General Conference Bulletin, vol. 4

THE CANVASSING WORK

Report of Canvassers’ Meeting, April 9, 1901.

W. C. WHITE: Brethren, time is precious. Pray for me that God will help me to remember those things which are of the utmost importance. There are many matters which I would be glad to talk with you about, but our time is so filled that it is difficult to make a proper preparation on any subject. GCB April 25, 1901, page 483.13

There is one thing which we are all anxious for, and that is a revival of the book work [Amen.] We need to study those things that will bring into this work all that the Lord wants to put into it; all that he has in reserve for it. First of all, we want to put ourselves into it, and we want to open our hearts that the Lord may come in and teach us how to make this work evangelical. The evangelist is one who is reaching out to save people, and that is what the canvasser ought to do. The canvasser should settle it in his heart that this work is the means of bringing souls to a knowledge of God’s truth. And making that first, the financial considerations are secondary. As we make financial considerations secondary, we must not forget that God works through means, and that in his kingdom everything is perfectly organized. We believe that the heavenly agencies are more perfectly organized in their work than any army that man has ever seen; and yet they are all organized, and work according to principles of love. GCB April 25, 1901, page 483.14

Christ is our leader; he is our life; he is our strength, and he has ordered that nothing pertaining to the salvation of man shall be made perfect without the co-operation of human agents. This precious work has waited for years for our co-operation. He wants men to have a clear idea of how they should labor, and in his providence he has ordered that a perfect understanding of how to labor shall be perfected by a working connection with my brethren, and by a faithful study of their counsels. GCB April 25, 1901, page 484.1

Voice: That is what Paul did. GCB April 25, 1901, page 484.2

W. C. White: Yes, so you see where the work of organization comes in to teach each individual where he can work to the best advantage. Do not let the enemy come into the mind, and say, “Work just as you please, pay less attention to your brethren than before.” As Christ comes into our hearts, we shall prize what our brethren say, and more and more profit by co-operation. GCB April 25, 1901, page 484.3

In some things we need to go back to first principles. Obligations are mutual. Just take that as a golden text and study over it. My father used to preach a sermon on it once in a while. I have forgotten the sermon, but I know that obligations are mutual, and when our publishing houses say to the tract societies. “We will make you our agents, if you work that field faithfully,” the State agents must do their utmost to work that territory faithfully, and the publishing houses must do their utmost to furnish the books they require. [Amen.] When a canvasser and the State agent make arrangements with reference to territory, they must remember that obligations are mutual. GCB April 25, 1901, page 484.4

Much has been said to us, and you will read it in the Canvassers’ Manual, that agents should be evangelists. Agents must work from an evangelical motive. Agents must go to the homes of the people and hold Bible Readings. You will find in the Manual, instruction how this work should be done. The great tendency on the part of the untrained and inexperienced, will be to fritter away his time, and when the day of reckoning comes to say, “Well, I have not taken many orders. I have not earned quite enough to meet my bills, because I found so much missionary work to do, and I had to do that. I did not get enough money to pay my accounts, and you will have to wait on me, or the Conference will have to help me out.” Is this right, brethren? How shall we deal with this matter? Let us get at the right principle. GCB April 25, 1901, page 484.5

How shall we train successful evangelical canvassers? In preparation for any kind of work men must pass through a period of education and training. [Voice: That is true.] They must pass through an apprenticeship. Some get through it quicker than others. While passing through an apprenticeship, a man can not expect to pay his way. He must have resources provided beforehand to carry him through, or his friends must help him through this period of apprenticeship. GCB April 25, 1901, page 484.6

The spirit of self-dependence is taught in the Bible. The Bible says, “Let every man bear his own burdens.” That means let every man bear all he can. The Bible also speaks of every man taking care of his relatives. That includes the orphans. It applies also to canvassers. If a canvasser has some friends whom he can depend upon, it is better for him to go to them for financial assistance. Next to his relatives comes the church. Once in a while there will be a case where a person is deprived of all these, and as a last resort he must ask the society itself to help him get started. GCB April 25, 1901, page 484.7

The Chair: You would not look with favor, as a general rule, would you, of putting a canvasser on a salary? GCB April 25, 1901, page 484.8

