We offer no golden key which unlocks the doors to success. Much as we regret to disappoint many aspiring young men and women, we must be truthful and admit that there is no magic way in which some wonderful, unguessed talent can be discovered within them and made to blossom forth in a night, as it were. Many people of this type come to us for consultation, evidently with the delectable delusion that we can point out to them some quick and easy way to fame and fortune. Again we must make emphatic by repet.i.tion the hard, uncompromising truth that laziness, cowardice, weakness, and vacilation are incompatible with true success. No matter what a man's other apt.i.tudes may be, no matter how great his talent or his opportunities, we can suggest absolutely no vocation in which he can be successful unless he has the will to overcome these deficiencies in his character.

Many a man is deluded into the fond supposition that he is not successful because he does not fit into the vocation where he finds himself. The truth is that he probably is in as desirable a vocation as could possibly be found for him. The reason he is not successful is because he has failed to develop the fundamental qualities of industry, courage, and persistence.

HOW TO BECOME MORE PRACTICAL

When the impractical man learns his limitations he is all too likely to go to extremes in depreciating his own business ability. Many such people are seemingly proud of their deficiencies in business sense. "I am no business man. You attend to it, I'll trust you," they say. While a lack of natural business ability may not be a man's fault, it is nothing to be proud of.

You may not be born with keen, financial sense, but that is no reason why you may not develop more and more of it and make yourself a better business man. As a matter of fact, every man is in business--he has something to sell which he wishes the rest of the world to buy from him.

He has himself, at least, to support, and more than likely he has others dependent upon him. He has no right, therefore, to neglect business affairs and to permit others to impose upon him and to steal from him and from those dependent upon him the proper reward for his labor.

Even the youth who is poor in mathematics can learn something about geometry, algebra, and trigonometry; even he who "has no head for language" can learn to speak a foreign tongue and even to read Latin or Greek. It is not easy for either one of them and perhaps the one can never become a great mathematician nor the other a great linguist, but both can learn something, both can improve their grasp of the difficult subject.

There are probably few readers of these pages who have not in their school days overcome just such handicaps in some particular subject of study.

In a similar way those who are impractical and have little business sense can improve in this respect and they ought to. Such people ought to study practical affairs, ought to give their attention to financial matters. In fact, one of the best ways to increase financial judgment is to form the intimate acquaintance of some one who has a keen sense of financial values. If such a person can be persuaded to talk about what he knows, the impractical man will do well to take a keen interest in what he says, to qualify himself to understand it, and, if possible, to get the point of view from which a good business man approaches his problems and studies his affairs. Actual practice is, of course, necessary for development, and the impractical man ought to take an interest in his affairs and ought to do his best to handle them. Naturally, he needs to seek competent counsel in regard to them, but he should pay some attention to the counsel given, try to learn something from it, watch results of every course of action and in every possible way study to make himself more practical and less theoretical and abstract in his att.i.tude toward life in general and toward business affairs in particular.

Not long ago we attended a meeting of two and three hundred of the most prominent authors, poets, and playwrights in America. We were not at all surprised to note that nearly every one of those who had made a financial success of his art was a man of the practical, commercial type who had developed his business sense along with his artistic or literary talent.

A PAUPER, HE DREAMED OF MILLIONS

Some years ago we formed the acquaintance of a delightful man who is so typical of a certain cla.s.s of the impractical that his story is instructive. When we first formed the acquaintance of this gentleman he was about thirty years of age, rather handsome in appearance, with great blue eyes, very fine silky blonde hair, and a clear, pink, and white complexion. His head, somewhat narrow just above the ears, indicated a mild, easy-going, gentle disposition. The large, rounded dome just above temples was typical of the irrepressible optimist. His forehead, very full and bulging just below the hair line, showed him to be of the thoughtful, meditative, drearily type, while flatness and narrowness at the brows told as plainly as print of the utter impracticability of his roseate dreams.

True to his exquisite blonde coloring, this man was eager, buoyant, irrepressible, impatient of monotony, routine, and detail--social and friendly. True to his fine texture, he shrank from hardship, was sensitive, refined, beauty loving and luxury loving. Because of his mild disposition and optimism and also because of his love of approval, he was suave, affable, courteous, agreeable. He made acquaintances easily and had many of the elements of popularity.

Because he was ambitious to occupy a position of prominence and distinction, because he wished to gratify his luxurious and elegant tastes, and because in his irrepressible optimism it seemed so absurdly easy to do, he was eager to make a large fortune. Lacking the aggressiveness, energy, willingness to undergo hardship and to work hard and long, patiently enduring the hours and days of drudgery over details that could not be neglected, he dreamed of making millions by successful speculation.

