“Then, as I grew older I discovered the Law Courts. There you see the philosophy of the breaking-strain brought into touch with real life in a practical form. I used to go and watch some well-known barrister handling a hostile witness; and suddenly I understood that all these men were merely fumbling empirically after the thing that I had studied from my earliest days. What does a barrister want to do with a hostile witness? To break him down, to throw him out of his normal line of thought and then to fish among the dislocated machinery for something which suits his own case. It afforded me endless interest to follow the methods of each different cross-examiner. I learned a great deal in the Courts; and I came away from them convinced that I had found something of more than mere academic interest. This breaking-strain question was one which could be applied to affairs of the greatest practical importance. It was actually so applied in law cases. Why not utilise it in other directions also?”
I found him watching me keenly to see if I followed his line of thought. After a moment, he went on:
“It sounds so obvious now, Flint; but I believe that I alone saw it as a scientific problem. Your blackmailer, your poker-sharp, all those types of mind had been working on the thing in a crude way; but to me it appeared from a different angle. Everyone else had looked on it in the form of special cases, particular men who had to be swayed by particular motives. I began as a youth where they left off. I spent some years on it, Flint, examining it in all its bearings; and finally I evolved a system of classification which enabled me to approach any specific case along general lines. I can’t go into that now; but it suddenly gave me an insight into motives and actions such as I doubt if anyone ever had before.”
He paused and watched the smoke curling up from his cigar. Again he seemed to be deep in the consideration of some problem connected with and yet alien to what he had been saying. For a time he was lost in thought; and I waited to hear the rest of the story.
“Well, Flint,” he went on at last, “it certainly seemed on the face of it to be a very useless accomplishment from the practical point of view; from the standpoint of mere cash, I mean. And yet, it still fascinated me. When I was quite a young man I determined to go to Canada and take up lumber. I was an orphan; there was nothing to keep me in this country, for I had no near relations; and I felt that it might do me good to cut loose from things here and go away into the woods for a time. I had enough capital to start in a small way; so I went. My ideas of the lumber-trade were vague at the time. If I had known what it was, I doubt if I should have touched it.
“At first sight, it looked a hopeless venture. I knew nothing of the trade; I was a youngster then; I’d had no training in financial operations. Failure seemed to be the only outcome; and the men on the spot laughed at me. I simply would not admit that I was beaten at the start; and everything drove me on against my better judgment. And I had one tremendous asset. I knew men.
“I knew men better than anyone else out there. I never made a mistake in my choice. I collected a few good men at the start to help me; and through them I gathered others almost as good. In a year I had made progress; in two years I was a success; and very soon I became somebody to reckon with. And through it all, Flint, I knew practically nothing about the actual trade. That was only a tool in my hands. What I dealt in was men and men’s minds. I could gauge a man’s capacity to a hair; and I picked my managers and foremen from the very best. They were glad to come to me, somehow. They felt I understood them; and no inefficients were comfortable with me. I never had to discharge them; they simply went of their own accord. I left everything to my staff, for I knew them thoroughly and gauged their capacities to a degree. And because I knew them I found the right place for each man; so that the work went forward with perfect smoothness and efficiency. Before I had been five years there I was on the road to being a rich man.”
His tone expressed no satisfaction. It was clear that I was not expected to admire his talents.
“Then, suddenly, came the discovery of platinum on a large scale in the neighbourhood of my district. You know what that meant; but you must remember that in those days it was a very different matter from now. It was like the Yukon gold rush in some of its aspects. The place swarmed with prospectors, mostly men of no education, whose main object was to get as much as they could in a hurry and then go elsewhere to spend the money the platinum brought them. Meanwhile, the platinum market was convulsed, and the price swayed to and fro from day to day. You must remember that in those times the thing was in the hands of a very few men; for the supply was limited. The Canadian mines overthrew the nicely-adjusted balance of the market and everything
