
By Gregory Clark, Illustrated by James Frise, July 10, 1937.
“What do you think,” asked Jimmie Frise, “about this new psychology angle, about how to make people like you?”
“The weather’s too, hot,” I explained, “to think about things like that. Psychology is a winter sport.”
“An awful lot of people,” said Jim, “are taking up this friend-making business. You can make friends now just the same as you I can make pies. It’s a science. You take so many ingredients, mix them up, subject them to heat, and there you are – a friend.”
“Pie-making is a science nowadays,” I stated, “but it used to be an art. There are pie factories to-day where, in vast white-tiled sanitary kitchens, expert pie-makers, working with chemicals and employing every device of mechanical perfection of measuring, mixing and cooking in automatically controlled ovens, produce thousands of pies per day. But who wants a sanitary pie?”
“I was talking about friends,” Jim protested.
“It’s the same thing.” I declared. “Now in the old days, when pie-making was an art, a friend was a friend. I don’t like synthetic pies and I don’t think I would care for synthetic friends. You ought to have tasted my grandmother’s rhubarb pie.”
“The heat has got you,” said Jim, a little wearily. “You’ve got pies and everything all muddled up.”
“This rhubarb pie,” I continued tenderly, “had no top on it. The rhubarb was mixed with eggs and sugar in some way so that when it was cooked a sort of brown crust had formed, crisp and crystalline, over the tangy rhubarb. Ooooooooh!”
“The trouble with any art,” stated Jim, “is that so much of it is lousy. When pie-making was an art, only those who knew the artists were in luck. Maybe your grandmother could make pies, but think of all the terrible pie you have tasted in bygone, years, before science came to the rescue of mankind as a whole.”
“You’re right,” I admitted. “I can recall those awful pies I had away from home. Apple pie especially, with a sort of thick, pallid crust, almost white. Filled with horrible hunks of half-cooked apple, heavily sprinkled with nutmeg to try and conceal the true facts.”
“And punkin pie,” said Jim. “I’ve eaten some punkin pie that might just as well have been boiled newspaper.”
“My grandmother,” I said, “had a way of making blueberry pie that passed away with her. She put vinegar in it, somehow, and the bottom crust, instead of being leathery, like most pies even nowadays, was so crisp it splintered under your fork. Yet the blueberry juice which spurted all over the place when you sank your fork into the pie never sogged down into that paste. As a kid I used to spend most of my summer holidays picking blueberries for my grandmother.”
“It was an art,” agreed Jim. “But I would say that the average pie to-day is a thousand per cent. better than the average pie of your grandmother’s time.”
“Suppose I admit that,” I asked, “where does it land us? Don’t you see that it only makes pies commonplace? Don’t you see that instead of really great pie being something beautiful and strange and treasurable and lovely, that anybody can have really great pie nowadays and something beautiful and treasurable has gone out of life?”
“What nonsense,” said Jim.
Making Everything Good
“It’s not,” I assured him. “We are eliminating all the values from life. By making everything good, there will soon be no good left. By making everything beautiful, where will we turn for beauty?”
“How absurd,” insisted Jim.
“Science,” I decreed, “is the guilty party. What art created science has bent itself to reproduce in mass. Discover something good, and what happens? Science gets busy and makes a million of it for general use.”
“And why not?” cried Jim indignantly.
“Because,” I explained, “a million of it isn’t deserved. This world didn’t get where it is by patient plodding. No, sir. It got here by the fire of inspiration and genius. But now we are making everything available to everybody, beauty, comfort, pleasure joy – all the sweet remote prizes of life – we’re making them commonplace. So what? Well, there’s going to be fewer and fewer fires amongst the human spirit, and I bet you the next hundred years are going to be the dullest and silliest in human history.”
“Utter rot,” asserted Jim. “We’re going to see in the next hundred years the flowering of the human spirit as the result of long ages of patient cultivation. What can the effect of universal cheap transportation be but to show all men the earth? Think radio and its effect, making beautiful music and good ideas available in every home on earth, rich and poor?”
“Until science got busy with means of transportation,” I said, “only those with courage and the high heart went forth to see the world. The rest of mankind stayed home like hogs in their bin. And those who went forth into the world told of its beauty and strangeness in song and story and picture, and made us believe the world was beautiful. Nowadays any fathead who works like a horse at some stupid job and saves his money can go safely to the ends of the earth, and he sends home picture post-cards and secretly feels the poets lied. He doesn’t realize that just by being there he has stolen away the beauty.”
