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Page1RussellConwellAcresofDiamondsDeliveredover5000timesatvarioustimesandplacesfrom19001925AUTHENTICITYCERTIFIED:TextversionbelowtranscribeddirectlyfromaudioWhengoingdowntheTigrisandEuphratesriversmanyyearsagowithapartyofEnglishtravelersIfoundmyselfunderthedirectionofanoldArabguidewhomwehiredupatBaghdad,andIhaveoftenthoughthowthatguideresembledourbarbersincertainmentalcharacteristics.
Hethoughtthatitwasnotonlyhisdutytoguideusdownthoserivers,anddowhathewaspaidfordoing,buttoentertainuswithstoriescuriousandweird,ancientandmodernstrange,andfamiliar.
ManyofthemIhaveforgotten,andIamgladIhave,butthereisoneIshallneverforget.
Theoldguidewasleadingmycamelbyitshalteralongthebanksofthoseancientrivers,andhetoldmestoryafterstoryuntilIgrewwearyofhisstorytellingandceasedtolisten.
IhaveneverbeenirritatedwiththatguidewhenhelosthistemperasIceasedlistening.
ButIrememberthathetookoffhisTurkishcapandswungitinacircletogetmyattention.
Icouldseeitthroughthecornerofmyeye,butIdeterminednottolookstraightathimforfearhewouldtellanotherstory.
ButalthoughIamnotawoman,Ididfinallylook,andassoonasIdidhewentrightintoanotherstory.
Saidhe,"IwilltellyouastorynowwhichIreserveformyparticularfriends.
"Whenheemphasizedthewords"particularfriends,"IlistenedandIhaveeverbeengladIdid.
Ireallyfeeldevoutlythankful,thatthereare1,674youngmenwhohavebeencarriedthroughcollegebythislecturewhoarealsogladthatIdidlisten.
TheoldguidetoldmethatthereoncelivednotfarfromtheRiverIndusanancientPersianbythenameofAliHafed.
HesaidthatAliHafedownedaverylargefarmthathehadorchards,grainfields,andgardensthathehadmoneyatinterestandwasawealthyandcontentedman.
OnedaytherevisitedthatoldPersianfarmeroneofthoseancientBuddhistpriests,oneofthewisemenoftheEast.
Hesatdownbythefireandtoldtheoldfarmerhowthisoldworldofourswasmade.
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Page2Hesaidthatthisworldwasonceamerebankoffog,andthattheAlmightythrustHisfingerintothisbankoffog,andbeganslowlytomoveHisfingeraround,increasingthespeeduntilatlastHewhirledthisbankoffogintoasolidballoffire.
Thenitwentrollingthroughtheuniverse,burningitswaythroughotherbanksoffog,andcondensedthemoisturewithout,untilitfellinfloodsofrainuponitshotsurface,andcooledtheoutwardcrust.
Thentheinternalfiresburstingoutwardthroughthecrustthrewupthemountainsandhills,thevalleys,theplainsandprairiesofthiswonderfulworldofours.
Ifthisinternalmoltenmasscameburstingoutandcooledveryquickly,itbecamegranitelessquicklycopper,lessquicklysilver,lessquicklygold,and,aftergold,diamondsweremade.
Saidtheoldpriest,"Adiamondisacongealeddropofsunlight.
"Nowthatisliterallyscientificallytrue,thatadiamondisanactualdepositofcarbonfromthesun.
TheoldpriesttoldAliHafedthatifhehadonediamondthesizeofhisthumbhecouldpurchasethecounty,andifthehadamineofdiamondshecouldplacehischildrenuponthronesthroughtheinfluenceoftheirgreatwealth.
AliHafedheardallaboutdiamonds,howmuchtheywereworth,andwenttohisbedthatnightapoorman.
Hehadnotlostanything,buthewaspoorbecausehewasdiscontented,anddiscontentedbecausehefearedhewaspoor.
Hesaid,"Iwantamineofdiamonds,"andhelayawakeallnight.
Earlyinthemorninghesoughtoutthepriest.
Iknowbyexperiencethatapriestisverycrosswhenawakenedearlyinthemorning,andwhenheshookthatoldpriestoutofhisdreams,AliHafedsaidtohim:"WillyoutellmewhereIfinddiamonds""Diamonds!
Whatdoyouwantwithdiamonds""Why,Iwishtobeimmenselyrich.
""Well,then,goalongandfindthem.
Thatisallyouhavetodogoandfindthem,andthenyouhavethem.
""ButIdon'tknowwheretogo.
""Well,ifyouwillfindariverthatrunsthroughwhitesands,betweenhighmountains,inthosewhitesandsyouwillalwaysfinddiamonds.
""Idon'tbelievethereisanysuchriver.
""Ohyes,thereareplentyofthem.
Allyouhavetodoistogoandfindthem,andthenyouhavethem.
"SaidAliHafed,"Iwillgo.
"Sohesoldhisfarm,collectedhismoney,lefthisfamilyinchargeofaneighbor,andawayhewentinsearchofdiamonds.
Hebeganhissearch,veryproperlytomymind,attheMountainsoftheMoon.
AfterwardhecamearoundintoPalestine,thenwanderedonintoEurope,andatlastwhenhismoneywasallspentandhewasinrags,wretchedness,andpoverty,hestoodontheshoreofthatbayatBarcelona,inSpain,whenagreattidalwavecamerollinginbetweenthepillarsofHercules,andthepoor,afflicted,suffering,dyingmancouldnotresisttheawfultemptationtocasthimselfintothatincomingtide,andhesankbeneathitsfoamingcrest,nevertoriseinthislifeagain.
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Page3Thenafterthatoldguidehadtoldmethatawfullysadstory,hestoppedthecamelIwasridingonandwentbacktofixthebaggagethatwascomingoffanothercamel,andIhadanopportunitytomuseoverhisstorywhilehewasgone.
Iremembersayingtomyself,"Whydidhereservethatstoryforhis'particularfriends'"Thereseemedtobenobeginning,nomiddle,noend,nothingtoit.
ThatwasthefirststoryIhadeverheardtoldinmylife,andwouldbethefirstoneIeverread,inwhichtheherowaskilledinthefirstchapter.
Ihadbutonechapterofthatstory,andtheherowasdead.
Whentheguidecamebackandtookupthehalterofmycamel,hewentrightaheadwiththestory,intothesecondchapter,justasthoughtherehadbeennobreak.
ThemanwhopurchasedAliHafed'sfarmonedayledhiscamelintothegardentodrink,andasthatcamelputitsnoseintotheshallowwaterofthatgardenbrook,AliHafed'ssuccessornoticedacuriousflashoflightfromthewhitesandsofthestream.
Hepulledoutablackstonehavinganeyeoflightreflectingallthehuesoftherainbow.
Hetookthepebbleintothehouseandputitonthemantelwhichcoversthecentralfires,andforgotallaboutit.
AfewdayslaterthissameoldpriestcameintovisitAliHafed'ssuccessor,andthemomentheopenedthatdrawingroomdoorhesawthatflashoflightonthemantel,andherusheduptoit,andshouted:"Hereisadiamond!
HasAliHafedreturned""Ohno,AliHafedhasnotreturned,andthatisnotadiamond.
Thatisnothingbutastonewefoundrightouthereinourowngarden.
""But,"saidthepriest,"ItellyouIknowadiamondwhenIseeit.
Iknowpositivelythatisadiamond.
"Thentogethertheyrushedoutintothatoldgardenandstirredupthewhitesandswiththeirfingers,andlo!
