully careless. He is careless because he has not the aptitudes which
make a man careful. The imprudent man is not wilfully imprudent, but
because he does not have the inherent qualifications for prudence, the
taking of precautions, the wise and careful scrutinizing of all the
elements entering into success. For some work men are required who have
the natural aptitudes of carefulness and prudence. The great tragedy is
that this kind of work is often entrusted to men who are so constituted
that it is very easy for them to take chances. The person who is naturally
optimistic and hopeful and always looks on the bright side cheerfully
expects whatever he do