How to Stop Worrying and Start Living Part 13

(This chapter is addressed to young men and women who haven't yet found the work they want to do. If you are in that category, reading this chapter may have a profound effect upon the remainder of your life.) If you are under eighteen, you will probably soon be called upon to make the two most important decisions of your life- decisions that will profoundly alter all the days of your years: decisions that may have far-reaching effects upon your happiness, your income, your health; decisions that may make or break you.

What are these two tremendous decisions?

First: How are you going to make a living? Are you going to be a farmer, a mail carrier, a chemist, a forest ranger, a stenographer, a horse dealer, a college professor, or are you going to run a hamburger stand ?

Second: Whom are you going to select to be the father or mother of your children?

Both of those great decisions are frequently gambles. "Every boy," says Harry Emerson Fosd.i.c.k in his book, The Power to See It Through, "every boy is a gambler when he chooses a vocation. He must stake his life on it."

How can you reduce the gamble in selecting a vocation? Read on; we will tell you as best we can. First, try, if possible, to find work that you enjoy. I once asked David M. Goodrich, Chairman of the Board, B. F. Goodrich Company-tyre manufacturers-what he considered the first requisite of success in business, and he replied: "Having a good time at your work. If you enjoy what you are doing," he said, "you may work long hours, but it won't seem like work at all. It will seem like play."

Edison was a good example of that. Edison-the unschooled newsboy who grew up to transform the industrial life of America-Edison, the man who often ate and slept in his laboratory and toiled there for eighteen hours a day. But it wasn't toil to him. "I never did a day's work in my life," he exclaimed. "It was all fun."

No wonder he succeeded!

I once heard Charles Schwab say much the same thing. He said: "A man can succeed at almost anything for which he has unlimited enthusiasm."

But how can you have enthusiasm for a job when you haven't the foggiest idea of what you want to do? "The greatest tragedy I know of," said Mrs. Edna Kerr, who once hired thousands of employees for the Dupont Company, and is now a.s.sistant director of industrial relations for the American Home Products Company-"The greatest tragedy I know of," she told me, "is that so many young people never discover what they really want to do. I think no one else is so much to be pitied as the person who gets nothing at all out of his work but his pay." Mrs. Kerr reports that even college graduates come to her and say: "I have a B.A. degree from Dartmouth [or an M.A. from Cornell]. Have you some kind of work I can do for your firm?" They don't know themselves what they are able to do, or even what they would like to do. Is it any wonder that so many men and women who start out in life with competent minds and rosy dreams end up at forty in utter frustration and even with a nervous breakdown? In fact, finding the right occupation is important even for your health. When Dr. Raymond Pearl, of Johns Hopkins, made a study, together with some insurance companies, to discover the factors that make for a long life, he placed "the right occupation" high on the list. He might have said, with Thomas Carlyle: "Blessed is the man who has found his work. Let him ask no other blessedness."

I recently spent an evening with Paul W. Boynton, employment supervisor for the Socony-Vacuum Oil Company. During the last twenty years he has interviewed more than seventy-five thousand people looking for jobs, and he has written a book ent.i.tled 6 Ways to Get a Job. I asked him: "What is the greatest mistake young people make today in looking for work?" "They don't know what they want to do," he said. "It is perfectly appalling to realise that a man will give more thought to buying a suit of clothes that will wear out in a few years than he will give to choosing the career on which his whole future depends-on which his whole future happiness and peace of mind are based!"

And so what? What can you do about it? You can take advantage of a new profession called vocational guidance. It may help you-or harm you-depending on the ability and character of the counselor you consult. This new profession isn't even within gunshot of perfection yet. It hasn't even reached the Model T stage. But it has a great future. How can you make use of this science? By finding out where, in your community, you can get vocational tests and vocational advice.

Such advice can only take the form of suggestions. You have to make the decisions. Remember that these counselors are far from infallible. They don't always agree with one another. They sometimes make ridiculous mistakes. For example, a vocational-guidance counselor advised one of my students to become a writer solely because she had a large vocabulary. How absurd! It isn't as simple as that. Good writing is the kind that transfers your thoughts and emotions to the reader- and to do that, you don't need a large vocabulary, but you do need ideas, experience, convictions, examples and excitement. The vocational counselor who advised this girl with a large vocabulary to become an author succeeded in doing only one thing: he turned an erstwhile happy stenographer into a frustrated, would-be novelist.