LOOKING FOR A SHORT CUT TO WEALTH

It is easy to see why a man of this type, with his futile dreams of easy conquests in the field of finance, should have scorned the slow and painful process of acquiring an education. Yet the tragedy of his life was that his only hope of usefulness in the world was through the careful cultivation and development of his really fine intellect. It is also easy to see why such a man would lack the patience to learn a trade even if he had had the manual skill to carry on any trade successfully--which he had not. For the same reasons he would not take pains to qualify himself for any occupation, although he might have made a fair success in retail salesmanship perhaps, notwithstanding his far greater fitness for educational, ministerial, or platform work. On the contrary, he roamed about the country occupying himself at odd times with such bits of light mental or physical work as came his way. Being without training and taking no real interest in his work, he never retained any job long. Sometimes, lured by the will-o'-the-wisp of some fancied opportunity to make a million, he gave up his work. Sometimes he merely got tired of working and quit. But most often he was discharged for his incompetence. It is difficult indeed for any man to attend properly to the cent-a-piece details of an ordinary job when he is dreaming of the easy thousands he is going to make next week.

This charming gentleman was always out of funds. Although he carefully tonsured the ends of his trouser legs, inked the cuffs of his coat, blackened and polished his hose and even his own, fine, fair skin where it showed through the holes of his shoes, and turned his collars and ties again and again, he was nearly always shabby. On rare and ever rarer occasions he would do some relative or friend the inestimable favor and honor of accepting a small loan, "to be repaid in a few days, as soon as a big deal I now have under way is consummated." These loans were his only successes in the realm of practical finance. Inasmuch as the repayment of them was contingent upon the closing of an ever-imminent, but never consummated, "big deal," they cost him nothing for either princ.i.p.al or interest. For a few weeks after the successful negotiation of one of these loans, he would be resplendent, opulent, fastidious, even generous. All too soon the last dollar would slip through his unheeding fingers. If during a period of affluence he had succeeded in establishing a little semblance of credit, he would maintain his regal style of living as long as it lasted. Then he would come down to the hall bedroom or even the ten-cent lodging house, the lunch wagon, and the p.a.w.n shop. But even at the lowest ebb of his fortunes, he never seemed to lose his cheerfulness, his good nature, his grand manners, and his easy, confident hope and conviction about the huge sums that were to come into his possession "within a few days."

A DILETTANTE IN REAL ESTATE

Do not imagine that this man's dreams of great and easy fortunes were mere idle fancies--far from it. He was nearly always engaged in negotiations for some big deal. One of his favorite pastimes was to hunt up large holdings of real estate offered for sale, go to the owners, represent himself as a real estate broker, and secure permission to put these properties on his "list." This permission obtained, he would go about trying to find buyers. But his ideas of real estate values, of the adaptation of properties to purchasers, of the details of a real estate transaction and of salesmanship were so vague and so impractical that if he ever succeeded in selling a piece of real estate, we have not yet heard of it. He lacked the practical sense necessary to inform himself upon such important matters as taxes, a.s.sessments, insurance rates, trend of population, direction and character of commercial expansion, bank clearings, freight shipments, volume of retail and wholesale business, projected munic.i.p.al and public service improvements, crop reports, output of manufacturies, and many other items which form the basis for intelligent negotiation, in a real estate deal. He could talk only in glittering generalities, and his suggestions were usually so impracticable that he failed to secure the confidence of those who were in a position to purchase properties so valuable as those he invariably hit upon for his ambitious projects.

AN UNDESERVED BAD REPUTATION

Here, then, was a man of unusual intelligence and capacity along theoretical, abstract, philosophical, and spiritual lines. His intentions were good. He was kindly, sympathetic, generous to a fault, refined, ambitious, high principled at heart and a thorough gentleman by birth, training, and instinct. Yet, because of a lack of clear knowledge, his life has been one of hardship, privation, disappointment, disillusionment, galling poverty, and utter failure. He has been subjected to ridicule and the even more blighting cruelty of good-natured, patronizing, contemptuous tolerance. His reputation is that of a lazy, good-for-nothing, disreputable dead beat and loafer. And yet, in a sense, nothing is further from the truth. Notwithstanding his many disappointments, no one could have been more sincere than he in believing that just around the corner fortune awaited him.

DIAGNOSIS OF THE IMPRACTICAL MAN'S CASE

The fundamental difficulty with the impractical man is two fold. First, his powers of observation are so deficient that it is difficult for him to obtain facts. It is an axiom of conscious life that there is pleasure and satisfaction in the use of well-developed powers and a disinclination to use powers which are deficient in development. Because it is difficult for the impractical man to obtain facts, he has little desire to obtain them.

He takes little interest in them, does not appreciate their value. He, therefore, a.s.sumes his facts, takes them for granted or proceeds almost wholly without them. Even when he does take the trouble to ascertain the facts, he is inclined to be hasty and slipshod in his methods. He, therefore does not obtain all of the necessary information bearing upon his problem. He does not painstakingly verify his knowledge through repeated observations, under all kinds of conditions. So he is frequently mistaken and reasons to his conclusions upon supposed facts which are not facts at all.

