By asking at the outset payments of one dollar and a half per month I had room at the last to drop to one dollar. If, in the beginning, a man ordered a set, payable at the rate of five cents a day, I at once imagined him to be a good mark, and endeavored to sell him three sets at ten cents a day, or three dollars a month. I made more money in selling books than anything else I ever handled, and was awfully glad I tumbled into the business. I found from experience in this line that it was the easy terms that made the sales. With most people the only evidence of prosperity is the ability to buy, and as all desire to be prosperous they are willing to accept the nearest evidence in sight and buy what they can. Along with the sales of books on the installment plan I sometimes worked the rackets known as the “Free Reading Room” or “Library Club” schemes. Taking a town of moderate size I would solicit subscriptions from all the prominent men. For every dollar subscribed I would place in the reading room four volumes, which they were at liberty to select from a catalogue I carried. I argued that a free reading room was a good send-off on the outside, and would also be a good thing for the town in a social way. I managed to arouse much enthusiasm, and usually had from two to four hundred dollars on my list as a result of a couple of weeks’ work. Then I would turn the books over to some charitable institution or a committee and go on my way rejoicing, with a neat little sum in my pocket. In the larger towns I organized library clubs among the young folks, charging three dollars for a membership. With every membership secured I would put in from six to twelve volumes of standard works. If it was necessary to get the thing started in good shape I would call a meeting of the young people and pass around small envelopes. Those holding blanks had to pay for their memberships, but there would be a few holding lucky numbers, and they were entitled to join free of charge. At this meeting, guided by my experience, a regular library and social club would be organized. I would then collect my money, again being the winner by a good majority. In both of these schemes the books furnished cost me, on an average, twelve cents apiece. [Illustration] ------------------------------------------------------------------------ CHAPTER XVII. ADDING TO BANK ACCOUNT—LOOKED BETTER, FELT BETTER AND WAS BETTER—SELLING ENCYCLOPEDIAS—COMPLETE CANVASS—TRICKY AND PERSISTENT—ADVERTISING SCHEMES—TRICKS OF THE PRESENT DAY—DISGUISES—HOW DIFFERENT BUSINESS MEN WERE WORKED—STRATEGY.