The point I am trying to make is that vocational-guidance experts, even as you and I, are not infallible. Perhaps you had better consult several of them-and then interpret their findings in the sunlight of common sense.

You may think it strange that I am including a chapter like this in a book devoted to worry. But it isn't strange at all, when you understand how many of our worries, regrets, and frustrations are sp.a.w.ned by work we despise. Ask your father about it-or your neighbour or your boss. No less an intellectual giant than John Stuart Mill declared that industrial misfits are "among the heaviest losses of society". Yes, and among the unhappiest people on this earth are those same "industrial misfits" who hate their daily work!

Do you know the kind of man who "cracked up" in the Army? The man who was misplaced! I'm not talking about battle casualties, but about the men who cracked up in ordinary service. Dr. William Menninger, one of our greatest living psychiatrists, was in charge of the Army's neuro-psychiatric division during the war, and he says: "We learned much in the Army as to the importance of selection and of placement, of putting the right man in the right job. ... A conviction of the importance of the job at hand was extremely important. Where a man had no interest, where he felt he was misplaced, where he thought he was not appreciated, where he believed his talents were being misused, invariably we found a potential if not an actual psychiatric casualty."

Yes-and for the same reasons, a man may "crack up" in industry. If he despises his business, he can crack it up, too.

Take, for example, the case of Phil Johnson. Phil Johnson's father owned a laundry, so he gave his son a job, hoping the boy would work into the business. But Phil hated the laundry, so he dawdled, loafed, did what he had to do and not a lick more. Some days he was "absent". His father was so hurt to think he had a shiftless, ambitionless son that he was actually ashamed before his employees.

One day Phil Johnson told his father he wanted to be a mechanic-work in a machine shop. What? Go back to overalls? The old man was shocked. But Phil had his way. He worked in greasy dungarees. He did much harder work than was required at the laundry. He worked longer hours, and he whistled at his job! He took up engineering, learned about engines, puttered with machines-and when Philip Johnson died, in 1944, he was president of the Boeing Aircraft Company, and was making the Flying Fortresses that helped to win the war! If he had stuck with the laundry, what would have happened to him and the laundry-especially after his father's death? My guess is he would have ruined the business- cracked it up and run it into the ground.

Even at the risk of starting family rows, I would like to say to young people: Don't feel compelled to enter a business or trade just because your family wants you to do it! Don't enter a career unless you want to do it! However, consider carefully the advice of your parents. They have probably lived twice as long as you have. They have gained the kind of wisdom that comes only from much experience and the pa.s.sing of many years. But, in the last a.n.a.lysis, you are the one who has to make the final decision. You are the one who is going to be either happy or miserable at your work.

Now, having said this, let me give you the following suggestions-some of them warnings-about choosing your work: 1. Read and study the following five suggestions about selecting a vocational-guidance counselor. These suggestions are right from the horse's mouth. They were made by one of America's leading vocational-guidance experts, Professor Harry Dexter Kitson of Columbia University.

a. "Don't go to anyone who tells you that he has a magic system that will indicate your 'vocational apt.i.tude'. In this group are phrenologists, astrologers, 'character a.n.a.lysts', handwriting experts. Their 'systems' do not work."

b. "Don't go to anyone who tells you that he can give you a test that will indicate what occupation you should choose. Such a person violates the principle that a vocational counselor must take into account the physical, social, and economic conditions surrounding the counselee; and he should render his service in the light of the occupational opportunities open to the counselee."

c. "Seek a vocational counselor who has an adequate library of information about occupations and uses it in the counseling process."

d. "A thorough vocational-guidance service generally requires more than one interview."

e. "Never accept vocational guidance by mail."

2. Keep out of business and professions that are already jam-packed and overflowing! There are many thousands of different ways of making a living. But do young people know this? Not unless they hire a swami to gaze into a crystal ball. The result? In one school, two-thirds of the boys confined their choices to five occupations-five out of twenty thousand-and four-fifths of the girls did the same. Small wonder that a few business and professions are overcrowded-small wonder that insecurity, worry, and "anxiety neuroses" are rampant at times among the white-collar fraternity I Beware of trying to elbow your way into such overcrowded fields as law, journalism, radio, motion pictures, and the "glamour occupations".