Second, the impractical man, as a general rule, has well-developed powers of reason, logic, and imagination. His mind easily and unerringly leaps from premises to conclusion and weaves long and beautiful chains of reasoning, each link perfectly formed. The only trouble is that none of the chains are attached to anything solid and substantial at either end.

With highly developed powers of imagination, it follows that the impractical man loves to dream, to build castles in the air. When he attempts to form a judgment or reach a conclusion, he may possibly begin by attempting to ascertain the facts. But observation for him is a slow and painful process. He does not enjoy it. He has no patience with it.

Mere facts restrict him. Practical reasoning is like walking painfully, step by step, along a narrow, steep pathway, leading to a fixed destination at which the traveler arrives whether he wills it or not. The impractical man's form of reasoning, starting at the same place, soars into the air, dips and sweeps in magnificent and inspiring curves and finally sets him down at whatever destination seems most desirable to him.

His well-developed powers of imagination are usually more than willing to supply the deficiencies in his powers of observation. In his own realm he is a valuable member of society--often becomes rich and famous. But he is a misfit in any vocation which deals wholly with concrete things.

DESCRIPTION OF THE IMPRACTICAL MAN

The impractical man is easily recognized. He may be blonde or brunette, large or small, fine textured or coa.r.s.e textured, energetic or lazy, aggressive or mild, friendly or unfriendly, ambitious or unambitious, honest or dishonest--but his mark is upon his forehead. If his brows are flat or if his forehead immediately above and at the sides of his eyes is undeveloped or only a little developed, his powers of observation are deficient. He is not interested in facts and his judgment is based upon hasty and mistaken premises. As a general rule, in such cases, the upper part of the forehead is well developed. This is always the case if the man is intelligent. If the forehead is both low and retreating and flat at the brows, then the individual lacks both power of observation and reasoning power, and is very deficient in intellect.

Figures 27 and 28 and 29 and 30 show some very common types of the impractical man. Note the flatness of the brows in every case. Figures 32, 50, and 54 show the foreheads of practical men.

CHAPTER IX

HUNGRY FOR FAME

The born artist has a pa.s.sion for creation. This is true whether his art expresses itself through paints and brushes, through chisel and stone, on the stage, through musical tones, through bricks and mortar, or through the printed page. The born artist may or may not have, as companion to his pa.s.sion for creation, a hunger for fame, an ear which adores applause. Few artists, however, have ever become famous who were not spurred on by an eager desire for the plaudits of their fellows.

It is possible to have the pa.s.sion for creation without the hunger for fame. It is also possible to have a hunger for fame without the pa.s.sion for creation. In the "Light That Failed," Kipling tells of little Maisie, who toiled and struggled, not to create beauty, but for success. Yet, poor d.i.c.k, who loved her, was forced to admit that there was no special reason why her work should be done at all.

Horace Annesley Vach.e.l.l, in "Brothers," tells the story of Mark Samphire's tragedy. "When, after three years of most gruelling, hard work as an art student, he turned to his great master and asked: 'When you were here last you said to a friend of mine that it was fortunate for me that I had independent means. You are my master; you have seen everything I have done. Pynsent knows my work, too, every line of it. I ask you both: Am I wasting my time?'

"Neither answered.

"'No mediocre success will content me,' continued Mark. 'I ask you again: Am I wasting my time?'

"'Yes,' said the master gruffly. He put on his hat and went out.

"'He's not infallible,' Pynsent muttered angrily.

"'Then you advise me to go on? No, you are too honest to do that. I shall not go on, Pynsent; but I do not regret the last three years. They would have been wasted, indeed, if they had blinded me to the truth concerning my powers.'"

WHEN THE DIVINE FIRE IS NOT AFLAME

The art schools of Paris! History, fiction, reminiscence, your own knowledge, perhaps your own experience, join in piling mountain-high the tale of wasted years, blasted ambitions, broken hopes and shattered ideals. Worse than this, perhaps, they tell of homes, galleries and shops disfigured with mediocre work and criminally hideous daubs.

The music studios of Paris, Berlin, New York, and other large cities, the schools of dramatic art, the theological seminaries, and the departments of literature in our universities could add their sad testimony.

Theatrical managers, editors of magazines, publishers, art dealers, and lyceum bureaus are besieged by armies of aspiring misfits.

Probably there is no more difficult and hazardous undertaking in all the experience of the vocational counsellor than that presented by people of this type. The mere fact that a young man has painted scores of pictures which have been rejected has no bearing on the case. Artistic and literary history is studded with the glorious names of those who struggled through years of failure and rejection to final success. This is, in fact, true of nearly all of the great artists and writers. True, the mere dictum of any authority, however high, would have very little effect in turning the true creative artist from his life work, but what a pity it would have been if Richard Mansfield, Booth Tarkington, Mark Twain, and a host of others had paid any attention to the advice of those who told them they never could succeed! And yet, unless the vocational counsellor can encourage and urge on those who have the divine spark, and turn back from their quest those who have it not, he has failed in one of his most important tasks.