Harris will be in town when he gets through with his Toledo people. When he comes we will get advertising deals closed and then we will be in a fair way to succeed.

It is the silent work that always tells. The mighty river flows majestically on and makes no noise: the silent forces are always powerful. Advertising and preparation are silent forces. They must be given their own good time or the enterprise fails.

I have known hypnotists to start out and come back the next week because they expected the crowds to gather and they had never given them any inducement to gather. They had failed because they had not devoted enough real mental activity to the work. When they arrive at a town the people must be looking for them. The hypnotist that comes to town and does not create gossip and an interest is no good.

How is that done? Well, here we will wait for Mr. Harris. He will be in shortly.

Harris and I will get to work on the advertising first and later on we will get to the real work, that of putting the facts before the public.

"Harris, what do you think will be the best plan to adopt this year in our advertising?"

Harris has been thinking of that, so have I; but his plans may be far better than my own. In that case, I am not bigoted enough to drop his view and raise an objection.

"There are several different methods that we must employ this trip," says Harris. "The first of these will be the old time eight-sheet stand. It will be old in that respect, but entirely new in another. We can get a very good poster effect and something that is out of the ordinary. It is a scene along the Nile. You will, therefore, have to be an Egyptian hypnotist. It has all the weird coloring that one could ask. Then, there is the six-sheet stand. They have our old plates and we can have about five hundred of them printed. They contain that funny stuff, if you remember. You can see that we will then be catering to two large classes. The first of these is the class that courts mystery; the second are those looking for amusement. When we have pulled these, the ordinary doubter and the rest will be there".

This strikes me as a good idea. Here are two designs. One is as weird as the most occult-loving mind could desire; the other is as full of levity as it is possible for a good sized stand to be.

"Now. besides these," continues Harris, "we will find it necessary to have a few thousand folders printed. We shall want about 300.000 of those for the season. That will see us through. I guess. And then we shall need the photographs to place in front of the drug stores and in the postoffices. We should put about three in each town. So we will have to get about sixty of these made, as you will be able to take them up as you come along after me. And I will have the season billed in two months all right and I believe that our advertising matter will pay us best just as I have stated".

"Now, what will be the actual cost of this printing. Harris?"

"Three hundred and fifty dollars." he replies, "That will see us through. I believe. If it don't, there will be but little trouble in ordering more. We will be able to do that in time".

My costumes are ready and there is no need worrying about them. The costumes that the boys wore in their museum work will hardly do for this business, and so I get them each a couple of suits of blue, trimmed with gold braid. This keeping your subjects looking prosperous speaks well for the management.

As soon as Harris has had the printing all done he will be ready to start out on the road billing the towns and making contracts. But that will be some time.

In the meantime I will rest and get in good shape for a hard season's work.

As this work has been conceived and written with one object in view - that of giving the student an understanding of stage hypnotism and the hypnotic show in general - I give these little details to illustrate the real inner workings.

Mr. Harris, my advance man and genial partner, deserves a little attention, as the show really depends to a great extent upon his efforts. He is a man of perhaps thirty-five. He has been a printer, reporter, editor and theatrical man for twenty years. During this period he has mixed with one great class of people - money makers. And this class has looked to one source for its money; that source has been advertising. He knows how to approach the people. He understands the psychological principles of the whole thing. It might be classed under "suggestion," this art of approaching the people on the billboards and in the papers. There is always an object in view in the show advertisment, and that is to enthuse the reader. When that is done, as soon as the show is in town there is a great desire to see it. You have the people wrought up to a certain extent and that extent is intense interest; yes, mad desire in half the cases. The rest of them want to go and would go if it were East Lynn or Uncle Tom's Cabin! Funny beings, these people. And yet, if the right kind of advertisement struck the wily advertiser and it was to his liking he would go into it just as quickly as the peaceable citizen docs into the hypnotic show.

Mr. Harris always looks well. He smokes good cigars. If an advance man didn't do these things he would be a poor advance man. But this is part of his business. He never gets drunk. I do not mean this as a temperance lesson, but I do mean to say that the man who likes liquor better than he does his life's work will always manage to make a failure.