“Oh, what a Tory,” breathed Jim malignantly.
“And as for radio and beauty and good ideas,” I informed him, “what is the greatest program on the air to-day? It is the program of a man with a large red nose in controversy with a ventriloquist’s dummy.”1
“What a miserable attitude you have towards life,” said Jimmie. “You’re one of those who ought to study this new science of making friends. It would give you a sweeter feeling towards your neighbors.'”
“What kind of a science is this friend-making?” I demanded.
“It’s simplicity itself,” said Jim, happy to be rid of me. “All that it requires of us is that we become aware. Aware of others. Alert to life all around us. Psychology teaches us that we use only a little fraction of our powers, mental and physical. We go through our lives like worms burrowing in the dark earth.”
“Worms,” I pointed out, “would darn soon regret it if they came up and started cavorting around in the hot sun”
“Wait a minute,” protested Jim. “The trouble with us is that we are aware only of our own lives. And aware dimly of a few right around us with whom we grudgingly share a little of our interest in life. If we open our minds and hearts, if we deliberately become aware of others, their interests, their cares and labors, their lives, then, without effort at all, they become our friends.”
A Larger Awareness
“What good would we get out of it?” I inquired. “All they would do is keep coming around after supper and wanting to tell us their troubles. I know those friends. A guy has got to be guarded in his sympathy.”
“I’m not talking about sympathy,” said Jim. “What we get out of a larger awareness of others is a fuller feeling of ourselves, a kind of indefinable joy and pleasure, like waking up in the morning after a grand night’s sleep, or sitting on the cottage veranda after a swell swim waiting for lunch. Waking our minds to others makes our spirits tingle. It is like reading eight or ten exciting novels all at the same time.”
“Just a muddle,” I said.
“In no time at all,” went on Jim, “those who deliberately practise awareness are revolutionized in their manners and attitude. They become good natured and agreeable. All the harsh angles are rounded off…”
“Old stuff,” I cried. “This is the old personality idea. How to be a success in any company. How to be the life of the party. They laughed when I sat down at the piano…”
“It’s entirely different,” insisted Jim. “There are no rules or formulas for making friends. It is just an inner change. A sort of rousing. Wakening. And immediately people are attracted to you, as people are attracted in the lonely night to a house with all its windows lighted.”
“Of two houses,” I stated, “one all lit up for a party, full of gabbling people and cars parked outside and eight or ten people besides myself inside trying to hold the limelight, and another house with only one room dimly lighted but in that room a friend…”
“Well,” said Jim, “I’m interested in this stuff and I’m starting to practise it. It doesn’t seem to work with you. Have you noticed any change in me? Don’t I seem sort of easy and open minded this morning?”
“I never saw you more pigheaded,” I assured him. “All you want to do is argue.”
So we continued with our work, Jim scratching away at his cartoon with his head held back, squinting dreamily; and I sneering at my typewriter. And after a while there came a light knock on the office door.
“Come in,” called Jimmie in a musical voice.
“Who the…” I muttered.
The door opened gently and revealed two young men standing respectfully on the sill. They carried leather cases. They were well dressed. But it was their expression that was remarkable. A look of warmth, of restrained joy, of hope no longer deferred, glowed in their eyes; and their smiles were like Robert Taylor’s.2
“Mr. Frise? Mr. Clark?” said the dark one, tensely, as if he could scarcely believe his eyes.
“Yes,” I said sharply.
“Come in, come in,” cried Jim, throwing down his pen.
All speechless with pleasure, the two young men stepped in. With intaken breaths and quick glances around our tousled office as if they were entering some holy place, they set their leather cases down and laid their hats on our desks.
“What is it, what is it?” I said pleasantly enough. “I’m very busy this morning.”
But the sheet of paper in my typewriter was still blank.
“Mr. Clark,” said Jim, rising and offering them a cigarette, “tries to pretend he is a fierce little man.”
“Really,” I said, “I have to get this done. this morning, as you can see…”
“Gentlemen,” said the dark one, “we can come back some other time. Just name an hour. We wouldn’t dream of interrupting your work.”
His voice went deep and quivered.
The fair one reached for his hat and picked up his leather case, giving me a most apologetic little grin, as he half backed to the door.
“To what are we indebted for the honor of this visit?” said Jim.
“Our visit,” said the dark one, quietly “is probably more important to us than it is to you, and therefore I hesitate…”
“Forget it,” said Jim.
“We represent,” said the dark one, in a tense and almost confidential voice, “a worldwide organization that includes universities, royal societies, international organizations, publishing…”
“Ah,” I said, “books.”
