-the only way-is by writing, and you never will know what you might do unless you dare and try.

Both as a matter of expediency and of getting as much fun out of the work as possible, it is well in the beginning to be versatile. Eventually, the free lance faces two choices: He may become a specialist and put in the remainder of his life writing solely about railroads, or about finance, or about the drama. Or he may, as Robert Louis Stevenson did, turn his hand as the mood moves him, to fiction, verse, fables, biography, criticism, drama or journalism-a little of everything. For my own part, I have always had something akin to pity for the fellow who is bound hand and foot to one interest. Let the fame and the greater profits of specialization go hang; "an able bodied writin' man” can best possess his soul if he does not harness Pegasus to plow forever in one cabbage patch.

Like the Ozark Mountain farmer who also ran a country store, a saw mill, a deer park, a sorghum mill, a threshing machine and preached in the meetin' house on Sunday mornings, I have turned my pen to any honest piece of writing that appealed strongly enough to my fancy -travel, popular science, humor, light verse, editorials, essays, interviews, personality sketches and captions for photographs. Genius takes a

short cut to the highroad. But waste not your sympathy on the rest of us, for the byways have their own charm.

While one is finding his footing in the free lance fields, he had best not hold himself above doing any kind of journalistic work that turns an honest dollar. For he becomes richer not only by the dollar, but also by the acquaintances he makes and the valuable experience he gains in turning that dollar. There was a time-and not so long ago when, if the writer called at the waiting room of the Leslie-Judge Company, the girl at the desk would try to guess whether he had a drawing to show to the Art Editor, a frivolous manuscript for Judge or a serious article for Leslie's. At the Doubleday, Page plant the uncertainty was about whether the caller sought the editor of World's Work, Country Life, the Red Cross Magazine or Short Stories-he had, at various times, contributed to all of these publications.

Smile, if you like, but there is no better way to discover what you can do best than to try your 'prentice hand at a great variety of topics and mediums. The post-graduate course of every school of journalism is a roped arena where you wrestle, catch as catch can, for the honors bestowed by experience.

This experience, painfully acquired, should be

backed up by an elementary knowledge of salesmanship. Super-sensitive souls there are who shudder at the mere mention of the word; and why this is so is not difficult to understandtheir minds are poisoned with sentimental misapprehensions. Get rid of those misapprehensions just as swiftly as you can. If you have something to sell, be it hardware or a manuscript, common sense should dictate that you learn a little about how to sell it.

Expert interviewers prepare themselves both for their topic and their man before they go into a confab-a practice which should be followed to some extent by every writer who sets out to interview an editor about a manuscript. What you have to offer should be prepared to suit the needs of the editor to whom the contribution is addressed. So you should study your magazine just as carefully as you do the subject about which you are writing. In your interview with the editor or in the letter which takes the place of an interview, state briefly whatever should be useful to his enlightenment. That is all. There you have the first principles of what is meant by "an elementary knowledge of salesmanship." If you don't know what you are talking about or anything about the possible needs of the man to whom you are talking, how can you expect to interest him in any commodity

under heaven? Say nothing that you don't believe he won't believe it, either. Never fool him. If you do, you may sell him once, but never again.

There is no dark art to salesmanship; it is simply a matter of delivering the goods in a manner dictated by courtesy, sincerity, common sense and common honesty. Be yourself without pose, and don't forget that the editor— whether you believe it or not-is just as "human" as you are, and quick to respond to the best that there is in you. Shake off the delusion that you need to play the "good fellow" to him, like the old-fashioned type of drummer in a small town. Simply and sincerely and straight from the shoulder-also briefly, because he is a busy man-state your case, leave your literary goods for inspection and go your way.

He will judge you and your manuscript on merits; if he does not, he will not long continue to be an editor. The two greatest curses of his existence (I speak from experience) are the poses and the incurable loquaciousness of some of his callers and correspondents. Don't attempt to spring any correspondence school salesmanship on a real editor. Learn what real salesmanship is, from a real salesman-who may sell bacon, or steel or motor cars instead of manuscripts. He lives down your street, perhaps.

Have talk with him. He will tell you of the profits in a square deal and in knowing your business, and what can be accomplished by a little faith.

If you are temperamentally unfit to sell your own writings, get a competent literary agent to do the job for you. But don't too quickly despair, for after all, there is nothing particularly subtle about salesmanship. Sincerity, however crude, usually carries conviction. If you know a "story" when you see it, if you write it right and type it in professional form and give it the needed illustrations; then if you offer it in a common sense manner to a suitable market, you can be trusted to handle your own products as successfully as the best salesman in Americaas successfully as Charles Schwab himself. For, above all, remember this: the editor is just as eager to buy good stuff as you are to sell it. Nothing is simpler than to make a sale in the literary market if you have what the editor wants.