everyone who called at his office should go away impressed with his marked prosperity, because that was a free advertisement, and he could not afford to lose it.

If any one called to see him who could in any way give him a lift in business or add in any way to his reputation or help him along, he would invite him to luncheon or dinner, and would telephone for his automobile to be sent to his office. And this automobile was no ordinary machine. It was as distinctive as everything else that belonged to the man. In other words, everything about him was calculated to make the strongest possible impression upon strangers—an impression of prosperity, of success.

The result was that this young man soon got in with millionaires, and from them he often got tips and information which enabled him to make money so rapidly that in a comparatively short time he became a millionaire himself. I know young men in New York who actually borrow money in order to keep up appearances, and many of them win out, so far as getting ahead is concerned. They manage to put up a good front, make a good impression upon their bankers and the people with whom they do business. They thus use their appearances for their credit.

Now, I am not advocating this method of attaining financial success, or passing upon whether it is right or wrong, but am simply stating facts to

emphasize the tremendous power of appearances.

We all know that appearances have a wonderful influence upon those we deal with, and any show of weakness is fatal. Many a man has kept his business afloat when it would otherwise have gone to pieces, just because he knew the art of keeping up appearances, of keeping away every earmark of weakness, of poverty, of straitened circumstances. A man in financial difficulties knows perfectly well that if he told his banker the exact condition of his business he would be refused the loan he asks, which would often mean ruin, as the getting it often means success.

Many a man has gone to bed anxious and worried about his business affairs, not knowing, perhaps, where the money was to come from for his payroll on Saturday, but who, by knowing the philosophy of appearances, of covering up the weak points in his business, has succeeded in getting a loan to tide him over, when, if he had exposed his real condition, he could not have gotten credit from any one.

A "good front," the appearance of prosperity, as an asset, is a very interesting topic, on which there is a great diversity of opinion. How far one is justified in going beyond his means to keep up appearances, and, for business reasons, to make a good impression depends a great deal upon the person himself. What would be extravagance for one, might be the shrewdest kind of economy for

another. Personal ability, conditions, future prospects and other factors, in every individual case, must be considered.

Personal appearance, however, is not so much a question of expense as of cleanliness and neatness. To be well groomed is not, necessarily, to be expensively dressed; but rather to be neatly and becomingly dressed, to have your nails free from dirt, your teeth clean, your hair combed, your face shaved; in short, to be scrupulously clean in your person and in your clothing.

Because you cannot afford to buy new clothes is no excuse for having your old ones all covered with grease spots. There is no excuse for your going around wearing mourning under your finger nails just because you are poor. If you are having a hard time of it and looking for promotion, that is all the more reason that you should be doubly careful.

If anybody can afford to be careless about his dress and appearance it is the man who has already "arrived." Certainly you can't afford to take chances with your little personal assets. You must make the most of them. The fact that you are poor and getting small wages is no reason why you should go about with three or four days' beard on your face or with your shoes covered with dust. It would not take you over ten minutes in the morning to shave, and if you wish to look clean and to make people see that you respect yourself

and mean to be somebody you ought to shave very morning. It would take but a little time to brush your clothes and your shoes every day, but the difference it will make in your appearance will mean a great deal to you. A clean body, clean linen, a neat tie, a well-brushed suit of clothes, even if they are a bit worn, and well-polished shoes, would revolutionize many a man's appearance.

The higher animals set man an example in this respect. Singing birds are remarkable for their cleanliness. In fact, all birds are very particular to wash themselves often and carefully; and it has been noticed that the animals which are the cleanest are always to be distinguished by a gay and cheerful appearance or a certain air of tranquillity. The effect of cleanliness on mankind extends to one's character, for virtue and filth can never be friends. Carelessness, indifference, slovenliness in dress and the care of the body indicate a defective ideal, a low order of ambition, a deficient selfrespect.

On the other hand, there is no doubt that we have a better opinion of ourselves and respect ourselves more when we keep ourselves scrupulously clean, when we groom ourselves carefully and dress neatly and becomingly. The consciousness of being every whit clean, in our body and in our clothing, has also a multiplying power on our ability, and in our chances for success. It increases self-confidence and stimulates ambition.

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When our country selects an ambassador to represent it in foreign courts, it appoints a man who will really represent the country in a highclass way, both as to his personal appearance and the manner in which he lives. We know that our country will be judged by the sort of representatives it sends out, and we cannot afford to take any risks of being underestimated.

The same principle applies to our big business. houses. They cannot afford to send out highpriced salesmen who will make a bad impression, because the general reputation of their concern would be affected adversely; their business would suffer.

Now, in a way, you as an individual put out a representative of yourself. Your appearance tells the world what you are trying to do. Everything about you is supposed to indicate your ambition, your aim. Good readers of character can tell at a glance what these are.

When we go to the photographer's to be photographed, we are very careful to dress up, to groom ourselves perfectly, to be at our best, but photographs so taken are seldom seen, and usually only by our friends. It is the snapshots that are taken of us many times a day that people see and judge us by. How often these snapshots are taken when we are off guard, not expecting to be photographed!

It was a rainy day, for instance, and you thought you were not likely to run across any one for whose