hing. You're at the top of the heap. Your
scrap started things. Get out here on the first train--there's a lot
to do and I've pledged you to carry out all the plans as proposed by
your friend Townsend. There's lots to do. Get here at once."

And Shirley Wells of the East, Sam Welborn of the West, did as he was
directed. He arrived in Bransford shortly after the noon hour. And the
rest of the afternoon he was listening to Davy's story and Davy's
plans. Sunday morning, at the Fourth Avenue Church, he was cordially
greeted by many, some of whom he had ridiculed at a former session.
Monday, the full day was spent in the office of his friend Townsend.
Tuesday, Ralph Gaynor of Springfield arrived in Bransford in response
to Davy's telegram, wherein it was suggested that "one carfare was
cheaper than two."

Shirley Wells admired Ralph Gaynor but he marveled at his methods.
Instead of taking him down to the bank building to review the former
methods of conducting the business, Gaynor persisted in interviewing
any and all with whom he came in contact: business and professional
men, farmers and laborers, women clerks and housewives. His questions
were casual, the extended answers were his reward. That evening, in
Townsend's office, he delivered his estimates and opinion.

"Banking service is badly needed in your city. Your present plans are
timely. A news story should go out tomorrow that the organization is
formed and will be functioning next week--this to prevent others from
invading this fine prospect. You have present opportunity to secure
the services of young Nelson, down at the Wide-Awake, as a receiving
teller. He is fast and accurate in money matters. The young lady that
compiled Mr. Townsend's reports can, and should, take care of the
growing bookkeeping. You will not make a great deal of money in this
first year of operation. After that, you will have the best banking
investment I know of."

"But what about our new cashier, Shirley Wells?" inquired Townsend.
"What's his job? He and his little friend here own practically all the
stock."

"The banking business," said Gaynor, "has its peculiarities. Back of
the counter, it's simply a matter of accuracy. In front of the
counter, however, it's a question of diplomacy and good judgment.
Shirley Wells is an asset. His business is in front of the counter,
greeting the trade and broadening the field for service. A bank must
have assets if it is to make loans."

The Well