W. C. White: I have not said a word about a salary. I am talking about helping a man through an apprenticeship. If a young man taking an apprenticeship in the Review Office needed help, we would not pay his salary. We would investigate how much he can earn, and what his necessary expenses are, and then if there are a few dollars lacking, we would find it for him and loan it to him. When a young man has passed through his apprenticeship, he must remember that if the society trusts him with territory, and trusts him with an agent’s responsibility, that he is under obligation to render to that society, faithful and full service. GCB April 25, 1901, page 484.9

I do not know what is required in the different fields. I do not suppose that a rule can be of universal application, but it does seem plain to me that an agent should not be satisfied with less than eight hours of faithful work each day for five days in the week. [Voice: Why not ten hours a day?] I can think of no circumstances where it should be less than eight hours a day, and five days a week. I believe, in many fields, that ten hours per day for five days a week will be a better standard. That must be decided between employer and employee. If I took an agency, and the State agent said that one condition of the agency was that I put in fifty hours a week, I should certainly feel that my first obligation was to put in full time. But what if you find missionary work that must be done? Can’t you work more than fifty hours a week? Most of us, during this Conference, are working ninety hours a week. The agent has his Sabbath for devotion, and he has the evenings and Sunday which he can devote largely to Christian work. Some agents will find that they can use to the best advantage fourteen or fifteen hours a day, and six days a week selling books, believing that in this way they can do most for the Master. Others will feel that the Lord puts upon them a work of visiting, and holding Bible readings, and in some cases the work of nursing. They need not pass as skilled nurses, but will find people suffering, to whom they can minister Sundays and evenings, and yet put in full time as canvassers. GCB April 25, 1901, page 484.10

T. E. Bowen: Do you think tract societies, and those employing’ agents should require them to put in time, as you say? GCB April 25, 1901, page 484.11

W. C. White: I think they should require a definite amount of time. I do not see why it is not right. You hire a man here in the office, and there is a definite agreement as to how many hours he shall devote to his work. This is necessary for the success of the business. GCB April 25, 1901, page 484.12

Some say, If this is evangelical work, ought not our Conference to support it by paying each worker a salary? Why should it be so? In the Conference where I have been, we have sometimes had to call a man to leave the canvassing work and take up evangelical work, and have paid him a salary, but he was a man who could earn from one-half more to twice as much in the canvassing field as the Conference pays him. GCB April 25, 1901, page 484.13

W. S. Cleveland: Is not that true of every Conference? GCB April 25, 1901, page 484.14

W. C. White: I can not tell. Our field is a big one. The places are far distant. An experienced canvasser may be 500 miles from headquarters. He has found a company of people interested in the truth, and he wants a minister to come and follow up this interest. If we have a minister near by, we send him. If we have not a minister, we say to that brother, “If you find a time in your work when you can get a couple of weeks or more to attend to this interest, do so, and we will pay you for your time.” The men we employ thus are those who know the value of their time. GCB April 25, 1901, page 484.15

We have another class of men who have not learned to make the most of their time. A number of things may have acted a part in causing their failure besides hard times and bad territory. They are just keeping their heads above water. They say, “Let us be employed by the Conference, and let us develop this interest.” We have tried it, but we have been disappointed, because the elements in their character which have kept them from making the canvassing work a perfect success, work to keep them from bringing people into a complete acceptance of the truth. [Voices: That is so. That is the truth.] GCB April 25, 1901, page 485.1

W. L. Manfull: State that again, Brother White. GCB April 25, 1901, page 485.2

W. C. White: The same element in the man which has prevented him from making his canvassing work a sufficient success to support him will usually prevent him from bringing the people into a full acceptance of the truth. [Voice: That is so.] GCB April 25, 1901, page 485.3

All Christian work is on the basis of sacrifice. Every call from Christ is for us to follow him in the matter of sacrifice. So when a man passes from the canvassing work to the ministry, as a matter of sacrifice, the blessing comes with it, but when he passes from the canvassing to the ministry or evangelical work for the sake of getting an easier time, he is not following Christ’s footsteps. Is that clear? [Voice: It is clear.] GCB April 25, 1901, page 485.4

