"Forty six." "Dawson Institute." "Haha." "All I'm asking is a 90 day extension on the note Mr Collins .." "That's all." "And know you must be asking yourself why I'm unable to fulfill my obligations." "And the reason is I've been going through a period of expansion." "Expansion means success Mr Collins." "As Benjamin Franklin said "an expanding business a never-failing one"." "Have I had any results?" "Why Mr Collins .." "You would be amazed at some of the wires I've been receiving." "You certainly would." "Here, I'll read one to you .." "This is from my new branch in Chicago." "Quote:" ""Enrollments to date exceeding our wildest expectations."" ""I've already signed 396."" "Unquote." "And that's only Chicago." "Alright Mr Collins, that's fine." "I'll call you first thing in the morning." "Uhoh, here comes Bolston." "Let's see what they have to say .." "Thanks." "Six." "Look at these, will you." "¦ May I come in?" "Horace, you're just the man I want to see." "¦ Oh really?" "Well .." "I'll leave it to you." "What's your opinion on this type of advertising?" "Well .. arresting, magnetic, vigorous." "With just a touch of puissance." "I tell you that stuff went out with wall telephones." "Oh, no, no." "No Claire, I can't agree with you." "Then you went out with wall telephones." "Nowadays, talk isn't enough." "Well I've enrolled hundreds into the Institute by merely talking to them." "The messenger is waiting Mr Dawson." "Any reply to that last wire?" "Yes." "Yes Miss Hathaway." "Send him in." "¦ Yes, sir." "I'll show you what words can do." "In sixty seconds this boy will be a student of the Dawson Institute." "It stands to reason that if I inject the same personality, the same words into .." "Good morning young man." "¦ Good morning." "You know, as I saw you through the open door, I said to myself .." "I wonder if that young man would like to be a success." "Would you?" "Sure, anybody would." "¦ Then, what's to prevent you?" "You lack poise and confidence." "You haven't learned to think on your feet yet." "In 8 short weeks I can lift you out of your rut, and make you a .." "a self-confident, forceful, dynamic leader of men." "Yeah, but listen .." "¦ Now just what is it you want to say?" "I'm trying to tell you I took your course last year." "You!" "Well .. really." "Isn't that odd?" "You know, as I saw you through the door I said to myself .." "Now there .. now there is a young man with leadership written all over him." "There is a man you can't keep down." "Don't be discouraged." "Remember the first rule of the Dawson system: never be a defeatist." "Last year I gave you self-confidence." "I promise you you'll get that back." "Last year, I gave you 80 bucks." "I'd be content if I could get that back." "Lazy." "Shiftless." "I know the type." "Well, those are the ones you have to sell." "And I still say you're not going to do it, by just pointing at them." "Well .. the Navy's been using that kind of poster for years." "Very successful." "And really Claire, you can't judge by a boy like that." "He's stupid." "He may be stupid, but I think he's solved our problem for us." "He just gave me an idea .. you know who our next customer is?" "The biggest failure in the United States." "The biggest failure .. who's that?" "¦ A friend of yours?" "I don't know who it is." "We're going to find him." "We're going to run a nation-wide contest." "Think of the free publicity we'll get." "For years there has been contests for everything .." "From corn-huskers to bathing beauties, but this is something new and different." "A contest for the greatest failure." "Yes .. that has possibilities." "¦ Yes, it certainly has." "Now, after we find our failure .." "We put him through the course, follow him every step of the way .." "With photographs, interviews, magazine articles, radio broadcasts." "and when he comes out the other end of the line a success .." "Everyone will know about the Dawson Institute." "Hmm." "What's more, people would say: if Dawson can do it for him, he can do it for me." "Why, that's exactly what they'll say." "Because you won't be telling them, you'll be showing them." "You know darling." "I think we've hit on something." "There's only one thing wrong." "That word "failure"." "That's bad psychology." "Very bad .. people hate to admit their failures." "Yes .." "I think the phrase "ideal subject" would be better." ""The Dawson Ideal Subject Contest."" "The Dawson .." ""Ideal Subject Contest is open to every man and woman in the United States."" ""Just listen to this." "The first prize is 500 dollars in cash."" ""A trip to New York city, with all expenses paid."" ""And a free course of study in the Dawson Institute Of Success."" ""Send in your entry today to Dwight Dawson."" ""261 Fifth Avenue, New York city."" "Well, what about this man?" "He resides in Michigan." "He says, quote: in 1936 I was appointed General Manager of a local dairy." "I have worked here hard for six years." "I am now the janitor of the same concern." "Offhand, I would say he was slipping." "Let me see his picture." "Oh no, no." "This man is sick and emaciated." "Our perfect failure must be of sound body and fairly sound mind." "He should have all the potentialities of success but alas .." "Get the broom boys and sweep out the rest." "Here's the winner." "Listen .." "Dear sirs .. since I'm only allowed 50 words, I'll have to take a few shortcuts." "I don't have to tell you my name." "You'll find that at the bottom of the page." "And the return address on the envelope will tell you where I live." "I'm sorry the enclosed picture isn't very good." "But Pete never was handy with a camera." "Now .. about what I do for a living." "I've got a few row-boats that people go fishing in." "So I guess you could call me a "boat renter-outer"." "Since there's fishing only in the summer, I don't do much during the winter except .." "Sit around and wait for the summer again." "Now, about my ambition." "If I've got any, it's just to keep on doing what I'm doing .." "And living the way I'm living." "Sincerely yours." "Thadeus Winship Page." "I don't believe it." "And he's just as good in person." "Take a look." "He makes Lester look like the boy-wonder of Wall Street." "Young, healthy, lazy, shiftless." "Phlegmatic, no ambition, indifferent." "Perfect, perfect." "Imagine." "He does nothing at all." "He wants us to continue doing nothing." "That young man is certainly in a rut." "Rut?" "He's in a trench." "Horace, what's your decision?" "Well, if I may use the jargon of the street, I would say that Mr Page is a jerk." "You're right." "Then we all agree that he's the winner of the Dawson Ideal Subject contest." "We'll send him a wire immediately." "That's fine." "Now Mr Page, would you move back just a little." "Yes, that's it." "That's it." "A nice smile now." "This way Mr Page." "How about one shaking hands?" "Get in closer will you Mr Page." "No, no." "Back a little bit." "¦ That's better for me." "Hold it." "Look this way." "Big smile." "How about one with Mr Page alone." "With his hat on." "Yeah, like he's just arrived." "¦ Yes, holding my latest book." "Here's one right here .. here we are." "Better have the name clear." "Is that right?" "Oh that's perfect." "That's it." "That's it." "Alright boys, just one more now." "When Mr Page is getting the check." "Check?" "You have the check?" "¦ Yes, here it is." "Hold this right now .. you take hold of the other end Mr Page." "Yeah, that's a good one." "Hold that." "¦ Steady now." "That's fine, thanks." "Okay fellows, I think that does it." "Thanks for coming up." "Oh that's alright Claire." "I appreciate this a great deal gentlemen." "Mr Hunter will take care of the legal issues." "A little spiritual encouragement." "Well Mr Page, you did nobly." "I'm afraid I blinked a little in some of them." "You see, that's the first time I've had my picture taken that way." "All I got is one of those box cameras." "Come on, sit down Mr Page." "Sit down, right here, right here." "Can I get you a little drink?" "Oh no thanks." "My head is spinning enough as it is." "Is that all?" "¦ That's the works." "Well, I sure thank you for the check." "It will come in handy .. we're raising money up home for a fire-engine." "A fire-engine?" "Well isn't that nice." "It was nice to have met both of you." "If you're ever up my way, just drop in." "I'll show you some of the best fishing you ever saw." "Uh .." "I don't quite understand .. were you going some place Mr Page?" "Sure .. home." "Of course not right away." "I can't get a train until morning." "What about the course?" "¦ Huh?" "What about the course you're going to take?" "What course?" "What course?" "Now look Mr Page, when you entered this contest .." "Do you remember what the advertisement said?" "Uhuh." "Write fifty words about yourself and win 500 dollars." "And a free course of study in The Dawson Institute." "Oh