3. Stay out of activities where the chances are only one out of ten of your being able to make a living. As an example, take selling life insurance. Each year countless thousands of men-frequently unemployed men-start out trying to sell life insurance without bothering to find out in advance what is likely to happen to them! Here is approximately what does happen, according to Franklin L. Bettger, Real Estate Trust Building, Philadelphia. For twenty years Mr. Bettger was one of the outstandingly successful insurance salesmen in America. He declares that ninety per cent of the men who start selling life insurance get so heartsick and discouraged that they give it up within a year. Out of the ten who remain, one man will sell ninety per cent of the insurance sold by the group of ten; and the other nine will sell only ten per cent. To put it another way: if you start selling life insurance, the chances are nine to one that you will fail and quit within twelve months, and the chances are only one in a hundred that you will make ten thousand a year out of it. Even if you remain at it, the chances are only one out of ten that you will be able to do anything more than barely scratch out a living.

4. Spend weeks-even months, if necessary-finding out all you can about an occupation before deciding to devote your life to it! How? By interviewing men and women who have already spent ten, twenty, or forty years in that occupation.

These interviews may have a profound effect on your future. I know that from my own experience. When I was in my early twenties, I sought the vocational advice of two older men. As I look back now, I can see that those two interviews were turning points in my career. In fact, it would be difficult for me even to imagine what my life would have been like had I not had those two interviews.

How can you get these vocational-guidance interviews? To ill.u.s.trate, let's suppose that you are thinking about studying to be an architect. Before you make your decision, you ought to spend weeks interviewing the architects in your city and in adjoining cities. You can get their names and addresses out of a cla.s.sified telephone directory. You can call at their offices either with or without an appointment. If you wish to make an appointment, write them something like this: Won't you please do me a little favour? I want your advice. I am eighteen years old, and I am thinking about studying to be an architect. Before I make up my mind, I would like to ask your advice.

If you are too busy to see me at your office, I would be most grateful if you would grant me the privilege of seeing you for half an hour at your home.

Here is a list of questions I would like to ask you: a. If you had your life to live over, would you become an architect again?

b. After you have sized me up, I want to ask you whether you think I have what it takes to succeed as an architect.

c. Is the profession of architecture overcrowded?

d. If I studied architecture for four years, would it be difficult for me to get a job? What kind of job would I have to take at first?

e. If I had average ability, how much could I hope to earn during the first five years?

f. What are the advantages and disadvantages of being an architect?

g. If I were your son, would you advise me to become an architect?

If you are timid, and hesitate to face a "big shot" alone, here are two suggestions that will help.

First, get a lad of your own age to go with you. The two of you will bolster up one another's confidence. If you haven't someone of your own age to go with you, ask your father to go with you.

Second, remember that by asking his advice you are paying this man a compliment. He may feel flattered by your request. Remember that adults like to give advice to young men and women. The architect will probably enjoy the interview.

If you hesitate to write letters asking for an appointment, then go to a man's office without an appointment and tell him you would be most grateful if he would give you a bit of advice.

Suppose you call on five architects and they are all too busy to see you (which isn't likely), call on five more. Some of them will see you and give you priceless advice-advice that may save you years of lost time and heartbreak.

Remember that you are making one of the two most vital and far-reaching decisions of your life. So, take time to get the facts before you act. If you don't, you may spend half a lifetime regretting it.

If you can afford to do so, offer to pay a man for a half-hour of his time and advice.

5. Get over the mistaken belief that you are fitted for only a single occupation! Every normal person can succeed at a number of occupations, and every normal person would probably fail in many occupations. Take myself, for example: if I had studied and prepared myself for the following occupations, I believe I would have had a good chance of achieving some small measure of success-and also of enjoying my work. I refer to such occupations as farming, fruit growing, scientific agriculture, medicine, selling, advertising, editing a country newspaper, teaching, and forestry. On the other hand, I am sure I would have been unhappy, and a failure, at bookkeeping, accounting, engineering, operating a hotel or a factory, architecture, all mechanical trades, and hundreds of other activities.

Chapter 30: "Seventy Per Cent Of All Our Worries ...".