Therecameupothermorebeautifulandvaluablegemsthenthefirst.
"Thus,"saidtheguidetome,"wasdiscoveredthediamondmineofGolconda,themostmagnificentdiamondmineinallthehistoryofmankind,excellingtheKimberlyitself.
TheKohinoor,andtheOrloffofthecrownjewelsofEnglandandRussia,thelargestonearth,camefromthatmine.
"WhenthatoldArabguidetoldmethesecondchapterofhisstory,hethentookoffhisTurkishcapandswungitaroundintheairagaintogetmyattentiontothemoral.
ThoseArabguideshavemoralstotheirstories,althoughtheyarenotalwaysmoral.
Asheswunghishat,hesaidtome,"HadAliHafedremainedathomeandduginhisowncellar,orunderneathhisownwheatfieldsorinhisowngarden,insteadofwretchedness,starvation,anddeathbysuicideinastrangeland,hewouldhavehad'acresofdiamonds.
'Foreveryacreofthatoldfarm,yes,everyshovelful,afterwardrevealedgemswhichsincehavedecoratedthecrownsofmonarchs.
"WhenhehadaddedthemoralofhisstoryIsawwhyhereserveditfor"hisparticularfriends.
"ButIdidnottellhimthatIcouldseeit.
ItwasthatmeanoldArab'swayofgoingaroundathinglikealawyer,tosayindirectlywhathedidnotdaresaydirectly,that"inhisprivateopiniontherewasacertainyoungmanthentravelingdowntheTigrisRiverthatmightbetterbeathomeinAmerica.
"IdidnottellhimIcouldseethat,butItoldittohimquick,andIthinkIwilltellittoyou.
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Page4ItoldhimofamanoutinCaliforniain1847,whoownedaranch.
HeheardtheyhaddiscoveredgoldinsouthernCalifornia,andsowithapassionforgoldhesoldhisranchtoColonelSutter,andawayhewent,nevertocomeback.
ColonelSutterputamilluponastreamthatranthroughthatranch,andonedayhislittlegirlbroughtsomewetsandfromtheracewayintotheirhomeandsifteditthroughherfingersbeforethefire,andinthatfallingsandavisitorsawthefirstshiningscalesofrealgoldthatwereeverdiscoveredinCalifornia.
Themanwhohadownedthatranchwantedgold,andhecouldhavesecureditforthemeretaking.
Indeed,thirtyeightmillionsofdollarshasbeentakenoutofaveryfewacressincethen.
AbouteightyearsagoIdeliveredthislectureinacitythatstandsonthatfarm,andtheytoldmethataonethirdownerforyearsandyearshadbeengettingonehundredandtwentydollarsingoldeveryfifteenminutes,sleepingorwaking,withouttaxation.
YouandIwouldenjoyanincomelikethatifwedidn'thavetopayanincometax.
ButabetterillustrationreallythanthatoccurredhereinourtownofPennsylvania.
IfthereisanythingIenjoyaboveanotherontheplatform,itistogetoneoftheseGermanaudiencesinPennsylvania,andfirethatatthem,andIenjoyittonight.
TherewasamanlivinginPennsylvania,notunlikesomePennsylvaniansyouhaveseen,whoownedafarm,andhedidwiththatfarmjustwhatIshoulddowithafarmifIownedoneinPennsylvaniahesoldit.
Butbeforehesoldithedecidedtosecureemploymentcollectingcoaloilforhiscousin,whowasinthebusinessinCanada,wheretheyfirstdiscoveredoilonthiscontinent.
Theydippeditfromtherunningstreamsatthatearlytime.
SothisPennsylvaniafarmerwrotetohiscousinaskingforemployment.
Yousee,friends,thisfarmerwasnotaltogetherafoolishman.
No,hewasnot.
Hedidnotleavehisfarmuntilhehadsomethingelsetodo.
OfallthesimpletonsthestarsshineonIdon'tknowofaworseonethanthemanwholeavesonejobbeforehehasgottenanother.
Thathasespecialreferencetomyprofession,andhasnoreferencewhatevertoamanseekingadivorce.
Whenhewrotetohiscousinforemployment,hiscousinreplied,"Icannotengageyoubecauseyouknownothingabouttheoilbusiness.
"Well,thentheoldfarmersaid,"Iwillknow,"andwithmostcommendablezeal(characteristicofthestudentsofTempleUniversity)hesathimselfatthestudyofthewholesubject.
HebeganawaybackattheseconddayofGod'screationwhenthisworldwascoveredthickanddeepwiththatrichvegetationwhichsincehasturnedtotheprimitivebedsofcoal.
Hestudiedthesubjectuntilhefoundthatthedrainingsreallyofthoserichbedsofcoalfurnishedthecoaloilthatwasworthpumping,andthenhefoundhowitcameupwiththelivingsprings.
Hestudieduntilheknewwhatitlookedlike,smelledlike,tastedlike,andhowtorefineit.
Nowsaidheinhislettertohiscousin,"Iunderstandtheoilbusiness.
"Hiscousinanswered,"Allright,comeon.
"Sohesoldhisfarm,accordingtothecountyrecord,for$833(evenmoney,"nocents").
Hehadscarcelygonefromthatplacebeforethemanwhopurchasedthespotwentouttoarrangeforthewateringofthecattle.
Hefoundthepreviousownerhadgoneoutyearsbeforeandputaplankacrossthebrookbackofthebarn,edgewiseintothesurfaceofthewaterjustafewinches.
Thepurposeofthatplankatthatsharpangleacrossthebrookwastothrowovertotheotherbankadreadfullookingscumthroughwhichthecattlewouldnotputtheirnoses.
Butwiththatplanktheretothrowitallovertooneside,thecattlewoulddrinkbelow,andthusthatmanwhohadgonetoCanadahadbeenhimselfdammingbackfortwentythreeyearsafloodofcoaloilwhichthestategeologistsofPennsylvaniadeclaredtoustenyearslaterwaseventhenworthahundredmillionsofdollarstoourstate,athousandmillionsofdollars.
ThemanwhoownedthatterritoryonwhichthecitytoTitusvillenowstands,andthosePleasantvillevalleys,hadstudiedthesubjectfromtheseconddayofGod'screationcleardowntothepresenttime.
Hestudiedituntilheknewallaboutit,andyetheissaidtohavesoldthewholeofitfor$833,andagainIsay,"nosense.
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Page5ButIneedanotherillustration.
IfounditinMassachusetts,andIamsorryIdidbecausethatisthestateIcamefrom.
ThisyoungmaninMassachusettsfurnishesjustanotherphaseofmythought.
HewenttoYaleCollegeandstudiedminesandmining,andbecamesuchanadeptasaminingengineerthathewasemployedbytheauthoritiesoftheuniversitytotrainstudentswhowerebehindtheirclasses.
Duringhissenioryearsheearned$15aweekfordoingthatwork.
Whenhegraduatedtheyraisedhispayfrom$15to$45aweek,andofferedhimaprofessorship,assoonastheydidhewentrighthometohismother.
Iftheyhadraisedthatboy'spayfrom$14to$15.
60hewouldhavestayedandbeenproudoftheplace,butwhentheyputitupto$45atoneleap,hesaid,"Mother,Iwon'tworkfor$45aweek.
Theideaofamanwithabrainlikemineworkingfor$45aweek!
Let'sgoouttoCaliforniaandstakeoutgoldminesandsilvermines,andbeimmenselyrich.
"Saidhismother,"Now,Charlie,itisjustaswelltobehappyasitistoberich.