yeah .. now I remember." "¦ Oh sure .." "Well, it didn't say I had to take the course, did it?" "No .. but we just assumed that you'd be only too glad to take it." "No .. you see I just entered the contest to raise the money for the fire-engine." "It was the only way I had of getting cash." "I must have entered a hundred contests .." "¦ Oh, that's fine Mr Page." "But you see the money was just incidental." "The main part is that you were chosen as the man most in need of the training." "Mr Page .. you don't realize what I can do for you." "Why, I can make you a leader of business, a Captain Of Industry." "You can?" "¦ I certainly can!" "Look .." "look at these men." "All of them .. my boys!" "And what were they before they came to me?" "Frightened, frustrated, inhibited misfits!" "Look at them today!" "Executives, Sales Managers, Vice Presidents .." "And I did it all in eight short weeks." "Eight weeks?" "Think of that." "¦ It's amazing, isn't it." "It sure is." "Well, I guess I'd better .." "¦ Ah, Mr Page .." "You can't afford to turn this down." "You owe it to yourself." "Maybe so, but I don't like to put you to any trouble." "It's no trouble at all." "It's Mr Dawson's business." "At least it was his business." "I don't think I'll bother with it this time." "If I'm ever in New York again though, I might stop in and take it." "Now look Mr Page, the Dawson method is not just a massage." "It's not just something you take if you are in the neighborhood." "No!" "This is something that can change your entire life." "Oh, I don't think I'd like that." "I kind of like the way I'm living." "I'm pretty happy." "¦ How can you be?" "Oh now, Miss Harris, that's like asking a person how he can like ruder ?" "He doesn't know." "He just likes them." "All I know is I wake up in the morning happy." "I go to bed at night happy." "I'm just happy." "Mr Page, you're merely deceiving yourself." "You have no position, no authority, no influence." "Why, you are practically nothing." "Oh, I wouldn't say that." "Mum and I got a nice house in a wonderful little town, a lot of friends .." "I got a car .. four good tires." "But you must rouse yourself, drive yourself." "Utilize your powers and your capabilities." "Personally, I never figured that way." "Well tell me how you do figure Mr Page." "I'd certainly like to know." "Well .." "Number 1:" "You don't live for ever, so it's no use taking things too hard." "Number 2:" "Shrouds don't have pockets, so it's kind of silly making too much money." "Number 3: .. oh .." "Being a success is a job in itself." "It wouldn't give me the time to do the things I like to do like .." "reading or .. sitting on a row-boat out on the lake just .." "thinking .. or watching a tree bending back and forth in the wind." "But that's a lazy man's philosophy." "¦ I know it." "I'm lazy." "Well, I'll say goodbye." "Now Mr Page, let's not be too hasty." "Now, now Miss Harris .." "If Mr Page doesn't want to take the course, why that's all there is to it." "As Benjamin Franklin said:" ""Let people do what they want"." "But I .." "I do feel kind of guilty." "After all, if you don't do the course, you won't get all that's coming to you." "I don't mind." "I'm satisfied with just the 500." "I have it!" "I know how to make it up to you." "You said your train doesn't leave until morning." "Well that's fine." "Tonight, I want you to see New York at my expense." "Miss Harris will show you around." "And I promise you, you'll never find a more attractive guide." "I'm sure of that." "I'd certainly like that if it's alright with Miss Harris." "Why .. yes, I'd be delighted." "Splendid!" "Now, first thing we'll do, is put you up at a fine hotel." "And .. you uh, you do have some clothes?" "Yes." "Just a moment, I've got to get my hat." "Uh .. excuse me a minute Mr Page." "I'll be right back." "Don't tell me what is going on, just let me guess." "I've got an idea what .." "Some idea." "You can't let him get away." "Don't you realize if he doesn't take the course .." "This place will smell of mothballs in a week?" "I know that, but I also know what kind of a person he is." "We're not going to change him by arguing with him." "He's too contented, too satisfied." "Well it's not going to help matters by agreeing with him." "I'm not." "But the first thing we got to do is make him dissatisfied with his life." "And the best way of doing that is to show him New York from Avenue "A" to the zoo." "By 5 o'clock tomorrow morning he won't even want to look at sleepy-hollow again." "That's fine .. but why am I elected?" "Darling .. if he stays, we'll be on our honeymoon in three months." "I'll take you to Guatemala .. oh it's wonderful down there." "You lie in bed, you reach out your window .. and pick yourself an orchid." "That's the kind of gardening I like." "Come on." "Get your hat." "Now, that wasn't so bad, was it?" "¦ Bad?" "It was swell." "Dancing with you is easy." "How about champagne?" "¦ Oh, thank you." "Well .. there it is Mr Page." "Manhattan at your feet." "Looks like the sky turned upside down." "It's thrilling isn't it .. doesn't it make you want to be a part of it?" "Nope .. not me." "Look at that poor old fellow over there sitting by himself." "I've seen him some place before." "¦ He shouldn't be up here, all alone." "I'm going over to ask him to join us." "¦ I wouldn't if I were you." "He might .." "I hate to see anyone looking lonely like that." "Excuse me." "A little more, sir?" "¦ No, no." "Get away, all of you." "And don't hang around like a flock of pygmies." "Go on, go on." "Hello." "Well, what do you want?" "Nothing, nothing at all." "Well, that's the first anybody has said that to me." "You just looked lonesome." "I just felt sorry for you." "Sorry for me?" "Well, that's the second thing nobody ever said to me." "My name is Tad Page." "What's yours?" "¦ James Roger Barker." "I've got an uncle named Jim." "That's quite a coincidence." "Glad to know you, Jim." "The reason I came over is to know if you'd like to join me and my lady friend." "No thank you." "Oh come on Jim." "We got a whole quart of champagne." "We can't drink it all by ourselves." "It's a shame to have it go to waste." "Well, I'm not in the humor for champagne at this moment." "Come on over, we'll just talk." "Young man, what are you driving at?" "¦ I'm not driving at anything." "It's just that we've got a saying at home:" ""A man eating alone, is the saddest thing known."" "So I just wanted to be neighborly and came over to ask you to join us." "Well thank you, but I prefer to remain right here." "Okay Jim, suit yourself." "But if you change your mind, come on over, you'll be welcome." "Goodbye." "I'm glad to have met you." "He didn't feel like coming over." "¦ No wonder." "I just remembered." "Do you know who that is?" "That's James Roger Barker." "That's what he said." "He's got more millions than this champagne has bubbles." "Oh .." "I guess that's why he's worried." "I don't believe it." "¦ It's alright, isn't it?" "Alright?" "Why, of course." "Well, glad you changed your mind Jim." "I'm sorry I was so gruff over there, but .." "It seems that everybody wants to try to sell me something." "Oh I just want to be friendly, that's all .. sit down, Jim." "Oh I'm sorry, Miss Harris I'd like to let know Jim Barker." "How do you do, Mr Barker." "¦ How do you do." "Sit down." "What are you doing in a place like this all by yourself?" "Well, my doctor ordered me go out and listen to some music and relax." "That's mighty good advice." "Why don't you?" "Relax I mean." "¦ I am relaxed." "You don't look it." "You know how I relax?" "It's simple but it works." "Think of a piece of raw liver." "You know, raw liver." "Uhhh .." "Try it." "Uhhh .." "Say, that's a good scheme." "Some people prefer to think of a jellyfish, but I get much better results with liver." "Would you excuse me please." "I've just remembered I have to call my sister." "Oh, please don't get up." "Hello .. who?" "Oh yeah, yeah." "Claire." "At the Havana room, huh?" "James Roger Barker, yeah." "James Roger Barker!" "Well, well do something." "Get a photographer." "I called Charlie, he's on his way over." "You should see Barker." "He hasn't smiled in four years and he's in there laughing." "Imagine!" "I talk to that boy for five minutes .." "And he goes right out and makes a friend of Barker." "Why, it's amazing!" "It sure is!" ".." "Yes .." "Yes .." "Yes, okay." "So he took another look." "He said "that ain't a bear, that's a moose"." "Ah, that's better." "You know, I shouldn't feel this good, but I do." "It's the champagne." "¦ Oh no, I've only had two glasses." "It's you." "¦ Me?" "Yeah .. you know you're so darned happy .." "A fellow can't be in your company without catching it." "I don't see any point in being any other way .." "Here you are." "Oh Charlie." "Hello Claire, I've got the camera under my coat." "I figured if they saw it there, I might get the bounce." "Where are they?" "Over here." "With the old man." "So, the farmer said "well, that's the best I can do"." "Now, wait until they look up, and get a good one." "And he says "good morning, who are you" and she says "I'm the baby."" "Good morning darling." "¦ Good morning whoever he is." "Ah, good morning Jenny." "Where's Miss Harris?" "¦ She's dressing." "She'll be right out." "Oh .." "Claire!" "You're wonderful." "The picture made page one." "That's fine but .." "¦ And you know what else happened?" "Because of the picture, we've got 42 new enrollments this morning." "And you know what else happened?" "Our country cousin is still holding out." "Why, didn't talking to Barker change him any?" "Nope .. but talking to him changed Barker." "At 2:52 this morning, the old boy retired from business." "He's going to spend the rest of his life fishing." "Good morning darling." "¦ Good morning." "No chance, huh?" "I didn't say that." "I just said he was still holding out." "I'll call you." "¦ Now where are you going?" "I'm going to talk to him." "We can't stand by and watch a million dollars bury itself in the hills of Vermont." "The high pressure won't do any good." "Now come on and sit down." "He's going to call me at 11 o'clock and we'll know then if it's hello or goodbye." "You mean, there's still hope?" "¦ Oh I don't know." "At 2 o'clock this morning it was "absolutely not"." "At 3 it was "well, it might be alright for some people"." "At 4 it was "maybe" and at 5 .." "¦ Yeah?" "It was still "maybe"." "Hello." ""You were called up by Edie." "When you're ready, go ahead please."" "Hello .. hello ma .." "Hello son." "Where you calling from?" "¦ New York." "I just called to tell you I'm going to stay down here for a while." "You are?" ".." "What's her name, son?" "Can't fool you can I. Her name is Claire Harris." "You'd be crazy about her." "Yeah, well I thought maybe Luke could look after the boats." "No, I'm not going to touch that money." "That all goes to the Fire Engine." "They're going to pay my expenses." "Does that mean you have to take that course he gives?" "Well, I've got to go to his classes, but I don't have to listen." "That's right .. don't worry, I'll write real soon." "Goodbye ma .. goodbye." ""Number please?"" "SU 57398 please." "But it's two minutes after eleven." "Well Dwight, for goodness sakes you have to allow a few minutes .." "Hello .. oh good morning Mr Page." "Well that's splendid Mr Page." "Alright, see you at class tonight." "Good evening, good evening." "Very glad to have you with us." ""We are indeed"." "¦ Inside sir." "Good evening." "¦ Good evening." "How are you tonight sir?" "¦ Very fine thank you." "Very glad to have you with us." "Go right on in." "Hello darling, where you been?" "Trying to get rid of a splitting headache." "Has Johnny Appleseed shown up yet?" "Our worries are over." "There he is." "Good." "I brought Charlie along." "I thought we could get some pictures." "And if we .." "Leaving already sir?" "Yes, I've changed my mind." "I don't think I'll take the course Mr Dawson." "Now come, come." "Remember what Benjamin Franklin always said:" ""Never say no until you've tried something twice."" "Of course." "Step into my office and we'll talk this over." "No thanks, I've got to be going." "Goodbye." "Well .. that's the fifth one tonight." "I don't understand it .. we've never had anything like this before." "There's something else you've never had before .." "Mr Page." "Why you don't have to take this course .. you're a success already." "Because, according to Mr Dawson's standards you are a failure .." "That doesn't mean it is so .. maybe his standards are wrong." "Maybe." "Of course, Mr Dawson is right about one thing." "He says I'm not a go-getter and I'm not." "I've known a lot of go-getters." "I've been pall-bearer to about ten of them." "They're just so darned busy going or getting, they didn't have time to breathe." "Why, you've got a home, a wife you like, a family that likes you .." "And plenty of time to enjoy them." "It seems to me you've got everything that's important." "What more can you ask for?" "Two wives?" "Two families?" "It's sabotage, that's what it is." "He's learning how to influence people awful fast." "Get him out of her." "Tell him we want to take some pictures .. anything." "It will take me an hour to get these men back in line." "Goodbye." "Sure glad I met you Mr Page." "Goodbye." "¦ Goodbye," "There goes number six." "You'd better hurry, or we're going to be renting this place out for dancers." "Now, let's take your case Mr Jackson." "Good evening Miss Harris." "Mr Page, I'm sorry to break this up, but I'd like to talk to you for a minute." "Oh certainly." "Excuse me." "See you all later." "The newspapers want a story on you, so could you give me some informatiön." "I'd be glad to." "Shall we sit over here?" "Oh, it's rather noisy." "I thought maybe we could take a walk." "Well, that'd be wonderful." "I mean, I'll get my hat." "I give up .." "I guess you were just born lazy." "Oh no .." "I ain't got no respect for anyone who was born lazy." "That's like being born a King." "They didn't do anything to get there." "Well .." "I had to develop it .." "It took me a long time to get where I am." "It must have been a happy day for your mother when you came to that conclusion." "Yes .. and no." "You see, I had pneumonia." "I was awful sick." "They had my new suit laid out and everything" "Right then, I said to myself there is nothing like being alive." "So, when I got better, I .. just started living." "Nothing else, just living." "Yeah, I felt that way once." "When I was seasick." "The only difference was, I wanted to die." "Everybody feels like that when they're on the brink." "The trouble is, when they get better, they forget all about it." "I did too until I developed my system." "Now I get pneumonia regularly, twice a year." "What?" "¦ Only pretend of course, but .." "When I begin to worry and fret that I'm not President, I just .." "Lie down and say "well, you've got pneumonia"." "Then it all comes back to me, and I just get up and go on living again." "But if everybody lived like that, nothing would ever be accomplished." "I wouldn't say that." "There's lots of .." "You got a headache?" "¦ A beauty." "That's too bad." "I'll fix it for you." "Come over here and sit down." "Now wait a minute." "Are you one of those people who tell me to look away and then twist my head off?" "No, no." "It's simple." "Just sit down." "Now just .." "lean back and relax." "That's fine." "I'm just going to loosen up the neck muscles." "Now just close your eyes .. and imagine your head is the second hand on a watch." "And just let it go round .." "and .. round .. slowly." "Like this?" "¦ That's it." "Just keep it going round." "It seems awfully silly." "Are you sure it works?" "This is what an aspirin does when it's got a headache." "Keep it going around." "The next thing is to imagine a .. nice quiet lake." "A .. soft .. blue .. sky." "You mind a few ducks flying around?" "Not if they are not flying too fast." "¦ Okay." "Take it easy ducks .." "Now then .. what were we talking about before?" "Oh about people like you slowing down the wheels of progress." "That's right .. well, you're all wrong." "Did you ever stop to thing what the world owes to the lazy man?" "They say that necessity is the mother of invention." "And if that's the case, laziness must be the father." "Well just think back to a long time ago, when people used to live in caves." "What did they do when they wanted a drink of water?" "They walked down to the river." "¦ That's right." "But sometimes the river was a mile or two away." "They did a lot of walking." "Especially if they just had fish for breakfast." "Now, the go-getter, he didn't mind walking." "But there was one fellow, he was awful lazy." "He didn't like that running back and forth." "So what did he do?" "He figured out a way to bring back a whole day's supply in one crack." "He invented the bucket!" "Today we've got pots and pans .. glasses .. and .. bathtubs." "But it all started with that bucket." "Well, that may be so, but that's only one instance." "Alright, what about the boys that built the pyramids?" "They used to load those big, heavy stones on a sort of flat-bottom sled .." "And then a couple of thousand of them would break their backs pulling it." "But there was one lazy guy in that road gang, and he said "look fellows .."" ""This is too much work"." "He said "let's find some flat stones and .."" ""Cut them sort of round and put one at each corner and the thing would roll"." "If it wasn't for that no-good, worthless, lazy lout, you wouldn't have wheels." "Then you wouldn't have wagons .." "or automobiles or trains or .." "Miss Harris." "Miss Harris in Jenny?" "¦ No Mr Dawson, she ain't home yet." "Where do you suppose she is?" "I hoped she'd call me a half-hour ago." "She should be back directly." "You want to step in and wait?" "Yeah, thanks." "I will." "Go ahead .." "I'm listening." "I didn't say anything." "You .. you were talking about the pyramids." "Oh, that was an hour ago." "You've been asleep." "I have?" "What have you been doing?" "¦ Just looking at you." "Why, I can't understand it." "I've never dozed off like that before." "You've never been relaxed before." "How's your headache?" "It's gone!" "Say, that revolving door technique really works." "Thanks Mr Page." "After sleeping on my shoulder for an hour .." "I think we can dispense with the "Mr Page", don't you?" "Alright, thanks .." "Thadeus." "Oh, that's worse." "Try "Tad"." "¦ Thanks Tad." "That's better .. much better." "You should work hard and get ahead so you can give yourself security." "Why?" "So you can retire someday, get a home in the country, and enjoy your leisure." "But I've got a home in the country, and all the leisure I want." "Seems sort of silly to me, to go round the barn to get something you've already got." "Is this your house?" "¦ Yes, I have an apartment here." "Oh looks nice." "¦ What about your mother?" "Wouldn't you like to be able to give her all the things she's wanted?" "She's got them." "She likes the same things I do." "But .. someday .. you might meet a girl you like .." "Yes, I might." "¦ How's she going to feel about it?" "Well, I've been wondering." "¦ You mean, you have met somebody?" "Oh .. you in love with her?" "¦ Yep .." "I sure am." "Somebody back home?" "Yes .. her name is .." "Hazel." "¦ Hazel." "She's the loveliest thing I've ever bumped up against." "Well, some day you must tell me more about Hazel." "Some day I will." "¦ Well, goodnight Tad." "Goodnight Claire." "¦ Goodnight." "Darling, I've been worried about you." "Where have you been?" "Finding out if Achilles had a heel." "¦ Well, has he?" "Uhuh .. some hometown doll by the name of Hazel." ""Love!" Of course, why didn't I think of that before?" "The greatest driving force the world has ever known." "Makes giants out of weaklings, commoners out of Kings." "Sure." "Give him lecture 37 about working and winning for the little woman .." "And you'll have him right in the sack." "Well, you sound as if you thought I was taking advantage of him." "No, it's not that .. it's just that I found out something tonight." "We didn't pick a great failure." "We picked the happiest guy in the United States." "Well, that's fine." "With a little success he'll be twice as happy." "I hope so." "He's such a sweet, honest yokel, I'd hate to feel we changed him." "Where he's concerned, any change is for the better." "Huh .." "I wonder." "Don't worry about it .." "I'll talk to him first thing in the morning." "You know .. he's the most trusting, naive sort of .." "Will you stop worrying about him." "¦ I'm not worrying about him." "I talked to Collins at the bank this morning." "He's going to give me 90 days more on that note." "On one condition." "That we keep showing new enrollments." "If they stop, so does the extension." "So we got to do everything in .. our power .. to see that .." "What are you doing?" "¦ Just relaxing." "It's wonderful, you ought to try it." "Just .. just close your eyes." "And imagine your head is a second hand on a watch." "And let it go round .." "and .. round .. slowly." "That's it." "Now .. now think of a quiet lake with a soft .. blue .. sky." "And no one around for miles and miles .." "You'll find these books very fascinating." "If I were you, I wouldn't waste a moment getting to them." "Well, right now I'm reading Aristotle, but as soon as I finish I'll dig right in." "That's fine." "Thanks and goodbye Mr Dawson." "I'll see you in class tonight." "You bet .. goodbye Mr Page." "Well, what do you know about that." "¦ Speaking to me, Mr Dawson?" "Hmm?" "Oh no, no." "I was just reading a letter from a former student of mine." "Oh .. well goodbye." "It was .. a very interesting case." "This boy was in love with a girl .." "Wanted to marry her, he wasn't earning very much, so she kept putting him off." "Then he came to me and took the course, and stepped right into a big job." "They were married shortly after that." "And now he tells me they've just had their first baby .. a fine big boy." "You mean, she wouldn't marry him because he didn't have much money?" "Yes, that's right." "Well, if she's that kind of girl, he'd be better off marrying somebody else." "I'm afraid Mr Page, you're looking at it only from the male point of view." "You've got to consider the woman's side of it too." "Marriage is a partnership." "And it would be bad business to form a partnership with someone who is insecure." "Maybe he's someone who feels that way .." "¦ No, they all do." "You don't have to take my word for it." "Ask any woman you meet." "A matter of simple logic." "But after all, he did marry the woman, so why should we worry about it." "That's right." "¦ You bet." "Well .. bye." "¦ Goodbye Mr Page." "See you tonight." "¦ Yes ... yes." "So, we must be aware of the many pitfalls that lie in wait for the public speaker." "The most important of these and the most difficult to overcome is .. monotony." "And so tonight, we shall learn voice modulation and expression." "To illustrate, I shall recite first .. with passion." "Humpty Dumpty sat on the wall." "Humpty Dumpy had a great fall." "And all the King's horses and all the .. the King's men." "So the poor little dog had .. together .. again." "An excellent speech Mr Mills." "¦ Thank you Mr Hunter." "Goodnight." "Miss Snyder, don't worry about that nervousness." "You'll get over it in no time." "Goodnight." "¦ Goodnight." "And .." "I got to thinking that .." "Hazel has a right to expect the better things in life so .." "I figured that in order to give them to her, I'd better change." "Change is hardly the word." "Do you like it?" "¦ Very much." "It's called the "Junior Executive" model." "It fits fine .. the shirt's a little tight though." "That's why I was late." "I couldn't get the darned thing buttoned." "So you've decided to actually go to work for Hazel .." "Yep." "You must be awfully fond of her." "Well ." "I guess you'll do an awful lot for somebody to love." "You sure will .." "I ought to know." "Well .. goodnight Tad." "Uh .." "Claire .." "You .. you mean you're in love with someone too?" "Oh yes, very much." "It's a wonderful feeling, isn't it." "It sure is." "¦ Well, goodnight Tad." "Goodnight." "Goodnight." "I'll meet you in the office Dwight." "I have to file these." "Won't be a minute." "Well Hunter, may as well turn out the lights I guess." "A successful session, don't you think?" "¦ Very .. by the way, though." "Watch Mr Mallard's smile." "It seems just a little bit forced to me." "You know I felt that too .. a little more of this .. and not so much .." "That's it .. that's it exactly." "Wait a minute." "Looks like Mr Page." "Waiting to see me, Mr Page?" "No, I was just sitting and thinking .." "I .." "Oh that's perfectly alright." "Mr Hunter is here to help, the same as I." "Why of course, I want you to look upon me as a big brother." "Well .." "I don't think I'm going to take the course after all." "Now, Mr Page." "You're just discouraged because you were a little nervous tonight." "It's not that .." "I've lost my incentive." "You see, the reason I changed was because there is .. someone I'm in love with." "Yes I know." "Miss Harris told me." "Hazel is her name isn't it?" "A beautiful name, Hazel." "There isn't any Hazel." "That is .." "Miss Harris is really Hazel only she doesn't know it." "I didn't have nerve enough to tell her so uh .." "I just made up a name." "How jolly." "Do you mean you are in love with Miss Harris?" "You bet." "Only, I just talked to her and found out it's hopeless." "She likes somebody else." "Did she say who?" "¦ No." "Well .." "I'm certainly glad you talked this over with me first." "Why, there's absolutely no reason to be downhearted." "It just means that you got to double your efforts." "Exactly." "It means you have to work twice as hard." "But if she's fond of somebody else .." "¦ Mr Page .." "You have absolutely no worries whatsoever." "I happen to know this other man." "¦ You do?" "What's he like?" "Why he's short, he's fat, he has lots of double-chins." "Practically no hair." "Most unattractive really." "Almost a ghoul." "She still loves him though." "¦ Believe me Mr Page .. she doesn't." "Like most women, she likes to think she's in love." "Why, this man is from Hoboken." "She rarely sees him." "Well, I wouldn't want to come between two people .." "Did Mark Anthony step aside and let Caesar take Cleopatra?" "Exactly." "And did whatsisname "Romeo" let Juliette run away with Tybalt?" "No, no, no." "Not at all Mr Page." "You have to throw down the gauntlet, you have to accept the challenge." "Absolutely!" "As Benjamin Franklin so wisely said .." ""None but the brave deserve the fair."" "Exactly, none but the brave, no one else." "It means that you've got to work hard and prove to her that you're the better man." "And we're here to help you." "We'll give you private lessons." "Indeed we will, but .." "You must apply yourself to become the type of man she admires and respects." "You must all your .. your personality." "Pretty good .. but a little firmer." "Don't forget to smile." "Excellent, excellent." "There!" "Hmm, hmm, ain't that beautiful." "¦ I guess I spelled everything right." "Can't improve it by me." "I'll go Jenny, it's probably Mr Dawson." "¦ Yes, ma'am." "Happy birthday darling." "You know that makes me on 33 with ?" "¦ How many?" "That last kiss took 5 years off my life." "Hey careful, I'll be too young to vote." "Come on, get your coat, we're going out." "Oh no, you're staying here." "I'm giving you a surprise party." "A surprise party?" "Yes, I had to." "Hunter and the bunch wanted to do something for you." "Oh .. oh I thought we'd go out some place, just the two of us." "Oh I'd love to darling, nothing I'd like better, you know that." "It's just one of those things I couldn't get out of." "We'll just have to be satisfied with a few minutes before they get here." "Come on, I've got something to show you." "Well, I'm glad you warned me." "Now, when the others arrive .." "I can say "my, isn't this wonderful" instead of "what you doing here?"." "Happy birthday Mr Dawson." "¦ Thank you Jenny." "Jenny, would you put Mr Dawson's coat in the bedroom please." "And take this wine into the living room." "¦ Yes ma'am." "There, Jenny made it with her lily white hands but the lyrics are mine." "Why that's wonderful, wonderful." "Oh.." "¦ What's the matter?" "It doesn't say you love me." "And there is room for two more "darlings" right there." "Okay, anything to please." "Can you stand a little good news?" "I certainly can." "I arranged with Peak Magazine to run a double spread on our boy-wonder." "Now that is the nicest present I've had today." "That's only the wrapping." "NOW magazine wants a whole section on him. 8 pages." "NOW?" "Why they have a circulation of three million." "Which means a reading public of ten million." "Ten million!" "Will they use pictures of the school?" "They're going to treat it in a Horatio Alger manner." "A small town boy makes good in the big city, with the help of Dawson." "On one condition." "Don't tell me we have to pay for it?" "No, no." "But the editor pointed something out to me and he's quite right." "The story's got to have a big finish." "Just graduating isn't enough." "He's got to have a job so the public will know that Dawson did him some good." "Of course, of course, he'll get a job as soon as he graduates." "All my students do." "Yes, but he doesn't graduate for ten days and NOW goes to press on Thursday." "Oh .. then we got to do something immediately." "Yeah, I did this morning." "I think I got him a job with Security Life." "Third district manager in charge of sales." "Why that's marvelous." "Third district manager .." "He's just a junior salesman." "The title is something I cooked up." "It will look impressive in print." "There." "Is that better?" "I added two more "darlings" and "I love you"." "Yeah, that's fine." "¦ Now, shall we have our drink?" "Say .." "I bet the insurance company was glad to get a Dawson-trained man, huh?" "Well, they didn't exactly declare a holiday." "When I pointed out they would be getting a lot of free publicity they went for it." "At least I hope so." "We won't find out until tomorrow so don't say anything to Tad yet." "Will you open that?" "¦ Yeah, sure." "You know, I'm just thinking." "If ten million people see it, surely one out of 2000 will want to take the course." "That's 5,000 students." "At 80 dollars a head that's four hundred thousand dollars." "Darling, I love you." "Well you might at least take a breath before "darling I love you"." "Oh I'm sorry sweetheart, I didn't mean it that way." "What do we drink to?" "¦ Ah .. to .. to success." "Ah no." "Champagne and business don't go together." "To our honeymoon in Guatemala." "¦ Uh .. that's what I meant." "Success to us .. to Guatemala." "You'd better watch out tonight." "You know, champagne makes me awfully affectionate." "Oh that's wonderful." "Drink some more." "Oh there they are, now don't forget to look surprised." "Like this?" "¦ That will do." "Surprise Dwight, surprise, surprise!" "Well, this is a surprise." "Isn't it .. what did I tell you?" "I never expected it for a moment." "I never expected it for a moment." "You could knock me over with a feather." "Why, you could knock me over with a feather." "Why don't you all go home." "¦ Why don't you all go .." "Why just bring your things right in here." "Happy birthday Dwight." "¦ Thank you Horace." "Dwight, I have been working all afternoon with Mr Page on that speech." "And he is hopeless." "I wouldn't put him on the air if I were you." "All he can do is discourage people." "I'm canceling the broadcast." "We don't need it." "We're getting an eight page spread in NOW magazine." "NOW?" "Yes, yes." "¦ Why, that's marvelous." "It's wonderful." "If he doesn't find out about the man from Hoboken in the meantime." "The issue comes out a week tomorrow." "If we can keep him in the dark until then .." "Everything will be alright." "Oh that was awfully close last night when Claire called you "darling"." "Oh, it's lucky he didn't hear it." "Look Horace, let's not worry about Mr Page now," "Le's just have a good time." "I feel wonderful tonight." "Oh, I'll get it." "Surprise!" ".." "Happy birthday." "Thanks." "¦ Hello Tad." "Good evening Claire." "¦ My, you look handsome." "Thank you." "¦ Just put your hat in the bedroom." "That's enough surprise dear, don't overdo it." "I .. didn't expect to see him here." "Well, he leads a pretty lonely life, and he's been working hard lately." "I thought it would do him good to get out and meet people and find out about things." "Yes, find out about things." "Dwight, this is terrible." "¦ Shush." "Out in the hall." "I tell you he's sure to hear somebody say something about you and Claire." "We can't let him." "We've got to keep everybody from talking." "Well my wife is here." "She hasn't stopped talking in twenty years." "Well we can't let her get started." "We've got to keep them all occupied." "We'll entertain them." "You want me to go home and get my mandolin?" "No .. no." "I'll think of something." "Mammy's little baby loves shortening, shortening." "Mammy's little baby loves shortening bread." "Mammy's little baby loves shortening, shortening." "Mammy's little baby loves shortening bread." "Put on the skillet, put on the bread." "Mammy's little baby loves shortening bread." "Mammy's little baby loves shortening, shortening." "Mammy's little baby loves shortening .. bread." "Marvelous!" "Marvelous, encore, encore." "Peace." "Peace." "Clair darling, I was wondering, when are you inviting .." "Ohh!" "Mammy's little baby loves shortening, shortening .." "Mammy's little baby loves shortening bread." "Mammy's little baby loves shortening, shortening .." "Mammy's little baby loves shortening bread." "Put on the skillet, put on the bread, mammy's little baby loves .." "I say mammy's little baby has had enough shortening bread for tonight." "Don't you all think he's allowed to get sick." "Mrs Hunter .. won't you sing for us now?" "Please, please Mrs Hunter." "¦ Do mother." "I'm sure they'd enjoy it." "Of course, we all .." "Careful darling." "You have to be polite, but not that polite." "Why don't we listen to the radio?" "The Green Shadow is on." "Won't that be fun!" "Not a great deal, no." "Look, Elsa Maxwell, why not let people do what they want?" "Oh those two." "Mr Page, you have no champagne." "You better have some, its my birthday." "More champagne, come on!" "¦ Now careful mother." "Just a sip." "What's the matter with him tonight?" "He's nervous and jumping all over the place." "Is he?" "Why, I hadn't noticed it." "Because you're two jumps ahead of him." "¦ Yes .." "There you are." "Would you like some champagne?" "¦ Sweet of you Tad." "Thanks." "Mr Hunter." "¦ Well, I'll take the empty one." "Enjoying yourself?" "¦ I am." "I'm sure glad you asked me." "Say, who were those people over there I was talking to?" "They're the Northrops." "Mr Dawson met them on a trip to Guatemala." "I've always wanted to go to Guatemala." "So have I, and it looks like I'll finally get there." "Planning a trip?" "¦ Oh, I guess you don't know." "You see, in about three weeks Mr Dawson and I .." "Happy birthday to you!" "Happy birthday to you." "Happy birthday dear Dawson." "Happy birthday to you." "Ah, a waltz." "Come on everybody, dance, dance." "What's the matter with you?" "¦ Not a thing young lady." "Not a thing." "Waltz ain't it?" "Oh, it's mother." "Just look at them Mr Page." "If ever I saw two more .." "¦ Our dance, darling, our dance." "You will pardon us Mr Page." "Anybody hungry yet?" "¦ Ah, wonderful idea." "After all, you can't eat and talk at the same .." "I mean, who wants to talk when you can eat." "Horace, will you carry in the cake." "¦ Is there a cake?" "Yes, yes Horace, carry in the cake." "Cake!" "Wait a minute!" "Wait a minute now." "I have a much, much better idea." "Why don't we cut it out here, huh?" "¦ Why that's bad luck." "Oh but it's worse luck to cut in there." "¦ Oh yes, yes." "And besides, it's such a big cake for such a small room." "Jenny, give me a knife and I'll cut .." "¦ You'll do no such thing!" "You got to make a wish when you cut it." "I have .." "I wish you'd let me cut it right here." "Nonsense!" "I spent a long time decorating this cake .." "And I'm going to show it off, now Horace, take it in." "Alright Horace, take it in." "Happy birthday." "Happy birthday to you, happy birth .." "Oh Horace .." "Well that's fine Mr Peters, I'm sure it will benefit all of us greatly." "Well thanks again, Mr Peters .. goodbye." "Well, it's all set darling." "You can call Mr Page and tell him he starts selling insurance tomorrow." "Excellent, excellent." "I was thinking about this last night and I got a better idea." "Instead of telling him that we've got him the job .." "we'll send him down to apply, and let him sell himself." "Well, I've just sold him." "Yeah, I know that, but I'll call the insurance company and rearrange the whole thing." "They'll be only too glad to cooperate." "Dwight, we can't do that .. we've got to be honest with them." "Oh this isn't a question of honesty." "If it were, you know that I would be the first to agree with you." "It's just that he has the wrong attitude." "He comes to classes but says he refuses to endorse the Institute." "He says he's not quite sold on it, yet." "Well, that's not his fault." "He's willing to be sold, but you just haven't sold him." "But .. if he goes down, uses the Dawson Method and gets the job .." "He'll be convinced in a minute." "We'll be doing him a favor." "It will bolster his ego, give him self-confidence." "It will make him feel he's accomplished something." "Yeah, and how will I feel?" "I've seen a bit of him these last weeks taking pictures and interviews and .." "I've got to know him pretty well." "He's a very sweet guy." "Darling, darling .." "let me do this in my own way, will you?" "We're just inches from our goal now and we can't afford to let anything stop us." "Oh alright .. but just remember it was your idea, not mine." "Here you are my boy, your passport to prosperity, your visa to success." "Well .." "I sort of glanced through this the other day and uh .." "To tell you the truth Mr Dawson, some of the things in here are .." "Mr Page, those are magic phrases." "Thousands of men have stepped into senior positions by merely repeating them." "Maybe so. but .." "Getting this job means an awful lot to me and I .." "Sure hate to say anything to this fellow that might spoil my chances." "Exactly, and I promise you .." "If you apply this technique, that position will be yours for the asking." "Well .." "I hope so." "If it works, I'll be awful surprised." "Well .. goodbye." "Goodbye Mr Page." "I feel certain that everything is going to turn out just fine." "And .. don't forget the hearty handshake and the cheery smile." "I won't." "Make two copies." "Take care of it right away will you please." "Yes, Miss Harris." "Oh Claire." "¦ Hello Tad." "I was just going down to apply for that job." "Will you wish me luck?" "Oh you won't need it." "I'm positive you'll get it." "Thanks .. your saying that means a lot to me." "Promise one thing, will you Tad?" "¦ Anything you want." "Don't let getting this job change you." "What I mean is .." "You're going to meet men men who get salary checks that look like Bingo cards." "I wouldn't worry about that, it's not contagious with me." "I just .. want to make enough money to satisfy Hazel, that's all." "That's fine .. as long as you don't choose Hazel for an excuse." "You know, sometimes a girl begins to wonder whether a fellow wants her or .." "The money he's making for her." "I never could see much fun in hugging a bank-book." "Oh you'd be surprised." "It's quite a pastime in this town." "Oh, maybe some night soon you'd like to have dinner with me?" "Oh well .. for the next week I'm going to be pretty busy." "I .." "No hurry .." "I don't mind waiting." "Alright .." "I'll call you." "¦ Thanks." "Goodbye." "¦ Goodbye." "Howdy Mr Blank, my name is Blank Blank." "That reminds me of a very funny story." "Ha ha ha." "Yes?" "¦ "Mr Page is here to see you Mr Peters."" "I'll see him in a moment." "¦ "Yes sir."" "I'll call you John." "This is the fellow who is going to sell himself to me." "I'll give you five bucks if you let me hide under your desk." "Get out of here." ""Yes sir?" ¦ Send in Mr Page." "Yes sir .. you may go in now Mr Page." "Howdy Mr Peters, my name is Page, Tad Page." "I'm mighty pleased to meet you." "How do you do?" "That reminds me of very funny story." "Do you know what one cricket said to another cricket the first time they met?" ""Click-click"." "Ha ha ha." "A good laugh never hurt any of us, that's what I always say." "I got quite a surprise Mr Peters when I walked in and saw you." "I expected to find an older man in such an important position." "But here you are, at the top, and in the very prime of life." "It's easy to see you haven't let any moss grow under your feet." "I understand you're applying for a position with us." "That's exactly right Mr Peters." "I had a lot of other offers." "When I heard that Security Life was looking for men I said that's the place for me." "It's an honor and a privilege to work for an organization with this reputation." "That's fine." "Now if you're wondering if I'm a hard worker, dismiss it from your mind." "And as far as money goes, that doesn't matter." "And as soon as I prove what I'm worth, I'm sure you'll do the right thing." "The right start doesn't matter either." "As Benjamin Franklin said "the bottom is as good a place as any"." "Mr Page, I think you've said enough." "Yes sir." "You're the sort of man we're looking for." "Yes sir .. definite, personable, dynamic, forceful, energetic." "Tell him I'll be right over." "¦ Yes Mr Reindel." "Mr Reindel?" "¦ Yes." "I'm certainly glad to know you." "¦ What do you want?" "I'm from Security Life insurance company." "¦ I don't want any." "Look, won't you let me tell .." "¦ I don't want any." "I don't want any insurance." "Can't afford it." "I have no children." "Don't believe in it." "My wife's rich." "But I'm single." "It costs too much." "I've got all I want." "No." "But you mustn't be discouraged." "You must have faith in the Dawson system." "You had amazing results with Mr Peters, didn't you?" "Yes, but I can't sell him insurance." "He works for the company too." "I .." "I just wasn't cut out for this sort of thing." "Oh nonsense, you can do it as well as the next man." "Why do I have to sell insurance?" "The important thing is I get a job, it doesn't matter what kind." "Why don't I try and get a job tending those row-boats in Central Park?" "Oh no, no, no." "Tending boats is something I like." "Something I can do." "And you can sell insurance too, if you just apply yourself." "Why certainly." "I've been applying, but I haven't been selling." "What seems to be the difficulty Mr Page?" "Nothing, except nobody wants to buy insurance from me." "What do they say to you?" "¦ No." "That's mere evasion." "You must never take no for an answer." "Impress upon them the importance of insurance." "When they die, what's to become of their dependents?" "I asked that, but they've got an answer." "They say "I haven't got any dependents"." "Then you should say to them: "Mr Smith .." ""In a few short years you'll have an old man who'll be dependent on you."" ""And that man will be yourself."" "And then they say it costs too much." "The insurance doesn't cost money Mr Page." "You are merely buying something for delivery at a future date." "You're not decreasing your assets, you're increasing .." "Exactly." "That's right." "I never thought of that." "And in the meantime .." "They'll be protecting all the lovely women who've stood by them all these years." "Their wives!" "A lot of men say their wives don't believe in insurance." "Mr Page .. wives seldom believe in insurance, but widows always do." "Well .." "I'll try again." "That's it, that's it." "I'm not promising anything." "And remember, everyone needs insurance no matter who he is." "It's protection, security." "A refuge for the aged." "An opportunity for the young." "Okay, I'll try to remember that." "That's fine Mr Page, go out and face the world with confidence and assurance." "And don't forget Benjamin Franklin's advice .." ""Above all