the first thing needed is to get into harmony with yourself. You may think that this is difficult. But a little practice will soon show you how. Make the effort, so far as you can, to set up a bilateral harmony between your inner and your outer ego. When you get this done start and see what you can do to extend yourself in all directions. This is a little hard at first, but the very difficulty will lend zest to the effort. As soon as you begin to feel that you are doing it, then try, gently at first, but with increasing emphasis, to revolve about your own axis. When you have got this working nicely, slowly and carefully at first, lift yourself to a new level of thinking. When you have got up there, hold it.

As soon as in this way you have got yourself sufficiently elongated and extended you will have gained the first step in the development of personality, namely Harmony-in other words, you are completely and absolutely satisfied with yourself. If you were a nut before, you will never know it now.

The next great thing to be acquired is optimism, cheerfulness, the absence of all worry. It is a scientific fact that worry has a physical effect upon the body, clogging up the oesophagus and filling the primary ducts with mud. Cheerfulness, on the other hand, loosens up the whole anatomy by allowing a freer play to the bones. Begin each day with a smile. When you rise in the morning, throw open your window wide and smile out of it. Don't mind whom you hit with it. When you descend to the breakfast table try to smile at your food, or even break into a pleasant laugh at the sight of it. When you start off to your place of business, enter your street car in a bright and pleasant way, paying your fare to the conductor with a winsome willingness. When you go into your office, remove your coat and rubbers with a pretty little touch of bonhommie. Ask the janitor, or the night watchman, how he has slept. Greet your stenographer with a smile. Open your correspondence with another

smile, and when you answer it, try to put into what you write just the little touch of friendly cheerfulness that will win your correspondent's heart. It is amazing how a little touch of personal affection will brighten up the dull routine of business correspondence like a grain of gold in the sand.

Don't sign yourself "Yours truly," but in some such way as "Yours for optimism," or "Yours for a hundred per cent cheerfulness." But I will show you what I mean in a more extended way by relating to you the amazing— but well-authenticated-story of the rise and success of Edward Beanhead.

THE REMARKABLE CASE OF EDWARD BEANHEAD

AN AMAZING STORY OF SUCCESS

In presenting in support of what has been written in the preceding chapters the instance of Edward Beanhead, I may say that I have no doubt whatever of the authenticity of the story. It is too well attested to admit of doubt. I have seen this story of the rise of Edward Beanhead (under his own and other names) printed in so many journals that it must be true. The more so as the photograph of Beanhead is reproduced beside the story, and in many cases the editor gives a personal guarantee that the story is true. In other cases readers who doubt are invited to cut out a coupon which will bring them a free booklet that will give them a course on Leadership.

Another proof of the truth of the story is that Edward Beanhead's salary is often inserted and printed right across the page. I forget what it is; in fact, it is not always the same, but it fills all the available space.

In many cases Beanhead in his photograph is depicted as actually pointing at his salary with one finger and saying, "Do you want to earn this?"

Skeptical readers may suggest that Edward must have owed his start in life

to early advantages of birth and wealth: he may have been a prince. This is not So. Beanhead had no birth and no wealth. Accounts differ as to where he was born. Some of the documents, as reproduced in the best advertising pages, represent him as a bright little farm boy from Keokuk, Iowa. It is well known, of course, that most railroad presidents and heads of colleges come from there. Pictures are numerous which show Beanhead barefooted and with a fivecent straw hat, standing in what looks like a trout stream. There is a legend "From Farm Yard to Manager's Desk." Another school of writers, however, shows Edward as beginning his career in a great city, running errands—at an admirable speed and labeled "Earning his first dime."

All this, however, is a matter of controversy. The only thing of which we can be certain is that Edward Beanhead, as a youth just verging into manhood, was occupying a simple station as some sort of business clerk. Here came the turning point of his life. By a happy accident Edward came across a little booklet entitled Tutankhamen is a Dead One. What are you? Learn personal efficiency in six lessons. Write to the Nut University. Post office box 6, Canal Street, Buffalo.

From this time on Beanhead's spare minutes were spent in study. We have in proof of this the familiar illustration in which Edward is seen on a high stool, in his office at lunch hour, eating a bun with one hand and studying a book on personality in the other, while at the side, inserted in a sort of little cloud, one can see Edward's two office companions playing craps with two young negroes. The picture is now rather rare, the little vignette of the crap game having proved rather too attractive for certain minds: in fact some people quite mistook the legend "Do you want to make money fast?”