W. L. Manfull: What is the remedy for these men who are deficient? GCB April 25, 1901, page 485.5

W. C. White: The best thing that we can do for them is to send an experienced man to be their teacher in the field. You can get them together in convention, and teach principles, and get them studying on right lines, which is all good primary instruction; but the thing that helps the men is to have a successful man go and work right by their side, canvass with them, eat with them, pray with them, and if there must be any loafing, loaf with them, and spend that time in teaching them that loafing does not pay. GCB April 25, 1901, page 485.6

Now in reference to this matter of salaries. Do you see, brethren, by the movements of this Conference that the Lord is leading his people to do a great deal more for foreign missions than they have ever done before? Everything is moving in that direction. A proposition is coming this very day that the Conference give a second tithe and also a donation for mission work. Do you think the enemy will let them do this without doing his utmost to bring in a counter movement? He will do his utmost to bring in a movement under the name of evangelical work for the absorption of that money so we will not have means for foreign mission work. When that movement comes, brethren, you watch out for it, and set your hearts against it, saying, “No,” to it, as far as you are concerned. Take your stand that you will follow Christ’s plan of self-sacrifice, and that you will not sanction any proposition which will absorb that which should go to the missions. We have a plan of work by which the canvassing work is self-supporting. Stand by it, brethren. GCB April 25, 1901, page 485.7

Someone will say, “What about that statement in the Testimonies which says men should not reach out for the highest wages because other publishers pay high wages.” Does that mean that canvassers should have wages? Let us analyze this proposition. First of all, How do other publishing houses pay wages? Commission is their wages. I asked mother about that a few weeks ago. I took that passage and read it to her, and asked what was in her mind when writing it? What was the point presented, was it commission or salary? She said that the question of commission as opposed to salary did not enter her mind at all. It was the matter of compensation. You should understand that word “wage” as meaning compensation or remuneration. Our brethren are not to reach out for high compensation because others pay high compensation. They are to work for much less then other publishers pay. So much for the matter of wages. GCB April 25, 1901, page 485.8

As our work develops we shall find fields that can not be worked as they ought to be worked unless we have books on which the retail price is much closer to the cost of production than it is now. GCB April 25, 1901, page 485.9

A. F. Harrison: State that again. GCB April 25, 1901, page 485.10

W. C. White: As we proceed with our work, we shall find fields, such as considerable sections of the South and the populous cities of the Atlantic Coast, where we can not place books as we wish to place them until the retail price of the book is much closer to the first cost. For these fields we want cheaper books. Some fields do not require them, but a great many want cheaper books. What is the way to get them? It is for the agent to be willing to make a sacrifice of his 50% commission in order that the retail price may be reduced. You may say, “How will that be brought about?” Some books will be published, popular books, helps, etc., that our brethren will be glad to handle in poor and populous districts for less than 50% commission. GCB April 25, 1901, page 485.11

J. B. Blosser: Would it be bothering to tell the average profits per hour of our Texas agents for last year? GCB April 25, 1901, page 485.12

W. C. White: If you please. GCB April 25, 1901, page 485.13

J. B. Blosser: The average profit for each canvasser last year was forty cents per hour; two years ago it was twenty-one cents per hour. It does not seem as though that was much of a sacrifice. GCB April 25, 1901, page 485.14

W. C. White: Forty cents per hour. We can do better than that; for the Lord is going to help. Brethren, if we go to working for him, we shall be able to do much more than when we are working for ourselves. I have seen many things during the last few years, in our school work, medical missionary work, and canvassing work, where we are brought up to the point of decision. We thought if we followed pure Christian principles, we were going to have financial distress. We said we would do what was right and bear the distress; but the Lord sent us blessing and prosperity, so that the distress did not come. GCB April 25, 1901, page 485.15

There is great good in the plan of establishing resident canvassers. This may be the means of bringing back into the canvassing work hundreds of good successful men who have gone out of the work because they did not want to be always disconnected from their families. Then the question will be asked, If everybody is to be a resident canvasser, shall we lose all our traveling field men?—By no means. Brethren, we must work every avenue and every agency. Probably the time will never come when our traveling men will not take the lead. They will handle the new books. They will work the best territory, they will make the largest amount of money, and they will reach the largest number of people and get them interested in the truth. They will always be the cavalry upon whom we depend for the greatest execution, but we want the other men, too. GCB April 25, 1901, page 485.16