If I knew how to solve everybody's financial worries, I wouldn't be writing this book, I would be sitting in the White House-right beside the President. But here is one thing I can do: I can quote some authorities on this subject and make some highly practical suggestions and point out where you can obtain books and pamphlets that will give you additional guidance.

Seventy per cent of all our worries, according to a survey made by the Ladies' Home Journal, are about money. George Gallup, of the Gallup Poll, says that his research indicates that most people believe that they would have no more financial worries if they could increase their income by only ten per cent. That is true in many cases, but in a surprisingly large number of cases it is not true. For example, while writing this chapter, I interviewed an expert on budgets: Mrs. Elsie Stapleton-a woman who spent years as financial adviser to the customers and employees of Wanamaker's Department Store in New York and of Gimbel's. She has spent additional years as an individual consultant, trying to help people who were frantic with worry about money. She has helped people in all kinds of income brackets, all the way from a porter who earned less than a thousand dollars a year to an executive earning one hundred thousand dollars a year. And this is what she told me: "More money is not the answer to most people's financial worries. In fact, I have often seen it happen that an increase in income accomplished nothing but an increase in spending-and an increase in headaches. What causes most people to worry," she said, "is not that they haven't enough money, but that they don't know how to spend the money they have!" ... [You snorted at that last sentence, didn't you? Well, before you snort again, please remember that Mrs. Stapleton did not say that was true of all people. She said: "most people". She didn't mean you. She meant your sisters and your cousins, whom you reckon by the dozens.]

A lot of readers are going to say: "I wish this guy Carnegie had my bills to meet, my obligations to keep up-on my weekly salary. If he did, I'll bet he would change his tune." Well, I have had my financial troubles: I have worked ten hours a day at hard physical labour in the cornfields and hay barns of Missouri-worked until my one supreme wish was to be free from the aching pains of utter physical exhaustion. I was paid for that grueling work not a dollar an hour, nor fifty cents, nor even ten cents. I was paid five cents an hour for a ten-hour day.

I know what it means to live for twenty years in houses without a bathroom or running water. I know what it means to sleep in bedrooms where the temperature is fifteen degrees below zero. I know what it means to walk miles to save a nickel car-fare and have holes in the bottom of my shoes and patches on the seat of my pants. I know what it means to order the cheapest dish on a restaurant menu, and to sleep with my trousers under the mattress because I couldn't afford to have them pressed by a tailor.

Yet, even during those times, I usually managed to save a few dimes and quarters out of my income because I was afraid not to. As a result of this experience, I realised that if you and I long to avoid debt and financial worries, then we have to do what a business firm does: we have to have a plan for spending our money and spend according to that plan. But most of us don't do that. For example, my good friend, Leon Shimkin, general manager of the firm that publishes this book, pointed out to me a curious blindness that many people have in regard to their money. He told me about a book-keeper he knows, a man who is a wizard at figures when working for his firm-yet when it comes to handling his personal finances! ... Well, if this man gets paid on Friday noon, let us say, he will walk down the street, see an overcoat in a store window that strikes his fancy, and buy it-never giving a thought to the fact that rent, electric lights, and all kinds of "fixed" charges have to come out of that pay envelope sooner or later. No-he has the cash in his pocket, and that's all that counts. Yet this man knows that if the company he works for conducted its business in such a slap-happy manner, it would end up in bankruptcy.

Here's something to consider-where your money is concerned, you're in business for yourself! And it is literally "your business" what you do with your money.

But what are the principles of managing our money? How do we begin to make a budget and a plan? Here are eleven rules.

Rule No. 1: Get the facts down on paper.

When Arnold Bennett started out in London fifty years ago to be a novelist, he was poor and hard-pressed. So he kept a record of what he did with every sixpence. Did he wonder where his money was going? No. He knew. He liked the idea so much that he continued to keep such a record even after he became rich, world-famous, and had a private yacht.

John D. Rockefeller, Sr., also kept a ledger. He knew to the penny just where he stood before he said his prayers at night and climbed into bed.

You and I, too, will have to get notebooks and start keeping records. For the rest of our lives? No, not necessarily. Experts on budgets recommend that we keep an accurate account of every nickel we spend for at least the first month-and, if possible, for three months. This is to give us an accurate record of where our money goes, so we can draw up a budget.

