ENTHUSIASM 471This letter brings the reader up with a bang and turns his own
conscience into an ally of the writer; it corners him, just as a hunter
might corner a rabbit by driving it into a carefully prepared net.
The best evidence I can offer that this analysis is correct is that the
letter brought replies from every person to whom it was sent, despite the
fact that everyone of the recipients was of the type that is generally
supposed to be too busy to answer a letter of this nature. Not only did
the letter bring the desired replies, but those to whom it was sent also
replied in person, with the exception of the late Theodore Roosevelt,
who replied under the signature of a secretary.
John Wanamaker and Frank A. Vanderlip wrote two of the finest
letters I have ever read-each a masterpiece which might well have
adorned the pages of a more dignified volume than the one for which
the letters were requested. Andrew Carnegie also wrote a letter that
was well worth consideration by all who have personal services for
sale. William Jennings Bryan wrote a fine letter, as did, also, the late
Lord Northcliffe.
None of these wrote merely to please me, for I was unknown to
all of them, with the exception of four. They did not write to please
me-they wrote to please themselves and to render a worthy service.
Perhaps the wording of the letter had something to do with this,
but, as to that, I make no point other than to state that all of those
whom I have mentioned, and most others of their type, are generally
the most willing to render service for others when they are properly
approached.
I wish to take advantage of this appropriate opportunity to state
that all of the really big public figures whom I have had the pleasure
of knowing have been the most willing and courteous men of my
acquaintance when it came to rendering service that was of benefit to
others. Perhaps that was one reason why they were really major figures.