"Well, I've heard from John Moore. Are you satisfied now? Will you drop that copper will-o'-the-wisp?"
"Far from it," I replied. "I'm surer than ever of my position. In going over the ground with Moore I got the whole business in perspective, and now I know I'm right. All his argument amounted to anyway was that it was impossible for so gigantic a thing to have lain out in the travelled highways all these years."
I ran on vigorously for a few moments, in a way I felt might pique his curiosity, if it did not gain my point. Finally he said:
"Well, Lawson, what more can I do?"
"This," I answered: "go over the matter fully with me yourself. I will surely carry it through one way or another; if not with you, with others, and I cannot drop it with you until I have your personal judgment."
Instantly came one of those flash decisions for which H. H. Rogers is noted among his business associates, the oft-proved correctness of which goes far toward making him the pre-eminent American financier of the day.
"Lawson," he said, "be in New York next Sunday, and I will listen until you have run the subject out."
That decision changed the face of the copper world.
Sunday is Mr. Rogers' pick of days for a lengthy hearing, and returning from church, he came directly to the "stowaway" rooms at the Murray Hill Hotel, at which we frequently met while the Wall Street world was trying to trace and keep track of our movements. I had been there for some time awaiting him and was keyed for the struggle.
Of my ability to land John Moore I had felt confident, yet I had failed; but this time in advance I knew success was mine. Experience has taught me that in all dollar matters the man to "talk up to" is the actual owner of the dollars you are after, who when he hears your story and weighs your goods can deal out the yes or no which means business. I had discovered some years before that few bull's-eyes are scored shooting at a target by mail or messenger. One's finest word-pictures sound better than they read, and if you would have the next man see them in as vivid colors as they appear on your mind's canvas, you must paint them before his eyes. The enthusiasm of the artist, his love of the subject, the deep or high tones of his voice, the very movements of his hands, are all factors in aiding the other man's vision. When he sees what you do, you have won. Nowadays when I have things to sell, I engage the eyes as well as the ears of my purchaser. When the other fellow would make me his customer, he must first sell his goods to my secretary, who may, if he can, sell them to me. Thus I am always able to dispose of the only merchandise I keep in stock, honest goods, and I seldom buy chromos for oils.