Just a word as to whether young men who are beginners should be resident canvassers. No. No. Take the Conference work as an example. We first put our young people into the schools and train them, then we put them out as Bible workers, or with tent-meeting laborers to train them. Then we put them out in the field for one, two, or three years with energetic, successful workers, and then we allow them to take supervision of a section of a conference, or a company of workers. GCB April 25, 1901, page 486.1

Let us get all our old canvassers back into the work, and if some of them are so situated that they can not be separated from their families, we may be able to locate them in different places. We can encourage them to take up district work, and sell one book, then another, and so on. Then we shall have our field men working, and shall also have another corps of workers in the field (the number perhaps larger), doing local work. We must work both agencies. GCB April 25, 1901, page 486.2

S. A. Hill: In the point brought out concerning beginners, would you advise starting out a man, a young man, just because he thinks he wants to go out, as he expresses it, he thinks he would like to go out as a canvasser,—without first bringing him into some discipline or training? GCB April 25, 1901, page 486.3

W. C. White: I would say the question almost answers itself. We must follow the same principle as in the training of men for other lines. Also study the counsel in regard to this line. GCB April 25, 1901, page 486.4

R. A. Underwood: Have you had any experience in the plan of part payment, revisiting, selling the book on time, collecting one half, on the installment plan? GCB April 25, 1901, page 486.5

W. C. White: No, I have not had a personal experience, or personal contact with the installment plan. I have no objection to it, and I have no special burden for it. This is what I want to say: I believe the Lord will call some of our men, and especially some of our leaders, to make a specialty of fitting up for work in our great cities. And we shall find in this work, just as in our ministerial work, that the providence of God is leading our brethren to train men by taking them right into the field. He is calling for men of experience to group around them young men, and go right into cities, and have daily classes while they are at work. We believe the Lord will bless some of our older men in calling for groups of our young men to go with them into our cities. They can live in clubs inexpensively; they can study together before breakfast; they can have their seasons of prayer together; they can study the Bible every day, and then go out full of wisdom and of the Spirit, and attack the stronghold. This will lead to the using of men who have been born and brought up right in the city where they are working. Every city has its own characteristics, and here, as in a foreign country, one of the first duties is to study the habits and customs of the people. If you go into New York, get New York men into your class, and they will tell you something about New York which it would take you a long time to learn. If you go to Boston, get Boston men, and if to Chicago, get Chicago men. GCB April 25, 1901, page 486.6

The Chair: Brother White has struck the key-note this morning on several points. I am thankful for these words, especially on the salary of our canvassers. Also about the resident canvassers. There ought to be a restoration to the work of our old canvassers. If our people everywhere could get the thoughts we have gotten this morning, don’t you believe it would do them good? GCB April 25, 1901, page 486.7

E. E. Miles: I would like this brother from Texas to tell whether that average profit of forty cents an hour included all the time, or just the time of taking orders. GCB April 25, 1901, page 486.8

J. B. Blosser: I do not want to take up any time, but the point being raised whether the canvassers would sacrifice in the work, when they were really getting so well paid for their time, I thought it would be a help to state that, since the question has been asked, I will give the full report. It includes the full time of canvassing and delivering, and where the canvasser failed to state the hours, I guessed at it as nearly as I could. GCB April 25, 1901, page 486.9

During the year ending Nov. 30, 1900, there was each month on an average 15 canvassers at work. They put in 11,856 hours, showed the book 11,964 times, took 5,300 orders, valued at $8,792.55, and sold helps to the amount of $777.75. Delivered 5,593 books valued at $8,338.50, or about 94 per cent of the orders. Agents averaged about forty cents profits per hour. Averaged $303 profits each for 100 days’ work at less than 8 hours per day. They really averaged only about 3 2/8 hours per day for the days they worked. It is very well. It is much lower than it ought to be. Perhaps it is not lower than in other Conferences, but it is lower then it should be. GCB April 25, 1901, page 486.10

Report of work for seven months, ending Nov. 30, 1899. GCB April 25, 1901, page 486.11

Average number at work, 25. They put in 11,949 hours, showed the book 14,238 times, took 5,605 orders valued at $9,877.95. Sold helps to the amount of $712.85. Delivered 2,369 books valued at $4,638.15, or about 61 per cent of orders taken. Agents averaged about 20 cents profits per hour. Averaged $92.75 each, profits for about 60 days’ work at 8 hours per day. The average time per day they put in was about 3 1/8 hours per day. They averaged about 20 cents per hour. GCB April 25, 1901, page 486.12

