“I graduated last week,” said Tommy, barely keeping his impatience out of his voice.
“Ever earn money?”
“Not for myself. I solicited 'ads' for the college paper.”
“Do well?”
“Yes, I did well. I got 'ads' the paper never had before.”
“Had others tried and failed?”
“No. It was this way: I thought that the only advertisers who rightly should be in the paper already were there. What we had to offer was limited. I decided that the paper was an institution worth supporting by others than the tradesmen who sold goods to the fellows. So I tackled the fathers of my friends, men who ought to take an interest in the college without thinking of dollars and cents. And I tackled bank presidents and railroad men and manufacturers, put it up to them to do good to the paper without expecting direct returns. I asked for 'ads' in their homes on the ground that it was not business, anyhow, which it wasn't. It may be bad form to try to make money for yourself out of your hosts, but I didn't think it was bad form to ask a man anywhere to subscribe to a worthy object. I didn't pose as a live wire. Anyhow, they came across. I couldn't do that to-day. I wouldn't ask Mr. Willetts at his home or on his yacht to buy one of your cars, but I would in his office.”
Tommy saw Thompson's look. It made him add:
“I wouldn't expect to be as successful in asking them to give me money for something as I was when I asked them to give me money for nothing. If I have talked like an ass—”
“You graduated last week,” interjected Thompson. Tommy flushed; then he smiled. Thompson went on, unemotionally: “You don't talk like an ass. Do you want to make money for yourself?”