Oh, you know where your money goes? Well, maybe so; but if you do, you are one in a thousand! Mrs. Stapleton tells me it is a common occurrence for men and women to spend hours giving her facts and figures, so she can get them down on paper-then, when they see the result on paper, they exclaim: "Is that the way my money goes?" They can hardly believe it. Are you like that? Could be.

Rule No. 2: Get a tailor-made budget that really fits your needs.

Mrs. Stapleton tells me that two families may live side by side in identical houses, in the very same suburb, have the same number of children in the family, and receive the same income-yet their budgeting needs will be radically different. Why? Because people are different. She says a budget has to be a personal, custom-made job.

The idea of a budget is not to wring all the joy out of life. The idea is to give us a sense of material security-which in many cases means emotional security and freedom from worry. "People who live on budgets," Mrs. Stapleton told me, "are happier people."

But how do you go about it? First, as I said, you must list all expenses. Then get advice. In many cities of twenty thousand and up, you will find family-welfare societies that will gladly give you free advice on financial problems and help you draw up a budget to fit your income.

Rule No. 3: Learn how to spend wisely.

By this I mean: learn how to get the best value for your money. All large corporations have professional buyers and purchasing agents who do nothing but get the very best buys for their firms. As steward and manager of your personal estate, why shouldn't you do likewise?

Rule No. 4: Don't increase your headaches with your income.

Mrs. Stapleton told me that the budgets she dreads most to be called into consultation on are family incomes of five thousand dollars a year. I asked her why. "Because," she said, "five thousand a year seems to be a goal to most American families. They may go along sensibly and sanely for years-then, when their income rises to five thousand a year, they think they have 'arrived'. They start branching out. Buy a house in the suburbs, 'that doesn't cost any more than renting an apartment'. Buy a car, a lot of new furniture, and a lot of new clothes-and the first thing you know, they are running into the red. They are actually less happy than they were before-because they have bitten off too much with their increase in income."

That is only natural. We all want to get more out of life. But in the long run, which is going to bring us more happiness-forcing ourselves to live within a tight budget, or having dunning letters in the mail and creditors pounding on the front door?

Rule No. 5: Try to build credit, in the event you must borrow.

If you are faced with an emergency and find you must borrow, life-insurance policies, Defence Bonds and Savings Certificates are literally money in your pocket. However, be sure your insurance policies have a savings aspect, if you want to borrow on them, for this means a cash value. Certain types of insurance, called "term insurance", are merely for your protection over a given period of time and do not build up reserves. These policies are obviously of no use to you for borrowing purposes. Therefore, the rule is: Ask questions! Before you sign for a policy, find out if it has a cash value in case you have to raise money.

Now, suppose you haven't insurance you can borrow on, and you haven't any bonds, but you do own a house, or a car, or some other kind of collateral. Where do you go to borrow? By all means, to a bank! Banks all over this land are subject to strict regulation; they have a reputation to maintain in the community; the rate of interest they can charge is fixed firmly by law; and they will deal with you fairly. Frequently, if you are in a financial jam, the bank will go so far as to discuss your problems with you, make a plan, and help you work your way out of your worry and indebtedness. I repeat, I repeat, if you have collateral, go to a bank!

However, suppose you are one of the thousands who don't have collateral, don't own any property, and have nothing to offer as guarantee except your wages or salary? Then, as you value your life, heed this word of warning! Do not-do not-apply to the first "loan company" whose alluring advertis.e.m.e.nts you see in the paper. These people, to read some of their ads, are as generous as Santa Claus. Don't you believe it! However, there are some companies that are ethical, honest, and strictly on the level. They are doing a service to those people who are faced with illness or emergency and have to raise money. They charge a higher rate of interest than the banks, but they have to do this, for they take greater risks and have greater expenses in collecting. But, before doing business with any loan company, go to your bank, talk to one of its officers, and ask him to recommend a loan company that he knows to be fair. Otherwise-otherwise-well, I don't want to give you nightmares, but here is what can happen: At one time a newspaper in Minneapolis conducted an investigation into loan companies that were supposedly operating within the regulations laid down by the Russell Sage Foundation. I know a man who worked on that investigation-his name is Douglas Lurton, and he is now editor of Your Life magazine. Doug Lurton tells me that the abuses he saw among the poorer cla.s.s of debtors would make your hair stand on end. Loans that had begun as a mere fifty dollars had soared and multiplied to three and four hundred dollars before they were paid. Wages were garnished; and, frequently, the man whose wages were attached was fired by his company. In numerous instances, when the man was unable to pay, the loan sharks simply sent an appraiser into his home to "evaluate" his furniture-and cleaned out the home! People were found who had been paying on small loans for four and five years and still owed money! Unusual cases? To quote Doug Lurton: "In our campaign, we so flooded the court with cases of this sort that the judges cried uncle, and the newspaper itself had to set up an arbitration bureau to take care of the hundreds of cases."

