Of my ability to land John Moore I had felt confident, yet I had failed; but this time in advance I knew success was mine. Experience has taught me that in all dollar matters the man to "talk up to" is the actual owner of the dollars you are after, who when he hears your story and weighs your goods can deal out the _yes_ or _no_ which means business. I had discovered some years before that few bull's-eyes are scored shooting at a target by mail or messenger. One's finest word-pictures sound better than they read, and if you would have the next man see them in as vivid colors as they appear on your mind's canvas, you must paint them before his eyes. The enthusiasm of the artist, his love of the subject, the deep or high tones of his voice, the very movements of his hands, are all factors in aiding the other man's vision. When he sees what you do, you have won. Nowadays when I have things to sell, I engage the eyes as well as the ears of my purchaser. When the other fellow would make me his customer, he must first sell his goods to my secretary, who may, if he can, sell them to me. Thus I am always able to dispose of the only merchandise I keep in stock, honest goods, and I seldom buy chromos for oils. As I waited the coming of my most powerful customer, I could not keep my mind off the momentousness of the interview before me. I knew I was at a fork of the road, at one of those departure points from which coming events must date, and I thought of a dream I had had years before in which I found myself drifting with the grim ferryman across the brimming flood, the far bank of which is eternity. In my hand was a long staff with strange and irregular notches on it. And these represented the actions of my life. Some were shallow, others deep and wide, and as I ran my fingers up and down, I seemed to remember what each nick commemorated--the good things and the bad things, here a death, there a disappointment, this a victory, that an error. I wondered, as the circumstances of the dream came to my mind, what kind of marking this day's events would make on my life staff, and I felt a conviction that it would be both deep and wide. Then, as I heard Mr. Rogers' footstep outside my door, I forgot all about dreams and notches and plunged into my argument. "Mr. Rogers," I began, "you and your associates have unlimited money. You have not always had it. You have obtained it through business projects and you are using it in business projects to get more. There are two ways of adding new dollars to those in your possession: by taking them from others so they are losers and you the gainer, whereby you win at the cost of their happiness; or by expanding the world's wealth so that others gain when you do. You, I know, prefer the latter, that others should make money when you do, rather than that they should lose and suffer when you are benefited."