Now there is another point in it. The amount of helps sold each year, a little more than covered the expenses in the field, so that when their deliveries came in the fall, what profits they had on their delivery was above their expenses. That is a way we have of keeping our agents out of debt. GCB April 25, 1901, page 486.13

Meeting of Canvassers’ Convention, April 10. GCB April 25, 1901, page 486.14

G. Phillips: It seems to me, brethren, that the sale of our large books is a very important part of the canvassing work. I am sure that many make a mistake in starting on small books. Our large books can be sold, and it is often the case that they can be sold just as easily as can the small books. In the first place, the Lord has told us these large books should be sold. You are all aware of the fact that he has named certain books which are included in the list of large books and that is one reason why I say that large books can be sold. Another reason is because I have tried it and find it is so, and in my experience it has proved a success, and I have noticed the reports of others. GCB April 25, 1901, page 486.15

The number of exhibitions given for small books, and the number of orders taken, the per cent of orders, I notice is about the same as for the large books; equally as good for the large books as for the small books. If you will notice, deliveries run about the same way. The Lord has told us we should sell the large books. They should be put before the people. We should move right forward. [Amen.] That itself should be sufficient. GCB April 25, 1901, page 486.16

Another thing: He says we should get the truth before the people as fast as possible. Well, I think the more truth a book has in it the more truth we are getting before the people in the Saviour’s name. GCB April 25, 1901, page 486.17

We hardly ever find a man that is interested in every part of the book. One will be interested perhaps in the second coming of the Lord; another in Spiritualism; another, origin of evil; some, one subject; some, another. And if the book has only one subject, you will get but one chance at the man. If you watch your customer, you can soon tell what subject he is interested in. It is easily done. You can see it in his countenance. As we make our canvass, let us watch our customer closely and we will see it beam out of his countenance. I want to say that if you take “Daniel and Revelation,” “Patriarchs and Prophets,” “Great Controversy,” “Desire of Ages,” and I will not leave out “Bible Readings,” either, you will find almost any person you meet will be interested in some of the principles contained in these books. Almost any person will be interested in some one of the subjects. Now, if you have a book that has one, and only one, subject in it, if he is interested in this subject you are all right; otherwise you are not. This is one reason, and a very important one, why I want to handle large books. GCB April 25, 1901, page 487.1

It takes almost as much time to give an exhibition on small books as it does on large ones. It takes just as long to find your customer. It takes just as long to gain an entrance into the house, just as long to deliver the book. The one difference is that just a little more time is given to canvassing, sometimes a very little in that respect. So it takes the agent nearly as long to canvass for a small book as it does for a large one. GCB April 25, 1901, page 487.2

It is a mistake to think that times are too hard to sell large books. I believe we can sell books that contain the precious message, while the devil has men selling tobacco, and whiskey, and many other hurtful things in this world. My experience in this work is to try to show the people that these books are of much more value than these worthless articles are to them. It is a good thing for them to lay aside these things that they are using that would not be as much value as the books. GCB April 25, 1901, page 487.3

Another thing, and a very important part of it: I always try to make this impression—get them to understand that the book contains truths that it is for their interest to know; that you are not there to get a few dollars of their money; that you want to see their souls saved in the kingdom of heaven; that you know you have a book that has very important truths for this time. If these principles are woven into our own hearts and our own lives, there will be no trouble to get people to see it. A customer said to me one time: “I never had a book agent talk to me like that before.” I believe it should be that way all the time. We are not only book agents, we are missionaries to seek and save that which is lost. If we can make that impression on their minds, it will help us wonderfully in our work. I believe that if that is our motive, people can see it by looking into our countenances. We can not hide it. People will see it. I believe there is a power that goes with us canvassers that the world does not know anything about. The Lord says that if we recognize Christ as the chief worker, he will make impressions in just the lines needed. Now, that is a comforting thought to me that the Lord Jesus walks with me in this work, and that he promises to give me strength and make impressions just where needed. There must be impressions made that I can not make, and I thank the Lord, brethren, that he is by our side to make these impressions. [Amen.] I thank the Lord that there is helper with us, one who will make impressions, one who will do the work. Often times the people begin to talk hard times—that is the hardest thing we have to meet; but we can say we have something that is of especial importance to them, that they can not afford to miss, that they can not afford to do without. GCB April 25, 1901, page 487.4