""Yes,"saidCharlie,"Butitisjustaswelltoberichandhappytoo.
"Andtheywerebothrightaboutit.
Ashewasanonlysonandsheawidow,ofcoursehehadhisway.
Theyalwaysdo.
TheysoldoutinMassachusetts,andinsteadofgoingtoCaliforniatheywenttoWisconsin,wherehewentintotheemployofthesuperiorCopperMiningCompanyat$15aweekagain,butwiththeprovisoinhiscontractthatheshouldhaveaninterestinanyminesheshoulddiscoverforthecompany.
Idon'tbelieveheeverdiscoveredamine,andifIamlookinginthefaceofanystockholderofthatcoppercompanyyouwishhehaddiscoveredsomethingorother.
Ihavefriendswhoarenotherebecausetheycouldnotaffordaticket,whodidhavestockinthatcompanyatthetimethisyoungmanwasemployedthere.
ThisyoungmanwentoutthereandIhavenotheardawordfromhim.
Idon'tknowwhatbecameofhim,andIdon'tknowwhetherhefoundanyminesornot,butIdon'tbelieveheeverdid.
ButIdoknowtheotherendoftheline.
Hehadscarcelygottentheotherendoftheoldhomesteadbeforethesucceedingownerwentouttodigpotatoes.
Thepotatoeswerealreadygrowinginthegroundwhenheboughtthefarm,andastheoldfarmerwasbringinginabasketofpotatoesithuggedverytightbetweentheendsofthestonefence.
YouknowinMassachusettsourfarmsarenearlyallstonewall.
Thereyouareobligedtobeveryeconomicaloffrontgatewaysinordertohavesomeplacetoputthestone.
Whenthatbaskethuggedsotighthesetitdownontheground,andthendraggedononeside,andpulledontheotherside,andashewasdraggingthatbasketthoughthisfarmernoticedintheupperandoutercornerofthatstonewall,rightnextthegate,ablockofnativesilvereightinchessquare.
Thatprofessorofmines,mining,andmineralogywhoknewsomuchaboutthesubjectthathewouldnotworkfor$45aweek,whenhesoldthathomesteadinMassachusettssatrightonthatsilvertomakethebargain.
Hewasbornonthathomestead,wasbroughtupthere,andhadgonebackandforthrubbingthestonewithhissleeveuntilitreflectedhiscountenance,andseemedtosay,"Hereisahundredthousanddollarsrightdownherejustforthetaking.
"Buthewouldnottakeit.
ItwasinahomeinNewburyport,Massachusetts,andtherewasnosilverthere,allawayoffwell,Idon'tknowwere,andhedidnot,butsomewhereelse,andhewasaprofessorofmineralogy.
Myfriends,thatmistakeisveryuniversallymade,andwhyshouldweevensmileathim.
Ioftenwonderwhathasbecomeofhim.
Idonotknowatall,butIwilltellyouwhatI"guess"asaYankee.
Iguessthathesitsouttherebyhisfiresidetonightwithhisfriendsgatheredaroundhim,andheissayingtothemsomethinglikethis:"DoyouknowthatmanConwellwholivesinPhiladelphia""Ohyes,Ihaveheardofhim.
""DoyouknowofthatmanJonesthatlivesinPhiladelphia""Yes,Ihaveheardofhim,too.
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Page6Thenhebeginstolaugh,andshakeshissides,andsaystohisfriends,"Well,theyhavedonejustthesamethingIdid,precisely"andthatspoilsthewholejoke,foryouandIhavedonethesamethinghedid,andwhilewesithereandlaughathimhehasabetterrighttositoutthereandlaughatus.
IknowIhavemadethesamemistakes,but,ofcourse,thatdoesnotmakeanydifference,becausewedon'texpectthesamemantopreachandpractice,too.
AsIcomeheretonightandlookaroundthisaudienceIamseeingagainwhatthroughthesefiftyyearsIhavecontinuallyseen–menthataremakingpreciselythatsamemistake.
IoftenwishIcouldseetheyoungerpeople,andwouldthattheAcademyhadbeenfilledtonightwithourhighschoolscholarsandourgrammarschoolscholars,thatIcouldhavethemtotalkto.
WhileIwouldhavepreferredsuchanaudienceasthat,becausetheyaremostsusceptible,astheyhavenotgottenintoanycustomthattheycannotbreak,theyhavenotmetwithanyfailuresaswehaveandwhileIcouldperhapsdosuchanaudienceasthatmoregoodthanIcandogrownuppeople,yetIwilldothebestIcanwiththematerialIhave.
Isaytoyouthatyouhave"acresofdiamonds"inPhiladelphiarightwhereyounowlive.
"Oh,"butyouwillsay,"youcannotknowmuchaboutyourcityifyouthinkthereareany'acresofdiamonds'here.
"IwasgreatlyinterestedinthataccountinthenewspaperoftheyoungmanwhofoundthatdiamondinNorthCarolina.
Itwasoneofthepurestdiamondsthathaseverbeendiscovered,andithasseveralpredecessorsnearthesamelocality.
Iwenttoadistinguishedprofessorinmineralogyandaskedhimwherehethoughtthosediamondscamefrom.
Theprofessorsecuredthemapofthegeologicformationsofourcontinent,andtracedit.
Hesaiditwenteitherthroughtheunderlyingcarboniferousstrataadaptedforsuchproduction,westwardthroughOhioandtheMississippi,orinmoreprobabilitycameeastwardthroughVirginiaanduptheshoreoftheAtlanticOcean.
Itisafactthatthediamondswerethere,fortheyhavebeendiscoveredandsoldandthattheywerecarrieddownthereduringthedriftperiod,fromsomenorthernlocality.
NowwhocansaybutsomepersongoingdownwithhisdrillinPhiladelphiawillfindsometraceofadiamondmineyetdownhereOh,friends!
Youcannotsaythatyouarenotoveroneofthegreatestdiamondminesintheworld,forsuchadiamondasthatonlycomesfromthemostprofitableminesthatarefoundonearth.
Butitservestosimplytoillustratemythought,whichIemphasizebysayingifyoudonothavetheactualdiamondminesliterallyyouhaveallthattheywouldbegoodfortoyou.
BecausenowthattheQueenofEnglandhasgiventhegreatestcomplimenteverconferreduponAmericanwomanforherattirebecauseshedidnotappearwithanyjewelsatallatthelatereceptioninEngland,ithasalmostdoneawaywiththeuseofdiamondsanyhow.
Allyouwouldcareforwouldbethefewyouwouldwearifyouwishtobemodest,andtherestofyouwouldsellformoney.
Nowthen,Isayagainthattheopportunitytogetrich,toattainuntogreatwealth,ishereinPhiladelphianow,withinthereachofalmosteverymanandwomanwhohearsmespeaktonight,andImeanjustwhatIsay.
Ihavenotcometothisplatformevenunderthesecircumstancestorecitesomethingtoyou.
IhavecometotellyouwhatinGod'ssightIbelievetobethetruth,andiftheyearsoflifehavebeenofanyvaluetomeintheattainmentofcommonsense,IknowIamrightthatthemenandwomensittinghere,whofounditdifficultperhapstobuyatickettothislectureorgatheringtonight,havewithintheirreach"acresofdiamonds,"opportunitiestogetlargelywealthy.
ThereneverwasaplaceonearthmoreadaptedthanthecityofPhiladelphiatoday,andneverinthehistoryoftheworlddidapoormanwithoutcapitalhavesuchanopportunitytogetrichquicklyandhonestlyashehasnowinourcity.
