to hold those he already has. "If one would have friends, he must show himself friendly," is the substance of Bacon's statement, and its truth can be proved in the experience of all of us. Few of us have more friends than we need, and we can well afford to hold on to our present list and to develop as many new ones as possible. It takes a very little thing sometimes either to cement or to break a friendship that has no very strong bonds.
It is a good business proposition even if one is doing the thing from a purely selfish motive to write these letters of courtesy, for there is in it a personal touch that cannot help but make its appeal. Many of our everyday business deals are finally settled upon purely personal grounds. There are a half dozen stores in town which sell men's clothing, and there is little if any difference in the character of the goods they display. I do business with the one with whose proprietor I have the most intimate personal relations, the one who has shown me the most personal kindness, and who gives me the most careful personal attention. I am appealed to quite as much by the relationships which