How is such a thing possible? Well, the answer, of course, is in all sorts of hidden charges and extra "legal fees". Here is a rule to remember in dealing with loan companies: if you are absolutely certain, beyond the shadow of a doubt, that you can pay the money off quickly, then your interest will be low, or reasonably low, and you will get off fairly. But if you have to renew, and keep on renewing, then your interest can mount into figures that would make Einstein dizzy. Doug Lurton tells me that in some cases these additional fees had swollen the original indebtedness to two thousand per cent, or about five hundred times as much as a bank would charge!

Rule No. 6: Protect yourself against illness, fire, and emergency expenses.

Insurance is available, for relatively small sums, on all kinds of accidents, misfortunes, and conceivable emergencies. I am not suggesting that you cover yourself for everything from slipping in the bathtub to catching German measles-but I do suggest that you protect yourself against the major misfortunes that you know could cost you money and therefore do cost you worry. It's cheap at the price.

For example, I know a woman who had to spend ten days in a hospital last year and, when she came out, was presented a bill-for exactly eight dollars! The answer? She had hospital insurance.

Rule No. 7: Do not have your life-insurance proceeds paid to your widow in cash.

If you are carrying life insurance to provide for your family after you're gone, do not, I beg of you, have your insurance paid in one lump sum.

What happens to "a new widow with new money"? I'll let Mrs. Marion S. Eberly answer that question. She is head of the Women's Division of the Inst.i.tute of Life Insurance, 60 East 42nd Street, New York City. She speaks before women's clubs all over America on the wisdom of using life-insurance proceeds to purchase a life income for the widow instead of giving her the proceeds in cash. She tells me one widow who received twenty thousand dollars in cash and lent it to her son to start in the auto-accessory business. The business failed, and she is dest.i.tute now. She tells of another widow who was persuaded by a slick real-estate salesman to put most of her life-insurance money in vacant lots that were "sure to double in value within a year". Three years later, she sold the lots for one-tenth of what she paid for them. She tells of another widow who had to apply to the Child Welfare a.s.sociation for the support of her children-within twelve months after she had been left fifteenth thousand dollars in life insurance. A hundred thousand similar tragedies could be told.

"The average lifetime of twenty-five thousand dollars left in the hands of a woman is less than seven years." That statement was made by Sylvia S. Porter, financial editor of the New York Post, in the Ladies' Home Journal.

Years ago, The Sat.u.r.day Evening Post said in an editorial: "The ease with which the average widow without business training, and with no banker to advise her, can be wheedled into putting her husband's life-insurance money into wildcat stocks by the first slick salesman who approaches her- is proverbial. Any lawyer or banker can cite a dozen cases in which the entire savings of a thrifty man's lifetime, ama.s.sed by years of sacrifice and self-denial, were swept away simply because a widow or an orphan trusted one of the slick crooks who rob women for a livelihood."

If you want to protect your widow and your children, why not take a tip from J. P. Morgan-one of the wisest financiers who ever lived. He left money in his will to sixteen princ.i.p.al legatees. Twelve were women. Did he leave these women cash? No. He left trust funds that ensured these women a monthly income for life.

Rule No. 8: Teach your children a responsible att.i.tude toward money.

I shall never forget an idea I once read in Your Life magazine. The author, Stella Weston Turtle, described how she was teaching her little girl a sense of responsibility about money. She got an extra cheque-book from the bank and gave it to her nine-year-old daughter. When the daughter was given her weekly allowance, she "deposited" the money with her mother, who served as a bank for the child's funds. Then, throughout the week, whenever she wanted a cent or two, she "drew a cheque" for that amount and kept track of her balance. The little girl not only found that fun, but began to learn real responsibility in handling her money.