Beanhead took the entire course, occupying five weeks and covering Personality, Magnetism, Efficiency, Dy

By the end of his course Edward had reached certain major conclusions. He now saw that Personality is Power; that Optimism opens Opportunity; and that Magnetism Makes Money. He also realized that Harmony makes for Happiness, and that Worry would merely carry his waste products into his ducts and unfit him for success.

Armed with these propositions, Edward Beanhead entered his office after his five weeks' course a new man.

Instead of greeting his employer with a cold "Good Morning," as many employees are apt to do, Edward asked his superior how he had slept.

Now notice how the little things count. It so happened that his employer hadn't slept decently for ten years; and yet no employee had ever asked him about it. Naturally he "reacted" at once.

Ed

ward reacted back and in a few minutes they were in close confabulation. Beanhead suggested to his employer that perhaps his ducts were clogged with albuminous litter. The senior man gravely answered that in that case he had better raise Edward's salary. Beanhead acquiesced with the sole proviso that in that case he should be allowed to

to put it on a strategic footing. Now observe again how things count. It so happened that this man, although carrying on a business which extended over six states and out into the ocean, had never thought of organizing it; and he didn't even know what a strategic footing was. The result was a second increase of salary within twenty-four hours.

In the weeks that followed Edward Beanhead, now seated in a commodious office with flat-top desk and a view of the ocean and a range of mountains, entirely reorganized the firm's business. His method was simple. The employees were submitted to a ruthless brain-test which eliminated most of them. The business itself was then plotted out on a chart so designed as to show at a glance all the places where the firm did no business. Banks in which the firm had no money were marked with a cross. By these and other devices Edward rapidly placed the business on a new footing, stopping all the leaks, focusing it to a point, driving it deep into the ground, giving it room to expand, and steering it through the rocks. The situation is perhaps more easily understood by stating that henceforth the motto of the business became "Service."

F all the journeys I have made for work, and I have made many, I remember none more vividly than those to the cathedral towns of England and France. It was my good fortune to be obliged to visit the most important and beautiful in both countries, to return to them summer after summer during several years, and in each to live familiarly under the shadow of the cathedral, even sometimes in the close, at its very door. This is, no doubt, why the grandeur and beauty and charm of these great churches remain so fresh in my memory, and why something of my old pleasure in them to-day colors my visits to the cathedral now being built on the heights above Washington.

The Washington Cathedral, however, has done far more than renew my earlier impressions. In a way, every gothic cathedral must renew the impressions already received in other gothic cathedrals, since all are necessarily alike in their main features; though it is astounding how each has something of its own, in the detail of its architecture and decoration, or its site and surroundings, or the atmosphere with which centuries have filled it. The model of the Washington Cathedral shows that its architects have gone for their inspiration to England, above all to Canterbury and York; but what special characteristics will distinguish it when it has been warmed and animated by daily use, and its stones. toned by time, and the unexpected has occurred, as it did in almost all the old cathedrals where delays and innovations only emphasized the character, the present generation can neither know nor foretell. One thing, however, it does give in its present stage which not one

built in the past can give us now, and this is the chance to see the beauty of a cathedral in the making.

Much of the history of the old cathedrals is told in their stones, in the marks of their growth through the ages, in all that survives of the splendor with which generations of the devout enriched them, in all traces that remain of the rage with which generations of unbelievers dishonored them. Also, of a number there are more or less complete archives. But there is an important part of their history of which we have no adequate record. We know nothing of the actual manner of their building, and it is this building which to-day can be watched, step by step, on Mount St. Alban at Washington. The Old Masters, who cared for beauty of every kind and were realists in the rendering of it, seem, curiously enough, to have been indifferent to the "Wonder of Work." I can recall no painting or drawing of the building of any early church, romanesque or gothic, no painting or drawing that shows the workmen at their task, setting up stone upon stone of arches and buttresses, towers and spires that are marvels of height and grace and solidity to us who cannot surpass them, for all our ingenious mechanical devices undreamed of by the old cathedral builders. A church is being built in a background to one of Van Eyck's drawings of a Madonna or a Saint in the Antwerp Museum, and I cannot forget how careful is the rendering of the building busily going on in the distance. There are other drawings and paintings of the time in which just such a suggestion may be found, for the Old Masters, being realists, usually painted or drew a background precisely as they