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Page7Isayitisthetruth,andIwantyoutoacceptitassuchforifyouthinkIhavecometosimplyrecitesomething,thenIwouldbetternotbehere.
Ihavenotimetowasteinanysuchtalk,buttosaythethingsIbelieve,andunlesssomeofyougetricherforwhatIamsayingtonightmytimeiswasted.
Isaythatyououghttogetrich,anditisourdutytogetrich.
Howmanyofmypiousbrethrensaytome,"Doyou,aChristianminister,spendyourtimegoingupanddownthecountryadvisingyoungpeopletogetrich,togetmoney""Yes,ofcourseIdo.
"Theysay,"Isn'tthatawful!
Whydon'tyoupreachthegospelinsteadofpreachingaboutman'smakingmoney""Becausetomakemoneyhonestlyistopreachthegospel.
"Thatisthereason.
Themenwhogetrichmaybethemosthonestmenyoufindinthecommunity.
"Oh,"butsayssomeyoungmanheretonight,"Ihavebeentoldallmylifethatifapersonhasmoneyheisverydishonestanddishonorableandmeanandcontemptible.
"Myfriend,thatisthereasonwhyyouhavenone,becauseyouhavethatideaofpeople.
Thefoundationofyourfaithisaltogetherfalse.
Letmesayhereclearly,andsayitbriefly,thoughsubjecttodiscussionwhichIhavenottimeforhere,ninetyeightoutofonehundredoftherichmenofAmericaarehonest.
Thatiswhytheyarerich.
Thatiswhytheycarryongreatenterprisesandfindplentyofpeopletoworkwiththem.
Itisbecausetheyarehonestmen.
Saysanotheryoungman,"Ihearsometimesofmenthatgetmillionsofdollarsdishonestly.
"Yes,ofcourseyoudo,andsodoI.
Buttheyaresorareathinginfactthatthenewspaperstalkaboutthemallthetimeasamatterofnewsuntilyougettheideathatalltheotherrichmengotrichdishonestly.
Myfriend,youtakeanddriveme–ifyoufurnishtheautooutintothesuburbsofPhiladelphia,andintroducemetothepeoplewhoowntheirhomesaroundthisgreatcity,thosebeautifulhomeswithgardensandflowers,thosemagnificenthomessolovelyintheirart,andIwillintroduceyoutotheverybestpeopleincharacteraswellasinenterpriseinourcity,andyouknowIwill.
Amanisnotreallyatruemanuntilheownshisownhome,andtheythatowntheirhomesaremademorehonorableandhonestandpure,trueandeconomicalandcareful,byowningthehome.
Foramantohavemoney,eveninlargesum,isnotaninconsistentthing.
Wepreachagainstcovetousness,andyouknowwedo,inthepulpit,andoftentimespreachagainstitsolongandusethetermsabout"filthylucre:soextremelythatChristiansgettheideathatwhenwestandinthepulpitwebelieveitiswickedforanymantohavemoney–untilthecollectionbasketgoesaround,andthenwealmostswearatthepeoplebecausetheydon'tgivemoremoney.
Oh,theinconsistencyofsuchdoctrinesasthat!
Moneyispower,andyououghttobereasonablyambitioustohaveit.
Yououghtbecauseyoucandomoregoodwithitthanyoucouldwithoutit.
MoneyprintedyourBible,moneybuildsyourchurches,moneysendsyourmissionaries,andmoneypaysyourpreachers,andyouwouldnothavemanyofthem,either,ifyoudidnotpaythem.
Iamalwayswillingthatmychurchshouldraisemysalary,becausethechurchthatpaysthelargestsalaryalwaysraisesittheeasiest.
Youneverknewanexceptiontoitinyourlife.
Themanwhogetsthelargestsalarycandothemostgoodwiththepowerthatisfurnishedtohim.
Ofcoursehecanifhisspiritberighttouseitforwhatitisgiventohim.
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Page8Isay,then,yououghttohavemoney.
IfyoucanhonestlyattainuntorichesinPhiladelphia,itisourChristianandgodlydutytodoso.
Itisanawfulmistakeofthesepiouspeopletothinkyoumustbeawfullypoorinordertobepious.
Somemensay,"Don'tyousympathizewiththepoorpeople"ofcourseIdo,orelseIwouldnothavebeenlecturingtheseyears.
IwontgiveinbutwhatIsympathizewiththepoor,butthenumberofpoorwhoaretobewithisverysmall.
TosympathizewithamanwhomGodhaspunishedforhissins,thustohelphimwhenGodwouldstillcontinueajustpunishment,istodowrong,nodoubtaboutit,andwedothatmorethanwehelpthosewhoaredeserving.
WhileweshouldsympathizewithGod'spoorthatis,thosewhocannothelpthemselvesletusrememberthatisnotapoorpersonintheUnitedStateswhowasnotmadepoorbyhisownshortcomings,orbytheshortcomingsofsomeoneelse.
Itisallwrongtobepoor,anyhow.
Letusgiveintothatargumentandpassthattooneside.
Agentlemangetsupbackthere,andsays,"Don'tyouthinktherearesomethingsinthisworldthatarebetterthanmoney"OfcourseIdo,butIamtalkingaboutmoneynow.
Ofcoursetherearesomethingshigherthanmoney.
Ohyes,Iknowbythegravethathasleftmestandingalonethattherearesomethingsinthisworldthatarehigherandsweeterandpurerthanmoney.
WelldoIknowtherearesomethingshigherandgranderthangold.
LoveisthegrandestthingonGod'searth,butfortunatetheloverwhohasplentyofmoney.
Moneyispower,moneyisforce,moneywilldogoodasharm.
Inthehandsofgoodmenandwomenitcouldaccomplish,andithasaccomplished,good.
Ihatetoleavethatbehindme.
IheardamangetupinaprayermeetinginourcityandthanktheLordhewas"oneofGod'spoor.
"Well,IwonderwhathiswifethinksaboutthatSheearnsallthemoneythatcomesintothathouse,andhesmokesapartofthatontheveranda.
Idon'twanttoseeanymoreoftheLord'spoorofthatkind,andIdon'tbelievetheLorddoes.
Andyettherearesomepeoplewhothinkinordertobepiousyoumustbeawfullypoorandawfullydirty.
Thatdoesnotfollowatall.
Whilewesympathizewiththepoor,letusnotteachadoctrinelikethat.
YettheageisprejudicedagainstadvisingaChristianman(or,asaJewwouldsay,agodlyman)fromattaininguntowealth.
Theprejudiceissouniversalandtheyearsarefarenoughback,Ithink,formetosafelymentionthatyearsagoupatTempleUniversitytherewasayoungmaninourtheologicalschoolwhothoughthewastheonlypiousstudentinthatdepartment.
Hecameintomyofficeoneveningandsatdownbymydesk,andsaidtome:"Mr.
President,Ithinkitismydutysir,tocomeinandlaborwithyou.
""Whathashappenednow"Saidhe,"IheardyousayattheAcademy,atthepierceSchoolcommencement,thatyouthoughtitwasanhonorableambitionforayoungmantodesiretohavewealth,andthatyouthoughtitmadehimtemperate,madehimanxioustohaveagoodname,andmadehimindustrious.
Youspoketomakehimagoodman.
Sir,IhavecometotellyoutheHolyBiblesaysthat'moneyistherootofallevil.
'"ItoldhimIhadneverseenitintheBible,andadvisedhimtogooutintothechapelandgettheBible,andshowmetheplace.
SoouthewentfortheBible,andsoonhestalkedintomyofficewiththeBibleopen,withallthebigotedprideofthenarrowsectarian,ofonewhofoundshisChristianityonsomemisinterpretationofScripture.
HeflungtheBibledownonmydesk,andfairlysquealedintomyear:"ThereitisMr.
Presidentyoucanreadityourself.
"Isaidtohim:"Wellyoungman,youwilllearnwhenyougetalittleolderthatyoucannottrustanotherdenominationtoreadtheBibleforyou.
Youbelongtoanotherdenomination.
Youaretaughtinthetheologicalschool,however,thatemphasisistheexegesis.
Now,willyoutakethatBibleandreadityourself,andgivetheproperemphasistoit"AmericanRhetoric.
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Page9HetooktheBible,andproudlyread,"'Theloveofmoneyistherootofallevil.
'"Thenhehaditright,andwhenonedoesquotearightfromthatsameoldBookhequotestheabsolutetruth.
IhavelivedthroughfiftyyearsofthemightiestbattlethatoldBookhaseverfought,andIhavelivedtoseeitsbannersflyingfreeforneverinthehistoryofthisworlddidthegreatmindsofearthsouniversallyagreethattheBibleistruealltrueastheydoatthisveryhour.
SoIsaythatwhenhequotedright,ofcoursehequotedtheabsolutetruth.
"Theloveofmoneyistherootofallevil.
"Hewhotriestoattainuntoittooquickly,ordishonestly,willfallintomanysnares,nodoubtaboutthat.
Theloveofmoney.
WhatisthatItismakinganidolofmoney,andidolatrypureandsimpleeverywhereiscondemnedbytheHolyScripturesandbyman'scommonsense.
Themanthatworshipsthedollarinsteadofthinkingofthepurposesforwhichitoughttobeused,themanwhoidolizessimplymoney,themiserthathordeshismoneyinthecellar,orhidesitinhisstaking,orrefusestoinvestitwhereitwilldotheworldgood,thatmanwhohugsthedollaruntiltheeaglesquealshasinhimtherootofallevil.
IthinkIwillleavethatbehindmenowandanswerthequestionofnearlyallofyouwhoareasking,"IsthereopportunitytogetrichinPhiladelphia"Well,now,howsimpleathingitistoseewhereitis,andtheinstantyouseewhereitisitisyours.
Someoldgentlemangetsupbackthereandsays,"Mr.
Conwell,haveyoulivedinPhiladelphiaforthirtyoneyearsanddon'tknowthatthetimehasgonebywhenyoucanmakeanythinginthiscity""No,Idon'tthinkitis.
""Yes,itisIhavetriedit.
""Whatbusinessareyouin""Ikeptastoreherefortwentyyears,andnevermadeathousanddollarsinthewholetwentyyears.
""Well,then,youcanmeasurethegoodyouhavebeentothiscitybywhatthiscityhaspaidyou,becauseamancanjudgeverywellwhatheisworthbywhathereceives'thatis,inwhatheistotheworldatthistime.
IfyouhavenotmadeoverathousanddollarsintwentyyearsinPhiladelphia,itwouldhavebeenbetterforPhiladelphiaiftheyhadkickedyououtofthecitynineteenyearsandninemonthsago.
AmanhasnorighttokeepastoreinPhiladelphiatwentyyearsandnotmakeatleastfivehundredthousanddollars,eventhoughtitbeacornergroceryuptown.
"Yousay,"Youcannotmakefivehundredthousanddollarsinastorenow.
"Oh,myfriends,ifyouwilljusttakeonlyfourblocksaroundyou,andfindoutwhatthepeoplewantandwhatyououghttosupplythem,youwouldverysoonseeit.
Thereiswealthrightwithinthesoundofyourvoice.
Someonesays:"Youdon'tknowanythingaboutbusiness.
Apreacherneverknowsathingaboutbusiness.
"Well,thenIwillhavetoprovethatIamanexpert.
Idon'tliketodothis,butIhavetodoitbecausemytestimonywillnotbetakenifIamnotanexpert.
Myfatherkeptacountrystore,andifthereisanyplaceunderthestarswhereamangetsallsortsofexperienceineverykindofmercantiletransactions,itisinthecountrystore.
Iamnotproudofmyexperience,butsometimeswhenmyfatherwasawayhewouldleavemeinchargeofthestore,thoughtfortunatelyforhimthatwasnotveryoften.
Butthisdidoccurmanytimes,friends:Amanwouldcomeontothestore,andsaytome,"Doyoukeepjackknives""Nowedon'tkeepjackknives,"andIwentoffwhistlingatune.
WhatdidIcareaboutthatman,anyhowThenanotherfarmerwouldcomeinandsay,"Doyoukeepjackknives""No,wedon'tkeepjackknives.
"ThenIwentawayandwhistledanothertune.
Thenathirdmancamerightinthesamedoorandsaid,"Doyoukeepjackknives""No.
WhyiseveryonearoundhereaskingforjackknivesDoyousupposewearekeepingthisstoretosupplythewholeneighborhoodwithjackknives"DoyoucarryonyourstorelikethatinPhiladelphiaThedifficultywasIhadnotthenlearnedthatthefoundationofgodlinessandthefoundationprincipleofsuccessinbusinessareboththesameprecisely.
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Page10Themanwhosays,"Icannotcarrymyreligionintobusiness"advertiseshimselfeitherasbeinganimbecileinbusiness,orontheroadtobankruptcy,orathief,oneofthethree,sure.
Hewillfailwithinaveryfewyears.
Hecertainlywillifhedoesn'tcarryhisreligionintobusiness.
IfIhadbeencarryingonmyfather'sstoreonaChristianplan,godlyplan,Iwouldhavehadajackknifeforthethirdmanwhenhecalledforit.
ThenIwouldhaveactuallydonehimakindness,andIwouldhavereceivedarewardmyself,whichitwouldhavebeenmydutytotake.
TherearesomeoverpiousChristianpeoplewhothinkifyoutakeanyprofitonanythingyousellthatyouareanunrighteousman.
Onthecontrary,youwouldbeacriminaltosellgoodsforlessthantheycost.
Youhavenorighttodothat.
Youcannottrustamanwithyourmoneywhocannottakecareofhisown.
Youcannottrustamaninyourfamilythatisnottruetohiswife.
Youcannottrustamanintheworldthatdoesnotbeginwithhisownheart,hisowncharacter,andhisownlife.
Itwouldhavebeenmydutytohavefurnishedajackknifetothethird,manortothesecond,andtohavesoldittohimandactuallyprofitedmyself.
IhavenomorerighttosellgoodswithoutmakingaprofitonthemthanIhavetooverchargehimdishonestlybeyondwhattheyareworth.
ButIshouldsoselleachbillofgoodsthatthepersontowhomIsellshallmakeasmuchasImake.
Toliveandletliveistheprincipleofthegospel,andtheprincipleofeverydaycommonsense.
Oh,youngman,hearmeliveasyougoalong.
Donotwaituntilyouhavereachedmyyearsbeforeyoubegintoenjoyanythingofthislife.
IfIhadthemillionsback,offiftycentsofit,whichIhavetriedtoearnintheseyears,itwouldnotdomeanythinglikethegoodthatitdoesmenowinthisalmostsacredpresencetonight.
Oh,yes,IampaidoverandoverahundredfoldtonightfordividingasIhavetriedtodoinsomemeasureasIwentalongthroughtheyears.