I remember I was canvassing a lady in a hotel, and as soon as I began to show the book she said, “Times are so hard, I do not see how I can take the book;” but before I had showed very much of it she said. “I do not see how I can do without it.” I believe, brethren, we can go out with the power of God, and books be sold. This is the secret of our success: to have a living, daily experience with Christ. GCB April 25, 1901, page 487.5

There is another thing that is a very important part in handling our large books. I am sure that one thing that causes so many of our agents to leave the field is, they do not, or think they do not, make a living out of it; can not support themselves. There is much more profit in it to the tract societies and to the agents in selling large books than when we sell small books. We go into a house and perhaps spend five minutes more selling our large books; but when a sale is made, I have, instead of $1, $4.50. I have more profit to support myself. Most of our agents are from the shops or farms and have to make their support as they go. They have to live on what they make. That is one reason why we should take large books. If they can not make a living, they will have to drop out sooner or later. Brethren, I know there is a living for us. I have made it, with large books, too. I have supported myself and family. GCB April 25, 1901, page 487.6

As Brother White said yesterday morning, I am sure that many times we make a failure by not improving our time. Then in another instance we may make a failure by not trusting in God. I have told the canvassers that I believed if we go out and work as though we thought it all depended upon ourselves, and trusted God as though it all depended upon Him—that will bring success. I believe the Lord helps people who try to help themselves. [Amen.] I never felt like I wanted to ask the Lord to do a thing for me that I could do. The Lord first gave strength and talents to use, and I believe he blesses them as I use them. He blesses me as I put forth an effort. Strength in Christ, childlike faith, and simple trust in God will bring success to the canvasser. GCB April 25, 1901, page 487.7

In our work in District Five this winter and spring, we have put but very few people on small books, even as small as “Heralds of the Morning” or “Coming King,” very few. I remember one young man, whose report I have here. We put him on “Great Controversy.” It was his first experience. He came to our institute, and we had only two weeks’ institute: then it was three or four days before he got into his book, for we could not get our prospectuses there. When he left the institute, he had only about two thirds of his canvass learned. When he took the train, he went to work on his canvass. Here is his two weeks’ report. It is the first report he sent in. He worked 108 hours. How many hours a day would that be? A little over 10 hours. Now, I want you to notice what follows that: 108 hours, 64 orders for “Great Controversy,” value $184. He sold $12.09 worth of little books, so that you can readily see he paid his way and had money left. He would not even have to take money out of his delivery to pay for his helps. GCB April 25, 1901, page 487.8

Voice: Please read that again: GCB April 25, 1901, page 487.9

G. Phillips: 108 hours, 64 orders, value, $184. This was a beginner, a young man just starting out. GCB April 25, 1901, page 487.10

W. F. Surber: What kind of territory did he have, city or country? GCB April 25, 1901, page 488.1

G. Phillips: Country. GCB April 25, 1901, page 488.2

Blosser: Had it been canvassed for other books? GCB April 25, 1901, page 488.3

G. Phillips: Yes Brethren, it does not make any difference if territory has been canvassed before even with the same book. I went to canvass in a territory that had been canvassed three times for the same book. It was a thinly settled part of the country, mountainous, rough, and we were out eight weeks. At the end of the eight weeks I had $981 worth of orders. This book had been sold there three times before. So it does not make so much difference if the territory has been canvassed for the same book. GCB April 25, 1901, page 488.4

J. B. Blosser: I should say it would be a good deal better if the territory had been canvassed before. GCB April 25, 1901, page 488.5

G. Phillips: I would prefer to take a new territory always, but do not think that because the territory has been canvassed one time that you can not sell that book again. People will move around. I found a good many books in that territory. Sometimes I would go to a place, and give an exhibition; I remember one place especially, and the man and his wife were sitting by the stove. It was a rainy day, and that is the best time to canvass if it is not too rainy. GCB April 25, 1901, page 488.6

