There is only one way for an individual to collect money for a worthy institution, as there is only one way for him to succeed in any line of work, and that is to make up his mind to do his duty to the fullest extent and let results take care of themselves.
In the earlier years of the institution I called to see a rich gentleman in New York, who did not even ask me to take a seat, but in a gruff and cold manner handed me two dollars, as if to say, I give you this to get rid of you. Since that time this same individual has given to Tuskegee as much as ten thousand dollars in cash, at one time. In other cases, where I found it impossible to secure an audience, in the early days of this work, I have since been sent for by these same individuals and asked to accept money for the institution. In many cases I have gone to individuals and presented our cause only to receive an insult or the coldest and most discouraging reception. Perhaps the next individual on whom I called would politely and earnestly thank me for calling and giving him an opportunity to make a gift to Tuskegee.
During the early struggles of our work, in many instances, I went to ministers in the North to secure opportunity to speak in their churches, but received “No” for my answer. Often where I have received such answers, I have since received letters from these same ministers urging that I would deliver lectures in their churches and naming large sums of money as compensation for my lectures.
The institution has now reached a point where it conducts all of its affairs on a more strictly cash basis than in its earlier years; in fact, the general policy of the school at present is to undertake no enterprise in the way of improvements until it has the money in hand for such improvements. This policy could not be carried out very well in the early years of the school, when we were so hard pressed for buildings. One thing which I have always thought has helped us a great deal is that we have always made it a point to have the strictest and most approved system of book-keeping in connection with all of our financial transactions. Our books have been at all times open to the inspection of the public. In accounting for our income and expenditures Mr. Logan, our Treasurer, from the first has been of the highest service to the institution. We have never allowed any carelessness in the matter of book-keeping.
I have been often asked by young men how they can succeed in this or that direction. My advice to them is to make up their minds carefully, in the first place, as to what they want to do and then persistently devote themselves to accomplishing that end, letting nothing discourage them. If I may be allowed a little pardonable pride in connection with this statement, I would add, to show how mistaken that Secretary was who attempted to discourage me by telling me that I would not secure enough funds to pay my traveling expenses, that since the institution at Tuskegee was started I have collected myself, or been instrumental in causing others to help me secure, all told, fully $1,000,000 for the permanent plant endowment and the annual expenses of Tuskegee. Were I to attempt to give an account of all the ways and means by which individuals have tried to discourage me since I began at Tuskegee this little book would contain little else than this. I have always found it easy to find people who could tell me how a thing could not be accomplished, but very hard to find those who could tell me how a thing could be accomplished. In my opinion the world is much more interested in finding people who know how to accomplish something than those who merely explain why it is impossible to accomplish certain results.
I have been asked many times how I have succeeded in this thing or in that thing. In most every case I have replied that it has required constant, hard, conscientious work. I consider that there is no permanent success possible without hard and severe effort, coupled with the highest and most praiseworthy aims. Luck, as I have experienced it, is only another name for hard work. Almost any individual can succeed in any legitimate enterprise that he sets his heart upon if he is willing to pay the price, but the price, in most cases, is being willing to toil when others are resting, being willing to work while others are sleeping, being willing to put forth the severest effort when there is no one to see or applaud. It is comparatively easy to find people who are willing to work when the world is looking on and ready to give applause, but very hard to find those who are willing to work in the corner or at midnight when there is no watchful eye or anyone to give applause.
I end this volume as I began, with an apology for writing it. It is always highly distasteful to me to speak about myself and in writing what I have, I have attempted in a small degree, at least, to subdue my own personal feeling with a view of giving the public as much information as possible, and I hope that some permanent good will result from my effort.