acres of diamonds-第6部分

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urprised　at　the　question　that　he　ran　up　on　the　sidewalk；　and　around　a　corner　lamp…post　out　into　the　street　again。　　And　when　he　got　out　into　the　street　he　laughed　till　the　whole　machine　trembled。　　He　said：　　‘‘He　drive　this　machine！　Oh；　he　would　be　lucky　if　he　knew　enough　to　get　out　when　we　get　there。''

I　must　tell　you　about　a　rich　man's　son　at　Niagara　Falls。　　I　came　in　from　the　lecture　to　the　hotel；　and　as　I　approached　the　desk　of　the　clerk　there　stood　a　millionaire's　son　from　New　York。　　He　was　an　indescribable　specimen　of　anthropologic　potency。　　He　had　a　skull…cap　on　one　side　of　his　head；　with　a　gold　tassel　in　the　top　of　it；　and　a　gold…headed　cane　under　his　arm　with　more　in　it　than　in　his　head。　　It　is　a　very　difficult　thing　to　describe　that　young　man。　　He　wore　an　eye…　glass　that　he　could　not　see　through；　patent…　leather　boots　that　he　could　not　walk　in；　and　pants　that　he　could　not　sit　down　indressed　like　a　grasshopper。　　This　human　cricket　came　up　to　the　clerk's　desk　just　as　I　entered；　adjusted　his　unseeing　eye…glass；　and　spake　in　this　wise　to　the　clerk。　　You　see；　he　thought　it　was　‘‘Hinglish；　you　know；''　to　lisp。　　‘‘Thir；　will　you　have　the　kindness　to　supply　me　with　thome　papah　and　enwelophs！''　　The　hotel　clerk　measured　that　man　quick；　and　he　pulled　the　envelopes　and　paper　out　of　a　drawer；　threw　them　across　the　counter　toward　the　young　man；　and　then　turned　away　to　his　books。　　You　should　have　seen　that　young　man　when　those　envelopes　came　across　that　counter。　　He　swelled　up　like　a　gobbler　turkey；　adjusted　his　unseeing　eye…　glass；　and　yelled：　　‘‘Come　right　back　here。　　Now　thir；　will　you　order　a　thervant　to　take　that　papah　and　enwelophs　to　yondah　dethk。''　　Oh；　the　poor；　miserable；　contemptible　American　monkey！　　He　could　not　carry　paper　and　envelopes　twenty　feet。　　I　suppose　he　could　not　get　his　arms　down　to　do　it。　　I　have　no　pity　for　such　travesties　upon　human　nature。　　If　you　have　not　capital；　young　man；　I　am　glad　of　it。　　What　you　need　is　common　sense；　not　copper　cents。

The　best　thing　I　can　do　is　to　illustrate　by　actual　facts　well…known　to　you　all。　　A。　T。　Stewart；　a　poor　boy　in　New　York；　had　1。50　to　begin　life　on。　　He　lost　87　　cents　of　that　on　the　very　first　venture。　　How　fortunate　that　young　man　who　loses　the　first　time　he　gambles。　　That　boy　said；　‘‘I　will　never　gamble　again　in　business；''　and　he　never　did。　　How　came　he　to　lose　87　　cents？　　You　probably　all　know　the　story　how　he　lost　itbecause　he　bought　some　needles；　threads；　and　buttons　to　sell　which　people　did　not　want；　and　had　them　left　on　his　hands；　a　dead　loss。　　Said　the　boy；　‘‘I　will　not　lose　any　more　money　in　that　way。''　　Then　he　went　around　first　to　the　doors　and　asked　the　people　what　they　did　want。　　Then　when　he　had　found　out　what　they　wanted　he　invested　his　62　　cents　to　supply　a　known　demand。　　Study　it　wherever　you　choosein　business；　in　your　profession；　in　your　housekeeping；　whatever　your　life；　that　one　thing　is　the　secret　of　success。　　You　must　first　know　the　demand。　　You　must　first　know　what　people　need；　and　then　invest　yourself　where　you　are　most　needed。　　A。　T。　Stewart　went　on　that　principle　until　he　was　worth　what　amounted　afterward　to　forty　millions　of　dollars；　owning　the　very　store　in　which　Mr。　Wanamaker　carries　on　his　great　work　in　New　York。　　His　fortune　was　made　by　his　losing　something；　which　taught　him　the　great　lesson　that　he　must　only　invest　himself　or　his　money　in　something　that　people　need。　　When　will　you　salesmen　learn　it？　　When　will　you　manufacturers　learn　that　you　must　know　the　changing　needs　of　humanity　if　you　would　succeed　in　life？　　Apply　yourselves；　all　you　Christian　people；　as　manufacturers　or　merchants　or　workmen　to　supply　that　human　need。　　It　is　a　great　principle　as　broad　as　humanity　and　as　deep　as　the　Scripture　itself。

