58 



$4223.00 PROFIT IN ONE YEAR 



"Busy Days" Among the Colony Houses on Sheppard's Famous Farm 



swiped birth-right, was roaring to meet him with a bunch of fighters. 

 Jacob then started to "sell" himself to his wild-eyed kin. He set apart live 

 stock for a gift. But he didn't hand it to Esau all at once. No, no. He 

 divided it into six or nine groups and "put a space betwixt drove and 

 drove." He was after a series of favorable impressions. He even went so 

 far as to halve his own family and possessions — put a space between the 

 halves — and join himself to the rear caravan. Saving his heaviest shot for 

 the last. If all this isn't safe and sane advertising psychology, then what 

 is it? 



You have to keep after people time after time, sometimes it's the last 

 letter that gets the big order. The same follow-up idea applies to using 

 papers. If you havn't very much capital, pick out one good paper and stay 

 in it every month. Don't drop out unless it demonstrates that it is not pull- 

 ing business for you. If it is, stay in and gradually add to your list. It's 

 the tap, tap, tap of the advertising hammer that counts. 