Ioughtnottospeakthatway,itsoundsegotistic,butIamoldenoughnowtobeexcusedforthat.
Ishouldhavehelpedmyfellowmen,whichIhavetriedtodo,andeveryoneshouldtrytodo,andgetthehappinessofit.
Themanwhogoeshomewiththesensethathehasstolenadollarthatday,thathehasrobbedamanofwhatwashishonestdue,isnotgoinghometosweetrest.
Hearisestiredinthemorning,andgoeswithanuncleanconsciencetohisworkthenextday.
Heisnotasuccessfulmanatall,althoughhemayhavelaidupmillions.
Butthemanwhohasgonethroughlifedividingalwayswithisfellowmen,makinganddemandinghisownrightsandhisownprofits,andgivingtoeveryothermanhisrightsandprofits,liveseveryday,andnotonlythat,butitistheroyalroadtogreatwealth.
Thehistoryofthethousandsofmillionairesshowsthattobethecase.
ThenmanovertherewhosaidhecouldnotmakeanythinginastoreinPhiladelphiahasbeencarryingonhisstoreonthewrongprinciple.
SupposeIgointoyourstoretomorrowmorningandask,"DoyouknowaneighborA,wholivesonesquareaway,athouseNo.
1240""Ohyes,Ihavemethim.
Hedealshereatthecornerstore.
""Wheredidhecomefrom""Idon'tknow.
""Howmanydoeshehaveinhisfamily""Idon'tknow.
""Whatticketdoeshevote""Idon'tknow.
""Whatchurchdoeshegoto""Idon'tknow,anddon'tcare.
Whatareyouaskingallthesequestionsfor"IfyouhadastoreinPhiladelphiawouldyouanswermelikethatIfso,thenyouareconductingyourbusinessjustasIcarriedonmyfather'sbusinessinWorthington,Massachusetts.
Youdon'tknowwhereyourneighborcamefromwhenhemovedtoPhiladelphia,andyoudon'tcare.
Ifyouhadcaredyouwouldrichbynow.
Ifyouhadcaredenoughabouthimtotakeaninterestinhisaffairs,tofindoutwhatheneeded,youwouldhavebeenrich.
Butyougothroughtheworldsaying,"Noopportunitytogetrich,"andthereisthefaultrightatyourdoor.
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Page11Butanotheryoungmangetsupoverthereandsays,"Icannottakethemercantilebusiness,"(WhileIamtalkingoftradeitappliestoeveryoccupation.
)"Whycan'tyougointothemercantilebusiness""BecauseIhaven'tanycapital.
"Oh,theweakanddudishcreaturethatcan'tseeoveritscollar!
Itmakesapersonweaktoseetheselittledudesstandingaroundthecornersandsaying,"Oh,ifIhadplentyofcapital,howrichwouldIget.
""Youngman,doyouthinkyouaregoingtogetrichoncapital""Certainly.
"Well,Isay,"Certainlynot.
"Ifyourmotherhasplentyofmoney,andshewillsetyouupinbusiness,youwill"setherupinbusiness,"supplyingyouwithcapital.
Themomentayoungmanorwomangetsmoremoneythanheorshehasgrowntobypracticalexperience,thatmomenthehasgottenacurse.
Itisnohelptoayoungmanorwomantoinheritmoney.
Itisnohelptoyourchildrentoleavethemmoney,butifyouleavethemeducation,ifyouleavethemChristianandnoblecharacter,ifyouleavethemawidecircleoffriends,ifyouleavethemanhonorablename,itisfarbetterthanthattheyshouldhavemoney.
Itwouldbeworseforthem,worseforthenation,thattheyshouldhaveanymoneyatall.
Oh,youngman,ifyouhaveinheritedmoney,don'tregarditasahelp.
Itwillcurseyouthroughyouryears,anddepriveyouoftheverybestthingsofhumanlife.
Thereisnoclassofpeopletobepitiedsomuchastheinexperiencedsonsanddaughtersoftherichofourgeneration.
Ipitytherichman'sson.
Hecanneverknowthebestthingsinlife.
Oneofthebestthingsinourlifeiswhenayoungmanhasearnedhisownliving,andwhenhebecomesengagedtosomelovelyyoungwoman,andmakesuphismindtohaveahomeofhisown.
Thenwiththatsamelovecomesalsothatdivineinspirationtowardbetterthings,andhebeginstosavehismoney.
Hebeginstoleaveoffhisbadhabitsandputmoneyinthebank.
Whenhehasafewhundreddollarshegoesoutinthesuburbstolookforahome.
Hegoestothesavingsbank,perhaps,forhalfofthevalue,andthengoesforhiswife,andwhenhetakeshisbrideoverthethresholdofthatdoorforthefirsttimehesaysinwordsofeloquencemyvoicecannevertouch:"Ihaveearnedthishomemyself.
Itisallmine,andIdividewiththee.
"Thatisthegrandestmomentahumanheartmayeverknow.
Butarichman'ssoncanneverknowthat.
Hetakeshisbrideintoafinermansion,itmaybe,butheisobligedtogoallthewaythroughitandsaytohiswife,"Mymothergavemethat,mymothergavemethat,andmymothergavemethis,"untilhiswifewishesshehadmarriedhismother.
Ipitytherichman'sson.
ThestatisticsofMassachusettsshowedthatnotonerichman'ssonoutofseventeeneverdiesrich.
Ipitytherichman'ssonsunlesstheyhavethegoodsenseoftheelderVanderbilt,whichsometimeshappens.
Hewenttohisfatherandsaid,"Didyouearnallyourmoney""Idid,myson.
Ibegantoworkonaferryboatfortwentyfivecentsaday.
""Then,"saidhisson,"Iwillhavenoneofyourmoney,"andhe,too,triedtogetemploymentonaferryboatthatSaturdaynight.
Hecouldnotgetonethere,buthedidgetaplaceforthreedollarsaweek.
Ofcourse,ifarichman'ssonwilldothat,hewillgetthedisciplineofapoorboythatisworthmorethanauniversityeducationtoanyman.
Hewouldthenbeabletotakecareofthemillionsofhisfather.
Butasaruletherichmenwillnotlettheirsonsdotheverythingthatmadethemgreat.
Asarule,therichmanwillnotallowhissontoworkandhismother!
Why,shewouldthinkitwasasocialdisgraceifherpoor,weak,littlelilyfingered,sissysortofaboyhadtoearnhislivingwithhonesttoil.
Ihavenopityforsuchrichmen'ssons.
IrememberoneatNiagaraFalls.
IthinkIrememberoneagreatdealnearer.
Ithinktherearegentlemenpresentwhowereatagreatbanquet,andIbegpardonofhisfriends.
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Page12AtabanquethereinPhiladelphiatheresatbesidemeakindheartedyoungman,andhesaid,"Mr.
Conwell,youhavebeensickfortwoorthreeyears.
Whenyougoout,takemylimousine,anditwilltakeyouuptoyourhouseonBroadStreet.
"Ithankedhimverymuch,andperhapsIoughtnottomentiontheincidentinthisway,butIfollowthefacts.
Igotontotheseatwiththedriverofthatlimousine,outside,andwhenweweregoingupIaskedthedriver,"Howmuchdidthislimousinecost""Sixthousandeighthundred,andhehadtopaythedutyonit.
""Well,"Isaid,"doestheownerofthismachineeverdriveithimself"Atthatthechauffeurlaughedsoheartilythathelostcontrolofhismachine.
Hewassosurprisedatthequestionthatheranuponthesidewalk,andaroundacornerlamppostintothestreetagain.