The　best　illustration　I　ever　heard　was　of　John　Jacob　Astor。　　You　know　that　he　made　the　money　of　the　Astor　family　when　he　lived　in　New　York。　　He　came　across　the　sea　in　debt　for　his　fare。　　But　that　poor　boy　with　nothing　in　his　pocket　made　the　fortune　of　the　Astor　family　on　one　principle。　　Some　young　man　here　to…night　will　say；　‘‘Well　they　could　make　those　fortunes　over　in　New　York　but　they　could　not　do　it　in　Philadelphia！''　　My　friends；　did　you　ever　read　that　wonderful　book　of　Riis　（his　memory　is　sweet　to　us　because　of　his　recent　death）；　wherein　is　given　his　statistical　account　of　the　records　taken　in　1889　of　107　millionaires　of　New　York。　　If　you　read　the　account　you　will　see　that　out　of　the　107　millionaires　only　seven　made　their　money　in　New　York。　　Out　of　the　107　millionaires　worth　ten　million　dollars　in　real　estate　then；　67　of　them　made　their　money　in　towns　of　less　than　3；500　inhabitants。　　The　richest　man　in　this　country　to…day；　if　you　read　the　real…estate　values；　has　never　moved　away　from　a　town　of　3；500　inhabitants。　　It　makes　not　so　much　difference　where　you　are　as　who　you　are。　　But　if　you　cannot　get　rich　in　Philadelphia　you　certainly　cannot　do　it　in　New　York。