This is an excellent method and if you have a son or daughter of school age, and you want this child to learn how to handle money, I recommend it for your consideration.

Rule No. 9: II necessary, make a little extra money off your kitchen stove.

If after you budget your expenses wisely you still find that you don't have enough to make ends meet, you can then do one of two things: you can either scold, fret, worry, and complain, or you can plan to make a little additional money on the side. How? Well, all you have to do to make money is to fill an urgent need that isn't being adequately filled now. That is what Mrs. Nellie Speer, 37-09 83rd Street, Jackson Heights, New York, did. In 1932, she found herself living alone in a three-room apartment. Her husband had died, and both of her children were married. One day, while having some ice-cream at a drug-store soda fountain, she noticed that the fountain was also selling bakery pies that looked sad and dreary. She asked the proprietor if he would buy some real home-made pies from her. He ordered two. "Although I was a good cook," Mrs. Speer said, as she told me the story, "I had always had servants when we lived in Georgia, and I had never baked more than a dozen pies in my life. After getting that order for two pies, I asked a neighbour woman how to cook an apple-pie. The soda-fountain customers were delighted with my first two home-baked pies, one apple, one lemon. The drugstore ordered five the next day. Then orders gradually came in from other fountains and luncheonettes. Within two years, I was baking five thousand pies a year-I was doing all the work myself in my own tiny kitchen, and I was making a thousand dollars a year clear, without a penny's expense except the ingredients that went into the pies."

The demand for Mrs. Speer's home-baked pastry became so great that she had to move out of her kitchen into a shop and hire two girls to bake for her: pies, cakes, bread, and rolls. During the war, people stood in line for an hour at a time to buy her home-baked foods.

"I have never been happier in my life," Mrs. Speer said. "I work in the shop twelve to fourteen hours a day, but I don't get tired because it isn't work to me. It is an adventure in living. I am doing my part to make people a little happier. I am too busy to be lonesome or worried. My work has filled a gap in my life left vacant by the pa.s.sing of my mother and husband and my home."

When I asked Mrs. Speer if she felt that other women who were good cooks could make money in their spare time in a similar way, in towns of ten thousand and up, she replied: "Yes-of course they can!"

Mrs. Ora Snyder will tell you the same thing. She lives in a town of thirty thousand-Maywood, Illinois. Yet she started in business with the kitchen stove and ten cents' worth of ingredients. Her husband fell ill. She had to earn money. But how? No experience. No skill. No capital. Just a housewife. She took the white of an egg and sugar and made some candy on the back of the kitchen stove; then she took her pan of candy and stood near the school and sold it to the children for a penny a piece as they went home. "Bring more pennies tomorrow," she said. "I'll be here every day with my home-made candy." During the first week, she not only made a profit, but had also put a new zest into living. She was making both herself and the children happy. No time now for worry.

This quiet little housewife from Maywood, Illinois, was so ambitious that she decided to branch out-to have an agent sell her kitchen-made candy in roaring, thundering Chicago. She timidly approached an Italian selling peanuts on the street. He shrugged his shoulders. His customers wanted peanuts, not candy. She gave him a sample. He liked it, began selling her candy, and made a good profit for Mrs. Snyder on the first day. Four years later, she opened her first store in Chicago. It was only eight feet wide. She made her candy at night and sold it in the daytime. This erstwhile timid housewife, who started her candy factory on her kitchen stove, now has seventeen stores-fifteen of them in the busy Loop district of Chicago.

Here is the point I am trying to make. Nellie Speer, in Jackson Heights, New York, and Mrs. Ora Snyder, in May-wood, Illinois, instead of worrying about finances, did something positive. They started in an extremely small way to make money off the kitchen stove-no overhead, no rent, no advertising, no salaries. Under these conditions, it is almost impossible for a woman to be defeated by financial worries.

Look around you. You will find many needs that are not filled. For example, if you train yourself to be a good cook, you can probably make money by starting cooking cla.s.ses for young girls right in your own kitchen. You can get your students by ringing door-bells.

Books have been written about how to make money in your spare time; inquire at your public library. There are many opportunities for both men and women. But one word of warning: unless you have a natural gift for selling, don't attempt door-to-door selling. Most people hate it and fail at it.