Andwhenhegotintothestreethelaughedtillthewholemachinetrembled.
Hesaid:"Hedrivethismachine!
Oh,hewouldbeluckyifheknewenoughtogetourwhenwegetthere.
"Imusttellyouaboutarichman'ssonatNiagaraFalls.
Icameinfromthelecturetothehotel,andasIapproachedthedeskoftheclerktherestoodamillionaire'ssonfromNewYork.
Hewasanindescribablespecimenofanthropologicpotency.
Hehadaskullcapononesideofhishead,withagoldtasselinthetopofit,andagoldheadedcaneunderhisarmwithmoreinitthaninhishead.
Itisaverydifficultthingtodescribethatyoungman.
Heworeaneyeglassthathecouldnotseethrough,patentleatherbootsthathecouldnotwalkin,andpantsthathecouldnotsitdownindressedlikeagrasshopper.
Thishumancricketcameuptotheclerk'sdeskjustasIentered,adjustedhisunseeingeyeglass,andspakeinthiswisetotheclerk.
Yousee,hethoughtitwas"Hinglish,youknow,"tolisp.
"Thir,willyouhavethekindnesstosupplymewiththomepapahandenwelophs!
"Thehotelclerkmeasuredthemanquick,andhepulledtheenvelopesandpaperoutofadrawer,threwthemacrossthecountertowardtheyoungman,andthenturnedawaytohisbooks.
Youshouldhaveseenthatyoungmanwhenthoseenvelopescameacrossthatcounter.
Heswelleduplikeagobblerturkey,adjustedhisunseeingeyeglass,andyelled:"Comerightbackhere.
Now,thir,willyouorderathervanttotakethatpapahandenwelophstoyondahdethk.
"Oh,thepoor,miserable,contemptibleAmericanmonkey!
Hecouldnotcarrypaperandenvelopestwentyfeet.
Isupposehecouldnotgethisarmsdowntodoit.
Ihavenopityforsuchtravestiesuponhumannature.
Ifyouhavenotcapital,youngman,Iamgladofit.
Whatyouneediscommonsense,notcoppercents.
ThebestthingIcandoistoillustratebyactualfactswellknowntoyouall.
A.
T.
Stewart,apoorboyinNewYork,had$1.
50tobeginlifeon.
Helost87centsofthatontheveryfirstventure.
Howfortunatethatyoungmanwholosesthefirsttimehegambles.
Thatboysaid,"Iwillnevergambleagaininbusiness,"andheneverdid.
Howcamehetolose87centsYouprobablyallknowthestoryhowhelostitbecauseheboughtsomeneedles,threads,andbuttonstosellwhichpeopledidnotwant,andhadthemleftonhishands,adeadloss.
Saidtheboy,"Iwillnotloseanymoremoneyinthatway.
"Thenhewentaroundfirsttothedoorsandaskedthepeoplewhattheydidwant.
Thenwhenhehadfoundoutwhattheywantedheinvestedhis62centstosupplyaknowndemand.
Studyitwhereveryouchooseinbusiness,inyourprofession,inyourhousekeeping,whateveryourlife,thatonethingisthesecretofsuccess.
Youmustfirstknowthedemand.
Youmustfirstknowwhatpeopleneed,andtheninvestyourselfwhereyouaremostneeded.
A.
T.
Stewartwentonthatprincipleuntilhewasworthwhatamountedafterwardtofortymillionsofdollars,owningtheverystoreinwhichMr.
WanamakercarriesonhisgreatworkinNewYork.
Hisfortunewasmadebyhislosingsomething,whichtaughthimthegreatlessonthathemustonlyinvesthimselforhismoneyinsomethingthatpeopleneed.
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Page13WhenwillyousalesmenlearnitWhenwillyoumanufactureslearnthatyoumustknowthechangingneedsofhumanityifyouwouldsucceedinlifeApplyyourselves,allyouChristianpeople,asmanufacturesormerchantsorworkmentosupplythathumanneed.
ItisagreatprincipleasbroadashumanityandasdeepastheScriptureitself.
ThebestillustrationIeverheardwasofJohnJacobAstor.
YouknowthathemadethemoneyoftheAstorfamilywhenhelivedinNewYork.
Hecameacrosstheseaindebtforhisfare.
ButthatpoorboywithnothinginhispocketmadethefortuneoftheAstorfamilyononeprinciple.
Someyoungmanheretonightwillsay,"Well,theycouldmaketheseoverinNewYork,buttheycouldnotdoitinPhiladelphia!
"Myfriends,didyoueverreadthatwonderfulbookofRiss(hismemoryissweettousbecauseofhisrecentdeath),whereinisgivenhisstatisticalaccountoftherecordstakenin1889of107millionairesofNewYork.
Ifyoureadtheaccountyouwillseethatoutofthe107millionairesonlysevenmadetheirmoneyinNewYork.
Outofthe107millionairesworthtenmilliondollarsinrealestatethen,67ofthemmadetheirmoneyintownsoflessthan3,500inhabitants.
Therichestmaninthiscountrytoday,ifyoureadtherealestatevalues,hasnevermovedawayfromatownof3,500inhabitants.
Itmakesnotsomuchdifferencewhereyouareaswhoyouare.
ButifyoucannotgetrichinPhiladelphiayoucertainlycannotdoitinNewYork.
NowJohnJacobAstorillustratedwhatcanbedoneanywhere.
Hehadamortgageonceonamillinerystore,andtheycouldnotsellbonnetsenoughtopaytheinterestonhismoney.
Soheforeclosedthatmortgage,tookpossessionofthestore,andwentintopartnershipwiththeverysamepeople,intheverysamestore,withthesamecapital.
Hedidnotgivethemadollarofcapital.
Theyhadtosellgoodstogetanymoney.
Thenheleftthemaloneinthestorejustastheyhadbeenbefore,andhewentoutandsatdownonabenchintheparkintheshade.
WhatwasJohnJacobAstordoingoutthere,andinpartnershipwithpeoplewhohadfailedonhisownhandsHadthemostimportantand,tomymind,themostpleasantpartofthatpartnershiponhishands.
ForasJohnJacobAstorsatonthatbenchhewaswatchingtheladiesastheywentbyandwhereisthemanwhowouldnotgetrichatthatbusinessAshesatonthebenchifaladypassedhimwithhershouldersbackandheadup,andlookedstraighttothefront,asifshedidnotcareifalltheworlddidgazeonher,thenhestudiedherbonnet,andbythetimeitwasoutofsightheknowtheshapeoftheframe,thecolorofthetrimmings,andthecrinklingsinthefeather.
Isometimestrytodescribeabonnet,butnotalways.
Iwouldnottrytodescribeamodernbonnet.
WhereisthemanthatcoulddescribeoneThisaggregationofallsortsofdriftwoodstuckonthebackofthehead,orthesideoftheneck,likearoosterwithonlyonetailfeatherleft.
ButinJohnJacobAstor'sdaytherewassomeartaboutthemillinerybusiness,andhewenttothemillinerystoreandsaidtothem:"NowputintotheshowwindowjustsuchabonnetasIdescribetoyou,becauseIhavealreadyseenaladywholikessuchabonnet.
Don'tmakeupanymoreuntilIcomeback.
"Thenhewentoutandsatdownagain,andanotherladypassedhimofadifferentform,ofadifferentcomplexion,withadifferentshapeandcolorofbonnet.
"Now,"saidhe,"putsuchabonnetasthatintheshowwindow.
