-of-fact, literal type of intellect. Interested in facts, keenly
observant, quick in thought, alert and positive in his mental activities.
Note high, sloping forehead, very prominent at the brows, large nose, high
in the bridge and well-developed.]

"The first part of September I moved back to Bakersfield. I tried out my
scheme by mail on two of the most prominent men in the country (one of the
times when I had plenty of nerve). It did not work and the time did not
seem auspicious for trying it on a greater number, especially as I did not
have money enough to do it properly.

"While still working for the orchard man, I began to do some work in
getting subscriptions for the Curtis publications. I did get a few. Later,
about the middle of October, I went to Los Angeles, where I had a booth at
an exhibition for three weeks in the interest of a publishing house. But
it did not pay expenses, and I was deeper in debt than ever. I landed in
Bakersfield nearly 'broke.' Thanks to the kindness of the people where I
roomed and boarded, I was able to pull through until I obtained a loan
last week, secured by a mortgage on my homestead.

"I was entirely unable to force myself to do any real canvassing while I
was absolutely in need of each commission, but, now that I once more have
a bank account, I hope to make myself keep at it until I can feel
moderately successful. That is the one job I have fallen down on over and
over (I have not even mentioned many of the attempts), and I believe I
could be a real salesman if I could only get over my fear of approaching
people on any proposition of immediate profit to me."

Here we have in detail the old, old story. How often have you heard of the
man who graduated with high honors at the head of his class and was unable
to make a living afterward? How many men of highest scholarship have you
met who could not make a living for themselves and their families? Not
long ago we were offered the services of a man who had degrees from
several universities in America and Europe, who was master of several
languages, and who was glad to offer to do a little translating at
twenty-five cents an hour.

AN ANALYSIS OF SYDNEY WILLIAMS

What handicaps these men? They have good intellects, or they would be
unable to win high honors in colleges and universities. It is fitting that
they should educate themselves highly, since they are so capable of
attainment in scholarship. Surely, they ought to do some