These people gave good attention until I got clear through the book. Then they said they had one like that, that they had bought ten years ago in an adjoining county, of an agent by the name of Phillips. I asked them how they liked the book, and they said they were pleased with it. I also asked them to let me see it. I always ask to see the book, when a party says they have one like it, for sometimes they think they have one and are mistaken. They went and dug it out of the bottom of a trunk, and said they got it of G. Phillips ten years ago. I told them I was the same man. They were glad to see me, as they had liked the book. GCB April 25, 1901, page 488.7

We need to go forward. The Lord will give success. The work is his. The message must go. It will go. When the call comes, “Who will go for us?” who will respond, “Here am I, send me”? The question for me is, will I respond? If not, some one will step in and do the work I should do, and wear the crown I might have worn. GCB April 25, 1901, page 488.8

I sometimes think that we get discouraged too soon. We see the lion in the way, and do not go close enough to see that it is tied. Like the children of Israel; there was the river before them, and they saw there were no boats or bridges, and wondered how they could get across. The were not down to the river yet. The Lord did not divide the waters until they got there, and when they got where they could get no farther, he worked. The Lord will work for us. If we take these books and go right into their homes, he will work. He can not work if we do not. Let me say, Take large books, and trust in God, and I know they will sell. GCB April 25, 1901, page 488.9

Meeting of Canvassers’ Convention, April 13

No Authorcode

T. E. Bowen: We appreciate the fact that agents have a hard field, and many perplexities. But do not overlook the fact that those in the offices have many responsibilities resting upon them. There are difficulties centered there that they are grappling with. There is liability that they may make mistakes. I might speak of the experiences of some who have been called to work in offices, and some of the discouragements which come to us. GCB April 25, 1901, page 488.10

I will mention one. What connection is there between the work of saving souls and adding up all these long columns of figures? In poring over these books day after day. What connection is there in this work and the work of saving souls? I have to let that matter rest with the Lord, knowing that he has a connection, and while it would be a great pleasure to us to get out and labor individually for souls, yet being tied there, we have to let the Lord make the connection. I have been benefited personally in many remarks that have been made, and I believe that a good suggestion has been offered to us that instead of waiting for opportunities to go out and save souls, we are to improve the opportunities that come to us. GCB April 25, 1901, page 488.11

Brother Sisley has touched upon this point, that men are coming here upon business; and it is a fact, with these business men God has given our office an influence, and by improving these opportunities, we can work in many seeds of truth: and I believe that if we do that the Lord will increase our usefulness, and give us more opportunities of this same kind. GCB April 25, 1901, page 488.12

Here are four topics for our consideration this morning. “How can agents be trained to regard as sacred their financial obligations with the offices?” “How can the canvasser keep out of debt?” “Does any responsibility rest upon the general canvassing agent and State agent in maintaining confidence in the work of the State Secretary at the Office?” “How may the State agent best assist the canvasser in his work?” GCB April 25, 1901, page 488.13

The meeting is open to you all. In order to get around as far as possible we shall have to confine the speeches to five minutes each. GCB April 25, 1901, page 488.14

W. M. Lee: The Lord has called us to a great work. Whose work is this we are engaged in? It is the Lord’s work. Then when the agents go to work for the Lord, they should realize they are working for the Lord, and are doing business for the Lord. Now, if this question had been framed, “Should agents be trained to regard as sacred their financial obligations to the offices?” I should say, “Yes;” but how explain the question? How can agents do so? That is an important question. How can they? How can this be done? Now, how can we go about it to train them? GCB April 25, 1901, page 488.15

It seems to me the first thing, when we put an agent in the field, is to train him on business principles, and if he has never had any business principles, or not had very much in business principles, then the first thing to do would be to teach him business principles, that he might not become involved or indebted to the tract society, that he might realize that he is working for the Lord, and that all his obligations to the tract society or any other society should be met honestly and squarely. The Lord says, “Not slothful in business, fervent in spirit, serving the Lord.” Now, we are serving the Lord. We should not be slothful in business. That means we should not be idle; we should not be lazy, but we should be full of zeal and earnestness to the Lord. GCB April 25, 1901, page 488.16

This involves responsibilities on the part of the tract society officers and the general canvassing agent. The responsibility rests first on the general agent; for he comes in contact with the agent, and is the first party concerned. That general agent should be a business man. GCB April 25, 1901, page 488.17

(Concluded in next issue.) GCB April 25, 1901, page 488.18

“Blessed is the man to whom the Lord will not impute sin.” GCB April 25, 1901, page 488.19