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 in one's own behalf and how much to omit calls for a rare judgment. I have often asked men who have come to me for letters of recommendation to write out what they honestly thought could be said in commendation of themselves; but I have seldom had anyone who did it well. One man only I recall who wrote a discriminating and satisfactory letter about himself that I would have been willing to sign my name to and send out in the mails.

Frankness is a good quality to reveal. If you have been well trained, if you have had some experience in the work which you are wanting to take up, if you are willing to work hard and to rest your advancement upon your ability to do the business, these are good things to say, and they are likely to make a fair impression upon the man who reads your letter. Most men who apply for a position offer little and ask a good deal. When you suggest, as they do in advertisements, that you are willing to rest your case upon your merits, that "the goods may be returned if not satisfactory," you reveal a certain confidence and belief in your own powers and ability that will be sure to make an