"I made up my mind I'd just take his owner off his feet the first shot. I'd paralyze him with an offer he'd not refuse. I didn't want to take a long wild goose chase for nothing away up there in Dakota. If he wasn't for sale at any price I'd soon know it. So I wrote a short letter to his owner. I wrote, 'I know there is no use sending bird shot after big game. If I come up and look at Richard Fairfax and like him, and find him to be everything I've heard about him, will you take $25,000 cash for him?' I figured that would bring him to his milk."
"Very much to my surprise a prompt letter informed me that my offer did not interest his owner in the least. Richard Fairfax was not for sale at any price."
"So I looked elsewhere and forgot Richard. That was along, say in November. The following February, Johnny —, from Minnesota, came down to see me. He was a young breeder who had great faith in me and my judgment of Herefords, and had bought quite a bit of my stuff. Johnny was to stay all night and go home next morning on the 7 o'clock train. I noticed Johnny was listless as he looked over my herd, and I knew something was wrong—he wasn't there to buy."
"After supper we went into the library and talked Herefords and everything else from the weather to politics. Finally I looked at my watch and said: 'Johnny, I'm getting sleepy. You leave in the morning at 7, and it's 1 o'clock now. Let's go to bed.'"
"Warren," he said. "I've got something pretty big on my mind. I want your advice. It's Richard Fairfax. I know all about your offer. I know the whole story. But I'm about to pay $50,000 cash for him, and what I want to know is if you think I am crazy trying to buy him at $50,000?"
"Well, Johnny! You're the greatest Hereford booster I ever heard of. You sure are! I don't want to discourage you, and God knows I don't want to throw cold water on the Hereford business, but now that you've asked me, all I can say is that I quit at $25,000. That's a terrible risk. Why, the bull might lie down and die tomorrow. $50,000 is a pile of money in Government Bonds, but it's an ocean full of money tied up in a Hereford bull."
"Well, don't throw up your hands until I get through, Warren. I've been thinking about this thing for a long time and been getting ready for it. I can get him insured for a maximum of $25,000—everybody says Richard is the best young bull in the country, and remember he's out of your grand old Perfection. I've been quietly buying up all his sons and daughters I can lay my hands on. I own 65 daughters and 20-odd sons, so I'd be pretty well fixed for a June sale of sons and daughters of a $50,000 bull. I figure that the advertising a $50,000 buy would give is a big thing. The more I think, the bigger it gets: the highest price the world has ever known for a bull. No other price has even approached that figure. Every big newspaper from New York on west will carry it on the front page, and a picture of Richard and me along with the story. I'll get more free advertising out of that than I would with 50 years of paid advertisements in all the Live Stock Journals published. And I'll see to it that 'Bred by Warren T. McCray, Kentland, Indiana' goes under Richard's picture. You are going to have a sale in May. You bred Richard Fairfax. About everything you own is close kin to him. How would a $50,000 bull that you calved help your May sale?"
"Well, Johnny, I see the enormous possibilities. Still, $50,000 is SOME bull money."
"I'm not through yet, my good friend in need," Johnny said. "And here is where I have to have your cooperation if the deal goes. I only have $20,000 cash to put in Richard now. I figure that in an ordinarily good sale of Richard's sons and daughters, they would probably average $500 apiece. If I pay $50,000 for their sire and get the advertising I think I'll get, the 80-odd head really ought to double that amount—I'm trying to be conservative—But I can't go to my bankers and say, 'Gentlemen, I'm paying $50,000 cash for a bull, I have $20,000 and want to borrow the balance from you.' They would say I was plumb crazy, try to get a guardian for me and collect all I owe them, right now. You know bankers. There is no place in the wide world I can borrow that sort of money, except from you. You know that."
"Johnny, let's go to bed. I'll let you have an answer before the train goes."