constantly brought to your attention each day. A failure to understand the merits of this discussion means failure to the young lawyer. While an appreciate of its art oftentimes crowns those with success whom we least expect. How a lawyer gets his first client is a mystery. It might well be classed among the three great mysteries of life. Who are clients? Some one in difficulty. What caused the difficulty? Well to answer that would be to explain life. An illustration from a personal experience might be pardonable. As a young lawyer I was once approached by a man who had endorsed a note and had been sued. After listening to his story, I remarked: “If you had not endorsed that note, you would not have been liable." "Yes," replied the client, "if I had not signed that note, I would not be here." In other words, it is those difficult situations that give us our opportunities. It is up to us to be able to master them, and as we learn to do so our success is assured. The person in difficulty is going to turn first to someone he knows, in whom he has confidence, and who will take an interest in his case. As a basic principle it behooves young lawyers to make friends. And in doing this your manner of treating people will be an important element. If you are not naturally sociable and approachable, break yourself into the habit of being easily approached. Take an interest in your first client's story. Treat his wrong as if it were your own. Inspire him with the confidence that you are not only loyal to him, but also not afraid to speak for him. Confidence in expression is a valuable requirement. Speak to the court as if you meant what you said. Even if you are defeated your client will give you credit if you fight earnestly and honorably his cause, which he desires vindicated. The first client comes from someone whom you know, and who has been treated pleasantly by you. It might be suggested in connection with this idea, what is your object in entering the bar as a profession? To make money? If so you may be disappointed, as many of the highest rewards of this life do not go to the lawyer. In fact, the opportunity to make money is less than in many another business. Why? First, because all questionable methods must be avoided by honest lawyers. In fact, his living, his sustenance, are mere incidents to the fulfillment of that highest desire of all good lawyers. The development of the spirit of reason is one's own mind. The vindication of the principles of justice, form ever new and changing condition. To do this work requires the highest order of ability and the scorning of sordid things in life. It might be said in this connection that technicality so misunderstood by laymen is but the vindication of some well-established principle of law; made for the good of human kind. Yet because that principle should come in conflict with some selfish interest of the human heart, it is condemned. An example might be in point. The principle in criminal law, that a venue must be proven in all cases, is sometimes overlooked in a $10 petty larceny charge. The criminal is set free because of failure to prove venue, and no one notices it. It is too small a matter to notice. Yet here is a case of a bank failure. A man is tried on the charge of embezzlement amount, $100,000. The whole city is stirred to the highest point of excitement. A failure to prove venue liberates the criminal. The whole press of the city condemns the law and its technicality. When in truth the error is not due to the law but on account of its inferior servants who are supposed to administer it correctly. This brings to us the point of distinguishing between attorneys at law and lawyers. The people can no more be fooled. The time has come in the history of the world where knowledge is so generally distributed that a lawyer must know his business if he expects to succeed. In the past too much confidence was given to the advocate, who with flights of oratory, was expected to blind juries to the true principles of right. To the advocate who, it was thought, had a stock of tricks which would stifle justice. Today the ordinary man would have been the extraordinary educated man of yesterday. This fact makes the advocate of today logical, and careful not to mistake facts; as false conclusions are too easily discovered and ridiculed. A natural reaction has resulted. The business lawyer, who is intensely practical, has come to the front. Today you can name on one hand the noted orators of the bar. Yesterday they could not have been counted. It might be suggested in this connection that the capacity to illumine a subject will never grow stale. Even the business lawyer needs this art. In fact, this requirement is a necessity in all lines of business. How many times have you gone into a store and purchased an article that you had no intention of doing, just because the young lady clerk impressed you with the fact that she knew just what you wanted? It is well to learn how to express your views forcibly and accurately. This art will stand you in stead all through life. Many a lawyer has lost his case because he was not able to think quickly and state plainly to the court his ideas. What good does it do you to express your ideas when it is too late? You will never get credit for what you know unless you are able to express yourself correctly on all occasions. It might be said in this connection that the work of the literary society is more important than ever. What has all this to do with making a client? Do you not realize that people make your clients? Then all things that tend to impress people with your ability and reliability are essentials. You know many people, yet you deal with each man separately. It is the manner then that you treat each person that is important. In fact, the A, B, C lesson to learn is the manner in which you treat people. Cultivate the acquaintance of men. How many good lawyers are unable to make a living because they are unapproachable? Learn men. Be among men. Go where men are. Speak upon all occasions. If you are against an assessment, say so at the meeting of those interested. Those who believe as you do are your friends. Therefore, rule I of my address is to get friends, because they are your first clients, and are the stepping stones of success. The natural result of having friends is that friends will bring to you their friends. In other words, the second class of clients are brought to you by your friends. Do not be small then in dealing with your clients, as much of your success depends in being able to have your clients go away pleased. Regulate your fee by the size of the results-not always by the amount of work done, as people are not always able to understand that feature of the case. Oftentimes it pays to be liberal. When it comes time to settle say, "Well, my friend, how much do you think I ought to charge?" He will often say more than you would yourself. Say, "Well, you say so much; I feel that it ought to be so much. Now, let us split the difference." This will leave a good taste in the mouth of your client and do much to encourage him to bring others to your office. The third class of clients are those who watch your work in the courtroom. It is not strange that people should watch you while you are doing your work in the courtroom. It is more or less of an advertisement, and as such should be used legitimately. Are we supposed to live like beetles and hide our existence from others? Far from it. Assert yourself. Be not afraid to let others see you. Let your work show that you are qualified to call yourself a lawyer, and the fruit of your toil is sure to come. The fourth class of clients come from the men you beat. It is often true that the man you beat is your next client, as all desire to succeed. Success then brings success. This is more often illustrated in personal-injury litigation—a branch of the law that is a very good field for young lawyers, as education upon a good many different subjects is always needed. The directors of large corporations give very little attention to the trials of young lawyers until judgments, one by one, are entered against their corporation. Then they ask the question, Who is he? Then the question, Where is he? In conclusion permit me to say, take part in politics. Do not heed the cry of many concerning the debasement of our politics. There can be no debasement of politics; but there can be a debasement of politicians. For this reason it is all the more necessary for you to do your part to upbuild the State which has done so much for us. Again, do not permit success to blind us. Many a prominent young lawyer has had his career cut short because success swelled his head. He forgot the means by which he attained success and scorned the ladder that bore him up. If you tear away the foundation, the building must fall. So be diligent and mindful of all your deeds, and never forget the people, who are the foundation of your success as lawyers. Senator LEWIS was beloved and honored by his colleagues in the Senate, and I am glad that he was 1 of the 15 Members of the Senate during our entire history of 150 years whose funeral services have been held in the Senate Chamber, the only other Senators who have been thus honored during the past quarter of a century being his own colleagues and friends with whom he served, Senator Thomas J. Walsh, of Montana, and Senator Joseph T. Robinson, of Arkansas. Mr. Speaker, men in public life are often misjudged and unjustly condemned; they are made the object of ridicule and contumely, sometimes even of libel and slander; and it is open to question whether public service is worth the price it costs. However, when the career has ended and the book of life has been closed, and knowing and understanding men and women render their meed of praise and appraisal and the people themselves give expression to their love and gratitude and join in loving tribute with the colleagues of the public servant who has departed, we conclude that after all, "public service, if faithfully performed, is worth all that it costs." Senator Lewis was a great man, lawyer, orator, statesman, scholar, author, and friend. Alike are life and death When life in death survives Were a star quenched on high For ages would its light Still traveling downward from the sky Shine on our mortal sight. So when a great man dies, For years beyond our ken, The light he leaves behind him lies |