Now　John　Jacob　Astor　illustrated　what　can　be　done　anywhere。　　He　had　a　mortgage　once　on　a　millinery…store；　and　they　could　not　sell　bonnets　enough　to　pay　the　interest　on　his　money。　　So　he　foreclosed　that　mortgage；　took　possession　of　the　store；　and　went　into　partnership　with　the　very　same　people；　in　the　same　store；　with　the　same　capital。　　He　did　not　give　them　a　dollar　of　capital。　　They　had　to　sell　goods　to　get　any　money。　　Then　he　left　them　alone　in　the　store　just　as　they　had　been　before；　and　he　went　out　and　sat　down　on　a　bench　in　the　park　in　the　shade。　　What　was　John　Jacob　Astor　doing　out　there；　and　in　partnership　with　people　who　had　failed　on　his　own　hands？　　He　had　the　most　important　and；　to　my　mind；　the　most　pleasant　part　of　that　partnership　on　his　hands。　　For　as　John　Jacob　Astor　sat　on　that　bench　he　was　watching　the　ladies　as　they　went　by；　and　where　is　the　man　who　would　not　get　rich　at　that　business？　　As　he　sat　on　the　bench　if　a　lady　passed　him　with　her　shoulders　back　and　head　up；　and　looked　straight　to　the　front；　as　if　she　did　not　care　if　all　the　world　did　gaze　on　her；　then　he　studied　her　bonnet；　and　by　the　time　it　was　out　of　sight　he　knew　the　shape　of　the　frame；　the　color　of　the　trimmings；　and　the　crinklings　in　the　feather。　　I　sometimes　try　to　describe　a　bonnet；　but　not　always。　　I　would　not　try　to　describe　a　modern　bonnet。　　Where　is　the　man　that　could　describe　one？　　This　aggregation　of　all　sorts　of　driftwood　stuck　on　the　back　of　the　head；　or　the　side　of　the　neck；　like　a　rooster　with　only　one　tail　feather　left。　　But　in　John　Jacob　Astor's　day　there　was　some　art　about　the　millinery　business；　and　he　went　to　the　millinery…store　and　said　to　them：　　‘‘Now　put　into　the　show…window　just　such　a　bonnet　as　I　describe　to　you；　because　I　have　already　seen　a　lady　who　likes　such　a　bonnet。　　Don't　make　up　any　more　until　I　come　back。''　　Then　he　went　out　and　sat　down　again；　and　another　lady　passed　him　of　a　different　form；　of　different　complexion；　with　a　different　shape　and　color　of　bonnet。　　‘‘Now；''　said　he；　‘‘put　such　a　bonnet　as　that　in　the　show　window。''　　He　did　not　fill　his　show…window　up　town　with　a　lot　of　hats　and　bonnets　to　drive　people　away；　and　then　sit　on　the　back　stairs　and　bawl　because　people　went　to　Wanamaker's　to　trade。　　He　did　not　have　a　hat　or　a　bonnet　in　that　show…window　but　what　some　lady　liked　before　it　was　made　up。　　The　tide　of　custom　began　immediately　to　turn　in；　and　that　has　been　the　foundation　of　the　greatest　store　in　New　York　in　that　line；　and　still　exists　as　one　of　three　stores。　　Its　fortune　was　made　by　John　Jacob　Astor　after　they　had　failed　in　business；　not　by　giving　them　any　more　money；　but　by　finding　out　what　the　ladies　liked　for　bonnets　before　they　wasted　any　material　in　making　them　up。　　I　tell　you　if　a　man　could　foresee　the　millinery　business　he　could　foresee　anything　under　heaven！

Suppose　I　were　to　go　through　this　audience　to…night　and　ask　you　in　this　great　manufacturing　city　if　there　are　not　opportunities　to　get　rich　in　manufacturing。　　‘‘Oh　yes；''　some　young　man　says；　‘‘there　are　opportunities　here　still　if　you　build　with　some　trust　and　if　you　have　two　or　three　millions　of　dollars　to　begin　with　as　capital。''　　Young　man；　the　history　of　the　breaking　up　of　the　trusts　by　that　attack　upon　‘‘big　business''　is　only　illustrating　what　is　now　the　opportunity　of　the　smaller　man。　　The　time　never　came　in　the　history　of　the　world　when　you　could　get　rich　so　quickly　manufacturing　without　capital　as　you　can　now。

But　you　will　say；　‘‘You　cannot　do　anything　of　the　kind。　　You　cannot　start　without　capital。''　　Young　man；　let　me　illustrate　for　a　moment。　　I　must　do　it。　　It　is　my　duty　to　every　young　man　and　woman；　because　we　are　all　going　into　business　very　soon　on　the　same　plan。　　Young　man；　remember　if　you　know　what　people　need　you　have　gotten　more　knowledge　of　a　fortune　than　any　amount　of　capital　can　give　you。

There　was　a　poor　man　out　of　work　living　in　Hingham；　Massachusetts。　　He　lounged　around　the　house　until　one　day　his　wife　told　him　to　get　out　and　work；　and；　as　he　lived　in　Massachusetts；　he　obeyed　his　wife。　　He　went　out　and　sat　down　on　the　shore　of　the　bay；　and　whittled　a　soaked　shingle　into　a　wooden　chain。　　His　children　that　evening　quarreled　over　it；　and　he　whittled　a　second　one　to　keep　peace。　　While　he　was　whittling　the　second　one　a　neighbor　came　in　and　said：