As soon as possible I went to his banking office and asked for a conference. I had learned enough, in my dealings with bankers and financiers, to know that you must approach them on the right side, from the side of money, and not from that of a mere wish. Accordingly I wrote on my card that I wished to propose a loan of $1,000,000. I really came as a borrower, but circumstances permitted me to play the rôle of the lender. I was admitted at once, but if I had asked outright for a loan I should have been shown the door. As soon as I was in his presence I said, without preface: "I have no cash in my pockets, nor would you wish it if I had; but I want to show you something." "I understood that you wanted to lend me a million," said the Spaniard. "I do not see the million." "You will, when I explain," I said. "I want to use your credit." (I knew that he had none in London and that he could do nothing there.) "I propose to deposit with you $2,000,000 of the bonds of the Atlantic and Great Western Railway for $1,000,000 of your notes." I knew that the bait of a credit in London would affect him, as the Spanish bankers had long tried in vain to establish their credit in the financial metropolis of the world. "Where is this property?" he asked. I drew a diagram of the property for him, explaining its location and its relation to other properties and enterprises. I told him of the Erie Railway, ending at Olean, and the Ohio and Mississippi Railway from Cincinnati to St. Louis. "There is no connection between these two great highways," I said, "and a highway that will connect them will prove a fortune-maker to every one associated with the project." I explained that there were only four hundred miles between the two, and how I purposed filling in this gap. Between the two ends of the completed railways lay three wealthy States. This road has since been reorganized under the name of the New York, Pennsylvania and Ohio, or as it is colloquially called, the "Nyp. and O." Near Olean now exists a town that has the name of my Spanish friend, Salamanca. My arguments touched Salamanca, but did not capture him. They paved the way, however, for his complete capitulation a little later. My next step was to go to London and confer with the Kennards, famous bankers of that city. We arranged that a nephew of the Kennards, a son of Robert William Kennard, then a member of Parliament, and an engineer of note, should accompany me to America and go over the entire ground of the proposed route.