things, be decisive."" "Alright .. goodbye." "Goodbye Mr Page." "Protection and security." "A refuge for the aged." "Everybody needs insurance." "Everybody." "Have you gentlemen ever thought about life insurance?" "Now we have an endowment life income policy that's more than just .." "Wait a minute!" "You're not trying to sell us some insurance?" "Do you know the percentage of men under 50 who die not caring for their loved ones?" "But I have no loved ones." "I'm not married." "I have no dependents." "In a few short years you will have a dependent." "An old man will be dependent on you and that man will be yourself." "Mr Hunter .. you might die any day now." "¦ Oh but I feel alright." "Are you going to leave your wife and children without anything?" "Insurance doesn't cost money." "You're merely buying money to be delivered at some future date." "My wife doesn't believe .." "¦ Wives seldom believe in insurance .." "But widows always do." "Now gentlemen, suppose both of you die tomorrow." "And if you lose an ear and one hand, we pay you $92.64 a month." "Of course we have other combinations that pay much more." "If you lose one hand, one eye and one foot .. you're sitting pretty." "And then Mr Dawson we have .." "¦ Alright, alright, you've convinced me." "Oh that's great, now Mr Hunter .." "¦ Me too." "That's fine." "I'll just get out my order book." "Oh I've forgotten them." "Now stay right here, I'll be back in five minutes." "Don't go away." "And all I said was: what seems to be the difficulty Mr Page?" "If he goes around selling like that, he'll need some insurance himself." "He'll pick up the prettiest collection of black-eyes you've ever seen." "Trouble is, after the first black-eye he may get discouraged and quit." "If he quits the bottom will fall out of everything." "Enrollments will fall off." "The bank will call in that note." "And what about that magazine?" "All that publicity will be worthless." "Well I can't keep on buying policies every day." "I just can't do it." "What about your brother-in-law?" "I'm sure he'd take out a small policy." "And cancel it after the first quarter, as I'm going to do." "No." "One small policy isn't going to .." "What about Frank Mitchell?" "¦ Oh." "He could help us out and it wouldn't cost him a cent." "Exactly." "Get Frank Mitchell on the phone for me." "¦ "Yes sir."" "It's a plan for old-age independents combined with life insurance." "And for a few extra dollars I can write the policy so that you'll be protected .." "In case of permanent and total disability." "All this will only cost you $51.50 per $1000." "That sounds reasonable enough." "I've been considering life insurance for some time." "Mr Page, I think you came along at just the right moment." "You mean .. you'll take some?" "¦ Yes." "Write me out a policy for $250,000." "¦ Well, thank you Mr Mitchell." "Did .. did you say $250,000?" "Yes." "That's what I thought you said." "I'll .. just .. make a note of that so I won't forget." "Oh I'm sorry Frank, I didn't know you were busy." "Come in Bill, I'm finished." "Mr Carson" " Mr Page." "Mr Page." "¦ Hi." "As soon as you have the policy made out Mr Page, just drop in." "Alright I will, and thanks very much Mr Mitchell." "I'll see you again, probably tomorrow." "Goodbye sir and thank you." "Goodbye." "Oh your hat Mr Page." "¦ Oh yes, my hat." "Goodbye sir." "¦ And your briefcase Mr Page." "Yes, my briefcase." "Goodbye." "¦ Goodbye." "Bye, thanks." "Insurance?" "¦ Yes." "But you've been turned down by three companies already." "Four." "You're wasting your time Frank." "¦ Just helping Dawson out." "Seems this boy was getting discouraged .." "Dwight thought that selling a policy would bolster his ego." "But he won't sell." "When they examine you and see your blood pressure .." "Is higher than a kite they'll turn you down the same as the other companies." "I know it." "I know it." "That's why I'm going to postpone the examination for a week or so." "Dawson wants me to wait until some magazine comes out." "Get me Mr Page at his hotel." "¦ "Yes sir."" "You wanted me Dwight?" "Yes, yes Horace." "Look at this." "At last the Dawson Institute is receiving the publicity it deserves." "That is wonderful." "¦ Isn't that marvelous?" "And another cover too." "¦ Yes." "This means thousands of students Dwight, just thousands of them." "Look, look .. they even show him writing up the big policy." "Isn't that a sensation climax?" "Why every downtrodden man in the USA will want to follow in this boys footsteps." "Well I'm certainly glad it's out." "Now you can clear up about the man from Hoboken." "I'm going to tell Mr Page about it tonight." "I've got call-in for him now." "And Claire .. does she know about Michell's blood-pressure?" "No .. that's something we'll meet when we get to it." "That reminds me." "I've got to call Mitchell first thing in the morning." "Tell him it's alright to go ahead with that examination now." "What about Mr Page?" ""I have the hotel now Mr Dawson, ." "He's not in his room, they're paging him."" "Alright, keep trying." "Oh really?" "¦ Uhuh." "So they are having a "Tad Page" day at home in a couple of weeks." "Oh." "Looks like I put the town on the map." "You did alright by the state too." "I hadn't heard of Vermont since the last election." "Oh I'm not joking, all the folks got together and sent a wire and .." "Say .. isn't he going the wrong way?" "¦ No he isn't." "I just wanted to show you something first." "Mind taking a ride?" "No." "We'll be right out." "I must say this is an unusual location for a restaurant." "This isn't a restaurant." "You'll see." "Ring twice and ask for Joe, huh?" "Well good evening Mr Page." "¦ Hello Mr Morton." "Thanks for waiting." "No trouble at all." "Come in." "¦ This is Miss Harris." "Miss Harris." "Right down this way." "Wow!" "You remember I told you we needed a fire-engine at home?" "Well .. here it is." "It's a beauty." "¦ Isn't it." "Excuse me." "I'll get that phone." "The reason I wanted you to come down was .." "You see, on that Mitchell policy, my commission is going to be about $7500." "Oh Tad, that's wonderful." "Well .." "I was figuring on using it for a nest-egg for Hazel and me." "But .. we need an engine like this pretty bad so .." "I was wondering if you thought Hazel would mind of I put in a few thousand?" "Of course not." "From what you've told me, I don't think she'd care if you spent the whole business." "You .. you really mean that?" "Well the money isn't important." "After all, you've proven that you love her enough to work for her." "That's all that matters." "I guess that settles it then." "Mr Morton, I'm going to pay cash for it." "¦ Well, that isn't necessary." "The down-payment we discussed is quite sufficient." "Then your city can pay the balance out of taxes." "No, we need that money for a fire-house." "¦ Alright, suit yourself." "Yes sir, it's a mighty sweet little job you're getting here." "What is it?" "175 horsepower?" "¦ That's right. 185 to be exact." "I imagine it pumps about 750 gallons a minute, doesn't it?" "Yes it does." "¦ Uhuh." "Yes, it's a very complete, practical outfit." "Oh it's siamesed into two one-and-a-halfs." "That's good." "You get more coverage that way." "How .. how do you know so much about these things?" "My uncle was the chief up in Uttica when I was a kid." "I used to spend all my time in the fire-house." "You did?" "I skinned my hands a dozen times before I learned to slide down a brass pole." "Can you imagine?" "So you like fire-engines too." "Wherever there's smoke, you'll find me in La Guardia." "Uh .. you see this?" "Good and solid." "Makes it easy to hang on." "If you hang on like that you'll find yourself skidding along on your ear." "Oh I got a good grip." "¦ But not good enough." "This isn't the outfit to demonstrate it, but come on, get down and I'll show you." "You must hook your arm around, so you can put on your coat at the same time." "Oh." "Lady it's a pleasure to show a fire-engine to someone like you." "Say, I've got a thousand gallon tour-quad at the back of the shop." "I'd like you to take a look at it." "Oh I'd love to see it, but I'm afraid we'll have to be going." "Yeah, we haven't eaten yet." "Well when you've got time, drop around." "It's something you would appreciate." "Thanks again for staying open." "I'll be in tomorrow afternoon with the money." "Alright Mr Page, I'll be waiting for you." "¦ Goodnight." "Goodnight." "Oh uh, does a hat go with it?" "Hat?" "Oh .. yes I think we can arrange that." "Okay, then the deal is still on." "I can't get over it, you liking fire engines." "Does Hazel like them?" "¦ Yeah, she loves them." "Hey, that's a pretty fancy step there." "Ah, you're so good tonight, I could do that thing where everybody bumps." "As you told me once." "There is Manhattan at your feet." "Remember that night?" "And old frozen-face Barker?" "I wonder what happened