"Hedidnotfillhisshowwindowuptownwithalotofhatsandbonnetstodrivepeopleaway,andthensitonthebackstairsandbawlbecausepeoplewenttoWanamaker'stotrade.
Hedidnothaveahatorabonnetinthatshowwindowbutwhatsomeladylikedbeforeitwasmadeup.
Thetideofcustombeganimmediatelytoturnin,andthathasbeenthefoundationofthegreateststoreinNewYorkinthatline,andstillexistsasoneofthreestores.
ItsfortunewasmadebyJohnJacobAstoraftertheyhadfailedinbusiness,notbygivingthemanymoremoney,butbyfindingoutwhattheladieslikedforbonnetsbeforetheywastedanymaterialinmakingthemup.
Itellyouifamancouldforeseethemillinerybusinesshecouldforeseeanythingunderheaven!
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Page14SupposeIweretogothroughthisaudiencetonightandaskyouinthisgreatmanufacturingcityiftherearenotopportunitiestogetrichinmanufacturing.
"Ohyes,"someyoungmansays,"thereareopportunitiesherestillifyoubuildwithsometrustandifyouhavetwoorthreemillionsofdollarstobeginwithascapital.
"Youngman,thehistoryofthebreakingupofthetrustsbythatattackupon"bigbusiness"isonlyillustratingwhatisnowtheopportunityofthesmallerman.
Thetimenevercameinthehistoryoftheworldwhenyoucouldgetrichsoquicklymanufacturingwithoutcapitalasyoucannow.
Butyouwillsay,"Youcannotdoanythingofthekind.
Youcannotstartwithoutcapital.
"Youngman,letmeillustrateforamoment.
Imustdoit.
Itismydutytoeveryyoungman,andwoman,becauseweareallgoingintobusinessverysoononthesameplan.
Youngman,rememberifyouknowwhatpeopleneedyouhavegottenmoreknowledgeofafortunethananyamountofcapitalcangiveyou.
TherewasapoormanoutofworklivinginHingham,Massachusetts.
Heloungedaroundthehouseuntilonedayhiswifetoldhimtogetoutandwork,and,ashelivedinMassachusetts,heobeyedhiswife.
Hewentoutandsatdownontheshoreofthebay,andwhittledasoakedshingleintoawoodenchain.
Hischildrenthateveningquarreledoverit,andhewhittledasecondonetokeeppeace.
Whilehewaswhittlingthesecondoneaneighborcameinandsaid:"Whydon'tyouwhittletoysandsellthemYoucouldmakemoneydoingthat.
""Oh,"hesaid,"Iwouldnotknowwhattomake.
""Whydon'tyouaskyourownchildrenrighthereinyourownhousewhattomake""Whatistheuseoftryingthat"saidthecarpenter.
"Mychildrenaredifferentfromotherpeople'schildren.
"(IusedtoseepeoplelikethatwhenItaughtschool.
)Butheacteduponthehint,andthenextmorningwhenMarycamedownthestairway,heasked,"Whatdoyouwantforatoy"Shebegintotellhimshewouldlikeadoll'sbed,adoll'swashstand,andwentonwithalistofthingsthatwouldtakehimalifetimetosupply.
So,consultinghisownchildren,inhisownhouse,hetookthefirewood,forhehadnomoneytobuylumber,andwhittledthosestrong,unpaintedHinghamtoysthatwerethatwereforsomanyyearsknownallovertheworld.
Thanmanbegantomakethosetoysforhisownchildren,andthenmadecopiesandsoldthemthroughthebootandshoestorenextdoor.
Hebegantomakealittlemoney,andthenalittlemore,andMr.
Lawson,inisFrenziedFinancesaysthatmanistherichestmaninoldMassachusetts,andIthinkitisthetruth.
Andthatmanisworthahundredmillionsofdollarstoday,andhasbeenonlythirtyfouryearsmakingitonthatoneprinciplethatonemustjudgethatwhathisownchildrenlikeathomeotherpeople'schildrenwouldlikeintheirhomes,tootojudgethehumanheartbyoneself,byone'swifeorbyone'schildren.
Itistheroyalroadtosuccessinmanufacturing.
"Oh,"Butyousay,"didn'thehaveanycapital"Yes,apenknife,butIdon'tknowthathehadpaidforthat.

IspokethustoanaudienceinNewBritain,Connecticut,andaladyfourseatsbackwenthomeandtriedtotakeoffhercollar,andthecollarbuttonstuckinthebuttonhole.
Shethrewitoutandsaid,"Iamgoingtogetupsomethingbetterthanthattoputoncollars.
"Herhusbandsaid:"AfterwhatConwellsaidtonight,youseethereisaneedofanimprovedcollarfastenerthatiseasiertohandle.
Thereisahumanneedthereisagreatfortune.
Now,then,getupacollarbuttonandgetrich.
"Hemadefunofher,andconsequentlymadefunofme,andthatisoneofthesaddestthingswhichcomesovermelikeadeepcloudofmidnightsometimesalthoughIhaveworkedsohardformorethanhalfacentury,yethowlittleIhaveeverreallydone.
Notwithstandingthegreatnessandthehandsomenessofyourcomplimenttonight,Idonotbelievethereisoneintenofyouthatisgoingtomakeamillionofdollarsbecauseyouareheretonightbutitisnotmyfault,itisyours.
Isaythatsincerely.
WhatistheuseofmytalkingifpeopleneverdowhatIadvisethemtodoWhenherhusbandridiculedher,shemadeuphermindshewouldmakeabettercollarbutton,andwhenawomanmakesuphermind"shewill,"anddoesnotsayanythingaboutit,shedoesit.
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Page15ItwasthatNewEnglandwomanwhoinventedthesnapbuttonwhichyoucanfindanywherenow.
Itwasacollarbuttonwithaspringcapattachedtotheouterside.
Anyofyouwhowearmodernwaterproofsknowthebuttonthatsimplypushestogether,andwhenyouunbuttonityousimplypullitapart.
ThatisthebuttontowhichIrefer,andwhichsheinvented.
Sheafterwardinventedseveralotherbuttons,andtheninvestedinmore,andthenwastakenintopartnershipwithgreatfactories.
Nowthatwomangoesovertheseaeverysummerinherprivatesteamshipyes,andtakesherhusbandwithher!
Ifherhusbandweretodie,shewouldhavemoneyenoughtobuyaforeigndukeorcountorsomesuchtitleasthatatthelatestquotations.
NowwhatismylessoninthatincidentItisthis:Itoldherthen,thoughIdidnotknowher,whatIsaytoyou,"Yourwealthistooneartoyou.
Youarelookingrightoverit"andshehadtolookoveritbecauseitwasrightunderherchin.
Ihavereadinthenewspaperthatawomanneverinventedanything.
Well,thatnewspaperoughttobeginagain.
Ofcourse,IdonotrefertogossipIrefertomachinesandifIdidImightbetterincludethemen.
Thatnewspapercouldneverappearifwomenhadnotinventedsomething.
Friends,think.
Yewomen,think!
Yousayyoucannotmakeafortunebecauseyouareinsomelaundry,orrunningasewingmachineitmaybe,orwalkingbeforesomeloom,andyetyoucanbeamillionaireifyouwillbutfollowthisalmostinfallibledirection.
Whenyousayawomandoesn'tinventanything,Iask,WhoinventedtheJacquardloomthatwoveeverystitchyouwearMrs.
Jacquard.
Theprinter'sroller,theprintingpress,wereinventedbyfarmers'wives.