“Sir,” said the dark one, turning respectfully to me, “I sincerely beg your pardon. I know we are intruding. Please excuse us, and some other time…”
He, too, reached for his hat. He was flushed and embarrassed and the very embodiment of apology.
“What kind of books have you got?” I relented slightly.
“I’m afraid,” said he, “they are hardly the kind of thing we ought to show you two gentlemen, so widely…”
“Now you’ve got me interested,” I cried. “I never met anybody selling books who didn’t have to be thrown out by the office bouncer. Here, let’s see what you’ve got.”
“It is a collection,” said the dark young man diffidently, “of biographical and historic sketches of successful personalities, and differs from all other biography in that in each instance selected from the world’s great statesmen, authors, soldiers, leaders in all walks of life, attention has been focussed on the personality of each, and studied in its relation to his success.”
“Mff,” I said, the dark one began to unbutton his leather valise.
“In biography,” explained the dark one, “so much attention is paid to such detail as origin, ancestors, early environment and then historical record, that the true secret of their greatness, their personality, is lost sight of. The scholars who prepared this collection, scholars from many countries and all of them famous men themselves, have delved into hitherto neglected records, letters, unpublished lore of all sorts, anecdotal, contemporary gossip, in order to recreate, as it were, the living personality, without boring you with an account of the activities of these whom the world accepts as our greatest men. An astonishing truth emerges from this new approach to the question of greatness…”
Foundations of Personality
“What of that?” I asked.
“That all our great, from Caesar, down to present day and living men accepted as great,” said the dark young man, “had almost identical foundations of personality.”
“You mean Caesar and Einstein?” I demanded.
“Exactly,” said the young man, with a look of admiration on his face. “You’ve hit it square on the head.”
And he turned and gave his partner a swift look as much as to say, “Didn’t I tell you this was a smart man?”
He then just stood and looked at me reverently, never saying a word, but handing me volume after volume out his case. They were pleasant, stiff volumes, with gravure portraits of the subject of each chapter. There were Caesar, Beethoven, Theodore Roosevelt, Marlborough, Lindbergh, Titian, General Pershing, Charlemagne, Rembrandt, Edison, hundreds of them, some disposed of in a few pages, others taking up a quarter of a volume.
“It’s more just to show them to you,” said the dark young man. “To get your reaction. We’ve read your articles for years, ever since we were schoolboys, haven’t we, Eric? And I said, before we start in on our select list, given us by a federation of university advisory boards, I will just get the reaction of a practical man who makes personality his daily study…”
“It’s a little over my head,” said Jim awkwardly. “I don’t even know who half of these people are written up here. But you certainly made no mistake in coming to Mr. Clark. Now he…”
“How much is it?” I asked doubtfully.
“The normal price, as a matter of fact,” said the young man, “is forty dollars, but we have been given a few sets to be disposed of, confidentially of course, to any who assist us with counsel or advice of a critical nature, at only twenty-five dollars. In return for your kindly interest in this work, I almost wish I could afford, out of my own pocket…”
“Tut, tut,” I said. “I am getting together a library for my sons, and biography is in line…”
And in no time at all, I had signed the little slip of paper and paid my cheque and was assured the complete set would be delivered to my home within a few days.
“Now,” said the fair-haired young man, stepping forward and starting to unbutton his leather case, “Mr. Clark, I’d like to show you this set of four volumes on how to attract friends.”
“Which?” I demanded, hardly having my fountain pen back in my pocket.
“It’s a remarkable work,” said the young fellow. “My partner and I have studied it and it has done us an unbelievable amount of good. It has entirely revolutionized our methods of salesmanship. We are no longer high pressure, but low pressure. And it works twice as good. The secrets, as set forth here, as to awareness, alertness to our fellow man and his temperament personality…”
“Gentlemen,” I said loudly, “good morning.”
And Jim, the silly, accompanied them out to the elevator, joking and laughing.

Editor’s Notes: This story was repeated on July 8, 1944 as “Making Friends”.
- This is probably in reference to Edgar Bergen and Charlie McCarthy. They were only recently on the radio in 1937. As mentioned in the Wikipedia article, the popularity of a ventriloquist on radio, when one could see neither the dummies nor his skill, surprised and puzzled many critics, then and now. ↩︎
- Robert Taylor was a popular actor at the time. I guess he lost some popularity as in the 1944 repeat, his name was replaced with “their smiles were like a tooth-paste model’s”. ↩︎