to him." "He's getting along great." "I got a card from him." "You did?" "What did he have to say?" "He caught a twelve pound bass." "¦ Oh really." "A lot has happened since the last time we were here." "It sure has." "You know, you were right about those lights." "Looking down on the city like this does give you a thrill." "Especially when you've .. got ahead a little bit, the way I have." "The break is for you." "No, you know, I'm beginning to think it is more than that." "Take for instance the day I got the job with Mr Peters." "Went pretty easily, didn't it?" "¦ No trouble at all." "They must have needed quite a few men." "No, nobody else was hired." "I guess I just sold myself to him." "He probably liked your face." "No .." "I've got to admit it." "It must have been Mr Dawson's approach." "No matter how you got the job." "You got it and you've made good at it." "And, I think I've gotten far enough along to ask Hazel to marry me." "Don't you?" "Oh, I had an idea it was all set." "¦ No, you see." "Well .. she's always thought I was sort-of a loafer so .." "I figured I'd have a much better chance if I waited .." "until I had something to offer besides just promises." "Well, that's not a bad technique." "You really think she'll listen to me now?" "Of course she will." "¦ Alright." "I'll tell her then." "Hazel .." "I love you." "Don't you see." "There never was a l." "I'd have told you before but as I said, I thought if I waited .." "I might sweep her off her feet." "What's the matter?" "I'm swept." "That's all." "Since the day I arrived, I wanted you more than I wanted anything in my life." "By nature, I'm not a hard worker but .." "if you want me to, I'll work eight hours a day." "I'll be the hardest .." "You don't feel the same about me." "I can see that." "This is "surprise" you're looking at, not "indifference"." "Just .. give me a couple of minutes and I'll be as good as new." "I know it's sudden but .. do you like me?" "Yes Tad, a lot .. an awful lot." "¦ I'm glad of that." "It wouldn't have been much fun if it was just one-sided." "But, I don't know whether I love you." "Well I didn't expect you to know right off." "It even took me a few hours." "I've got something for you." "Oh Tad, I .." "Well, it's not an engagement ring." "I mean .." "Well .. not right away." "You can wear it on your right hand and then if you .." "Change your mind you can change over to your left one." "Tad, you're probably the nicest person I've ever met but .." "I know there is someone else." "I've known it all along." "I thought if I threw my hat in the ring you might look my way." "But .. don't you see Tad, for five years now Mr Dawson and I have .." "Mr Dawson?" "Is he the one you're ..?" "¦ Why yes .." "I thought you knew." "Well I guess you two have been having quite a few laughs then." "No Tad, I .." "I'll leave you alone." "You can have a really good one." "Goodnight." "Tad!" "It's right down here Doctor." "His name's Mitchell." "Mitchell?" "Not Frank Mitchell is it?" "¦ That's right." "I don't know why he keeps trying." "I've had to turn him down twice." "You have?" "¦ Sure." "High blood pressure." "Once for Mid-West and once for Cosmopolitan." "You mean, you don't think the policy will go through?" "I wouldn't figure too much on my commission if I were you." "But I've already spent it!" "I take it you've just started selling insurance." "You see, I signed a contract to buy something." "And if I don't get the money, they'll probably sue me." "Well, I'm sorry son." "It seems to me whoever recommended this man was playing a practical joke." "I wouldn't be surprised .. people do an awful lot so they laugh at somebody." "Well don't take it too hard." "They'll be other policies." "But this has got to go through." "A lot of nice people are depending on it." "High blood pressure, huh?" "I knew a man once who .." "Doc, come back in an hour, will you." "¦ What are you going to do." "I've been trying the Dawson System long enough." "Now I'm going to try my system." "Good morning." "Good morning." "You can go right in Mr Page." "Thank you." "Hello Mr Mitchell." "¦ Where's the doctor?" "He'll be along in a minute." "Sorry I've had to delay this examination so many times." "I've been terribly busy." "What's that for?" "The nerves." "Helps me relax." "I know a good way to relax." "Huh?" "What do you take?" "Nothing." "I just lean back and close my eyes." "You ought to try it." "Mr Page, I'm a very busy man, I haven't time .." "You can't do much work before the doctor gets here." "It won't do you any harm trying." "Go on, just lean against the back of the chair." "Lean way back .. that's better." "Now just let your head go .. round .. in a circle." "Real .. slow .." "like this." "Does it make you dizzy?" "No, no." "It just loosens up the muscles." "Try it." "Just .. around .. that's fine." "Keep it going .. that's fine." "Do you like to fish Mr Mitchell?" "¦ Love to." "Used to do a lot of it when I was a boy." "Haven't done it for years thöugh." "No time." "Too bad .." "Keep your eyes closed and your head going around." "That's fine." "And now just imagine you're a kid again." "You're sitting out in a little row-boat all by yourself." "The water is as quiet as midnight in a small town." "It's clear .. and .. cold." "You can see a school of perch swimming lazily around near the bottom." "Of course I realize you're busy." "But after all, even a beaver can't keep going for ever and he knows it." "That's why when he gets his dam patched up he knocks off for a couple of weeks." "He goes to the other side of the lake to see how the rest of the boys are doing." "That's what you should do .." "You ought to come up home this summer." "If only to stand on the green mountains and just look out over the country." "And then around October, the mornings get as crisp as a soda cracker." "And the wind comes sweeping across the fields biting your cheeks and your ears." "And before you know it, you wake up one morning and look out the window." "And everything is white and still." "The snow is deep and fresh and clean." "Winter is unbelievable up there." "I imagine it's lovely in the Spring too." "You've never seen so many different shades of green in your life." "And all the trees that have been sad and drooping all winter .." "Slowly begin to bud and stand up straight." "As if they wanted to show they were proud they lived in Vermont." "Well, there's nothing wrong with your blood-pressure now." "Isn't there?" ".." "That's good." "Of course it's not normal, but it isn't high enough for me to turn you down." "Fine." "Now if you'll just sign this Mr Mitchell." "Oh let's not talk about business now." "I just want to .." "What did you say?" "¦ I said you're physically okay." "Why that's wonderful, wonderful!" "All we need is your signature Mr Mitchell." "¦ Of course, of course." "Only too glad to." "Oh that's fine." "Thanks very much Mr Mitchell." "Goodbye." "Don't run away Mr Page." "I'm very much interested in Vermont." "I want you to tell me more." "Where are you going?" "First I'm going to turn these papers in." "Then I'm going to get my fire wagon." "And then .." "I've got a few things I want to say to Mr Dawson." "And the first thing I'm going to do is kick over that poster." "Now you're cooking pal." "I've been wanting to do it myself for years." "Well, it looks like somebody beat you to it." ""Now wait a minute darling." "Don't forget, I have a lot at stake too."" ""I don't care how much you had at stake." "That's no excuse."" ""Now, now darling." "He'll get over it." "Time heals all wounds."" ""And see what time will do to your bank account when the papers get hold of this."" ""Oh wait a minute now, you wouldn't do a thing like that?"" ""Want a bet?"" "Oh now darling, we're both of us talking a lot of nonsense." "How could you put such a sweet guy in a spot like that?" "I didn't know he was going to buy a fire-engine did I?" "I .." "I'll make that up him somehow." "And what kind of a spot do you think I'm in?" "He believes I led him on and lied." "He thinks I was in on it all the way." "I didn't realize you felt this way about him." "Six weeks ago .." "Six weeks ago, I didn't feel a lot of things." "Six weeks ago I didn't know there were people like him." "Why, he's the first real .." "Wait a minute!" "Are you in love with this jerk?" "Yes!" "I am in love with him." ""And he's no jerk .. you jerk!"" ""Well .. you might have told me before this."" "Here, I've been planning and planning." "What am I supposed to do?" "As Benjamin Franklin said: go soak your head!" "Oh!" "[ fire-engine siren ]" "Going my way, lady?" "Okay Chief." "Imagine your head .. is the .." "second hand .. of a watch." "Let it go round .. and .. round .." "Slowly .." "Imagine .. you're .. out in a boat .. all by yourself." "As Benjamin Franklin so wisely said .." "Relax .. the world .. is yours." "TG. 2015."