[Illustration:  FIG. 32.  Edwin Reynolds, of Wisconsin.  Of the practical, matter-of-fact, literal type of intellect.  Interested in facts, keenly observant, quick in thought, alert and positive in his mental activities.  Note high, sloping forehead, very prominent at the brows, large nose, high in the bridge and well-developed.]

“The first part of September I moved back to Bakersfield.  I tried out my scheme by mail on two of the most prominent men in the country (one of the times when I had plenty of nerve).  It did not work and the time did not seem auspicious for trying it on a greater number, especially as I did not have money enough to do it properly.

“While still working for the orchard man, I began to do some work in getting subscriptions for the Curtis publications.  I did get a few.  Later, about the middle of October, I went to Los Angeles, where I had a booth at an exhibition for three weeks in the interest of a publishing house.  But it did not pay expenses, and I was deeper in debt than ever.  I landed in Bakersfield nearly ‘broke.’  Thanks to the kindness of the people where I roomed and boarded, I was able to pull through until I obtained a loan last week, secured by a mortgage on my homestead.

“I was entirely unable to force myself to do any real canvassing while I was absolutely in need of each commission, but, now that I once more have a bank account, I hope to make myself keep at it until I can feel moderately successful.  That is the one job I have fallen down on over and over (I have not even mentioned many of the attempts), and I believe I could be a real salesman if I could only get over my fear of approaching people on any proposition of immediate profit to me.”

Here we have in detail the old, old story.  How often have you heard of the man who graduated with high honors at the head of his class and was unable to make a living afterward?  How many men of highest scholarship have you met who could not make a living for themselves and their families?  Not long ago we were offered the services of a man who had degrees from several universities in America and Europe, who was master of several languages, and who was glad to offer to do a little translating at twenty-five cents an hour.

AN ANALYSIS OF SYDNEY WILLIAMS

What handicaps these men?  They have good intellects, or they would be unable to win high honors in colleges and universities.  It is fitting that they should educate themselves highly, since they are so capable of attainment in scholarship.  Surely, they ought to do some intellectual work of some kind, because they are not fitted for manual labor.  Where do they belong?  What is their particular type?  What opportunities are there for their unquestioned talents?

Here is what we wrote to Sydney Williams: 

“From photographs and data submitted, I should judge your type of organization, character and aptitudes to be as follows: